Chapter 27 - Delivering Messages that Work: Using Social Proof The Role of Language and the Power of Social Norms
By: Dr. Robert Cialdini
Dr. Robert Cialdini has spent his entire career studying and publishing scientific research on what causes people to say “yes” to requests. The results of his research, his ensuing academic articles, and his New York Times bestselling books have earned him an reputation as an effective story-teller and as the foundational expert in the science of influence and how to apply it ethically in business. Two of his books, Influence and Pre-Suasion, have appeared in 44 languages and have sold more than seven-million copies. His Principles of Persuasion, adopted by many organizations, including businesses, are guides that suggest how to effectively and responsibly increase influence.Dr Cialdini is Regents’ professor emeritus of psychology and marketing at Arizona State University. He received his PhD from University of North Carolina and post- doctoral training from Columbia University. He holds several honorary doctoral degrees, and has held visiting-scholar appointments at a number of American universities. Dr. Cialdini has been elected to the American Academy of Arts & Sciences and the National Academy of Sciences.