Whatever the reason, the item in question becomes more attractive to us if we think we can’t have it.Whether it’s a potential mate, a used car, or an item on sale, once its availability is threatened we WANT it!You’ve received those emails— This artificial scarcity tends to encourage people to make decisions rather than continue thinking about them. If I’m in the grocery store wanting to buy a product, as in the example from the first blog in this series, the encounter that is created when the salespersons offers me a free sample of their product might have persuaded me to buy their brand, but it didn’t force me against my will to buy that product.I could think about which car I want to buy for months, but if there is a special sale going on, I’ll probably hurry up and make a choice to capitalize on the savings. Many of these examples come from the world of marketing, but these principles of persuasion can absolutely be applied in a variety of circumstances in which you might find yourself.Or put another way, no single person possesses all the knowledge they need to make decisions in our modern, market economy. Whatever the knowledge, if you have ever tried to share what you know, or to convince someone of your position, you might have realized something important: Arguments rarely win arguments. While this is absolutely true, we often don’t feel the effects of scarcity.
We’ve been examining Robert Cialdini’s book, “Influence: Science and Practice,” and his six principles for being persuasive.This trait game, along with Royzman’s review of the literature on attraction, hints at some of the endless quirks of the online dating marketplace.You might like someone online, but they put 100 on income, and unfortunately you’re about a 10.This article is the last in our series about Robert Cialdini’s book Influence: The Psychology of Persuasion.The scarcity principle boils down to this: we want what we’re afraid we can’t have.