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It contradicted with the theory proposed by Robert Cialdini in 1987 [6] which supported that empathy-altruism hypothesis was actually the product of an entirely egoistic desire for personal mood management. Many researchers have challenged the generalizability of the model.
The book Influence: Science and Practice by Robert Cialdini is a prominent work in the field of reciprocity and social psychology. First published in 1984, the work outlines the main principles of influence, and how they can be applied in one's life to succeed, especially in business endeavors. [ 38 ]
One of Cialdini's other books, Yes! 50 Scientifically Proven Ways to Be Persuasive, was a New York Times Bestseller; and another of his books, The Small BIG: Small changes that spark a big influence, was a Times Book of the year. [11] In 2016, Cialdini published Pre-suasion, which became a New York Times and Wall Street Journal bestseller. [12]
Influence: Science and Practice (ISBN 0-321-18895-0) is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University.
Evolutionary psychologists have used the norm of reciprocity to explain altruism by emphasizing our expectations that “helping others will increase the likelihood that they will help us in the future.” The human desire to reciprocate kindness and to cooperate for survival value has enabled our continued existence in a hostile world.
Reciprocal altruism is the idea that the incentive for an individual to help in the present is based on the expectation of receipt of help in the future. [6] Robert Trivers believes it is advantageous for an organism to pay a cost for the benefit of another non-related organism if the favor is repaid (when the benefit of the sacrifice outweighs the cost).
The door-in-the-face technique is a compliance method commonly studied in social psychology. [1] [2] The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the respondent's face.
One of the most influential studies of this phenomenon was done by Robert Cialdini in 1976, known as The Three (Football) Field Study. [9] He discovered that the students sought to have the success of their football team linked to them by wearing school-identified apparel.