With reference to Cialdini's techniques for appealing to emotion, which of the following is most likely to be involved in the technique of scarcity?

A) Including names and testimonials
B) Reminding your audience that they have made similar decisions in the past
C) Highlighting the exclusivity of your offer
D) Showing that you appreciate your audience
E) Giving people a gift with purchase

Answer: C
Explanation: C) People want things more if those things are scarce. Highlighting the exclusivity of your offer is the scarcity technique for appealing to emotion.