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:

Case Study

An in-depth investigation of a single individual, group, event, or community, typically used in psychology to examine and illustrate broader principles or phenomena.

Reliability

The degree to which an assessment tool produces stable and consistent results over time.

Aggregate Measurements

A type of measurement that combines data from multiple sources or individuals to provide a collective or summary measure.

Error Variance

Error variance refers to the portion of variability in a set of data that results from factors other than the independent variable, often attributed to random or uncontrolled variables.