Influence may refer to:

In science and technology:

• Sphere of influence (astrodynamics), the region around a celestial body in which it is the primary gravitational influence on orbiting objects
• Sphere of influence (astronomy), a region around a black hole in which the gravity of the black hole dominates that of the host bulge
• Social influence, in social psychology, influence in interpersonal relationships
  • Minority influence, when the minority affect the behavior or beliefs of the majority

In entertainment:

• Influence (band), a rock band formed in the 1960s
• Influence (Little Caesar album), 1992 album by Little Caesar
• Influence, Hard metal band

Other uses:

• Undue influence, in contract law, where one person takes advantage of a position of power over another person
• Sphere of influence, in political science, an area over which a state or organization has some indirect control
• Office of Strategic Influence, a short-lived U.S. government department
• Driving under the influence, the criminal act of driving while intoxicated
• Influence: Science and Practice, or Influence: The Psychology of Persuasion; two books by Robert Cialdini

This disambiguation page lists articles associated with the same title. If an internal link led you here, you may wish to change the link to point directly to the intended article.

Dale Breckenridge Carnegie
146px
Born	(1888-11-24)November 24, 1888 Maryville, Missouri1
Died	November 1, 1955(1955-11-01) (aged 66) Forest Hills, New York
Occupation	Writer, lecturer
Notable work(s)	How to Win Friends and Influence People
Spouse(s)	Lolita Baucaire (1927–1937) Dorothy Price Vanderpool (1944–1955)
Children	Donna Dale Carnegie
Signature

Dale Breckenridge Carnegie (originally Carnagey until 1922 and possibly somewhat later) (November 24, 1888 – November 1, 1955) was an American writer, lecturer, and the developer of famous courses in self-improvement, salesmanship, corporate training, public speaking, and interpersonal skills. Born into poverty on a farm in Missouri, he was the author of How to Win Friends and Influence People (1936), a massive bestseller that remains popular today. He also wrote How to Stop Worrying and Start Living (1948), Lincoln the Unknown (1932), and several other books.

One of the core ideas in his books is that it is possible to change other people's behavior by changing one's reaction to them.

Biography[link]

Dale Carnegie was born in 1888 in Maryville, Missouri, Carnegie was a poor farmer's boy, the second son of James William Carnagey (b. Indiana, February 1852 – living 1910) and wife Amanda Elizabeth Harbison (b. Missouri, February 1858 – living 1910). His family moved to Belton, Missouri when he was a small child. In his teens, though still having to get up at 4 a.m. every day to milk his parents' cows, he managed to obtain an education at the State Teacher's College in Warrensburg. His first job after college was selling correspondence courses to ranchers; then he moved on to selling bacon, soap and lard for Armour & Company. He was successful to the point of making his sales territory of South Omaha, Nebraska, the national leader for the firm.^[1]

After saving $500, Dale Carnegie quit sales in 1911 in order to pursue a lifelong dream of becoming a Chautauqua lecturer. He ended up instead attending the American Academy of Dramatic Arts in New York, but found little success as an actor, though it is written that he played the role of Dr. Hartley in a road show of Polly of the Circus.^[2] When the production ended, he returned to New York, unemployed, nearly broke, and living at the YMCA on 125th Street. It was there that he got the idea to teach public speaking, and he persuaded the "Y" manager to allow him to instruct a class in return for 80% of the net proceeds. In his first session, he had run out of material; improvising, he suggested that students speak about "something that made them angry", and discovered that the technique made speakers unafraid to address a public audience.^[3] From this 1912 debut, the Dale Carnegie Course evolved. Carnegie had tapped into the average American's desire to have more self-confidence, and by 1914, he was earning $500 – the equivalent of nearly $10,000 now – every week.

