{"id":358,"date":"2023-11-16T22:10:21","date_gmt":"2023-11-16T22:10:21","guid":{"rendered":"http:\/\/localhost\/bpscoretextbooks\/?post_type=content&#038;p=358"},"modified":"2025-03-25T09:48:00","modified_gmt":"2025-03-25T09:48:00","slug":"chapter-16-consumer-cyberpsychology-and-online-marketing","status":"publish","type":"content","link":"https:\/\/routledgelearning.com\/bpscoretextbooks\/9780367552299\/chapter-16-consumer-cyberpsychology-and-online-marketing\/","title":{"rendered":"Chapter 16 &#8211; Consumer Cyberpsychology and Online marketing"},"content":{"rendered":"\n<div class=\"wp-block-group has-background has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"background-color:#eedbd1;padding-top:var(--wp--preset--spacing--70);padding-bottom:var(--wp--preset--spacing--70)\">\n<div class=\"wp-block-columns alignwide is-layout-flex wp-container-core-columns-is-layout-28f84493 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-vertically-aligned-center is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\"><div class=\"aioseo-breadcrumbs\"><span class=\"aioseo-breadcrumb\">\n\tHome\n<\/span><\/div>\n\n<h1 class=\"wp-block-post-title\">Chapter 16 &#8211; Consumer Cyberpsychology and Online marketing<\/h1>\n\n\n<p>This chapter will provide an introduction to the psychology of online consumer behaviour. The types of customers who shop online and their characteristics will be explored, as well as the motivations and beliefs that influence their choice to engage in eCommerce. The consumer\u2013brand relationship will be examined in the context of how the internet has profoundly changed the interaction between business and customers and the costs and benefits of increased choice and information will be discussed. Finally, the methods and effects of online persuasion will be explored.<\/p>\n\n\n\n<details class=\"wp-block-details is-layout-flow wp-block-details-is-layout-flow\"><summary>Chapter Summary<\/summary>\n<h3 class=\"wp-block-heading\">The Rise of Online Shopping<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>New ways of engaging customers, new business practices, and a global market have all combined to shift commerce online.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">Who Shops Online?<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Customers can be profiled or segmented according to their characteristics.<\/li>\n\n\n\n<li>A typology of the global online consumer describing consumers based on their psychographic characteristics and their shopping attitudes and behaviours, segments them into four types; shopping lovers, direct purchasers, suspicious browsers, and incompetent consumers.<\/li>\n\n\n\n<li>These consumers exhibit different patterns of behaviour online, and also frequent distinctive online spaces.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Factors Affecting Online Shopping Acceptance<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The theory of reasoned action (TRA) and the technology acceptance model (TAM) have been used to explain the acceptance of e-commerce.<\/li>\n\n\n\n<li>The other most common beliefs examined in online shopping adoption are trust, perceived risk, security and privacy concerns, previous shopping experience, self-efficacy, convenience, innovativeness of the user, enjoyment and social influence.<\/li>\n\n\n\n<li>Attitude towards shopping online is the most influential variable in predicting intent to shop online.<\/li>\n\n\n\n<li>Convenience has become a more significant driver of intention to shop online.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">Motivation for Shopping Online<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Hedonic and utilitarian motivations drive the behaviour of different consumer segments.<\/li>\n\n\n\n<li>The decision to shop online is at least partly an emotional one. Pride and excitement have the potential to be amplified by social media in sharing shopping experiences.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Consumer-Brand Relationships<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The internet has changed the way that brands and customers interact.<\/li>\n\n\n\n<li>Building a strong brand social network pages on social platforms can gain greater brand awareness, consumer-brand relationships, transmission of positive word of mouth (WOM) traffic.<\/li>\n\n\n\n<li>Expected benefits from participation drive enthusiasm for a brand and increase interaction.<\/li>\n\n\n\n<li>This can have a significant effect on consumer choices.<\/li>\n\n\n\n<li>Online product reviews have a significant effect on sales elasticity<\/li>\n\n\n\n<li>The most helpful characteristics of product reviews for decision-making are the quality of arguments, the usefulness of the reviews, and the credibility of and trust in the reviews.<\/li>\n\n\n\n<li>Positive reviews have a marginally more positive impact on purchase intention than negative reviews do on reducing intention.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">eLoyalty and Retention of Customers<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Long lasting customer relationships are considerably more valuable than once-off transactions.