[adolph]

Thank you for bringing up Cialdini. The scarcity tactic is documented in Influence, The Psychology of Persuasion. In the scarcity chapter he ties it to the “loss aversion” cognitive bias, although he doesn’t label it as such.

https://www.goodreads.com/book/show/28815.Influence

https://thedecisionlab.com/biases/loss-aversion/