Neuromarketing, Brain Systems & Persuasion Psychology | 100+ MCQ with Answers
Q1. Which brain layer is primarily responsible for basic survival instincts in consumers?
A. Neocortex
B. Limbic System
C. Reptilian Brain
D. Prefrontal Cortex
✅ Answer: C. Reptilian Brain
Q2. The neocortex is most strongly associated with which consumer function?
A. Emotional bonding
B. Logical processing and planning
C. Fight-or-flight reactions
D. Habit loops
✅ Answer: B. Logical processing and planning
Q3. Which component of the three-brain model is most involved when a shopper relies on intuition or “gut feeling”?
A. Neocortex
B. Limbic Brain
C. Reptilian Brain
D. Cerebellum
✅ Answer: B. Limbic Brain
Q4. In neuromarketing, the “emotional brain” most closely corresponds to the:
A. Hippocampus
B. Neocortex
C. Limbic system
D. Occipital lobe
✅ Answer: C. Limbic system
Q5. When a purchase decision feels instinctive and rapid, which system dominates?
A. Autonomic cortex
B. Reptilian brain
C. Parietal lobe
D. Cerebellar cortex
✅ Answer: B. Reptilian brain
Q6. Which brain system processes social belonging and brand relationships?
A. Reptilian
B. Limbic
C. Brainstem
D. Amygdalo-reticular loop
✅ Answer: B. Limbic
Q7. A consumer who carefully compares price features is using which brain layer?
A. Limbic
B. Brainstem
C. Neocortex
D. Reticular system
✅ Answer: C. Neocortex
Q8. Which brain region is least active when emotions run high during buying?
A. Limbic system
B. Prefrontal cortex
C. Amygdala
D. Reward centers
✅ Answer: B. Prefrontal cortex
Q9. The reptilian brain responds most strongly to messages about:
A. Data charts
B. Emotional storytelling
C. Safety, danger, protection
D. Group belonging
✅ Answer: C. Safety, danger, protection
Q10. Brand trust is primarily constructed in which system?
A. Neocortex
B. Limbic
C. Reptilian
D. Medulla
✅ Answer: B. Limbic
Q11. The Default Mode Network (DMN) is most active during:
A. Focused calculation
B. Mind-wandering and self-reflection
C. Rapid decision-making
D. Motor skill execution
✅ Answer: B. Mind-wandering and self-reflection
Q12. Which neural network responds strongly to brand aesthetics and storytelling?
A. Reward Network
B. Motor Planning Network
C. Visual Cortex
D. Brainstem
✅ Answer: A. Reward Network
Q13. The Affect Network mainly processes:
A. Visual clarity
B. Emotional meaning
C. Logical sequencing
D. Budget calculations
✅ Answer: B. Emotional meaning
Q14. The Cognitive Control Network helps consumers:
A. Resist impulsive choices
B. Enhance emotional intensity
C. Strengthen brand love
D. Recall past purchases
✅ Answer: A. Resist impulsive choices
Q15. Activation of the reward network is most closely linked to:
A. Dopamine release
B. Threat perception
C. Memory consolidation
D. Multi-tasking
✅ Answer: A. Dopamine release
Q16. When a consumer sees a “limited-time offer,” which network may reduce rational thinking?
A. Default Network
B. Control Network
C. Affect Network
D. Executive Cortex
✅ Answer: C. Affect Network
Q17. Habitual purchases rely mainly on:
A. Control network
B. Default mode + automaticity loops
C. Motor cortex
D. Parietal reasoning center
✅ Answer: B. Default mode + automaticity loops
Q18. Which network helps evaluate future consequences of buying behavior?
A. Default mode network
B. Cognitive control network
C. Limbic reward circuit
D. Reptilian avoidance system
✅ Answer: B. Cognitive control network
Q19. The reward network is least activated by:
A. Social recognition
B. Discounts
C. Boring product descriptions
D. Anticipation of pleasure
✅ Answer: C. Boring product descriptions
Q20. Emotional advertising primarily stimulates the:
A. Sensory cortex
B. Reward and Affect networks
C. Brainstem
D. Cerebellum
✅ Answer: B. Reward and Affect networks
Q21. “Threat shuts off thinking” refers to suppression of:
A. Prefrontal cortex
B. Amygdala
C. Brainstem
D. Sensory cortex
✅ Answer: A. Prefrontal cortex
Q22. When fear is triggered, which system rapidly takes control?
