Scarcity drives desirability from "summary" of Influence, New and Expanded by Robert B Cialdini
Scarcity has a powerful effect on people's perceptions of desirability. When something is scarce or limited in availability, people tend to perceive it as more valuable and desirable. This is because scarcity triggers a psychological principle known as the "scarcity heuristic", which causes people to place higher value on items that are scarce or hard to obtain. One reason why scarcity drives desirability is that people fear missing out on opportunities. When something is scarce, people worry that they might not be able to get it in the future. This fear of missing out motivates people to act quickly and decisively to secure the scarce item. As a result, scarcity can create a sense of urgency and increase people's desire to possess the scarce item. Another...
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