Perhaps one of Carnegie’s most successful marketing moves was to change the spelling of his last name from “Carnagey” to Carnegie, at a time when Andrew Carnegie (unrelated) was a widely revered and recognized name. By 1916, Dale was able to rent Carnegie Hall itself for a lecture to a packed house.^[4] Carnegie's first collection of his writings was Public Speaking: a Practical Course for Business Men (1926), later entitled Public Speaking and Influencing Men in Business (1932). His crowning achievement, however, was when Simon & Schuster published How to Win Friends and Influence People. The book was a bestseller from its debut in 1936,^[5] in its 17th printing within a few months.^[4] By the time of Carnegie's death, the book had sold five million copies in 31 languages, and there had been 450,000 graduates of his Dale Carnegie Institute.^[6] It has been stated in the book that he had critiqued over 150,000 speeches in his participation in the adult education movement of the time.^[7] During World War I he served in the U.S. Army.^[8]

His first marriage ended in divorce in 1931. On November 5, 1944, in Tulsa, Oklahoma, he married Dorothy Price Vanderpool, who also had been divorced. Vanderpool had two daughters; Rosemary, from her first marriage, and Donna Dale from their marriage together.

Carnegie died at his home in Forest Hills, New York.^[9] He was buried in the Belton, Cass County, Missouri, cemetery. The official biography from Dale Carnegie & Associates, Inc. states that he died of Hodgkin's disease, complicated with uremia, on November 1, 1955.^[10]

How to Win Friends and Influence People[link]

Written in 1936, How to Win Friends and Influence People is still a popular book to date in business and Business Communication skills. Dale Carnegie's four part book is packed with advice to create success in business and personal lives. How to Win Friends and Influence People is a tool used in Dale Carnegie Training and includes the following parts:

1. Part One: Fundamental Techniques in Handling People
2. Part Two: Six Ways to Make People Like You
3. Part Three: How to Win People to Your Way of Thinking
4. Part Four: Be a Leader - How to Change People Without Giving Offense or Arousing Resentment

Dale Carnegie Training[link]

Dale Carnegie Course in Effective Speaking and Human Relations is learn-by-doing based program for individuals based on Dale Carnegie's teachings. It was founded in 1912 and is represented in more than 80 countries. More than 8 million people have completed Dale Carnegie Training.^[5]

The course comprises a proprietary process that uses team dynamics and intra-group activities to strengthen interpersonal relations, manage stress and handle fast-changing workplace conditions. Other subjects included are communication, creative problem-solving and focused leadership.

The course is based on a five-phase continuous improvement cycle:

1. Build greater self-confidence
2. Strengthen people skills
3. Enhance communication skills
4. Develop leadership skills
5. Improve our attitude and reducing stress

Dale Carnegie Training in Japan[link]

On July 24, 1939, Carnegie made his first visit to Japan. Invited by the Japanese Board of Tourist Industry and Japanese Government Railways in an effort to improve communications and cultural understanding between the America and Japan, Carnegie arrived on a self-described "Relaxation Tour."^[11]

After his steam ship docked in Yokohama, he made his way to the famous Imperial Hotel in Tokyo. From July 24 to July 30, he met representatives from the Foreign Ministry in Tokyo and the Nichi Nichi Tokyo newspaper in Karuizawa. On July 31, he was the guest of honour giving a talk on human relations at a special luncheon held at the American Club in Tokyo.^[11]

Carnegie’s travels continued as far south as Shimonoseki, visiting Miyanoshita, Kawana, Atami, Gamagori, Gifu, Yamada, Toba, Nara, Kyoto and Hiroshima along the way. During the course of his visit, he had stayed at the Fujiya Hotel in Miyanoshita City, the Nara Hotel in Nara City, the Tokiwa Kan in Gamagori, the Nagaragawa Hotel in Gifu, visited the Ise Shrine in Mie Prefecture and observed the Mikimoto pearl fisheries in Toba. ^[11]

On August 6, he took a steamboat from Shimonoseki to Pusan, Korea where he embarked on a brief tour of the country, eventually making his way to Beijing and Shanghai.^[11]

On September 1, 1939, he made his second visit to Japan before returning home. This time he visited the Daibutsu in Kamakura and again stayed at the Imperial Hotel. He departed for America on September 4, 1939.^[11]

In July 1953, Carnegie made his third visit to Japan, meeting friends from his previous visit and taking time to enjoy the sights of Kyoto.^[12]