A. Neocortical planning system
B. Reptilian survival system
C. Motor cortex
D. Cerebellar loop
✅ Answer: B. Reptilian survival system
Q23. In consumer behavior, fear marketing (scarcity/loss aversion) activates:
A. Limbic + amygdala circuits
B. Motor cortex
C. Occipital network
D. Frontal reasoning
✅ Answer: A. Limbic + amygdala circuits
Q24. Which message is most likely to trigger survival override?
A. “Best value pack!”
B. “Only 1 left—don’t miss out!”
C. “High-performance battery”
D. “Now available in 4 colors”
✅ Answer: B. “Only 1 left—don’t miss out!”
Q25. Extreme urgency reduces:
A. Emotional processing
B. Rational processing
C. Sensory input
D. Reward prediction
✅ Answer: B. Rational processing
Q26. When consumers perceive risk, they often rely on:
A. Analytic reasoning
B. Reptilian instinct
C. Long-term planning
D. Brand loyalty systems
✅ Answer: B. Reptilian instinct
Q27. The threat response primarily increases:
A. Dopamine
B. Cortisol
C. Serotonin
D. Oxytocin
✅ Answer: B. Cortisol
Q28. Fear-based buying is closely linked to:
A. Prefrontal cortex expansion
B. Amygdala hyperactivity
C. DMN activation
D. Motor inhibition
✅ Answer: B. Amygdala hyperactivity
Q29. Which situation reduces prefrontal cortex activity the most?
A. Product comparison
B. Urgency countdown timer
C. Loyalty reward notification
D. High-resolution imagery
✅ Answer: B. Urgency countdown timer
Q30. Loss aversion is a cognitive bias rooted in:
A. Rational economics
B. Evolutionary survival
C. Advanced planning
D. Visual stimulus processing
✅ Answer: B. Evolutionary survival
Q31. Dopamine in consumer behavior is linked to:
A. Anxiety reduction
B. Reward anticipation
C. Decision fatigue
D. Logical prediction
✅ Answer: B. Reward anticipation
Q32. Serotonin is most associated with:
A. Mood regulation
B. Visual processing
C. Memory recall
D. Motor coordination
✅ Answer: A. Mood regulation
Q33. Which experience causes the largest dopamine spike?
A. Factual brochure
B. Surprise reward
C. Error message
D. Instruction manual
✅ Answer: B. Surprise reward
Q34. “Add to cart” dopamine triggers work mainly by:
A. Achieving goals
B. Creating micro-rewards
C. Reducing limbic activity
D. Improving analytical accuracy
✅ Answer: B. Creating micro-rewards
Q35. Serotonin deficiency may reduce:
A. Impulse buying
B. Happiness and brand loyalty
C. Cognitive dissonance
D. Sensory overload
✅ Answer: B. Happiness and brand loyalty
Q36. Variable reward schedules (e.g., flash coupons) activate:
A. Serotonin networks
B. Dopamine unpredictability loops
C. Motor cortex
D. Somatosensory maps
✅ Answer: B. Dopamine unpredictability loops
Q37. Emotional storytelling increases:
A. Cortisol and oxytocin
B. Motor coordination
C. Logical conflict
D. Neural fatigue
✅ Answer: A. Cortisol and oxytocin
Q38. Social reward from likes/comments drives:
A. Oxytocin bonding
B. Amygdala fear
C. Cerebellar regulation
D. Motor learning
✅ Answer: A. Oxytocin bonding
Q39. Dopamine motivates consumers to:
A. Delay decisions
B. Seek novelty and rewards
C. Follow instructions strictly
D. Focus solely on product specs
✅ Answer: B. Seek novelty and rewards
Q40. The “anticipation reward loop” is central to:
A. Subscription renewals
B. Post-purchase dissonance
C. Product returns
D. Complaint escalation
✅ Answer: A. Subscription renewals
Q41. Emotional marketing works because:
A. Consumers ignore logic
B. Emotion drives most decisions
C. Data alone persuades
D. Brainstem controls value
✅ Answer: B. Emotion drives most decisions
Q42. Scarcity is effective because it:
A. Encourages deep analysis
B. Triggers survival bias
C. Reduces emotion
D. Increases serotonin
✅ Answer: B. Triggers survival bias
Q43. fMRI in neuromarketing helps detect:
A. External buying influences
B. Deep emotional activation
C. Micro facial cues
D. Eye movement patterns
✅ Answer: B. Deep emotional activation
Q44. EEG is primarily used to measure:
A. Brain oxygen levels
B. Real-time neural activity
C. Hormonal fluctuations
D. Deep-tissue blood flow
✅ Answer: B. Real-time neural activity
Q45. Eye-tracking helps marketers understand:
A. Cognitive dissonance
B. Visual attention priorities
C. Neurochemical response
D. Olfactory triggers
✅ Answer: B. Visual attention priorities
Q46. Which persuasion strategy aligns with limbic processing?
