ロバート・B・チャルディーニの心理学論文書籍 pre-suasion書評リンク付

こんにちは。

はじめてのコピーライティング小比井　雷太です。

説得の心理学、影響力の武器で有名なロバート・B・チャルディーニ氏の論文や書籍の一覧を一挙公開。

最新のpre-suasionの書評を手に入れられるリンクを付けていますので、ぜひご活用ください。

ロバート・B・チャルディーニ氏

ロバート・B・チャルディーニ氏は「影響力の武器」の著者で影響力のゴッドファーザー的存在。現代のビジネスの指標となっている６つの法則、原理を提案しています。

コロンビア大学、ノースカロライナ大学で博士号を取得した後、現在はアリゾナ州立大学で心理学とマーケティングの名誉教授。その傍ら、influence at work社のCEOとして活躍中。

ロバート・B・チャルディーニ氏の書籍・論文

ロバート・B・チャルディーニ博士の論文や書籍を原文のまま書いてみました。こうしてみると論文や書籍の数が物凄い。さすが世界的に有名なロバート・B・チャルディーニ博士ですね。

Ressler, R. R., Cialdini, R. B., Ghoca, M. L., & Kliest, S. M. (1968). Alarm pheromone in the earthworm Lubricus terrestris. Science, 161, 597-599.
Insko, C. A., & Cialdini, R. B. (1969). A test of three interpretations of attitudinal verbal reinforcement. Journal of Personality and Social Psychology, 12, 333-341.
Cialdini, R. B., & Insko, C. (1969). Attitudinal verbal reinforcement as a function of information consistency: A further test of the two- factor theory. Journal of
Personality and Social Psychology, 12, 342-349.
Blake, R. R., Insko, C. A., Cialdini, R. B., & Chaikan, A. L. (September, 1969). Beliefs and attitudes about contraception among the poor. Carolina Population Center Monograph Series.
Insko, C. A., Blake, R. R., Cialdini, R. B., & Mulaik, S. A. (1970). Attitude toward birth control and cognitive consistency: Theoretical and practical implications of survey data. Journal of Personality and Social Psychology, 16, 238-244.
Insko, C. A., & Cialdini, R. B. (1971). Interpersonal influence in a controlled setting: The verbal conditioning of attitude. Morristown, NJ: General Learning Press.
Cialdini, R. B. (1971). Attitudinal advocacy in the verbal conditioner. Journal of
Personality and Social Psychology, 17, 350-358.
Cialdini, R. B., Levy, A., Herman, P., & Evenbeck, S. (1973). Attitudinal politics: The strategy of moderation. Journal of Personality and Social Psychology, 25, 100-108.
Cialdini, R. B., Darby, B. L., & Vincent, J. E. (1973). Transgression and altruism: A case for hedonism. Journal of Experimental Social Psychology, 9, 502-516.
Cialdini, R. B., Braver, S. L., & Lewis, S. K. (1974). Attributional bias and the easily persuaded other. Journal of Personality and Social Psychology, 30, 631-637.
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., Darby, B. L. (1975).
A reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206-215.
Cialdini, R. B., & Mirels, H. L. (1976). Sense of personal control and attributions about yielding and resisting persuasion targets. Journal of Personality and Social
Psychology, 33, 395-402.5
Cialdini, R. B., Kenrick, D. T., & Hoerig, J. (1976). Victim derogation in the Lerner paradigm: Just world or just justification? Journal of Personality and Social Psychology, 33, 719-724.
Cialdini, R. B., & Ascani, K. (1976). Test of a concession procedure for inducing verbal,behavioral, and further compliance with a request to give blood. Journal of Applied Psychology, 61, 295-300.
Cialdini, R. B., Borden, R. J., Thorne, A., Walker, M., Freeman, S., & Sloan, L. (1976).
Basking in reflected glory: Three (football) field studies. Journal of Personality and Social Psychology, 34, 366-375.
Cialdini, R. B., & Schroeder, D. A. (1976). Increasing compliance by legitimizing paltry contributions: When even a penny helps. Journal of Personality and Social
Psychology, 34, 599-604.
Cialdini, R. B., Levy, A., Herman, C. P., Kozlowski, L. T., & Petty, R. F. (1976). Elastic shifts of opinion: Determinants of direction and durability. Journal of Personality and Social Psychology, 34, 663- 672.
Kenrick, D. K., Reich, J. W., Cialdini, R. B. (1976). Justification and compensation: Rosier skies for the devalued victim. Journal of Personality and Social Psychology, 34, 654-657.
Cialdini, R. B., & Kenrick, D. T. (1976). Altruism as hedonism: A social development perspective on the relationship of negative mood and helping. Journal of Personality and Social Psychology, 34, 907-914.
McPeek, R., & Cialdini, R. B. (1977). Social anxiety, emotion, and helping. Motivation and Emotion, 1, 225-233.
Lingle, J. H., Brock, T. C., & Cialdini, R. B. (1977). Surveillance instigates entrapment when violations are observed, personal involvement is high, and sanctions are severe.
Journal of Personality and Social Psychology, 35, 419-421.
Kenrick, D. T., & Cialdini, R. B. (1977). Romantic attraction: Drive labeling or drive reduction? Journal of Personality and Social Psychology, 35, 381-391. (Featured Article)
Reprinted in: Wrightsman & Brigham (1981) (Eds.). Contemporary Issues in Social Psychology, Vol. 4. Brooks/Cole.
Braver, S. L., Linder, D. E., Corwin, T. T., & Cialdini, R. B. (1977). Some conditions that affect admissions of attitude change. Journal of Experimental Social Psychology, 13,565-576.
Cialdini, R. B., Cacioppo, J. T., Basset, R., & Miller, J. A. (1978). The low-ball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36, 463-476. (Featured Article) 6
Cialdini, R. B., Bickman, L., & Cacioppo, J. T. (1979). An example of consumeristic social psychology: Bargaining tough in the new car showroom. Journal of Applied Social Psychology, 9, 115-126.
