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42. Which influence tactic is being used when marketers advertise a limited-edition Xbox?
a. Social proof.
b. Authority.
c. Affinity.
d. Scarcity.
e. Consistency.
43. When we choose a product due to maintaining our own beliefs, attitudes, and past
behaviours, which type of influence tactic are we acting on?
a. Social proof.
b. Authority.
c. Affinity.
d. Scarcity.
e. Consistency.
44. Which psychological state may lead a gambler to say that they are betting the house only
due to ‘intellectual curiosity’ rather than due to the thrill of betting?
a. Bounded rationality.
b. Cognitive dissonance.
c. Susceptibility.
d. Scarcity.
e. Cognitive bias.
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SAGE Publishing, 2021
45. In which of the following social shopping tools is the influence tactic of social proof
NOT used?
a. Ratings.
b. Reviews.
c. Recommendations.
d. Brand butler services.
e. User forums.
46. In which of the following social shopping tools is the influence tactic of authority not
used?
a. Recommendations.
b. Reviews.
c. Testimonials.
d. User forums.
e. Geo-location programs.
47. Which type of influence tactic is being used when companies run promotions that make
you feel like you will miss out if you do not buy a product or service?
a. Social proof.
b. Authority.
c. Affinity.
d. Scarcity.
e. Consistency.
48. When we choose a product due to the attractiveness of the requester, which of the
following influences are we acting under?
Tracy L. Tuten, Social Media Marketing, 4e
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a. Social proof.
b. Authority.
c. Affinity.
d. Scarcity.
e. Consistency.
49. The social shopping tool of deal directories is associated most with which of the
following tactics of influence?
a. Social proof.
b. Authority.
c. Scarcity.
d. Affinity.
e. Consistency.
50. The social shopping tool of shop together is associated most with which of the following
tactics of influence?
a. Social proof.
b. Authority.
c. Scarcity.
d. Affinity.
e. Consistency.
51. Which of the following refers to a shopping companion who may help a consumer think
through alternatives, make decisions, and validate purchasing choices?
a. Personal shopper.
b. Brand representative.
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c. Purchase pal.
d. Social shopper.
e. None of these.
52. Which of the following enables people, both networks of buyers and sellers, to participate
actively in the marketing and selling of products and services in online marketplaces and
communities?
a. E-commerce.
b. Social commerce.
c. Online shopping.
d. Social shopping.
e. None of these.
53. In the context of social commerce, UGC (user-generated content) includes which of the
following?
a. Word-of-mouth impressions.
b. Ratings and reviews.
c. Curated merchandise in a user gallery.
d. Both Word-of-mouth impressions and Ratings and reviews.
e. All of these.
54. Which of the following refers to ‘internet users who have browsed, researched or
compared products digitally via any device whether or not they bought digitally’?
a. Digital shoppers.
b. Internet shoppers.
c. Social shoppers.
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d. E-shoppers.
e. None of these.
55. Which of the following refers to ‘the active participation and influence of others on a
consumer’s decision-making process, typically in the form of opinions, recommendations,
and experiences shared via social media’?
a. E-commerce.
b. Social commerce.
c. Online shopping.
d. Social shopping.
e. None of these.
56. Which of the following best completes the sentence, ‘Social shopping provides utility to
our shopping experience because it lowers our ______.’?
a. brand awareness
b. search radius
c. travel expenses
d. perceived risk
e. None of these
57. Shopping is how we acquire needed products and services, but social motives for
shopping also are important. Which of the following best completes the sentence, ‘Shopping
is an activity that we can perform for either ______ or ______ reasons?
a. selfish; unselfish
Tracy L. Tuten, Social Media Marketing, 4e
SAGE Publishing, 2021
b. formal; informal
c. charitable; selfish
d. utilitarian; entertainment
e. utilitarian; hedonic
58. Which of the following represent(s) utilitarian motives for social shopping?
a. The convenience and ease of shopping with more choices and better information.
b. Access to opinions, recommendations, and referrals from others – potentially improving
the ability for consumers to make the most rational and efficient decisions.
c. The opportunities to share common interests with like-minded others.
d. Both The convenience and ease of shopping with more choices and better information and
Access to opinions, recommendations, and referrals from others – potentially improving the
ability for consumers to make the most rational and efficient decisions.
e. All of these.
59. Which of the following represent(s) hedonic motives for social shopping?
a. The sense of importance we experience when others wait on us.
b. The thrill of the hunt.
c. The opportunities to share common interests with like-minded others.
d. Both the sense of importance we experience when others wait on us and the thrill of the
hunt.
e. All of these.
60. Which of the five steps to consumer decision making ‘may be triggered by discovering
information about a product on social media, whether by user comments, influencer content,
or advertising’?