In 1963 Dale Carnegie Training was launched in Japan. Edwin Whitlow, from Hawaii acted as a sponsor for Frank Mochizuki, until he could take over the running of Dale Carnegie in Japan by himself. Whitlow died on March 8, 1980 on a visit to Oregon, after having been hit by a car.^[13]

Frank Mochizuki eventually retired and was succeeded by Tokugen Yamamoto in 1994, until his sudden death in 1995.^[14] His wife, Yukiko Yamamoto, took over the responsibilities for Carnegie in Japan until 2007 when she retired. Craig Kirkwood succeeded Mrs. Yamamoto and in 2010 he passed the responsibility for Dale Carnegie in Japan to Dr. Greg Story.

Quotes[link]

Wikiquote has a collection of quotations related to: Dale Carnegie

"The ideas I stand for are not mine. I borrowed them from Socrates. I swiped them from Chesterfield. I stole them from Jesus. And I put them in a book. If you don't like their rules whose would you use?"

"The essence of all art is to take pleasure in giving pleasure."

"I am very fond of strawberries and cream, but I have found that for some strange reason, fish prefer worms. So when I went fishing, I didn’t think about what I wanted. I thought about what they wanted. I didn't bait the hook with strawberries and cream. Rather, I dangled a worm or grasshopper in front of the fish."

"People rarely succeed unless they have fun in what they are doing."

Books[link]

• 1915: Art of Public Speaking ^[15], with Joseph Berg Esenwein.
• 1920: Public Speaking: the Standard Course of the United Y. M. C. A. Schools ^[16].
• 1926: Public Speaking: a Practical Course for Business Men ^[17]. Later editions and updates changed the name of the book several times: Public Speaking and Influencing Men in Business (1937 revised) ^[18], How to Develop Self-Confidence and Influence People by Public Speaking (1956) ^[19] and Public Speaking for Success (2005) ^[20].
• 1932: Lincoln, the Unknown ^[21].
• 1934: Little Known Facts About Well Known People ^[22].
• 1936: How to Win Friends and Influence People ^[23].
• 1937: Five Minute Biographies ^[24].
• 1944: Dale Carnegie's Biographical round-up ^[25].
• 1948: How to Stop Worrying and Start Living ^[26].
• 1959: Dale Carnegie's Scrapbook: a Treasury of the Wisdom of the Ages ^[27]. A selection of Dale Carnegie's writings edited by Dorothy Carnegie.
• 1962: The Quick and Easy Way to Effective Speaking ^[28]. The fourth revision of Public speaking and influencing men in business, by Dorothy Carnegie, based upon Dale Carnegie's own notes and ideas but a very different book than original.

Booklets[link]

(most given out in Dale Carnegie Courses)

• 1938: How to Get Ahead in the World Today
• 1936: The Little Golden Book (later renamed The Golden Book, lists basics from HTWFIP and HTSPSL)
• 1940s: How to Put Magic in the Magic Formula
• 1947: A Quick and Easy Way to Learn to Speak in Public. (later combined as Speak More Effectively, 1979)
• 1952: How to Make Our Listeners Like Us ^[29]. (later combined as Speak More Effectively, 1979)
• 1959: How to Save Time and Get Better Results in Conferences (later renamed Meetings: Quicker & Better Results)
• 1960: How to Remember Names (later renamed as Remember Names)
• 1965: The Little Recognized Secret of Success (later renamed Live Enthusiastically)
• 1979: Apply Your Problem Solving Know How

Footnotes[link]

External links[link]

• Popular Quotes by Dale Carnegie
• Dale Carnegie Videos
• Dale Carnegie on findagrave.com
• The Art of Public Speaking (free download)
• Dale Carnegie Training
• Dale Carnegie Quotes in English and Hindi

Films

• As himself in 1947 film titled Jiggs and Maggie in Society

This biographical article needs additional citations for verification. Please help by adding reliable sources. Contentious material about living persons that is unsourced or poorly sourced must be removed immediately, especially if potentially libelous or harmful. (January 2008)

