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Scarcity: People desire what is limited or scarce from "summary" of Influence by Robert B. Cialdini, PhD
Scarcity holds a remarkable power over us. Not only do we desire what is scarce, but the mere idea that something is difficult to obtain can make it seem more valuable to us. This psychological principle has been well-documented in numerous studies and experiments. When something is limited or scarce, we are driven by a sense of urgency to possess it before it runs out. This urgency can override our rational thinking and lead us to make impulsive decisions. Retailers often use the principle of scarcity to drive sales. By creating a sense of limited availability or time-sensitive offers, they can increase demand for their products. Limited edition items or sales that only last for a short period of time tap into our fear of missing out. We are more likely to make a purchase when we believe that we may not have another chance to do ...
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