This is what you just heard. This shows the correct answers for each item.

1. Tony: In fact, Black Friday is the biggest retail shopping day of the year in the U.K., France,
Germany, and all of the Scandinavian countries as well. They even have Black Friday shopping in
India, Pakistan, Japan, and Russia.

2. Tony: Year-end sales are common everywhere, with December being a big month for shopping. As
the new year approaches, stores begin trying to clear out old merchandise to make space for new
products in the new year. And in today’s global economy, when a company has a sale, it tends to
cross borders.

3. Susana Ruiz: I hate to shop on Black Friday. I don’t like the crowds and sometimes people even
become rude or violent. Is it the idea of scarcity that makes people act crazy? You know, not being
able to get what you need before it runs out.
Tony: That’s exactly right. When a sale has tight limits, for example, if it lasts one day only, or the
price is good for the first 500 TVs, etcetera, people are afraid to miss out on a bargain. If something
is scarce, we think it’s valuable and want to buy it immediately. The fact that the deal might
disappear creates a feeling of urgency.

4. Tony: It’s more complex than that. Some people may be competitive shoppers. According to Kit
Yarrow, a consumer psychologist, those people are “in it to win it." They get a rush from being in a
crowd of shoppers and getting one of the few TVs or video games up for grabs. It gives them a sense
of accomplishment.

5. Tony: When shoppers get excited and then think they’ve won something, their brains release a
chemical called dopamine, which gives them pleasure. This good feeling can be addictive.

6. Tony: Sometimes people assume that a discount means there’s something wrong with the product.
However, on Black Friday, people know the reason for the bargain, so they think they’re getting a
good deal. And that’s what causes such excitement and sometimes, problems.

7. Tony: Psychologists know that people in crowds often behave differently. When we’re in a big
group, we tend to go along with what everyone else is doing. So, if other people are being rude and
pushing and shoving, we may do it too.