Robert Cray
Robert Cray in concert, 2007
Background information
Born	(1953-08-01) 1 August 1953 (age 58) Columbus, Georgia United States
Genres	Blues
Occupations	Musician
Years active	1977-present
Labels	Mercury, Vanguard, Nozzle
Website	www.robertcray.com/entry.php
Notable instruments
Robert Cray Signature Model Stratocaster

Robert Cray (born August 1, 1953, Columbus, Georgia, United States) is an American blues guitarist and singer. A five-time Grammy Award winner, he has led his own band, as well as an acclaimed solo career.^[1]

Career[link]

Cray started playing guitar in his early teens. At Denbigh High School in Newport News, Virginia, his love of blues and soul music flourished as he started collecting records. Originally, he wanted to become an architect, but around the same time that he began to study architectural design, he formed the band Steakface, described as "the best band from Lakewood you never heard of".^[2] Cray's guitar and vocals contributed greatly to Steakface's set list of songs by Jimi Hendrix, Quicksilver Messenger Service, Fleetwood Mac, The Grease Band, Blodwyn Pig, Jethro Tull, Spirit and The Faces.

By the age of twenty, Cray had seen his heroes Albert Collins, Freddie King and Muddy Waters in concert and decided to form his own band; they began playing college towns on the West Coast. In the late 1970s he lived in Eugene, Oregon, where he formed the Robert Cray Band and collaborated with Curtis Salgado in the Cray-Hawks. In the 1978 film, National Lampoon's Animal House, Cray was the uncredited bassist in the house party band Otis Day and the Knights. After several years of regional success, Cray was signed to Mercury Records in 1982. His third album release, Strong Persuader, produced by Dennis Walker, received a Grammy Award, while the crossover single "Smokin' Gun" gave him wider appeal and name recognition.

By now, Cray was an opening act for such major stars as Eric Clapton (who remains a friend to this day), and sold out larger venues as a solo artist. Cray has generally played Fender guitars (Telecasters and Stratocasters) and there are two signature Robert Cray Stratocasters models available from Fender. The Robert Cray Custom Shop Stratocaster is made in the United States in the Fender custom shop and is identical to the guitars that Cray currently plays, while the Robert Cray Standard Stratocaster is a less-expensive model made in Fender's Ensenada, Mexico plant.

Cray had the opportunity to play alongside John Lee Hooker on his album Boom Boom, playing the guitar solo in the song "Same Old Blues Again". He is also featured on the Hooker album, The Healer; he plays a guitar solo on the song "Baby Lee". The entire Robert Cray Band backs Hooker on the title track of Hooker's 1992 album "Mr. Lucky", where Cray plays lead guitar, sings, and banters with Hooker throughout the song.

Cray was invited to play at the "Guitar Legends" concerts in Seville, Spain at the 1992 Expo, where he played a signature track, "Phone Booth". Albert Collins was also on the bill on this blues night of the "Legends" gigs.

Cray continues to record and tour. He appeared at the Crossroads Guitar Festival, and supported Eric Clapton on his 2006-2007 world tour. In Fargo, North Dakota, he joined Clapton on backup guitar for the Cream song "Crossroads". In 2011, Cray was inducted to the Blues Hall of Fame.^[3]

Robert Cray Band[link]

The Robert Cray Band

Robert Cray's current band:

• Robert Cray - guitar/singer
• Tony Braunagel - drums
• Jim Pugh - keyboards
• Richard Cousins - bass guitar

Discography[link]

Albums[link]

Compilation albums and re-issues[link]

• In Concert - live album - 1999
• Who's Been Talkin' (re-released as Too Many Cooks in 1990, and re-issued as Who's Been Talkin' in 2001)
• Heavy Picks - The Robert Cray Band Collection - 1999 - U.S. Top Blues Albums #9
• The Best Of Robert Cray edition of 20th Century Masters / The Millennium Collection - 2002 - U.S. Top Blues Albums #11

^[4]

Singles[link]

See also[link]

• List of blues musicians
• List of electric blues musicians
• List of contemporary blues musicians
• List of soul-blues musicians
• List of guitarists
• List of celebrities who have appeared on the cover of Rolling Stone magazine
• Chicago Blues Festival
• Long Beach Blues Festival

