Explaining The Impact Of Scarcity Appeals In Advertising: The Mediating Role of Perceptions of Susceptibility

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Heterogeneity in the Effects of Online Persuasion (2012, background): “There is overwhelming evidence that identifying a product or service as scarce favorably affects consumer attitudes and increases the chance of purchase (Eisend 2008; Inman, Peter, and Raghubir 1997; Lynn 1989; West 1975).”
The SAGE handbook of persuasion : developments in theory and practice (2012, background): “When other behavioral contexts are examined, the evidence is often null or counterhypothetical (e.g., Chia, 2007, Choi, Leshner, & Choi, 2008, on ideal body image and dieting behaviors or body dissatisfaction; Eisend, 2008, on scarcity appeal in advertising and purchasing intentions).”
Personalizing persuasive technologies: Explicit and implicit personalization using persuasion profiles (2015, background): “There is overwhelming evidence that identifying a product or a service as scarce affects people's attitudes favorably and increases the chance of purchase (West, 1975; Inman et al., 1997; Eisend, 2008; Lynn, 1989).”
The effects of product scarcity and consumers' need for uniqueness on purchase intention (2012, methodology): “Later research also supports for the same point of view (Eisend, 2008).”