Kenrick, D. T., Baumann, D. J., & Cialdini, R. B. (1979). A step in the socialization of altruism as hedonism: Effects of negative mood on children’s generosity under public and private conditions. Journal of Personality and Social Psychology, 37, 747-755.
Kenrick, D. T., Cialdini, R. B., & Linder, D. E. (1979). Misattribution under fear-producing circumstances: Four failures to replicate. Personality and Social Psychology Bulletin,5, 329-334.
Kenrick, D. T., Cialdini, R. B., & Linder, D. E. (1979). Heterosexual attraction and
attributional processes in fear producing situations. In G. Wilson & M. Cook (Eds.),Love and Attraction. London: Pergamon
Cialdini, R. B. (1980). Full-cycle social psychology. In L. Bickman (Ed.), Applied Social Psychology Annual (Vol. 1, pp. 21-47). Beverly Hills, CA: Sage Publications.
Mowen, J. C., & Cialdini, R. B. (1980). On implementing the door-in- the- face
compliance technique in a business context. Journal of Marketing Research, 17, 253-258.
Cialdini, R. B., & Richardson, K. D. (1980). Two indirect tactics of image management:Basking and blasting. Journal of Personality and Social Psychology, 89, 406-415.
Cialdini, R. B., & Petty, R. E. (1981). Anticipatory opinion change. In R. W. Petty, T.Ostrom, & T. Brock (Eds.), Cognitive Responses to Persuasion (pp. 217-235).
Erlbaum Associates.
Richardson, K. D., & Cialdini, R. B. (1981). Basking in reflected glory. In Tedeschi (Ed.),Impression Management Theory and Social Psychological Research (pp. 41-53).Academic Press.
Cialdini, R. B., Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and attitude change. In Rosenzweig & Porter (Eds.), Annual Review of Psychology (Vol. 32, pp. 357-404).Annual Reviews, Inc.
Baumann, D. J., Cialdini, R. B., & Kenrick, D. T. (1981). Altruism as hedonism: Helping and self-gratification as equivalent responses. Journal of Personality and Social Psychology, 40, 1039-1046.
Cialdini, R. B., & Baumann, D. J. (1981). Littering: A new unobtrusive measure of attitude.
Social Psychology Quarterly, 44, 254-259.
Cialdini, R. B., & Carpenter, K. (1981). The availability heuristic: Does imagining make it so? In P. H. Reingen & A. G. Woodside (Eds.), Buyer-Seller Interactions: Empirical Research and Normative Issues. Chicago, IL: American Marketing Association.7
Cialdini, R. B., Baumann, D. J., & Kenrick, D. T. (1981). Insights from sadness: A threestep model of the development of altruism as hedonism. Developmental Review, 1,207-223.
Cialdini, R. B., Kenrick, D. T., & Baumann, D. J. (1982). Mood as a determinant of
prosocial behavior in children and adults. In N. Eisenberg (Ed.), The Development of Prosocial Behavior (pp. 339- 359). Academic Press.
Gregory, W. L., Cialdini, R. B., & Carpenter, K. M. (1982). Self- relevant scenarios as mediators of likelihood estimates and compliance: Does imagining make it so?
Journal of Personality and Social Psychology, 43, 89-99.
Baumann, D. J., Cialdini, R. B., & Kenrick, D. T. (1983). Mood and sex differences in the development of altruism as hedonism. Academic Psychology Bulletin, 5, 299-307.
Cialdini, R. B. (1983). A philosophical analysis of commonplace morality. Review of Moralities of Everyday Life by Sabini and Silver. Contemporary Psychology, 28, 422-423.
Sensenig, P. E., & Cialdini, R. B. (1984). Social psychological influences on the
compliance process: Implications for behavioral health. In J. Matarazzo, N. E. Miller,S. M. Weiss, J. A. Herd, & S. M. Weiss (Eds.), Behavioral Health: A handbook of health enhancement and disease prevention (pp. 384-392). Wiley.
Manucia, G. K., Baumann, D. J., & Cialdini, R. B. (1984). Mood influences on helping:Direct effects or side effects? Journal of Personality and Social Psychology, 46, 357-364.
Cialdini, R. B. (1984). Principles of automatic influence. In J. Jacoby & S. Craig (Eds.),Personal Influence: Theory, research, and practice (pp. 1-28). Lexington, MA: Heath.
Cialdini, R. B. (1984). Influence. New York: William Morrow and Company, 302 pages.(Published in paperback by Quill Books, 1985. Published in a classroom version by Scott, Foresman & Co., 1985).
Eisenberg, N., & Cialdini, R. B. (1984). The role of consistency pressures in behavior.
Academic Psychology Bulletin, 6, 115-126.
Cialdini, R. B. (1985). Setting fractures in the bones of social interaction. Review of The Accountability of Conduct by Semin and Manstead. Contemporary Psychology, 30,324.
Sherman, S. J., Cialdini, R. B., Schwartzman, D. F., & Reynolds, K. (1985). Imagining can heighten or lower the perceived likelihood of contracting a disease. Personality and Social Psychology Bulletin, 11, 118-127.
Cialdini, R. B. (October, 1985). Persuasion principles. Public Relations Journal, 12-16.
Cialdini, R. B. (1986). Compliance principles of compliance professionals: Psychologists of necessity. In M. Zanna, J. Olson, & C. Herman (Eds.), Social Influence: The Ontario Symposium (Vol. 5, pp. 165-184). Erlbaum Pubs.
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Cialdini, R. B. (1987). The psychology of influence. Currents, 13, 48- 51.
Cialdini, R .B., Schaller, M., Houlihan, D., Arps, K., Fultz, J., & Beaman, A. L. (1987).
