The Needs-Adaptive Consumer: How Modern Shoppers Really Buy | MCQs with Answer
Q1. What core assumption does the Needs-Adaptive Consumer model reject?
A. Consumers seek value
B. Shopping is emotionally driven
C. Shopping follows a linear funnel
D. Consumers use multiple channels
✅ Answer: C. Shopping follows a linear funnel
Q2. Which factor most strongly enables consumers to be more informed than sales staff?
A. Loyalty programs
B. Product bundling
C. Digital information access
D. In-store promotions
✅ Answer: C. Digital information access
Q3. Which macro shift intensifies peer influence on shopping behavior?
A. Knowledge change
B. Lifestyle change
C. Structural change
D. Regulatory change
✅ Answer: B. Lifestyle change
Q4. Showrooming best illustrates which type of change?
A. Structural
B. Lifestyle
C. Technological
D. Psychological
✅ Answer: C. Technological
Q5. Omnichannel retailing requires consumers to evaluate:
A. Only price and brand
B. Product and promotion only
C. Product, brand, and channel simultaneously
D. Brand image alone
✅ Answer: C. Product, brand, and channel simultaneously
Q6. What sits at the core of the Needs-Adaptive Shopper Journey Model?
A. Profit maximization
B. Brand equity
C. Shopper well-being
D. Market share
✅ Answer: C. Shopper well-being
Q7. Which traditional model influenced the core states of the framework?
A. AIDA model
B. Maslow’s hierarchy
C. Howard–Sheth model
D. Porter’s Value Chain
✅ Answer: C. Howard–Sheth model
Q8. Which state reflects casual interaction without purchase intent?
A. Search
B. Explore
C. Purchase
D. Validate
✅ Answer: B. Explore
Q9. Intrigue is best described as:
A. Brand loyalty
B. Habitual purchasing
C. Heightened curiosity
D. Price sensitivity
✅ Answer: C. Heightened curiosity
Q10. The “wait” state may occur due to:
A. Brand loyalty
B. Delivery delays
C. Product advocacy
D. Social sharing
✅ Answer: B. Delivery delays
Q11. Which state involves posting reviews or complaints online?
A. Browse
B. Share
C. Advocate/Critique
D. Validate
✅ Answer: C. Advocate/Critique
Q12. Seeking reassurance from friends before purchase reflects which state?
A. Evaluate
B. Validate
C. Search
D. Withdraw
✅ Answer: B. Validate
Q13. The withdraw state indicates:
A. Brand switching
B. End of interaction
C. Post-purchase satisfaction
D. Repeat buying
✅ Answer: B. End of interaction
Q14. Non-linear shopping behavior implies consumers:
A. Always purchase immediately
B. Follow identical journeys
C. Move back and forth between states
D. Avoid evaluation
✅ Answer: C. Move back and forth between states
Q15. Which change expanded product assortments dramatically?
A. Knowledge
B. Structural
C. Lifestyle
D. Psychological
✅ Answer: B. Structural
Q16. A consumer scrolling Amazon for fun is primarily in which state?
A. Purchase
B. Evaluation
C. Browse
D. Withdraw
✅ Answer: C. Browse
Q17. Webrooming involves:
A. Buying in-store after online research
B. Buying online after store visits
C. Peer-to-peer shopping
D. Subscription purchasing
✅ Answer: A. Buying in-store after online research
Q18. Which factor increases shopping under time pressure?
A. Lifestyle change
B. Knowledge change
C. Structural change
D. Regulatory change
✅ Answer: A. Lifestyle change
Q19. Shopper well-being emphasizes:
A. Maximizing transactions
B. Reducing costs
C. Long-term consumer satisfaction
D. Aggressive promotions
✅ Answer: C. Long-term consumer satisfaction
Q20. Which state occurs after product usage?
A. Purchase
B. Evaluation
C. Post-use evaluation
D. Validate
✅ Answer: C. Post-use evaluation
Q21. Which shopper state best reflects passive learning without purchase intent?
A. Purchase
B. Learning
C. Withdraw
D. Validate
✅ Answer: B. Learning
Q22. A consumer delaying purchase to track price drops is in which state?
A. Intrigue
B. Evaluate
C. Wait
D. Withdraw
✅ Answer: C. Wait
Q23. Which macro shift enables consumers to compare brands instantly?
A. Structural
B. Knowledge
C. Lifestyle
D. Cultural
✅ Answer: B. Knowledge
Q24. Posting an unboxing video on Instagram reflects which state?
A. Validate
B. Share
C. Explore
D. Withdraw
✅ Answer: B. Share
Q25. Which journey emphasizes consumer-centric design over transactions?
