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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

The Real Worth of the Cooki Experiment

In the cooki experiment, some participants were first given a jar of ten cookies that was then replaced by a jar of two. The drop from abundance to scarcity produced a decidedly more positive reaction to the cookies than did constant scarcity. Do we value more those things that have recently become less available to us, or thosethings that have always been scarce? I the cooki study, the answer was plain.

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