Empathy-based helping: Is it selflessly or selfishly mediated? Journal of Personality and Social Psychology, 52, 749-758.
Cialdini, R. B. (1987). Personal influence: Being ethical and effective. In S. Oskamp & S.Spacapan (Eds.), Interpersonal Processes: The Claremont Symposium on Applied Social Psychology (pp. 95-107). Newbury Park, CA: Sage.
Cialdini, R. B., Eisenberg, N., Shell, R., & McCreath, H. (1987). Commitments to help by children: Effects on subsequent prosocial self-attributions. The British Journal of Social Psychology, 26, 237-245.
Eisenberg, N., Cialdini, R. B., McCreath, H., & Shell, R. (1987). Consistency-based compliance: When and why do children become vulnerable? Journal of Personality and Social Psychology, 52, 1174- 1181.
Maass, A., West, S. G., & Cialdini, R. B. (1987). Minority influence and conversion. In C.Hendrick (Ed.), Review of Personality and Social Psychology (Vol. 8, pp. 55-79).
Cialdini, R. B. (1987). Perspectives on media effects. Contemporary Psychology, 32,125-126.
Cialdini, R. B. (1987). Why do people say yes when they want to say no? Social
Science, 72, 219-221.
Cialdini, R. B., (2nd. Ed.) (1988). Influence: Science and practice. Glenview, IL: Scott,Foresman.
Fultz, J., Schaller, M., & Cialdini, R. B. (1988). Empathy, sadness, and distress: Three related but distinct vacarious affective responses to another’s suffering. Personality and Social Psychology Bulletin, 14, 312-325.
Schaller, M., & Cialdini, R. B. (1988). The economics of empathic helping: Support for a mood management motive. Journal of Experimental Social Psychology, 24, 163-181.
Cialdini, R. B. (1988). Communicating responsibly with the public: Researcher as edifier.
Communication Research, 15, 787-792.
Cialdini, R. B. (1989). Indirect tactics of impression management: Beyond basking. In R.Giacalone and P. Rosenfeld (Eds.), Impression management in the organization.Hillsdale, NJ: Erlbaum.
Trost, M. R., Cialdini, R. B., & Maass, A. (1989). Effects of an international conflict simulation on perceptions of the Soviet Union: A FIREBREAKS backfire. Journal of Social Issues, 45, 139- 158.9
Cialdini, R. B., Finch, J. F., & DeNicholas, M. (1989). Strategic self- presentation: The indirect route. In M. Cody & M. McLaughlin (Eds.), The Psychology of Tactical
Communication. London: Multilingual Matters, Ltd.
Finch, J. F., & Cialdini, R. B. (1989). Another indirect tactic of (self-) image management:Boosting. Personality and Social Psychology Bulletin, 15, 222-232.
Cialdini, R. B. (1989). Social motivations to comply: Norms, values, and principles. In J.Roth and J. Scholz (Eds.), Taxpayer Compliance (Vol. 2). Philadelphia: University of Pennsylvania Press.
Eisenberg, N., Cialdini, R. B., McCreath, H., & Shell, R. (1989). Consistency-based compliance in children: When and why do consistency pressures have immediate effects? International Journal of Behavioral Development, 12, 351-357.
Cialdini, R. B. (1989). Littering: When every litter bit hurts. In R. Rice & C. Atkin (Eds.),Public Communications Campaigns (Eds.). Newbury Park, CA: Sage Publications.
Cialdini, R. B., & DeNicholas, M. (1989). Self-presentation by association. Journal of Personality and Social Psychology, 57, 626- 631.
Cialdini, R. B., & Fultz, J. (1990). Interpreting the negative mood/helping literature via mega-analysis: A contrary view. Psychological Bulletin, 107, 210-214.
Cialdini, R. B. (1990). Consumers as targets of personal influence tactics. Advancing the Consumer Interest, 2, 36-39.
Cialdini, R. B. (1990). Perspectives on research classics: A door opens. Contemporary Social Psychology, 14, 50-52.
Cialdini, R. B., Reno, R. R., & Kallgren, C. A. (1990). A focus theory of normative
conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology, 58, 1015-1026.
Schaller, M., & Cialdini, R. B. (1990). Happiness, sadness, and helping: A motivational integration. In E. T. Higgins & R. Sorrentino (Eds.), Handbook of motivation and social cognition: Foundations of social behavior (Vol. 2). New York: Guilford, pp. 265-296.
Cialdini, R. B., Kallgren, C. A., & Reno, R. R. (1991). A focus theory of normative
conduct: A theoretical refinement and reevaluation of the role of norms in human
behavior. In M. Zanna (Ed.), Advances in experimental social psychology (Vol. 24,pp. 201-234). New York: Academic Press.
Cialdini, R. B. (1991). Altruism or egoism: That is (still) the question. Psychological Inquiry, 2, 124-126.
Reeves, R. A., Baker, G. A., Boyd, J. G., & Cialdini, R. B. (1991). The door-in-the-face technique: Reciprocal concessions vs. self- presentational explanations. Journal of Social Behavior and Personality, 6, 545-558.
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Fultz, J., & Cialdini, R. B. (1991). Situational and personality determinants of the quantity and quality of helping. In R. A. Hinde & J. Groebel (Eds.), Cooperation, prosocial behavior, trust, and commitment. Cambridge, UK: Cambridge University Press.
Cialdini, R. B., Green, B. L., & Rusch, A. J. (1992). When tactical pronouncements of change become real change: The case of reciprocal persuasion. Journal of Personality and Social Psychology, 63, 30- 40.
Cialdini, R. B. (1992). Le sei strade che portano al si (The six roads to yes). Psicologia Contemporanea, 10, 32-37.
Cialdini, R. B. (1992). Agents of influence: Bunglers, smugglers, and sleuths. CanadianJournal of Marketing Research, 11, 19-27.
Groves, R. M., Cialdini, R. B., & Couper, M. P. (1992). Understanding the decision to participate in a survey. Public Opinion Quarterly, 56, 475-495.