A. Sales funnel
B. Value chain
C. Needs-adaptive journey
D. Loyalty ladder
✅ Answer: C. Needs-adaptive journey
Q26. Shopper journeys differ primarily because of differences in:
A. Age and gender
B. Motivation and context
C. Income level
D. Brand awareness
✅ Answer: B. Motivation and context
Q27. Which factor most strongly drives non-linear behavior?
A. Promotions
B. Multiple channels
C. Habit
D. Store layout
✅ Answer: B. Multiple channels
Q28. Buying after peer confirmation reflects which expanded state?
A. Advocate
B. Validate
C. Evaluate
D. Browse
✅ Answer: B. Validate
Q29. Which model assumes sequential decision-making?
A. Needs-Adaptive Model
B. Omnichannel Model
C. Howard–Sheth Model
D. Experiential Model
✅ Answer: C. Howard–Sheth Model
Q30. Shopper well-being prioritizes:
A. Short-term revenue
B. Emotional manipulation
C. Consumer satisfaction and goals
D. Aggressive upselling
✅ Answer: C. Consumer satisfaction and goals
Q31. Which behavior illustrates omnichannel shopping?
A. Buying only online
B. Buying only in-store
C. Researching online and buying offline
D. Buying impulsively
✅ Answer: C. Researching online and buying offline
Q32. Structural change mainly affects:
A. Consumer psychology
B. Brand loyalty
C. Product availability and channels
D. Advertising creativity
✅ Answer: C. Product availability and channels
Q33. A consumer ending brand engagement permanently is in which state?
A. Withdraw
B. Validate
C. Post-use evaluation
D. Critique
✅ Answer: A. Withdraw
Q34. Which state is most influenced by novelty displays?
A. Search
B. Intrigue
C. Purchase
D. Use
✅ Answer: B. Intrigue
Q35. Non-linear journeys imply marketers must:
A. Reduce product variety
B. Control consumer choice
C. Design flexible experiences
D. Eliminate physical stores
✅ Answer: C. Design flexible experiences
Q36. Shopper journeys can best be described as:
A. Fixed stages
B. Configurations of states
C. Advertising touchpoints
D. Funnel layers
✅ Answer: B. Configurations of states
Q37. Which journey state often occurs without awareness of need?
A. Explore
B. Decision
C. Purchase
D. Post-use evaluation
✅ Answer: A. Explore
Q38. Technology enables which key retail capability?
A. Mass marketing
B. Personalization
C. Product scarcity
D. Price rigidity
✅ Answer: B. Personalization
Q39. Social influence is amplified most by:
A. Store layout
B. Traditional advertising
C. Social media platforms
D. Packaging design
✅ Answer: C. Social media platforms
Q40. A consumer rereading reviews after purchase is in which state?
A. Validate
B. Use
C. Post-use evaluation
D. Browse
✅ Answer: C. Post-use evaluation
Q41. Which factor increases consumers’ control over decision-making?
A. Sales promotions
B. Information access
C. Brand switching costs
D. Store assistance
✅ Answer: B. Information access
Q42. Needs-adaptive journeys emphasize which perspective?
A. Retailer-centric
B. Product-centric
C. Consumer-centric
D. Channel-centric
✅ Answer: C. Consumer-centric
Q43. Which state most strongly supports brand advocacy?
A. Purchase
B. Evaluate
C. Advocate/Critique
D. Intrigue
✅ Answer: C. Advocate/Critique
Q44. A consumer comparing alternatives repeatedly reflects which behavior?
A. Habitual
B. Exploratory
C. Evaluative
D. Impulsive
✅ Answer: C. Evaluative
Q45. Omnichannel complexity increases because consumers:
A. Demand fewer brands
B. Avoid physical stores
C. Consider multiple channels at once
D. Prefer price-only decisions
✅ Answer: C. Consider multiple channels at once
Q46. Which journey state is least likely to involve purchase?
A. Explore
B. Decision
C. Use
D. Post-use evaluation
✅ Answer: A. Explore
Q47. Shopper well-being discourages:
A. Transparency
B. Personalization
C. Manipulative tactics
D. Relationship marketing
✅ Answer: C. Manipulative tactics
Q48. Which macro shift increases time pressure on consumers?
A. Knowledge
B. Lifestyle
C. Structural
D. Technological
✅ Answer: B. Lifestyle
Q49. Needs-adaptive models require firms to track:
A. Sales only
B. Profit margins only
C. Shopper states and transitions
D. Advertising frequency
✅ Answer: C. Shopper states and transitions
Q50. Which state reflects information seeking?
A. Use
B. Search
C. Withdraw
D. Share
✅ Answer: B. Search
Q51. Consumers revisiting a product page multiple times indicate:
A. Linear progression
B. Non-linear movement
C. Brand loyalty
D. Habit formation
✅ Answer: B. Non-linear movement
Q52. A consumer delaying purchase for peer input is showing:
A. Intrigue
B. Validate behavior
C. Explore behavior
D. Habit behavior
✅ Answer: B. Validate behavior
Q53. Needs-adaptive journeys are best visualized as:
A. Funnels
B. Pipelines
C. Networks
D. Timelines
✅ Answer: C. Networks
Q54. Which factor most disrupts traditional retail assumptions?
