06scarcitystudent

06scarcitystudent - LectureOutline: Scarcity 1. Scarcity 2.

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Lecture Outline: Scarcity 1. Scarcity 2. Strategies derived from scarcity principle 3. Why does scarcity work? 4. Factors that influence effectiveness of scarcity  to gain compliance
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Example Exam Item Based on research discussed in lecture, who  would be less  likely to receive a prison  sentence for a crime?  a) a man b) a women c) a person who received counseling d) a physically attractive person 
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Scarcity People value things that are less available
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Scarcity Scarcity creates potential for loss. Fear of loss more important than  possibility of gain
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Home Insulation Study Gonzales et al., (1988) Cost of Poor  Insulation Savings from  Good Insulation More likely to  insulate their homes
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Self-Examination Study Lose potential  health benefits Gain potential  health benefits More likely to  perform self- examinations
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Strategies Derived  from Scarcity Principle 1. Limited Numbers:
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This note was uploaded on 09/05/2011 for the course PSYCH 280 taught by Professor Madon during the Spring '07 term at Iowa State.

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06scarcitystudent - LectureOutline: Scarcity 1. Scarcity 2.

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