Reno, R. R., Cialdini, R. B., & Kallgren, Carl, A. (1993). The trans-situational influence of social norms. Journal of Personality and Social Psychology, 64, 104-112.
Cialdini, R. B. (1993). Influence: Science and practice (3rd ed.). New York:
HarperCollins.
Cialdini, R.B. (1993). Influence: The psychology of persuasion (Revised edition). New
York: Quill.
Cialdini, R. B. (1994). Interpersonal influence. In S. Shavitt & T.C. Brock (Eds.),
Persuasion: Psychological insights and perspectives. Boston: Allyn & Bacon. pp.
195-218.
Cialdini, R. B. (1994). A full-cycle approach to social psychology. In G.G. Brannigan & M.R. Merrens (Eds.), The social psychologists: Research adventures. Boston:McGraw-Hill.
Cialdini, R. B. (1994). Activating and aligning two kinds of norms in persuasive
communications. In L. Sechrest, T. Backer, E. Rogers, M. Grady, & T. Campbell
(Eds.), Effective dissemination of clinical and health information. Washington, DC:US Department of Health and Human Services.
Cialdini, R. B. (1994). Principles and techniques of social influence. In A. Tesser (Ed.),Advanced social psychology. New York: McGraw-Hill.
Cialdini, R. B. (1995). Norms. In A. Kuper & J. Kuper (Eds.), The social science encyclopedia (2nd ed.). London: Routledge.
Cialdini, R.B. (1995). Using the science of psychology to improve the art of fund raising.In P. Stenbeck & P. Le Bas (Eds.). International fund raising. London: Biddles, Ltd.
Cialdini, R.B., Trost, M.R., & Newsom, J.T. (1995). Preference for consistency: The development of a valid measure and the discovery of surprising behavioral
implications. Journal of Personality and Social Psychology, 69, 318-328.
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Cialdini, R.B. (1996). Social influence and the triple tumor structure of organizational dishonesty. In D.M. Messick & A. Tenbrunsel (Eds.). Behavioral Research and Business Ethics. New York: Russell Sage.
Wosinska, W., Dabul, A.J., Whetstone-Dion, R., Cialdini, R.B. (1996). Self-presentation responses to success in the organization: The costs and benefits of modesty. Basic and Applied Social Psychology, 18, 229-242.
Cialdini, R.B. (1996). Friendly persuasion. Currents, 22, 54-58.
Cialdini, R.B. (1996). Activating and aligning two kinds of norms in persuasive
communications. Journal of Interpretation Research, 1, 3-10.
Cialdini, R.B. (1997). Professionally responsible communication with the public: Giving psychology a way. Personality and Social Psychology Bulletin, 23, 675-683.
Cialdini, R.B., Brown, S.L., Lewis, B.P., Luce, C., & Neuberg, S.L. (1997). Reinterpreting the empathy-altruism relationship: When one into one equals oneness. Journal of Personality and Social Psychology, 73, 481-494.
Neuberg, S.L., Cialdini, R.B., Brown, S.L., Luce, C., Sagarin, B.J., & Lewis, B.P. (1997).Does empathy lead to anything more than superficial helping? Journal of
Personality and Social Psychology, 73, 510-516.
Dabul, A.J., Wosinska, W., Cialdini, R.B., Mandal, E., & Whetstone-Dion, R. (1997).
Self-presentational modesty across cultures: The effects of gender and social
context in the workplace. Polish Psychological Bulletin, 28, 295-306.
Cialdini, R.B., Eisenberg, N., Green, B.L., Rhoads, K.v.L., & Bator, R. (1998).
Undermining the undermining effect of reward on sustained interest. Journal of
Applied Social Psychology, 28, 249-263.
Cialdini, R.B., & Trost, M.R. (1998). Social influence: Social norms, conformity, and compliance. In D. Gilbert, S. Fiske, & G. Lindzey (Eds.) The handbook of social psychology, (4th edition) vol. 2, pp. 151-192. New York: McGraw-Hill.
Cialdini, R.B., Wosinska, W., Dabul, A.J., Whetstone-Dion, R., & Heszen, I. (1998).
When social role salience leads to social role rejection: Modest self-presentation
among women and men in two cultures. Personality and Social Psychology Bulletin, 24, 473-481.
Pfeffer, J., Cialdini, R.B., Hanna, B., & Knopoff, K. (1998). Faith in supervision and self-enhancement bias. Two psychological reasons why managers don’t empower
workers. Basic and Applied Social Psychology, 20, 313-321.
Pfeffer, J., & Cialdini, R. B. (1998). Illusions of influence. In R. M. Kramer & M. A. Neale(Eds). Power and Influence in Organizations, pp 1-20. Thousand Oaks, CA: Sage.12
Sagarin, B.J., Rhoads, K.v.L., & Cialdini, R.B. (1998). Deceiver’s distrust: Denigration as a consequence of undiscovered deception. Personality and Social Psychology Bulletin, 24, 1167-1176.
Winter, P. L., Cialdini, R. B., Bator, R. J., Rhoads, K., & Sagarin, B. J. (1998). An analysis of normative messages in signs at recreation settings. Journal of Interpretation Research, 3, 39-47.
Cialdini, R.B., Bator, R.J., & Guadagno, R.E. (1999). Normative influences in
organizations. In L. Thompson, D. Messick, & J. Levine (Eds.). Shared cognition in organizations, pp. 195-212. Mahwah, NJ: Erlbaum.
Cialdini, R.B., Wosinska, W., Barrett, D.W., Butner, J. & Gornik-Durose, M. (1999).
Compliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists. Personality and Social Psychology Bulletin, 25, 1242-1253.
Cialdini, R.B. (1999). Of tricks and tumors: Some little recognized costs of dishonest use of effective social influence. Psychology & Marketing, 16, 91-98.
Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (1999). Social Psychology: Unraveling the Mysteries. Boston: Allyn & Bacon.
Winter, P. L., Sagarin, B. J., Rhoads, K., Barrett, D. W., & Cialdini, R. B. (2000). Choosing to encourage or discourage: Perceived effectiveness of prescriptive versus proscriptive messages. Environmental Management, 26, 589-594.
Kallgren, C. A., Reno, R. R., & Cialdini, R. B. (2000). A focus theory of normative conduct:When norms do and do not affect behavior. Personality and Social Psychology Bulletin, 26, 1002-1012.
Bator, R. J., & Cialdini, R. B. (2000). The application of persuasion theory to the
development of effective pro-environmental public service announcements. Journal of Social Issues, 56, 527-541.
Wosinska, W., Cialdini, R. B., Barrett, D. W., & Reykowski, J. (Eds.) (2001). The practice of social influence in multiple cultures. Mahwah, NJ: Erlbaum.
Cialdini, R. B., Wosinska, W., Barrett, D. W., Butner, J., & Gornik-Durose, M. (2001). The differential impact of two social influence principles on individualists and collectivists in Poland and the United States. In W. Wosinska, R. B. Cialdini, D. W. Barrett, & J.Reykowski (Eds.). The practice of social influence in multiple cultures. Mahwah, NJ:Erlbaum.
Cialdini, R. B., Sagarin, B. J., & Rice, W. E. (2001). Training in ethical influence. In J.Darley, D. Messick, and T. Tyler (Eds.). Social influences on ethical behavior in organizations (pp. 137-153). Mahwah, NJ: Erlbaum.
Guadagno, R. E., Asher, T., Demaine, L. J., & Cialdini, R. B. (2001). When saying yes leads to saying no: Preference for consistency and the reverse foot-in-the-door effect.Personality and Social Psychology Bulletin, 27, 859-867.13
Cialdini, R. B. (2001). Systematic opportunism: An approach to the study of tactical social influence. In J. P. Forgas and K. D. Williams (Eds.), Social influence: Direct and indirect processes (pp. 25-39). Philadelphia, PA: Psychology Press.
Cialdini, R. B. (2001). Littering: When every litter bit hurts. In R. Rice & C. Atkin (Eds.),Public Communications Campaigns (3rd ed.) (pp. 280-282). Newbury Park, CA: Sage Publications.
Cialdini, R. B. (2001). Influence: Science and practice (4th ed.). Boston: Allyn & Bacon.
Cialdini, R. B. (2001, February). The science of persuasion. Scientific American, 284, 76-81. Reprinted in: Scientific American’s compilation “The Mind” (2003)
Cialdini, R. B. (2001). Harnessing the science of persuasion. Harvard Business Review,79, 72-79.
Cialdini, R. B., & Rhoads, K. v. L. (2001, October). Human behavior and the marketplace.Marketing Research, 9-13.
Cialdini, R. B., Wissler, R. L., & Schweitzer, N. J. (2002). The science of influence: Basic principles mediators and negotiators can use. Dispute Resolution, 9, 20-22.
Reprinted in: “The Best Articles Published by the American Bar Association,” GPSolo,2003, 20, 36-37.
Guadagno, R. E., & Cialdini, R. B. (2002). On-line persuasion: An examination of
differences in computer-mediated interpersonal influence. Group Dynamics: Theory,Research and Practice, 6, 38-51.
Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2002). Social Psychology: Unraveling the Mysteries (2nd ed.). Boston: Allyn & Bacon.
Redelmeier, D. A., & Cialdini, R. B. (2002). Problems for clinical judgment: Principles of influence in medical practice. Canadian Medical Association Journal, 166, 1680-1684.
Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2002). Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology, 83, 526-541.
Cialdini, R. B., & Goldstein, N. J. (2002). The science and practice of persuasion. Cornell Hotel and Restaurant Administration Journal, 43, 40-50.
Rhoads, K. v. L., & Cialdini, R. B. (2002). The business of influence: Principles that lead to success in commercial settings. In J. P. Dillard and M. Pfau (Eds.), The persuasion handbook: Theory and practice (pp. 515-542). Thousand Oaks, CA: Sage.
Maner, J. K., Luce, C. L., Neuberg, S. L., Cialdini, R. B, Brown, S., Sagarin, B. J., and Rice, W. E. (2002). The effects of perspective taking on motivations for helping: Still no evidence for altruism. Personality and Social Psychology Bulletin, 28, 1601-1610.14
Cialdini, R. B. (2003). Crafting normative messages to protect the environment. Current Directions in Psychological Science, 12, 105-109.
Cialdini, R. B. (2003). The power of persuasion. Stanford Social Innovation Review, 1,18-27.
Cialdini, R. B., & Guadagno, R. E. (2004). Sequential request compliance tactics. In J.Seiter & R. Gass (Eds.), Perspectives on persuasion, social influence, and
compliance-gaining (pp. 207-222). Boston: Allyn & Bacon.
Cialdini, R. B., Petrova, Petia, & Goldstein, N. J. (2004). The hidden costs of
organizational dishonesty. MIT Sloan Management Review, 45, 67-73.
Cialdini, R. B., & Goldstein, N. J. (2004). Social Influence: Compliance and Conformity.In S. T. Fiske, D. L. Schacter, & C. Zahn-Waxler (Eds.), Annual Review of Psychology (Vol. 55). Annual Reviews, Inc., pp. 591-621.
Barrett, D. W., Wosinska, W., Butner, J., Petrova, P., Gornik-Durose, M., & Cialdini, R. B.(2004). Individual differences in the motivation to comply across cultures: The impact of social obligation. Personality and Individual Differences, 37, 19-31.
Cialdini, R. B. (2004). The language of persuasion. Harvard Management Update, 9, 10-11.
Cialdini, R. B. (2004). The perils of being the best and the brightest. Harvard
Management Communication Letter, 1, 1-3.
