Creating scarcity can increase demand from "summary" of Influence, New and Expanded by Robert B Cialdini
One of the most powerful tools in influencing people's behavior is the principle of scarcity. When something is scarce or limited in availability, people tend to desire it more. This phenomenon is deeply ingrained in human psychology and has been used by marketers and salespeople for centuries to increase demand for their products. When people perceive something as scarce, their perception of its value increases. This is because scarcity triggers a fear of missing out, known as FOMO, which drives people to act quickly to secure the scarce resource. This fear of missing out is a powerful motivator that can override rational decision-making processes. Scarcity can be created in various ways, such as limiting the quantity of a product, offering exclusive deals to a select group of people, or imposing time constraints on a sale. By creating a sense of urgency and exclusivity, marketers can tap into people's psychological biases and increase demand for their products. For example, limited edition products are highly sought after because of their scarcity. People are willing to pay a premium price for these products because they believe that they are getting something unique and exclusive. Similarly, flash sales and countdown timers create a sense of urgency that compels people to make a purchase before it's too late.- Creating scarcity is a powerful strategy for increasing demand because it taps into people's deep-seated psychological biases and triggers their fear of missing out. By leveraging scarcity, marketers can influence people to act quickly and decisively, driving up demand for their products.
