- Description
MKT 435 Wk 3 – Practice: Topic 6 Quick Check
- In order to secure a commitment from a consumer, what needs to happen first?
o Read user reviews
o Complete a multi-step form
o Complete a micro-commitment
o Conduct a sales call
- More than one-third of shoppers who sample products buy them that same day. What principle of influence does this reflect?
o Commitment
o Liking
o Reciprocity
o Scarcity
- 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?
o A Walmart greeter says hello and you say it back.
o A consumer picks up free samples at the mall.
o A salesperson makes an initial offer above MSRP to counter with a lower price upon request.
o The Children’s Place offers free shipping on orders over $75.
- Why do micro-commitments have high conversion rates? Select all that apply.
o Humans are cautious.
o Humans are lazy.
o Humans desire to remain consistent.
o Micro-commitments do not have high conversion rates.
- Whose theory of motivation states that the need to belong dictates an individual’s behavior?
o Abraham Maslow
o Robert Cialdini
o Bryan Hanson
o Sigmund Freud
- In order to breed a pack mentality, what is necessary?
o Authority
o Scarcity
o Reciprocity
o Social proof
- Select all types of authoritative endorsements.
o Titles
o Personality
o Trappings
o Clothing
- Which liking factor causes people to shop at Wawa or Maverik in lieu of a local gas station?
o Conditioning and association
o Compliments
o Similarity
o Physical appearance
- What is the most common way for brands to influence consumer behavior?
o Reciprocity
o Conditioning and association
o Commitment
o Scarcity
- Why might teammates have a greater influence on each other than classmates?
o Compliments
o Contact and cooperation
o Reciprocity
o Conditioning and association