Cialdini, R. B., & Martin, S. J. (2004). The science of compliance. NIMR Medical Review,3, 32-38.
Cialdini, R. B. (November 2, 2004). All in the cards: A review of Fahrenheit 9/11.
PsycCRITIQUES —Contemporary Psychology: APA Review of Books, 49, 1-3.
Sagarin, B. J., & Cialdini, R. B. (2004). Creating critical consumers: Motivating receptivity by teaching resistance. In E. Knowles and J. Linn (Eds.), Resistance and Persuasion(pp. 259-282). Mahwah, NJ: Erlbaum.
Cialdini, R. B., Maner, J., & Gerend, M., (2005). Persuasion and health: Creating positive behaviour change. In J. Kerr, R. Weitkunat, & M. Moretti (Eds.), The ABC of behaviour change (pp. 247-258). Edinburgh: Elsevier Science.
Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2005). Social Psychology: Unraveling the Mystery (3rd Ed). Boston: Allyn & Bacon Publishers.
Cialdini, R. B. (2005). What’s the best secret device for engaging student interest? Hint: The answer’s in the title. Journal of Social and Clinical Psychology, 24, 22-29.
Cialdini, R. B., & Sagarin, B. J. (2005). Principles of interpersonal influence. In T. Brock & M. Green (Eds.), Persuasion: Psychological insights and perspectives (pp. 143-169). Newbury Park, CA: Sage Press.15
Cialdini, R. B. (2005). Basic social influence is underestimated. Psychological Inquiry, 16,158-161.
Guadagno, R. E., & Cialdini, R. B. (2005). Persuasion and attitude change on the
Internet. In Y. Amichai-Hamburger (Ed.), The social net: The social psychology of the Internet (pp. 91-113). Oxford: Oxford University Press.
Brown, S. L., Asher, T., & Cialdini, R. B. (2005). Evidence of a positive relationship between age and preference for consistency. Journal of Research in Personality, 39,517-533.
Petrova, P. K., & Cialdini, R. B. (2005). Fluency of consumption imagery and the backfire effects of imagery appeals. Journal of Consumer Research, 32, 442-452.
Guadagno, R. E., & Cialdini, R. B. (2005). Influence. Blackwell Dictionary of
Organizational Behavior (pp.169-171). Oxford, England: Blackwell Publishing.
Martin, S., & Cialdini, R. B. (2006). The surprising science of influence and persuasion.Consumer Sciences Today, 7, 4-9.
Cialdini, R. B., Demaine, L. Sagarin, B. J., Barrett, D. W., Rhoads, K., & Winter, P. L.(2006). Managing social norms for persuasive impact. Social Influence, 1, 3-15.
Mandel, N., Petrova, P. K., & Cialdini, R. B. (2006). Images of success and the preference for luxury brands. Journal of Consumer Psychology, 16, 57-69.
Bator, R. J., & Cialdini, R. B. (2006). The nature of consistency motivation: Consistency,aconsistency, and anticonsistency in a dissonance paradigm. Social Influence, 1,208-233.
Griskevicius, V., Cialdini, R. B., & Kenrick, D. T. (2006). Peacocks, Picasso, and parental investment: The effects of romantic motives on creativity. Journal of Personality and Social Psychology, 91, 63-76.
Pfeffer, J., Fong, C. T., Cialdini, R. B., & Portnoy, R. R. (2006). Why use an agent in transactions? Personality and Social Psychology Bulletin, 32, 1362-1374.
Sundie, J., Cialdini, R. B., Griskevicius, V., & Kenrick, D. T. (2006). Evolutionary social influence. In M. Schaller, J. Simpson, & D. T. Kenrick (Eds.), Evolution and social psychology (pp. 287-316). New York: Psychology Press.
Griskevicius, V., Goldstein, N. J., Mortensen, C. R., Cialdini, R. B., & Kenrick, D. T. (2006).Going along versus going alone: When fundamental motives facilitate strategic (non)conformity. Journal of Personality and Social Psychology, 91, 281-294.
Goldstein, N. J., & Cialdini, R. B. (2007). Using social norms as a lever of social influence.In Pratkanis, A. R. (Ed.), Science of social influence (pp.167-191). New York:Psychology Press.
Petrova, P. K., Cialdini, R. B., & Sills, S. J. (2007). Personal consistency and compliance across cultures. Journal of Experimental Social Psychology, 43, 104-111.16
Schultz, P. W., Nolan, J. M., Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. (2007). The constructive, destructive, and reconstructive power of social norms. Psychological Science, 18, 429-434.
Cialdini, R. B. (2007). Descriptive social norms as underappreciated sources of social control. Psychometrika, 72, 263-268.
Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2007). Rooms for improvement. Cornell Hotel and Restaurant Administration Quarterly, 48, 145-150.
Goldstein, N. J., & Cialdini, R. B. (2007). The spyglass self: A model of vicarious selfperception. Journal of Personality and Social Psychology, 92, 402-417.
Cialdini, R. B., Griskevicius, V., Sundie, J. L., & Kenrick, D. T. (2007). Persuasion
paralysis: When unrelated motives immobilize influence. Social Influence, 2, 1-17.
Guadagno, R. E., & Cialdini, R. B. (2007). Gender differences in impression management in organizations: A qualitative review. Sex Roles, 56, 483-494.
Griskevicius, V., Tybur, J.M., Sundie, J.M., Cialdini, R.B., Miller, G.F., & Kenrick D.T.
(2007). Blatant benevolence and conspicuous consumption: When romantic motives elicit strategic costly signals. Journal of Personality and Social Psychology, 93, 85-102.
Guadagno, R. E., & Cialdini, R. B. (2007). Persuade him by email, but see her in person:Online persuasion revisited. Computers in Human Behavior, 23, 999-1015.
Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2007). Social Psychology: Unraveling the Mystery (4th Ed). Boston: Allyn & Bacon Publishers.
