MKT 435 Wk 3 - Practice: Topic 6 Quick Check

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MKT 435 Wk 3 - Practice: Topic 6 Quick Check

1. In order to secure a commitment from a consumer, what needs to happen first?

• Read user reviews
• Complete a multi-step form
• Complete a micro-commitment
• Conduct a sales call

2. More than one-third of shoppers who sample products buy them that same day. What principle of influence does this reflect?

• Commitment
• Liking
• Reciprocity
• Scarcity

3. The principle of reciprocity is the human need and tendency to want to give something back when something is received. Which of the following best exemplifies reciprocity in marketing?

• A Walmart greeter says hello and you say it back.
• A consumer picks up free samples at the mall.
• A salesperson makes an initial offer above MSRP to counter with a lower price upon request.
• The Children’s Place offers free shipping on orders over $75.

4. Why do micro-commitments have high conversion rates? Select all that apply.

• Humans are cautious.
• Humans are lazy.
• Humans desire to remain consistent.
• Micro-commitments do not have high conversion rates.

5. Whose theory of motivation states that the need to belong dictates an individual’s behavior?

• Abraham Maslow
• Robert Cialdini
• Bryan Hanson
• Sigmund Freud

6. In order to breed a pack mentality, what is necessary?

• Authority
• Scarcity
• Reciprocity
• Social proof

7. Select all types of authoritative endorsements.

• Titles
• Personality
• Trappings
• Clothing

8. Which liking factor causes people to shop at Wawa or Maverik in lieu of a local gas station?

• Conditioning and association
• Compliments
• Similarity
• Physical appearance

9. What is the most common way for brands to influence consumer behavior?

• Reciprocity
• Conditioning and association
• Commitment
• Scarcity

1. Why might teammates have a greater influence on each other than classmates?

• Compliments
• Contact and cooperation
• Reciprocity
• Conditioning and association