A. Long technical specs
B. Emotional product stories
C. Cost-benefit spreadsheets
D. Warranty details
✅ Answer: B. Emotional product stories
Q47. Reptilian-focused marketing includes:
A. Calming visuals
B. Safety, threat, urgency cues
C. Humor campaigns
D. Loyalty programs
✅ Answer: B. Safety, threat, urgency cues
Q48. Neural trust-building is enhanced through:
A. High complexity
B. Predictability and transparency
C. Overloading features
D. Aggressive price comparison
✅ Answer: B. Predictability and transparency
Q49. The best way to lower cognitive load is:
A. More product text
B. Few choices + simple design
C. High-contrast visuals
D. Mandatory login
✅ Answer: B. Few choices + simple design
Q50. Which factor is most involved in impulse buying?
A. Executive reasoning
B. Limbic reward system
C. Brainstem regulation
D. Parietal planning
✅ Answer: B. Limbic reward system
Q51. Cognitive miserliness implies that consumers:
A. Prefer complex reasoning
B. Avoid expending mental effort unless necessary
C. Always rely on analytics
D. Think deeply before every purchase
✅ Answer: B. Avoid expending mental effort unless necessary
Q52. Most daily decisions (75–80%) are made using:
A. Slow, deliberate cognition
B. High-effort reasoning
C. Automatic, low-effort processes
D. Mathematical thinking
✅ Answer: C. Automatic, low-effort processes
Q53. Novelty in marketing is persuasive because it:
A. Overloads the working memory
B. Creates prediction errors that attract attention
C. Eliminates emotional processing
D. Reduces brand recall
✅ Answer: B. Creates prediction errors that attract attention
Q54. Excessive novelty in product design may lead to:
A. Increased trust
B. Risk avoidance in the reptilian brain
C. Emotional comfort
D. Reduced arousal
✅ Answer: B. Risk avoidance in the reptilian brain
Q55. Familiarity increases:
A. Threat perception
B. Emotional resistance
C. Cognitive trust
D. Dopamine spikes
✅ Answer: C. Cognitive trust
Q56. Optimal marketing balances:
A. Novelty and familiarity
B. Data density and complexity
C. Emotion and fear only
D. Scarcity and confusion
✅ Answer: A. Novelty and familiarity
Q57. Processing fluency refers to:
A. Speed at which people recognize logos
B. Ease with which consumers understand information
C. Neural resistance to emotion
D. Color intensity in ads
✅ Answer: B. Ease with which consumers understand information
Q58. Low processing fluency typically leads to:
A. Higher trust
B. Consumer confusion
C. Strong emotional bonding
D. Increased purchase intention
✅ Answer: B. Consumer confusion
Q59. High processing fluency increases:
A. Cognitive load
B. Recall, liking, and perceived truth
C. Threat perception
D. Confusion
✅ Answer: B. Recall, liking, and perceived truth
Q60. The brain prefers:
A. Complex price breakdowns
B. Simple visual patterns
C. Long paragraphs
D. Technical details
✅ Answer: B. Simple visual patterns
Q61. The Disrupt-Then-Reframe technique works by:
A. Confusing the consumer entirely
B. Breaking expectations and providing an immediate reinterpretation
C. Increasing cognitive load
D. Removing emotional stimuli
✅ Answer: B. Breaking expectations and providing an immediate reinterpretation
Q62. In DTR pricing, “300 pennies” → “That’s $3, it’s a bargain” works because:
A. Consumers dislike small coins
B. The word “bargain” hits the reptilian brain’s survival instincts
C. Pennies activate the neocortex
D. Numbers reduce emotional load
✅ Answer: B. The word “bargain” hits the reptilian brain’s survival instincts
Q63. Hot beverages in retail environments increase:
A. Trust and warmth perception
B. Logical thinking
C. Cognitive load
D. Analytical evaluation
✅ Answer: A. Trust and warmth perception
Q64. Warmth triggers activation of the:
A. Insular cortex
B. Occipital cortex
C. Motor cortex
D. Visual cortex
✅ Answer: A. Insular cortex
Q65. Warmth-based persuasion is strongest when:
A. Selling high-tech products
