Nir and Far: Business, Behaviour and the Brain

How to Boost Desire Using the Psychology of Scarcity-Nir&Far

Interested in boosting customer desire? A classic study that demonstrates the psychology of scarcity reveals an interesting quirk of human behavior that may hold a clue. In 1975, researchers Worchel, Lee, and Adewole wanted to know how people would value cookies in two identical glass jars. One jar held ten cookies while the other contained just two…