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a. Problem recognition.
b. Information search.
c. Alternative evaluation.
d. Purchase.
e. Post-purchase evaluation.
61. Which of the five steps to consumer decision making is the primary driver of social
commerce and social shopping behaviours?
a. Problem recognition.
b. Information search.
c. Alternative evaluation.
d. Purchase.
e. Post-purchase evaluation.
62. Which of the five steps to consumer decision making includes shoppers comparing
prices, checking for deals, and considering the opinions of others?
a. Problem recognition.
b. Information search.
c. Alternative evaluation.
d. Purchase.
e. Post-purchase evaluation.
63. In which stage of the consumer decision-making process do social media users rely least
on social commerce?
a. Problem recognition.
b. Information search.
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c. Alternative evaluation.
d. Purchase.
e. Post-purchase evaluation.
64. In which of the five steps to consumer decision making does the consumer experience
satisfaction or dissatisfaction with the purchase?
a. Problem recognition.
b. Information search.
c. Alternative evaluation.
d. Purchase.
e. Post-purchase evaluation.
65. Which of the following best completes the sentence, ‘People in the problem recognition
phase of consumer decision making may also engage in ______, a subset of social commerce
in which people participate in the design, selection, and/or funding of a product innovation.?
a. participatory commerce
b. socially funded commerce
c. crowdfunding
d. startup commerce
e. None of these.
66. Which of the following is true of reviews?
a. They result in better site stickiness.
b. They can also enhance the effectiveness of offline promotional strategies.
c. They become a source of research data for the business.
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d. They result in better site stickiness and they can also enhance the effectiveness of offline
promotional strategies.
e. All of these.
67. The social commerce approach characteristic of authenticity is best defined by which of
the following?
a. Acknowledge opinions that were invited, incentivized, or facilitated by the brand.
b. Enable consumers to rate the value of opinions offered on the site.
c. Make it easy for users to share reviews on blogs and social networking platforms.
d. Accepting organic word-of-mouth, whether positive or negative.
e. Encourage consumers to contribute posts.
68. The social commerce approach characteristic of participatory is best defined by which of
the following?
a. Acknowledge opinions that were invited, incentivized, or facilitated by the brand.
b. Enable consumers to rate the value of opinions offered on the site.
c. Encourage consumers to contribute posts.
d. Acknowledge the value of the opinions customers offer.
e. Encourage consumers to contribute posts.
69. The social commerce approach characteristic of sustainability is best defined by which of
the following?
a. Experiences communicated to friends can live on in perpetuity.
b. Enable consumers to rate the value of opinions offered on the site.
c. Make it easy for users to share reviews on blogs and social networking platforms.
d. Acknowledge the value of the opinions customers offer.
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e. Encourage consumers to contribute posts.
70. Why don’t all E-Retailers offer reviews and ratings on their sites?
a. Negative reviews tend to outnumber positive reviews on most sites.
b. 80% of user-generated reviews are negative.
c. Brands fear that dissatisfied customers will use review features to flame the brand.
d. Consumers do not find utility in negative reviews.
e. All of these.
71. Which of the following terms best completes the sentence, ‘The first level of social
commerce strategy is to utilize ______, encourage it, and facilitate it with social sharing and
shopping functionalities customers want.’?
a. review aggregation
b. social shopping
c. user-generated content
d. social commerce sharing
e. None of these.
72. Why are social shoppers susceptible to social commerce fraud?
a. Anyone can become online sellers because they do not have to invest in a website or pay to
online marketplaces.
b. The anonymity afforded by online social media can bring out non-genuine sellers or
scammers.
c. People tend to trust online reviews and recommendations.
d. Fraudulent accounts can also inflate the likes and followers for the account to suggest that
the accounts are real and endorsed by others.
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e. All of these.
73. Which of the following refers to the factors that make it more or less likely that people
will change their attitudes or behaviour based on a persuasive message?
a. Cognitive biases.
b. Psychology of influence.
c. Bounded rationality.
d. Information overload.
e. None of these.
74. When a consumer expends just enough effort to make a decision that is acceptable but
not necessarily optimal, this is called what?
a. Information overload.
b. Heuristics.
c. Cognitive bias.
d. Satisfice.
e. None of these.
75. Which of the following best defines the term ‘herding effect’?
a. To expend just enough effort to make a decision that’s acceptable, but not necessarily the
one that’s ‘best’.
b. To ignore most of the available information and instead notice a few salient cues to make a
choice.
c. To change beliefs or actions as a reaction to real or imagined group pressure.
d. To repay debts and favours.
e. To jump on the bandwagon and follow the behaviour of others.
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SAGE Publishing, 2021