B. Selling gifts and social products
C. Selling industrial goods
D. Running B2B onboarding
✅ Answer: B. Selling gifts and social products
Q66. Numerical cognition research suggests round numbers feel:
A. Masculine
B. Feminine
C. Threatening
D. Neutral
✅ Answer: B. Feminine
Q67. Precise numbers (e.g., ₹9,987) are perceived as:
A. Soft
B. Gentle
C. Masculine and more aggressive
D. Emotionally warm
✅ Answer: C. Masculine and more aggressive
Q68. Odd numbers in pricing activate:
A. Female perception
B. Neutral emotions
C. Male perception
D. Limbic shutdown
✅ Answer: C. Male perception
Q69. Even numbers activate:
A. Female perception
B. Aggressive heuristics
C. Threat detection
D. Slow thinking
✅ Answer: A. Female perception
Q70. Precision pricing is most effective when selling to:
A. Analytical consumers
B. High-emotion buyers
C. Children
D. Impulsive shoppers
✅ Answer: A. Analytical consumers
Q71. fMRI measures brain activity based on:
A. Electrical signals
B. Blood oxygenation changes
C. Muscle movements
D. Heart rate variability
✅ Answer: B. Blood oxygenation changes
Q72. A known limitation of fMRI is:
A. Inability to detect deep structures
B. Signal lag of 4–5 seconds
C. Noisy electrical interference
D. Poor spatial resolution
✅ Answer: B. Signal lag of 4–5 seconds
Q73. Reverse inference in neuroscience refers to:
A. Deduction based on behavior
B. Incorrectly assuming a function from activation alone
C. Predicting emotions from heart rate
D. Inferring blood flow from EEG
✅ Answer: B. Incorrectly assuming a function from activation alone
Q74. EEG is best suited for:
A. Deep emotional analysis
B. Real-time cognitive processing
C. High-res spatial imaging
D. Hormone detection
✅ Answer: B. Real-time cognitive processing
Q75. Eye-tracking helps identify:
A. Emotional valence
B. Memory formation
C. Visual attention hotspots
D. Neurotransmitter balance
✅ Answer: C. Visual attention hotspots
Q76. A key benefit of EEG is:
A. Millisecond-level temporal accuracy
B. Ability to detect limbic signals deeply
C. 3D mapping of brain regions
D. Zero noise interference
✅ Answer: A. Millisecond-level temporal accuracy
Q77. PET scans are rarely used because:
A. Too cheap and inaccurate
B. Require radioactive injection
C. Do not capture signals
D. Cannot detect emotion
✅ Answer: B. Require radioactive injection
Q78. TMS works by:
A. Tracking eye movements
B. Electrically shocking neurons
C. Temporarily disrupting brain regions using magnetic fields
D. Measuring dopamine levels
✅ Answer: C. Temporarily disrupting brain regions using magnetic fields
Q79. TMS is primarily used for:
A. Deep emotional mapping
B. Causal confirmation of brain functions
C. Standard retail research
D. Visualizing neural networks
✅ Answer: B. Causal confirmation of brain functions
Q80. Combined EEG + eye-tracking is valuable because it:
A. Measures dopamine directly
B. Connects visual attention with cognitive processing in real time
C. Captures heartbeat and respiration
D. Maps the limbic system precisely
✅ Answer: B. Connects visual attention with cognitive processing in real time
Q81. Consumers bond with brands primarily through:
A. Feature lists
B. Emotional associations
C. Technical superiority
D. Price anchoring
✅ Answer: B. Emotional associations
Q82. Brand love relies heavily on:
A. Prefrontal reasoning
B. Limbic attachment circuits
C. Motor memory
D. Fight-or-flight pathways
✅ Answer: B. Limbic attachment circuits
Q83. Oxytocin influences consumer behavior by:
A. Decreasing trust
B. Increasing social bonding
C. Triggering fear
D. Enhancing analytical thought
✅ Answer: B. Increasing social bonding
Q84. Mirror neurons are most relevant in:
A. Emotional contagion and modeling behavior
B. Blood flow tracking
C. Deep sleep states
D. Olfactory memory
✅ Answer: A. Emotional contagion and modeling behavior
Q85. Social proof works because humans are:
A. Independent decision makers
B. Socially wired and imitative