Cialdini, R. B. (2008). Turning persuasion from an art into a science. In P. Meusburger(Ed.), Symposium on knowledge and space: Clashes of knowledge (pp. 199-209).Berlin: Springer.
Griskevicius, V., Cialdini, R. B., & Goldstein, N. J. (2008). Applying (and resisting) peer influence. MIT/Sloan Management Review, 49, 84-88.
Cialdini, R. B. (2008). Organizing for surprise: A career of arranging to be captured. In R.Levine, A. Rodrigues, & L. C. Zelezny (Eds.), Journeys in social psychology (pp. 19-38). Mahwah, NJ: Erlbaum.
Cialdini, R. B., & Mortensen, C. R. (2008). Social influence. In S. F. Davis & W. Buskist(Eds.). 21st century psychology, Vol. 2 (pp. 123-133). Thousand Oaks, CA: Sage.
Nolan, J. M., Schultz, P. W., Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. (2008).Normative social influence is underdetected. Personality and Social Psychology Bulletin, 34, 913-923.
Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008). A room with a viewpoint: Using normative appeals to motivate environmental conservation in a hotel setting. Journal 17 of Consumer Research, 35, 472-482. [2011 Winner: Best Article Award of the Journal of Consumer Research]
Griskevicius, V., Cialdini, R. B., & Goldstein, N.J. (2008). Social norms: An
underestimated and underemployed lever for managing climate change. International Journal for Sustainability Communication, 3, 5-13.
Petrova, P. K., & Cialdini, R. B. (2008). Evoking the imagination as a strategy of influence.In C. P. Haugtvedt, P. Herr, & F. Kardes (Eds.). Handbook of Consumer Psychology (pp. 505-524). New York: Lawrence Erlbaum Associates.
Goldstein, N. J., Martin, S. J., & Cialdini, R. B. (2008). Yes! 50 scientifically proven ways to be persuasive. New York: Free Press. [Also published in the UK as Yes! 50 secrets from the science of persuasion. London: Profile Books.]
Cialdini, R. B. (2009). Influence: Science and Practice (5th ed.). Boston: Allyn & Bacon.
Goldstein, N. J., & Cialdini, R. B. (2009). Normative influences on consumption and conservation behaviors. In M. Wänke (Ed.), The social psychology of consumer behavior (pp.273-296). New York: Psychology Press.
Wosinska, W., Cialdini, R. B., Petrova, P. K., Barrett, D. W., Gornik-Durose, M., Butner, J., & Griskevicius, V. (2009). Resistance to deficient organizational authority: The impact of culture and connectedness in the workplace. Journal of Applied Social Psychology,39, 834-851.
Cialdini, R. B. (2009). We have to break up. Perspectives on Psychological Science, 4, 5-6.
Griskevicius, V, Goldstein, N. J., Mortensen, C. R., Sundie, J. M., Cialdini, R. C., & Kenrick,D. T. (2009). Fear and loving in Las Vegas: Evolution, emotion, and persuasion.Journal of Marketing Research, 46, 384-395.
Cialdini, R. B. (2009). Compliance. In D. Sander & K. Scherer (Eds.), The Oxford
Companion to Emotion and the Affective Sciences (pp.92-93). Oxford: Oxford
University Press.
Guadagno, R. E., & Cialdini, R. B. (2010). Preference for consistency and social
influence: A review of research findings. Social Influence, 5, 152-163.
Gockeritz, S, Schultz, P. W., Rendon, T., Cialdini, R. B., Goldstein, N. J., & Griskevicius,V.(2010). Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs. European Journal of Social Psychology, 40, 514-543.
Guadagno, R. E., Cialdini, R. B., & Evron, G. (2010). Storming the Servers: A Social Psychological analysis of the First Internet War. Cyberpsychology, Behavior, and Social Networking, 13, 447-453.
Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2010). Social Psychology: Goals in interaction. (5th Ed). Boston: Pearson Education.18
Mortensen, C., & Cialdini, R. B. (2010). Full cycle social psychology for theory and application. Social and Personality Psychology Compass, 4, 53-63.
Mortensen, C., & Cialdini, R. B. (2010). Teaching and learning guide for: Full cycle social psychology for theory and application. Social and Personality Psychology Compass,4,1220-1223.
Goldstein, N. J., & Cialdini, R. B. (2010). The constructive, destructive, and reconstructive power of social norms. In D. de Cremer, J. K. Murnighan, & R. Van Dick (Eds.).Social psychology and organizations (pp. 67-86). New York: Psychology Press.
Reid, A. E., Cialdini, R. B., & Aiken, L. S. (2010). Social norms and health behavior. In A. Steptoe (Ed.), Handbook of behavioral medicine (pp. 263-274). New York: Springer.
Cialdini, R. B. (2010). Littering as an unobtrusive measure of political attitudes: Messy but clean. In R. M. Arkin (Ed.). Most underappreciated: 50 prominent social psychologists describe their most unloved work (pp. 107-112). New York: Oxford University Press.
Cialdini, R. B., & Griskevicius, V., (2010). Social influence. In R. Baumeister, & E. Finkel(Eds.). Advanced Social Psychology (pp. 385-417). New York: Oxford Univ. Press.
Jacobson, R. P., Mortensen, C., & Cialdini, R. B. (2011). Bodies obliged and unbound:Differentiated response tendencies for injunctive and descriptive social norms. Journal of Personality and Social Psychology, 100, 433-448.
Griskevicius, V., & Cialdini, R. B. (2011). Social influence. In R. P. Bagozzi & A. Ruvio(Eds.). Wiley International Encyclopedia of Marketing (pp. 241-248). London: Wiley.
Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. (2011). What social psychologists can learn from evaluations of environmental interventions. In M. Mark, S. Donaldson, & B.Campbell (Eds.). Social Psychology and Program/policy Evaluation (pp. 269-283).New York: Guilford.
