Cambridge International A Level · Psychology (9990)
5 multiple-choice questions marked as you go, and 2 written questions with worked solutions. All on The product.
In the study of interpersonal influence and selling techniques, Cialdini identified six ways to close a sale. Which technique is based on the psychological principle that individuals are more likely to comply with a request if they believe others are also doing so?
According to the research conducted by Atalay et al. (2012) on shelf position and the central gaze cascade effect, if a shopper is looking at a planogram similar to the one shown in the diagram, where are they most likely to place their final fixation before choosing a brand?
In the study by Becker et al. (2011) titled 'Tough package, strong taste', researchers investigated how packaging design affects taste impressions of yogurt. Which combination of design elements was found to result in the highest perceived intensity of the taste?
In the study of sales techniques, which approach focuses on creating a long-term relationship with the buyer by identifying and satisfying their specific needs rather than just highlighting product features?
Based on the study by Nordvall (2014) on post-purchase behaviour, which of the following circumstances is most likely to increase the level of cognitive dissonance experienced by a consumer after buying a product?
Identify two of Cialdini’s six ways to close a sale as specified in the selling the product section of the syllabus.
Write your answer out first, then check it against the worked solution.
Outline the disrupt-then-reframe technique and explain why the need for cognitive closure is important for this technique to be successful.
Write your answer out first, then check it against the worked solution.
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