The Use of "Scarcity" as a Sales Technique (E

question 272

Multiple Choice

The use of "scarcity" as a sales technique (e.g. "limited time offer!" "hurry while supplies last!") is most closely associated with which of the following theories or concepts?

• A) psychological reactance
• B) Elaboration Likelihood Model (ELM)
• C) expectancy violations theory
• D) inoculation theory

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Definitions:

Animals

Multicellular, eukaryotic organisms of the kingdom Animalia that are capable of movement, responding to their environment, and consuming organic material.

Electrical Stimulation

The application of electrical currents to specific parts of the body, often used therapeutically to relieve pain or stimulate muscle contractions.

Emotional Responses

The psychological and physical reactions that occur in response to perceived emotional stimuli or events.

James Olds

A neuroscientist known for his discovery of the brain's reward system and its effects on behavior.