Influence: The Psychology of Persuasion · chapter 7 · id influence-c7-08-commodity-theory-brock-1968-pr
“Commodity theory (Brock, 1968) provides the theoretical foundation: any commodity that can be possessed will be valued to the extent that it is unavailable.”
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Receipts
Lynn (1991), Scarcity Effects on Value: Quantitative Review of Commodity Theory, Psychology & Marketing 8(1)paywalled · manual check queued
Quantitative review found overall support for the scarcity-value relationship, though effect sizes varied substantially.
Lynn (1991), Scarcity Effects on Value: A Quantitative Review of the Commodity Theory Literature, Psychology and Marketing 8(1)FLAGGED: DOI not in registry
Meta-analysis of commodity theory research confirms that unavailability enhances desirability, with a moderate average effect size across 41 studies testing Brock's commodity theory predictions.
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