Persuasion12ov - Scarcity as a persuasive technique...

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Scarcity as a persuasive technique
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Scarcity Trigger feature fixed action sequence Scarcity increased desire for scarce object Scarcity principle: opportunities seem more valuable to us when their availability is limited Losses loom larger to us than gains
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Precious mistakes
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Limited number
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Deadlines Must decide today-if you leave the premises the deal is off! Unable to sell this to you after today! “Exclusive, limited engagement ends soon!” 12 hour sale “keep the prospects from taking the time to think the deal over by scaring them into believing they can’t have it later, which makes them want it now.”- sales training manual
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Why does scarcity persuade? Often, things that are more scarce are more attractive or valuable. Example: gold or Manhattan real estate People want the social, psychological, economic benefits of rare items. Psychological reactance towards limited freedoms: Ex.) Romeo and Juliet effect
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Psychological reactance http://www.ifilm.com/video/2742153 Smoking as a Threatened freedom
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This note was uploaded on 03/30/2008 for the course COM ARTS 368 taught by Professor Vanswol during the Spring '08 term at Wisconsin.

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Persuasion12ov - Scarcity as a persuasive technique...

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