A. Branding
B. Consumer empowerment
C. Pricing strategy
D. Store ambience
✅ Answer: B. Consumer empowerment
Q55. A consumer browsing without intent but buying later reflects:
A. Linear decision-making
B. Delayed conversion
C. Forced purchase
D. Habitual loyalty
✅ Answer: B. Delayed conversion
Q56. Which journey state strengthens emotional attachment?
A. Purchase
B. Use
C. Advocate
D. Withdraw
✅ Answer: C. Advocate
Q57. Shopper well-being aligns most closely with:
A. Short-term sales
B. Ethical marketing
C. Price wars
D. Channel dominance
✅ Answer: B. Ethical marketing
Q58. Which element makes journeys highly individualized?
A. Store size
B. Personal motivation
C. Product category
D. Advertising spend
✅ Answer: B. Personal motivation
Q59. Needs-adaptive thinking helps retailers primarily to:
A. Reduce SKUs
B. Eliminate promotions
C. Add contextual value
D. Standardize experiences
✅ Answer: C. Add contextual value
Q60. A consumer abandoning a brand after dissatisfaction reflects:
A. Validate
B. Critique
C. Withdraw
D. Share
✅ Answer: C. Withdraw
Q61. Which state typically precedes purchase?
A. Withdraw
B. Decision
C. Advocate
D. Share
✅ Answer: B. Decision
Q62. Social proof mainly affects which stage?
A. Use
B. Validate
C. Withdraw
D. Habit
✅ Answer: B. Validate
Q63. Which factor most enables dynamic journey tracking?
A. Store staff
B. Big data analytics
C. Shelf placement
D. Brand heritage
✅ Answer: B. Big data analytics
Q64. Needs-adaptive consumers expect:
A. Uniform messaging
B. Contextual relevance
C. Fixed pricing
D. Offline-only support
✅ Answer: B. Contextual relevance
Q65. Which journey state supports learning without commitment?
A. Browse
B. Purchase
C. Use
D. Withdraw
✅ Answer: A. Browse
Q66. Which macro shift increases choice overload?
A. Structural
B. Lifestyle
C. Cultural
D. Psychological
✅ Answer: A. Structural
Q67. Needs-adaptive models suggest marketers should focus on:
A. Forcing conversion
B. Mapping experiences
C. Limiting options
D. Reducing channels
✅ Answer: B. Mapping experiences
Q68. Which consumer behavior best demonstrates empowerment?
A. Impulse buying
B. Price comparison
C. Brand loyalty
D. Habit shopping
✅ Answer: B. Price comparison
Q69. Shopper journey states are influenced most by:
A. Advertising frequency
B. Motivation and context
C. Income level
D. Demographics
✅ Answer: B. Motivation and context
Q70. A consumer reading reviews after buying reflects:
A. Search
B. Post-use evaluation
C. Explore
D. Intrigue
✅ Answer: B. Post-use evaluation
Q71. Needs-adaptive journeys improve long-term value by:
A. Increasing ad spend
B. Enhancing satisfaction
C. Limiting feedback
D. Reducing engagement
✅ Answer: B. Enhancing satisfaction
Q72. Which channel integration defines omnichannel retail?
A. Independent channels
B. Isolated platforms
C. Seamless interaction
D. Store-only focus
✅ Answer: C. Seamless interaction
Q73. Which state most reflects curiosity-driven behavior?
A. Intrigue
B. Use
C. Withdraw
D. Purchase
✅ Answer: A. Intrigue
Q74. The Needs-Adaptive model is best described as:
A. Predictive
B. Deterministic
C. Flexible
D. Rigid
✅ Answer: C. Flexible
Q75. Which consumer action reflects critique?
A. Adding to cart
B. Writing a negative review
C. Browsing products
D. Seeking advice
✅ Answer: B. Writing a negative review
Q76. Which factor challenges marketer control most?
A. Branding
B. Consumer knowledge
C. Pricing
D. Store design
✅ Answer: B. Consumer knowledge
Q77. Which state supports social influence most directly?
A. Share
B. Search
C. Purchase
D. Withdraw
✅ Answer: A. Share
Q78. Needs-adaptive journeys require firms to prioritize:
A. Sales velocity
B. Experience orchestration
C. Price leadership
D. Channel dominance
✅ Answer: B. Experience orchestration
Q79. A consumer comparing reviews across platforms reflects:
A. Habit
B. Search
C. Intrigue
D. Use
✅ Answer: B. Search
Q80. Shopper well-being reduces:
A. Brand equity
B. Customer trust
C. Decision stress
D. Engagement
✅ Answer: C. Decision stress
Q81. Which factor supports personalization?