References[link]

External links[link]

Wikimedia Commons has media related to: Robert Cray

• Official site
• Robert Cray at the Internet Movie Database
• Robert Cray on Myspace
• Robert Cray at Allmusic
• Review of Time Will Tell

This biographical article needs additional citations for verification. Please help by adding reliable sources. Contentious material about living persons that is unsourced or poorly sourced must be removed immediately, especially if potentially libelous or harmful. (June 2009)

Robert B. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

He is best known for his popular book on persuasion and marketing, Influence: The Psychology of Persuasion. Influence has sold over 2 million copies and has been translated into twenty-six languages. It has been listed on the New York Times Business Best Seller List. Fortune Magazine lists Influence in their "75 Smartest Business Books." ^[1]

[edit] Influence

Influence: The Psychology of Persuasion (ISBN 0-688-12816-5)has also been published as a textbook under the title Influence: Science and Practice (ISBN 0-321-01147-3).

In writing the book, he spent three years going "undercover" applying for jobs and training at used car dealerships, fund-raising organizations, telemarketing firms to observe real-life situations of persuasion. The book also reviews many of the most important theories and experiments in social psychology.

Harvard Business Review lists Dr. Cialdini's research in "Breakthrough Ideas for Today's Business Agenda".

6 key principles of persuasion by Robert Cialdini[link]

• Reciprocity - People tend to return a favor, thus the pervasiveness of free samples in marketing. In his conferences, he often uses the example of Ethiopia providing thousands of dollars in humanitarian aid to Mexico just after the 1985 earthquake, despite Ethiopia suffering from a crippling famine and civil war at the time. Ethiopia had been reciprocating for the diplomatic support Mexico provided when Italy invaded Ethiopia in 1935. The good cop/bad cop strategy is also based on this principle.
• Commitment and Consistency - If people commit, orally or in writing, to an idea or goal, they are more likely to honor that commitment because of establishing that idea or goal as being congruent with their self image. Even if the original incentive or motivation is removed after they have already agreed, they will continue to honor the agreement. For example, in car sales, suddenly raising the price at the last moment works because the buyer has already decided to buy. Cialdini notes Chinese brainwashing on American prisoners of war to rewrite their self image and gain automatic unenforced compliance. See cognitive dissonance.
• Social Proof - People will do things that they see other people are doing. For example, in one experiment, one or more confederates would look up into the sky; bystanders would then look up into the sky to see what they were seeing. At one point this experiment aborted, as so many people were looking up that they stopped traffic. See conformity, and the Asch conformity experiments.
• Authority - People will tend to obey authority figures, even if they are asked to perform objectionable acts. Cialdini cites incidents such as the Milgram experiments in the early 1960s and the My Lai massacre.
• Liking - People are easily persuaded by other people that they like. Cialdini cites the marketing of Tupperware in what might now be called viral marketing. People were more likely to buy if they liked the person selling it to them. Some of the many biases favoring more attractive people are discussed. See physical attractiveness stereotype.
• Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourages sales.

Selected publications[link]

• Yes! 50 Scientifically Proven Ways to be Persuasive. Authors: Norah J. Goldstein, Steve J. Martin and Robert B. Cialdini. Simon and Shuster, 2008, ISBN-13: 978-1-4165-7096-7

• Compliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists. Authors: Cialdini, R.B., Wosinska, W., Barrett, D.W., Butner, J. & Gornik-Durose, M. (1999).Personality and Social Psychology Bulletin 25, 1242-1253.
• 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.
• Cialdini, R. B. (2001). The science of persuasion. Scientific American, 284, 76-81.
• Cialdini, R. B. (2001). Influence: Science and practice (4th ed.). Boston: Allyn & Bacon. ISBN 978-0-205-60999-4
• Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2002) Social Psychology: Unraveling the Mystery (2nd Ed.). Boston: Allyn & Bacon
• 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.
• 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.

See also[link]

• Persuasion
• Psychological manipulation
• Social influence

References[link]

This section is empty. You can help by adding to it.

External links[link]

• Cialdini's official web site
• Cialdini's official web site in the United Kingdom