1 The seminal works on scarcity are A Theory of Psychological Reactance by Jack Brehm, Academic Press, 1966; and “Implications of Commodity Theory for Value Change” by Timothy Brock, in A.G. Greenwald, T.C. Brock, and T.M. Ostrom (Eds.), Psychological Foundations of Attitudes, Academic Press, 1968. For a popular treatment of the principle, see Influence: The Psychology of Persuasion by Robert Cialdini, Collins Business, 2006.
2 “Scarcity Effects on Value: A Quantitative Review of the Commodity Theory Literature” by Michael Lynn, Psychology & Marketing, Spring 1991, vol. 8(1), p. 43–57.
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