The Psychology of Scarcity Can Boost Desire
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Interested in boosting customer desire? A classic study that demonstrates the psychology of scarcity reveals an interesting quirk of human behavior that may hold a clue.In 1975, researchers Worchel, Lee, and Adewole wanted to know how people would value cookies in two identical glass jars. One jar held ten cookies while the other contained just two stragglers. Which cookies would people value more?▻https://twitter.com/JulesMaltzThough the cookies and jars were identical, participants valued the ones in the near-empty jar more highly. Scarcity had somehow affected their perception of value.There are many theories as to why this was the case. For one, scarcity may signal something about the product. If there are less of an item, the thinking goes, it might be because other people know (...)
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