Influence The Psychology Of Persuasion By Robert Cialdini -

The most potent form of scarcity, however, is new scarcity. When something goes from abundant to scarce, we panic. This is why "limited edition" items sell out instantly.

In the Milgram shock experiments, ordinary people administered what they thought were lethal electric shocks simply because a man in a lab coat told them to. Cialdini argues that we don't even need real authority; we just need the symbols of authority: Titles (Doctor, Professor), Clothes (a police uniform or a suit), and Trappings (fancy cars, Rolexes). influence the psychology of persuasion by robert cialdini

Conduct a "skeptical test." Is this person actually an expert in this specific field? And crucially: Are they telling me the truth, or what benefits them? A doctor recommending a specific drug might be honest; a doctor who owns stock in that drug company is a salesperson. 4. Consistency: The Chains We Make for Ourselves The Rule: Once we commit to a position, we feel tremendous pressure to behave consistently with that commitment. The most potent form of scarcity, however, is new scarcity