The Power of Scarcity: Leveraging Urgency and Demand to Influence Customer Decisions 1st Edition Mindy Weinstein

The Power of Scarcity: Leveraging Urgency and Demand to Influence Customer Decisions – Ebook Instant Download/Delivery ISBN(s): 9781264278237,1264278233

Product details:

• ISBN-10 ‏ : ‎ 1264278233
• ISBN-13 ‏ : ‎ 978-1264278237
• Author(s): Mindy Weinstein

Scarcity isn’t just one of the key principles of influence, it’s arguably the most powerful―invoking the kind of primal instincts that were essential to our ancestors’ survival. It’s also the explanation for why, in the mid-1990’s, $29.99 Tickle-Me-Elmo dolls were being scalped for $7,000 apiece.

And yet, for all its power, scarcity is a principle that’s little understood, even as it’s frequently employed in sales and marketing campaigns. Research on scarcity is published mainly in academic journals, not easily accessible to the mainstream public, and often written from an economic, rather than psychological, point of view.

In The Power of Scarcity, Dr. Mindy Weinstein leverages her deep expertise in both marketing and psychology to reveal how this influence principle can be used to boost sales, win negotiations, spark action, develop community, build customer loyalty, and more. As a digital marketer and doctor of philosophy in psychology, she brings both practical and academic insights to explain the psychology behind scarcity, why it has such an immense impact on decision making, and how, used correctly and ethically, it can influence the people who buy your products or services.

Table contents:

Introduction
Part One. Understanding Scarcity
Chapter 1. Scarcity as an Influence Factor
Chapter 2. You Can’t Have That!
Chapter 3. Give Your Brain a Break
Chapter 4. FOMO: Why We’re More Afraid of Loss Than We Are of Gain
Chapter 5. When Scarcity Doesn’t Work
Part Two. Using Scarcity
Chapter 6. “Time Is Running Out!”
Chapter 7. You Are Special
Chapter 8. “Only While Supplies Last!”
Chapter 9. Exclusive or Popular?
Chapter 10. Where Do We Go from Here?
Scarcity Definitions at a Glance
Notes
Acknowledgments
Index
About the Author

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