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?

Question

Quizplus · Accepted Answer

The use of scarcity is most closely associated with psychological reactance, which refers to the negative reaction people have when they perceive their freedom of choice is being restricted. By creating a sense of scarcity, marketers tap into this psychological reactance and make people feel that they may miss out on an opportunity if they don't act quickly, thus increasing the likelihood of making a purchase.

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