A. Mass advertising
B. AI and analytics
C. Price promotions
D. Store size
✅ Answer: B. AI and analytics
Q82. Needs-adaptive journeys acknowledge that consumers:
A. Always plan purchases
B. Act rationally only
C. Have evolving goals
D. Avoid social input
✅ Answer: C. Have evolving goals
Q83. Which state occurs least in impulse buying?
A. Evaluation
B. Purchase
C. Use
D. Intrigue
✅ Answer: A. Evaluation
Q84. Consumer switching between states implies:
A. Channel failure
B. Cognitive flexibility
C. Brand confusion
D. Loyalty erosion
✅ Answer: B. Cognitive flexibility
Q85. Which factor most disrupts brand messaging consistency?
A. Omnichannel exposure
B. Packaging design
C. Advertising reach
D. Product quality
✅ Answer: A. Omnichannel exposure
Q86. Needs-adaptive thinking benefits CX design by:
A. Simplifying funnels
B. Removing choice
C. Matching intent
D. Standardizing journeys
✅ Answer: C. Matching intent
Q87. Which state marks emotional closure?
A. Withdraw
B. Validate
C. Search
D. Explore
✅ Answer: A. Withdraw
Q88. The model views shopping primarily as:
A. Economic exchange
B. Behavioral sequence
C. Experience process
D. Advertising response
✅ Answer: C. Experience process
Q89. Which factor enables micro-moment targeting?
A. Shelf placement
B. Real-time data
C. Brand heritage
D. Store loyalty
✅ Answer: B. Real-time data
Q90. Needs-adaptive journeys suggest loyalty is built through:
A. Discounts
B. Trust and relevance
C. Switching costs
D. Contracts
✅ Answer: B. Trust and relevance
Q91. Which state is most emotion-driven?
A. Intrigue
B. Search
C. Evaluation
D. Withdraw
✅ Answer: A. Intrigue
Q92. Consumers abandoning carts reflect:
A. Purchase success
B. Non-linear progression
C. Habit formation
D. Channel loyalty
✅ Answer: B. Non-linear progression
Q93. Which capability supports journey mapping?
A. CRM systems
B. Accounting software
C. ERP systems
D. Payroll systems
✅ Answer: A. CRM systems
Q94. Shopper well-being discourages over-stimulation because it:
A. Reduces engagement
B. Causes cognitive overload
C. Lowers profit
D. Limits creativity
✅ Answer: B. Causes cognitive overload
Q95. Needs-adaptive consumers value which attribute most?
A. Speed only
B. Price only
C. Relevance
D. Scarcity
✅ Answer: C. Relevance
Q96. Which journey state involves meaning-making after use?
A. Search
B. Post-use evaluation
C. Intrigue
D. Validate
✅ Answer: B. Post-use evaluation
Q97. Which factor increases journey diversity?
A. Uniform branding
B. Consumer heterogeneity
C. Fixed pricing
D. Limited channels
✅ Answer: B. Consumer heterogeneity
Q98. Needs-adaptive frameworks are most useful for:
A. Commodity markets
B. Experience-driven markets
C. Monopoly markets
D. Regulated utilities
✅ Answer: B. Experience-driven markets
Q99. Which state supports learning through observation?
A. Browse
B. Purchase
C. Withdraw
D. Validate
✅ Answer: A. Browse
Q100. Needs-adaptive marketing shifts focus from selling to:
A. Persuasion
B. Engagement
C. Pressure
D. Promotion
✅ Answer: B. Engagement
Q101. Which factor most challenges prediction accuracy?
A. Non-linear behavior
B. Price stability
C. Brand loyalty
D. Store traffic
✅ Answer: A. Non-linear behavior
Q102. A consumer sharing regret online reflects:
A. Advocate
B. Critique
C. Validate
D. Withdraw
✅ Answer: B. Critique
Q103. Needs-adaptive journeys require alignment across:
A. Departments and channels
B. Pricing only
C. Advertising only
D. Store operations only
✅ Answer: A. Departments and channels
Q104. Which insight is central to the framework?
A. All consumers behave similarly
B. Journeys are predictable
C. Context shapes decisions
D. Price dominates behavior
✅ Answer: C. Context shapes decisions
Q105. The biggest managerial implication of the model is to:
A. Push faster conversions
B. Engineer flexible experiences
C. Eliminate physical stores
D. Reduce consumer choice
✅ Answer: B. Engineer flexible experiences
needs-adaptive consumer, shopper journey model, consumer decision making, omnichannel retail behavior, non-linear purchase journey, modern consumer behavior, shopper well-being, retail marketing strategy, customer experience design
