{
  "title": "Limited capacity: should it become a sales argument?",
  "url": "https://www.shr.swiss/blog/vente-capacite-limitee-argument-commercial-fribourg-en",
  "language": "en",
  "datePublished": "2024-09-03",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Restricted availability can increase perceived value. It proves neither the quality of an offer nor the benefit of accelerating a purchasing decision.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Fribourg",
    "region": "Fribourg",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Stephen Worchel, Jerry Lee and Akanbi Adewole (1975, Journal of Personality and Social Psychology) studied how the availability of cookies changed their evaluation."
    },
    {
      "heading": "Scarcity as information about value",
      "point": "Michael Lynn (1991, Psychology & Marketing) provides a quantitative review of scarcity research within commodity theory."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that simply emphasising limited capacity is enough to sell more effectively."
    },
    {
      "heading": "What the evidence cannot settle",
      "point": "These references do not constitute a test of complex selling to businesses in Fribourg."
    },
    {
      "heading": "A practical check in Fribourg",
      "point": "Within SHR's « Vente à forte valeur ajoutée » programme, one exercise is to review offers mentioning limited availability in the agri-food sector, bilingual industry or collaborations with Fribourg's university hub."
    }
  ],
  "sources": [
    {
      "authors": "Adewole",
      "year": "1975",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Lynn",
      "year": "1991",
      "source": "Psychology & Marketing"
    }
  ],
  "wordCount": 391,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Fribourg-vente-capacite-limitee-argument-commercial-fribourg-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/vente-capacite-limitee-argument-commercial-fribourg",
    "en": "https://www.shr.swiss/blog/vente-capacite-limitee-argument-commercial-fribourg-en",
    "de": "https://www.shr.swiss/blog/vente-capacite-limitee-argument-commercial-fribourg-de",
    "it": "https://www.shr.swiss/blog/vente-capacite-limitee-argument-commercial-fribourg-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-vente-forte-valeur-fribourg",
    "city": "https://www.shr.swiss/formations-ville/fribourg",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}