C. Anti-social by nature
D. Driven only by logic
✅ Answer: B. Socially wired and imitative
Q86. Loss aversion suggests consumers:
A. Value gains more than losses
B. Dislike losing twice as much as they like winning
C. Are not influenced by fear
D. Prefer delayed rewards
✅ Answer: B. Dislike losing twice as much as they like winning
Q87. Emotional ads outperform rational ads because:
A. They contain less information
B. They bypass conscious filtering
C. They reduce dopamine
D. They activate the parietal cortex
✅ Answer: B. They bypass conscious filtering
Q88. Fear-based marketing is most effective when:
A. Consumers feel safe
B. Risk is perceived as low
C. Paired with a clear solution
D. Delivered with long text
✅ Answer: C. Paired with a clear solution
Q89. Storytelling works because it activates:
A. Only the visual cortex
B. Multiple neural networks simultaneously
C. Only motor functions
D. Only reward circuits
✅ Answer: B. Multiple neural networks simultaneously
Q90. Humor activates which pathway?
A. Cortisol stress loops
B. Social reward circuits
C. Motor inhibition
D. Threat avoidance
✅ Answer: B. Social reward circuits
Q91. Retail therapy during gloomy weather is driven by:
A. High serotonin
B. Low dopamine seeking compensation
C. High adrenaline
D. High cortisol
✅ Answer: B. Low dopamine seeking compensation
Q92. Consumers using UPI instead of cash feel less “pain of paying” because:
A. Digital payments reduce emotional salience
B. Phones increase dopamine
C. Cash is too heavy
D. Apps enhance serotonin
✅ Answer: A. Digital payments reduce emotional salience
Q93. The “pain of paying” is associated with activation in:
A. Visual cortex
B. Insular cortex
C. Motor cortex
D. Occipital lobe
✅ Answer: B. Insular cortex
Q94. High-heart-rate arousal without emotional direction is a limitation of:
A. EEG
B. EDA/GSR
C. fMRI
D. PET
✅ Answer: B. EDA/GSR
Q95. Impulse purchases are most likely when:
A. Control network is strong
B. Emotional arousal is high
C. Processing fluency is low
D. Prefrontal cortex dominates
✅ Answer: B. Emotional arousal is high
Q96. Consumers prefer brands that:
A. Increase decision fatigue
B. Feel familiar and safe
C. Offer too many options
D. Have long product pages
✅ Answer: B. Feel familiar and safe
Q97. Which display format reduces cognitive load the most?
A. Dense paragraphs
B. Visual icons + short text
C. Complex tables
D. Full-technical PDF
✅ Answer: B. Visual icons + short text
Q98. The reptilian brain is most likely activated by:
A. Complex infographics
B. Scarcity and urgency cues
C. High-resolution product images
D. Long warranties
✅ Answer: B. Scarcity and urgency cues
Q99. Rational arguments are strongest when the audience is:
A. Distracted
B. Emotionally aroused
C. Calm and cognitively available
D. Afraid
✅ Answer: C. Calm and cognitively available
Q100. The most effective neuromarketing strategy integrates:
A. Only emotional triggers
B. Only logical persuasion
C. Emotional + rational + instinctive drivers
D. Heavy text explanations
✅ Answer: C. Emotional + rational + instinctive drivers
FAQ
Q1. What is neuromarketing?
Neuromarketing is the application of neuroscience tools and theories to understand how consumers react to marketing stimuli non-consciously.
Q2. Which brain system makes the final buying decision?
The reptilian (instinctive) brain often makes the final choice, based on safety, survival, and emotional input.
Q3. Why do emotions overpower logic during purchases?
Because emotional processing (limbic system) is evolutionarily older and faster than rational thinking.
Q4. How does scarcity influence buying behavior?
Scarcity triggers survival instincts, increasing urgency and reducing rational evaluation.
Q5. Why does digital payment reduce spending pain?
Digital transactions weaken the “pain of paying” by reducing tactile and emotional signals linked to cash.
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