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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

The Scarcity Principle

When the driver said he had liability insurance, the jurors awarded hs victim an average of four thousand dollars more. When other juries were told officially that they must not use that information, they used it still more. It appears then that even proper official censorship in a court room setting creates problems for the censor. We react to information restriction there as usual, by valuing the band information more than ever.

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