12 Questions
Which of the following is the more surprising finding regarding limited information and persuasion?
Limited information is more persuasive than abundant information.
The text suggests that the scarcity principle is most likely to hold true under which two optimizing conditions?
When scarce items are newly scarce, and when we compete with others for them.
What is the reason it is difficult to resist the effects of scarcity pressures?
Scarcity pressures have an emotion-arousing quality that makes thinking difficult.
The text suggests that when a message has been received, it is more effective if it is perceived as consisting of what?
Exclusive information.
What is the recommended defense against the effects of scarcity pressures?
Become more alert to the scarcity pressures and then try to calm the arousal.
What is the main purpose of the text?
To provide strategies for resisting the persuasive effects of scarcity.
Why do people assign more value to opportunities when they are less available?
Because limited access serves as a cue to quality
Why do individuals at the 'terrible twos' and teenage years respond strongly to restrictions?
As a result of an emerging sense of individuality
How does the scarcity principle affect the valuation of commodities?
It increases their value due to limited access
What motivates individuals according to psychological reactance theory when freedoms are lost?
They want to have the freedoms and associated goods more than before
How does limited access to information affect individuals' desire for that information?
It makes them want to receive it more
What does the scarcity principle suggest about the availability of an item or experience?
It serves as a cue to its quality
Learn about how the scarcity principle influences people's behavior and how it is utilized in compliance techniques like the 'limited number' and 'deadline' tactics. Understand why limited availability can make items more valuable and how it affects decision-making.
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