<\/li>\n\n\n\n<li>eLoyalty is a favourable attitude towards an online business, intention to repurchase, and the likelihood of recommending the brand to a friend.<\/li>\n\n\n\n<li>There are three areas where eLoyalty can be won or lost; pre-purchase, during-purchase, and after-purchase.<\/li>\n\n\n\n<li>Consumers who feel that they are not satisfied or getting value from a transaction are more likely to look elsewhere for their purchases.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">Decision-Making and Purchase Satisfaction<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The internet has brought consumers expansion of freedom of choice and of information.<\/li>\n\n\n\n<li>Decision difficulty has increased by increasing task complexity, trade-off difficulty and preference uncertainty.<\/li>\n\n\n\n<li>Decision difficulty can result in poor choice-making.<\/li>\n\n\n\n<li>Coping strategies include avoiding making the decision, and engaging in choice simplification.<\/li>\n\n\n\n<li>All of these decisions may lead to sub-optimal purchases.<\/li>\n\n\n\n<li>Excessive choice can lead to decision regret and diminished satisfaction.<\/li>\n\n\n\n<li>Decision-making aids can help towards resolving these problems.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Persuasion<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Creating successful human computer interactions requires the motivation and persuasion of people.<\/li>\n\n\n\n<li>There are four ways in which computers, or technology, are used as tools for persuasion: Increasing self-efficacy; providing tailored information; triggering decision-making; and simplifying or guiding people through a process.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">The Impact of Design on Persuasion<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The more credible a website is, the greater its persuasive ability.<\/li>\n\n\n\n<li>The most important elements of a website for influencing credibility are the design look and the information structure.<\/li>\n\n\n\n<li>Visually fluent homepages lead to a greater preference for the site and higher browsing and revisit intentions<\/li>\n\n\n\n<li>Persuasive strategies are often built into the design of eCommerce websites as well as social commerce.<\/li>\n\n\n\n<li>For example, scarcity and urgency are often activated through limited-time offers, consensus is used to indicate that a product or brand is desirable because others like it or have purchased it.<\/li>\n\n\n\n<li>Consumers are increasingly willing to use mobile payment methods because of their simplicity and convenience, however, people paying by card are more likely to spend more than those paying with cash.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">What Makes Content Viral?<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Many advertisers attempt to harness the power of viral advertising, as it can be a very cost effective and successful way to exploit the power of WOM to communicate about a brand.<\/li>\n\n\n\n<li>The decision by the consumer to spread the viral ad is entirely voluntary,<\/li>\n\n\n\n<li>The arousing emotionality of content shapes the virality of it.<\/li>\n\n\n\n<li>Positively emotional content is more likely to be shared than negative.<\/li>\n\n\n\n<li>People who are more individualistic and seek affection are more likely to spread viral content.<\/li>\n<\/ul>\n<\/details>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-vertically-aligned-center is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\"><\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-query alignwide is-layout-flow wp-block-query-is-layout-flow\"><ul class=\"wp-block-post-template is-layout-flow wp-block-post-template-is-layout-flow\"><li class=\"wp-block-post post-1298 content type-content status-publish format-standard hentry content-type-content parent-book-40 resource-type-weblinks\">\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\"><h2 class=\"alignwide wp-block-post-title\">Chapter 16 \u2013 Useful Websites<\/h2>\n\n<div class=\"entry-content alignwide wp-block-post-content is-layout-flow wp-block-post-content-is-layout-flow\">\n<p>The Journal of Consumer Psychology publishes research articles that contribute both theoretically and empirically to the understanding of the psychology of consumer behaviour.<\/p>\n\n\n\n<p><a href=\"http:\/\/www.journals.elsevier.com\/journal-of-consumer-psychology\/\">http:\/\/www.journals.elsevier.com\/journal-of-consumer-psychology\/<\/a><\/p>\n\n\n\n<p>The Interaction Design Foundation provides a wide range of literature on user experience design to improve experiences online. Many are useful for the consideration of user experiences in online shopping, to encourage people to purchase more online. For example the causes of shopping cart abandonment, homepage design for mobile ecommerce, and persuasion techniques to purchase more online.