This booklet synthesises findings from:

The articles draw heavily on behavioural economics and psychology journals, focusing on how internal emotions like regret influence buying.

Foundational Theory: The research is rooted in Prospect Theory (Kahneman & Tversky, 1979), which establishes that losses are psychologically twice as powerful as gains.
Regret-Specific Research: They cite Simonson (1992) on how the anticipation of future regret drives decision-making and Li et al. (2021), which used a study of 163 participants to prove that “downward anticipated regret” (fear of missing out) significantly increases impulsive buying.
Meta-Analyses: Large-scale academic reviews are used to provide broad validity, such as a meta-analysis of 416 effect sizes from 131 studies regarding scarcity tactics and a Wharton meta-analysis of 2,732 A/B tests across 252 companies.
Journal Sources: Insights are pulled from the Journal of Marketing Research, Journal of Consumer Research, Marketing Science, and Frontiers in Psychology.

The sources utilise data from leading UX and e-commerce analytics firms to establish real-world performance standards.

UX Research Giants: Extensive use of Baymard Institute (which conducted 150,000+ hours of UX research) and Nielsen Norman Group for eye-tracking data and usability benchmarks.
Platform Data: Aggregated performance metrics are pulled from major platforms like Shopify, BigCommerce, and Amazon, as well as automated marketing providers like Klaviyo and Mailchimp.
Device Benchmarks: Cross-platform analysis (Mobile vs. Desktop) is supported by Smart Insights and Unbounce benchmarks from 2024–2025.

Findings are supported by specific, quantifiable experiments that measure the direct impact of urgency prompts.

Large-Scale Testing: Evidence includes a Wharton study analysing over 500 million sessions and A/B tests on mid-market retailers with samples as large as 120,000 visitors.
Specific Campaign Results: The sources cite results from brands like Ticketmaster (7.46% conversion uplift), Bose (22% lift), and Obvi (8% increase) using scarcity and countdown triggers.

The articles reference global retail and tech giants to illustrate how these psychological interventions are applied at scale.

Market Leaders: Strategies from Amazon (stock warnings), com (high-demand messaging), and Etsy (social proof plus scarcity) are used as canonical examples.
Industry Verticals: Case studies span Fashion (ASOS, Zara), Tech (Apple), Travel, and Food Delivery to show how the effectiveness of anticipated regret varies by product type.

The research incorporates technical implementation data and economic modelling.

Attention Economics: Studies on cognitive load theory and NBER working papers examine how limited online attention affects the processing of marketing prompts.
Technical Systems: Documentation from Adobe Commerce is used to explain the backend mechanics of inventory reservation and “salable quantity” recalculation during a “hold” request.

Every claim is cited. Every statistic is sourced. Every recommendation is testable.

FOMO