The Science of Success

Why An Almost-Empty Cookie Jar Is More Valuable Than A Full One

February 23, 2016
This is the FINAL episode in a six-part series on "The Science of Success" titled WEAPONS of INFLUENCE, based on the best-selling book “Influence” by Robert Cialdini. Each of these weapons of influence are deeply rooted and verified by experimental psychology research (of which you'll get a ton of amazing examples). 
Today you’re going to learn about Scarcity Bias, and what happens when you take people’s cookies away; how changing a single phrase drove six times more sales; and why open outcry auctions turn your brain into mush. Like many of the weapons of influence, this is something we intuitively know and understand, but often don’t realize how powerful it is or how much it impacts our decisions at a subconscious level through daily life.