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Robert Cialdini
Bachelor of Science
Social psychology PhD
Professor of Psychology at Arizona State University.
Best known for his 1984 book on Influence: The Psychology of Persuasion

What this book is about:
Reasons why people agree with the request of terms in business
Main idea of book:
When overloaded with information, we make a decision based on a generic approach.
This usually will make us behave in the correct way even with a limited time.
However, this generic approach can be exploited by those who know them to influence others
These findings are based on empirical studies (based on observable and measurable phenomena) in the fields of psychology, marketing, economics, anthropology (the study of what makes us human), and social science.
We also undercover fields (e.g car sales and door-to-door sales)
Car sale:
“The number one rule for salespeople is to show customers that you genuinely like them.”
Look for similarity
Role of timing
Door-to-door sale: person to knock on the door of someone’s house trying to sell something or gather information
Rules for door-to-door sale:
Reciprocity
Consistency / Commitment
Social Proof
Authority
Liking
Scarcity

Social proof:
Principal: our means to find what is correct is to find out what others think is correct. In other words, how we behave is determined by others’ behavior

Briefly one of his experiments:
1. Towel experiment: to test the principle of social proof and its ability to influence other’s behavior
2. Experimented in a hotel on whether they could increase the customer’s re-usage of towels
Linked to social proof: wanted to see if they could increase the compliance rate through messages that ask to reuse towels using the social proof principle.
3. Created 2 cards
- Environmental message: save the environment by reusing
- Social proof message: majority reuses towels at least once during their stay

Result: guests receiving the social proof message were 26% more likely to reuse towels than those who received the environment message

Another experiment: “guests that stayed in this room reuse towel at least more than once”
Result: 33% more than the environmental message
Conclusion: “guests that stayed in this room” had a more powerful social proof because it was specific to those guests and enhanced the ability to influence them

What he studied in school:
Social psychology at the University of North Carolina

Code of ethics:
Be truthful
Forgo manipulation of others
Forgo manipulation of facts
Use the principle(s) that already exist naturally in your situation.
Use the principle that demonstrates what is wise for all concerned
Refrain from using any Principle in a way that could injure your relationship.
Inform (that is, educate) people into agreement
Ensure any “contrast” used is relevant to the situation
Own up to any mistake ASAP. And remember the “but”

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- Dr. Paul Zak is an American neuroeconomist. He was born in Santa Barbara, California, United States.

- He graduated with degrees in mathematics and economics from San Diego University before acquiring a  Ph.D. in Economics from the University of Pennsylvania

- Paul J. Zak discovered neurologic mechanisms that enable cooperation and trust, and these mechanisms have been used by the World Bank to stimulate prosperity in developing countries and by businesses to enhance economic performance. Zak is a professor of economic sciences, psychology, and management in Claremont Graduate University’s Division of Politics & Economics.

- He is the first scientists to integrate neuroscience and economics into a new discipline: neuroeconomics.

Books published:

Paul J. Zak (2017). Trust Factor: The Science of Creating High-Performance Companies. AMACOM. ISBN 978-0814437667.

Paul J. Zak (2012). The Moral Molecule: The Source of Love and Prosperity. Dutton. ISBN 978-0525952817.

Paul J. Zak (2008). Moral Markets: The Critical Role of Values in the Economy. Princeton University Press. ISBN 978-0691135236.

Works Cited

"Paul J. Zak, Professor of Economic Sciences, Psychology & Management." Claremont Graduate University, 22 Sept. 2021, www.cgu.edu/people/paul-zak/.

"Paul J. Zak." Wikipedia, the Free Encyclopedia, Wikimedia Foundation, Inc, 17 Nov. 2006, en.wikipedia.org/wiki/Paul_J._Zak. Accessed 29 Aug. 2022.

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A psychiatrist and a businessman who has a firm belief that mental illness can be diagnosed through brain scans. CEO of six psychiatrist clinics that go by the name of Amen Clinic.

Claims to have the largest database of brain scans with 50,000 scans of different brains that is believed to be worth $170 million.

Has also received a lot of criticisms from the scientific community for his method of diagnosis, known as SPECT, by which a group of nuclear scientists have questioned its validity due to it emitting harmful radiations that can leave long-lasting effects to the brain.

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MAIN AREAS OF RESEARCH:

She focuses on the development of social cognition and decision making in the human adolescent brain, and adolescent mental health. Her group runs behavioural studies in schools and in the lab, as well as neuroimaging studies, with adolescents and adults.

Research:  The secret life of the teenage brain

A unique period of biological, psychological, and social development

Pay attention to your likes and dislikes

A time of construction of the selfness

Most mental illnesses appear in adolescence

The cortical grey matter decreases during adolescence

White matter increases “                                             “

Adolescents are  more likely to take risky actions if they are surrounded of friends

They do not take social risks , socially excluded, or exposed

All theses investigation and conclusions were taken in base of thousands of clinical studies from adolescents between 12-18 y/o analysing their  brain and cerebral cortex through MRI

https://www.youtube.com/watch?v=6zVS8HIPUng

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1. She is known for her research in nonverbal behaviour and expressions of power (such as expansive, open, space-occupying postures) affect people's feelings, behaviors, and hormone levels.

2. In particular, she claimed that adopting body postures associated with dominance and power ("power posing") for as little as two minutes increases one's confidence in job interviews.

3. She believes that "If you act powerfully, you will begin to think powerfully."

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https://docs.google.com/presentation/d/1v-knPICs2d4rOrebwUNP2aJW6lVC6-uLX3JrqOijn6M/edit?usp=sharing

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https://docs.google.com/presentation/d/1JzXiAs9LfBXr5o22VN_3AkSil1I_N1pOwAULq5voKAE/edit#slide=id.g148729f87df_0_228

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Write your student name in the subject portion before attaching your slide of your psychologist here.