WorksheetsUnit 7: Psychology and Consumer Behavior Review
Total questions: 20
Worksheet time: 11mins
North et al. (2003) found that which genre of music led to people spending more money at a high-end restaurant?
Classical
Jazz
Pop
No music
What theory states that consumers make rational decisions based on the outcomes of their actions based on the concepts of value and endowment?
Utility Theory
Satisficing
Prospect Theory
Choice Heuristics
Kahneman (2011) theorized that there are 2 systems of thinking. System 1 thinking refers to
Slow, methodical, considerate thinking and decision making
Fast, intuitive, automatic thinking and decision making
Not thinking at all
Having others make decisions for you
Dayan and Bar-Hillel (2011) found that items that were most often picked on a menu were placed in what sections?
Placement was irrelevant
Sections with the most pictures
In the middle of a the menu
At the extremes (very beginning or very end of the menu)
Which of the following is not part of the AIDA model?
Awareness
Interest
Desire
Advertise
What are choice heuristics?
Signs anchored at points in a store that display sales based on quantity
Mental shortcuts that help people make decisions quickly based on availability and representation
When people are blind to their own choices and preferences
A map made based on one's memory rather than actual geographic data
Which study investigated how people would react to someone cutting in front of other people in a queue or line?
Robson et al (2011)
Kutlu et al. (2013)
Milgram et al (1986)
Woods et al. (2011)
Choose all of the correct P's of the 4 P's of the marketing mix.
Product
Place
Price
Promotion
Placebo
Auty & Lewis (2004) investigated whether product placements in film had an effect on consumer choices in which group of people?
Children
Retirees
University students
Stay-at-home mothers
Atalay et al. (2012) found that people tend to choose products more often when they are placed where on a shelf display?
Top right
Bottom right
Left side
Center
What type of sales strategy focuses on how well a product or service compares to similar ones?
Product-focused
Competitor-focused
Customer-focused
Industry-focused
Finlay et al. (2006) found that what type of casinos yielded higher emotional and satisfaction ratings?
Kranes style (open, natural surroundings, relaxed)
Friedman (machine-dominated layout)
Jackson (avant-garde and experimental layout)
Polaski (race-track style layout)
Machleit et al. (2000) found decreased levels in shopping satisfaction can happen when shoppers perceive or expect...
Unfair sales rates
Higher levels of crowding
Lower numbers of available staff
Bait and switch sales techniques
What sales technique intends to confuse consumers by saying a true, but strangely phrased statement, then correcting with a normally phrased message?
Bait and switch
Disrupt-then-reframe
Choice blindness
Consumer manipulation
Gueguen et al. (2007) conducted a study in which they found more people were willing to spend more money at an open-air, toy stall in what condition?
Joyful music condition
No music condition
Morose music condition
Classical music condition
Fischer et al. (1991) referred to children as...
Avid customers
Consumers in training
Targets for consumption
Walking advertisements
Robson et al (2011) found which group of people to report being more uncomfortable in crowded or tightly-spaced environments?
Women
Men
Children
Factory workers
Wansink et al. (2005) found that people rated dishes at a cafeteria higher and more calorific if...
The food labels were simple
The food labels were very descriptive
The food labels provided nutritional facts and guides
There were not food labels
What strategy evaluates each attribute of a product equally and individually rather than having one trait have more value than others?
Compensatory
Non-compensatory
Partially compensatory
Lexigraphic
Choose the 4 ways to close a sale according to Cialdini (1984).
Commitment and consistency
Authority
Branding
Social proof
Scarcity
