by others they deem as similar to themselves. Authority People are more prone to believing those with authority. They have the tendency to believe that if an expert says something, it must be true. People are more likely to adhere to opinions of individuals who knowledgeable and trustworthy. Although a message often stands or falls on the weight of its ideas and arguments, a person's attributes or implied authority can have a large effect on the success of their message. In The True Believer, Eric Hoffer noted, "People whose lives are barren and insecure seem to show a greater willingness to obey than people who are self-sufficient and self-confident. To the frustrated, freedom from responsibility is more attractive than freedom from restraint. . . . They willingly abdicate the directing of their lives to those who want to plan, command and shoulder all responsibility." In the Milgram study, a series of experiments begun in 1961, a "teacher" and a "learner" were placed in two different rooms. The "learner" was attached to an electric harness that could administer shock. The "teacher" was told by a supervisor, dressed in a white scientist's coat, to ask the learner questions and punish him when he got a question wrong. The teacher was instructed by the study supervisor to deliver an electric shock from a panel under the teacher's control. After delivery, the teacher had to up the voltage to the next notch. The voltage went up to 450 volts. The catch to this experiment was that the teacher did not know that the learner was an actor faking the pain sounds he heard and was not actually being harmed. The experiment was being done to see how obedient we are to authority. "When an authority tells ordinary people it is their job to deliver harm, how much suffering will each subject be willing to inflict on an entirely innocent other person if the instructions come 'from above'?." In this study, the results showed that the teachers were willing to give as much pain as was available to them. The conclusion was that people are willing to bring pain upon others when they are directed to do so by some authority figure. Scarcity Scarcity could play an important role in the process of persuasion. When something has limited availability, people assign it more value. As one of the six basic principles behind the science of