The concept is explained by Robert Cialdini, in his book 'Influence Science and Practice':

According to the scarcity principle, people assign more value to opportunities when they are less available. The use of this principle for profit can be seen in such compliance techniques as the 'limited number' and 'deadline' tactics, wherein practitioners try to convince us that access to what they are offering is restricted by amount or time.

According to psychological reactance theory, we respond to the loss of freedoms by...


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