Cialdini raamat
Apparently, the fact that the news
about the scarcity information was itself scarce made it especially persuasive.
Optimal Conditions
Much like the other effective weapons of influence, the scarcity principle is more
effective at some times than at others. An important practical defense, then, is to
find out when scarcity works best on us. A great deal can be learned from an ex-
periment devised by social psychologist Stephen Worchel and his colleagues
(Worchel, Lee, 8(: Adewole, 1975). The basic procedure used by Worchel and his re-
search team was simple: Participants in a consumer preference study were given a
chocolate chip cookie from a jar and asked to taste and rate its quality. For half of
the raters, the jar contained ten cookies; for the other half, it contained just two. As
we might expect from the scarcity principle, when the cookie was one of only two
available, it was rated more favorably than when it was one of ten. The cookie in
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