Goldstein, N. J., Griskevicius, V., & Cialdini, R. B. (2011). Reciprocity by proxy: A new influence strategy for motivating cooperation and prosocial behavior. Administrative Science Quarterly, 56, 441-473.
Petrova, P. K., & Cialdini, R. B. (2011). New approaches toward resistance to persuasion.In G. Hastings, C. Bryant., & K. Angus (Eds.). The Sage Handbook of Social Marketing (pp. 107-122). London: Sage Publications.
Cialdini, R. B. (2011). Roots, shoots, and fruits of persuasion in military affairs. Analysis of Social Issues and Public Policy, 11, 27-30.
Cialdini, R. B. (2012). The focus theory of normative conduct. In P. A. M. Van Lange, A. W. Kruglanski, and E. T. Higgins (Eds.), Handbook of Theories of Social Psychology(pp. 295-312). Thousand Oaks, CA: Sage.19
Sundie, J. M., Cialdini, R. B., Griskevicius, V., & Kenrick, D. T. (2012). The world’s (truly)oldest profession: Social influence in evolutionary perspective. Social Influence, 7,134-153.
Cialdini, R. B. (2012). Forward. In D. T. Kenrick, N. J. Goldstein, & S. L. Braver (Eds.), Six degrees of social influence: Science, application, and the psychology of Robert Cialdini (v-viii). New York: Oxford University Press.
Guadagno, R. E., Muscanell, N. L., Sundie, J. M., Hardison, T. A., & Cialdini, R. B. (2013).The Persuasive Power of Computer-Based Multi Media Presentations. Psychology of Popular Media Culture, 2, 110-116.
Martin, S. J., Goldstein, N. J., & Cialdini, R. B. (2014). The small BIG: Small Changes That Spark Big Influence. New York: Grand Central Publishers [Also published in the UK by Profile Books, London.]
Paluck, E. L., & Cialdini, R. B. (2014). Field research methods. In H. Reis & C. Judd(Eds.). Handbook of Research Methods in Social and Personality Psychology (pp. 81-97). New York: Cambridge University Press.
Brown, S. L., & Cialdini, R. B. (2015). Functional motives and functional consequences of prosocial behavior. In D. A. Schroeder, & W. Graziano (Eds.), Oxford Handbook of Prosocial Behavior (pp. 346-361). New York: Oxford University Press.
Fombelle, P.W., Sirianni, N. J., Goldstein, N. J., & Cialdini, R. B. (2015). Let them all eat cake: Providing VIP services without the cost of exclusion for non-VIP customers.Journal of Business Research, 68, 1987-1996.doi.org/10.1016/j.jbusres.2015.01.018
Cialdini, R. B., Martin, S. J., & Goldstein, N. J. (2015). Small behavioral science-informed changes can produce large policy-relevant effects. Behavioral Science & Policy, 1,21-27.
Jacobson, R. P., Mortensen, C. R., Jacobsen, K. J. L., & Cialdini, R. B. (2015). Self-control moderates the effectiveness of influence attempts highlighting injunctive social norms.Social Psychological and Personality Science, 6, 718-726. DOI:10.1177/1948550615578463.
Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2015). Social Psychology: Goals in interaction (6th Ed). Boston: Pearson Education.
Ross, L., Arrow, K., Cialdini, R. B., Diamond-Smith, N., Diamond, J., Dunne, J., Feldman,M., Horn, R., Kennedy, D., Murphy, C., Pirages, D., Smith, K., York, R., & Ehrlich, P.(2016). The climate change challenge and barriers to the exercise of foresight intelligence. Bioscience, 65, 363-370.
Cialdini, R. B. (2016). Pre-Suasion: A revolutionary way to influence and persuade. New York: Simon & Schuster. [Also published in the UK by Random House.]
Demaine, L. J., & Cialdini, R. B. (2017). The expanding, lop-sided universe of social influence and law research. In S. G. Harkins, K. D. Williams, & J. M. Burger (Eds.),20 Oxford Handbook of Social Influence (pp. 395-414). New York: Oxford University Press.
Mortensen, C. H., Neel, R., Cialdini, R. B., Jaeger, C. M., Jacobson, R. P., & Ringel, M. M.(2017). Upward trends: A lever for encouraging behaviors performed by the minority.Social Psychology and Personality Science.
https://doi.org/10.1177%2F1948550617734615.
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Cialdini, R. B. & Martin, S. (2018). The power of persuasion and pre-suasion to produce change. CREST Security Review, 8, 4-5.
Kenrick, D. T., Cohen, A. B., Neuberg, S. L., & Cialdini, R. B. (July, 2018). The science of antiscientific thinking. Scientific American, 36-41.
Cialdini, R. B. (2018). Why the world is turning to behavioral science. In A. Samson (Ed.),The behavioral economics guide 2018 (with an introduction by Robert Cialdini) (pp.VII-XIII). Retrieved from https://www.behavioraleconomics.com/the-behavioraleconomics-guide-2018/.
Winslow, E. B., Braver, S., Cialdini, R. B., et al. (in press). Video-based approach to engaging parents into a preventive parenting intervention for divorcing families:Results of a randomized controlled trial. Prevention Science. doi:10.1007/s11121-017-0791-3
Cialdini, R. B., & Griskevicius, V., (in press). Social influence. In R. Baumeister & E. Finkel(Eds.). Advanced Social Psychology (2nd edition). New York: Oxford Univ. Press.
Mortensen, C. H., & Cialdini, R. B. (in press). Compliance and social psychology. In M.Hogg (Ed.), Oxford Research Encyclopedia of Psychology. New York: Oxford University Press.

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（参考：一貫性の原則はビジネスの基本。一貫性とは？一貫性の原理の使い方）

pre-suasion影響力と説得のための革命的瞬間の書評（原文リンク付）

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影響力の武器で述べられている、

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