To think or not to think: the moderating role of need for cognition in expectancy-consistent impression formation

Cross-national differences in proneness

Cross-national differences in proneness to scarcity effects: The moderating roles of familiarity, uncertainty avoidance, and need for cognitive closure

✍ Jae Min Jung; James J. Kellaris 📂 Article 📅 2004 🏛 John Wiley and Sons 🌐 English ⚖ 93 KB

## Abstract The scarcity effect is a powerful social‐influence principle used by marketers to increase the subjective desirability of products. This study explores cross‐national differences in proneness to the scarcity effect and attempts to explain observed differences in terms of boundary condit