Cialdini raamat
mand for them.
Remember that in the experiment the participants who experienced new
scarcity had been given a jar of ten cookies that was then replaced with a jar of only
two cookies. Actually, the researchers created this scarcity in one of two ways. Cer-
tain participants were told that some of their cookies had to be given away to other
raters in order to supply the demand for cookies in the study. Another set of par-
ticipants was told that the number of their cookies had to be reduced because the
researcher had simply made a mistake and given them the wrong jar initially. The
results showed that those whose cookies became scarce through the process of so-
cial demand liked the cookies significantly more than did those whose cookies be-
came scarce by mistake. In fact, the cookies made less available through social
demand were rated the most desirable of any in the study.
annaabi.ee 
