Robert Cialdini certainly ranks among the most influential psychologists in the world. His studies have significantly shaped the research field of social psychology and his books on influencing techniques have been bought millions of times. All the more exciting is the fact that one of his most famous studies has only recently been replicated (Bergquist et al. 2021). With moderate success…

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Studies (only small selection):

Bergquist, M., Blumenschein, P., Karinti, P., Köhler, J., Ramos, É. M. S., Rödström, J., & Ejelöv, E. (2021). Replicating the focus theory of normative conduct as tested by Cialdini et al.(1990). Journal of Environmental Psychology, 74, 101573.

Cialdini, R. B., & Jacobson, R. P. (2021). Influences of social norms on climate change-related behaviors. Current Opinion in Behavioral Sciences, 42, 1-8.

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(6), 1015.

Cialdini, R. B., & Goldstein, N. J. (2004). Social influence: Compliance and conformity. Annu. Rev. Psychol., 55, 591-621.

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 Advances in experimental social psychology (Vol. 24, pp. 201-234). Academic Press.

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(8), 1002-1012.

Reno, R. R., Cialdini, R. B., & Kallgren, C. A. (1993). The transsituational influence of social norms. Journal of personality and social psychology, 64(1), 104.

The Door-in-the-Face-Technique is one of the most famous inlfuence techniques. It’s effectiveness could be shown in many different studies.
The Door in the face Influence Tactic was tested in a Restaurant Setting…