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.interaction-design.org\/literature\">https:\/\/www.interaction-design.org\/literature<\/a><\/p>\n<\/div><\/div>\n\n<\/li><li class=\"wp-block-post post-1297 content type-content status-publish format-standard hentry content-type-content parent-book-40 resource-type-further-reading\">\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\"><h2 class=\"alignwide wp-block-post-title\">Chapter 16 \u2013 Further Reading<\/h2>\n\n<div class=\"entry-content alignwide wp-block-post-content is-layout-flow wp-block-post-content-is-layout-flow\">\n<p>Personalisation and customisation have been key trends in retail over the last decade. This article looks at the differences between the two, and how retailers are delivering those experiences, online, through VR and AR, as well as offline.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.forbes.com\/sites\/katehardcastle\/2021\/12\/31\/custom-made-and-served-with-personalisationwinning-retail-makes-it-all-about-the-customer\/?sh=59aaa13c7281\">https:\/\/www.forbes.com\/sites\/katehardcastle\/2021\/12\/31\/custom-made-and-served-with-personalisationwinning-retail-makes-it-all-about-the-customer\/?sh=59aaa13c7281<\/a><\/p>\n\n\n\n<p>A report on the importance of personalised experiences online, and in particular, getting it right for consumers. This has only become more important since the pandemic.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.mckinsey.com\/capabilities\/growth-marketing-and-sales\/our-insights\/the-value-of-getting-personalization-right-or-wrong-is-multiplying\">https:\/\/www.mckinsey.com\/capabilities\/growth-marketing-and-sales\/our-insights\/the-value-of-getting-personalization-right-or-wrong-is-multiplying<\/a><\/p>\n\n\n\n<p>COVID-19 substantially increased the number of people shopping online. This article looks at the psychology of online shopping, and in particular, offers tips for reducing impulse buying or overspending.&nbsp;<\/p>\n\n\n\n<p><a href=\"https:\/\/time.com\/6200717\/online-shopping-psychology-explained\">https:\/\/time.com\/6200717\/online-shopping-psychology-explained<\/a><\/p>\n<\/div><\/div>\n\n<\/li><li class=\"wp-block-post post-1296 content type-content status-publish format-standard hentry content-type-content parent-book-40 resource-type-audio-and-video-links\">\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\"><h2 class=\"alignwide wp-block-post-title\">Chapter 16 \u2013 Audio and Video links<\/h2>\n\n<div class=\"entry-content alignwide wp-block-post-content is-layout-flow wp-block-post-content-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Video Links<\/h3>\n\n\n\n<p>Psycho-economist Sheena Iyengar talks about decision-making processes and how to make choosing easier.<\/p>\n\n\n\n<p><a href=\"http:\/\/wwwperson.ted.com\/talks\/sheena_iyengar_choosing_what_to_choose\">http:\/\/wwwperson.ted.com\/talks\/sheena_iyengar_choosing_what_to_choose<\/a><\/p>\n\n\n\n<p>How to capture the joy of shopping online. Nimisha Jain, a consumer expert, talks about how to make the experience of shopping online more joyful. <a href=\"https:\/\/www.ted.com\/talks\/nimisha_jain_the_joy_of_shopping_and_how_to_recapture_it_online\">https:\/\/www.ted.com\/talks\/nimisha_jain_the_joy_of_shopping_and_how_to_recapture_it_online<\/a><\/p>\n\n\n\n<p>Dr. Robert Cialdini describes six fundamental principles of persuasion through examples of where they have been applied<\/p>\n\n\n\n<p><a href=\"http:\/\/ed.ted.com\/on\/NqsYCu67\">http:\/\/ed.ted.com\/on\/NqsYCu67<\/a><\/p>\n<\/div><\/div>\n\n<\/li><li class=\"wp-block-post post-265 content type-content status-publish format-standard hentry category-uncategorized content-type-content parent-book-40 resource-type-essay-questions\">\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\"><h2 class=\"alignwide wp-block-post-title\">Chapter 16 &#8211; Essay questions<\/h2>\n\n<div class=\"entry-content alignwide wp-block-post-content is-layout-flow wp-block-post-content-is-layout-flow\">\n<ol class=\"wp-block-list\" type=\"1\">\n<li>Discuss the ways in which online shopping customers can be segmented into groups in order to assist with marketing in meaningful ways to them. What characteristics can be used to create segmentation, and how does this assist in communicating with them?<\/li>\n\n\n\n<li>Evaluate the motivations, beliefs and attitudes that shape a willingness or resistance to shop online.<\/li>\n\n\n\n<li>Discuss the benefits to both the consumer and the brand of a strong consumer-brand relationship, with particular focus on how social media impacts that relationship.<\/li>\n\n\n\n<li>Describe the ways in which persuasion can be used in online shopping to change consumer behaviour. Use at least<\/li>\n<\/ol>\n<\/div><\/div>\n\n<\/li><\/ul>\n\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group alignwide is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading alignwide\">Chapter 16 &#8211; Quiz<\/h2>\n\n\n<script>\n                            if (window.qmn_quiz_data === undefined) {\n                                    window.qmn_quiz_data = new Object();\n                            }\n                    <\/script><script>window.qmn_quiz_data[\"16\"] = {\"quiz_id\":\"16\",\"quiz_name\":\"9780367552299 - Chapter 16\",\"disable_answer\":0,\"ajax_show_correct\":0,\"progress_bar\":0,\"contact_info_location\":0,\"qpages\":{\"1\":{\"id\":\"1\",\"quizID\":\"16\",\"pagekey\":\"tamwtC4A\",\"hide_prevbtn\":\"0\"}},\"skip_validation_time_expire\":0,\"timer_limit_val\":0,\"disable_scroll_next_previous_click\":0,\"disable_scroll_on_result\":0,\"disable_first_page\":0,\"enable_result_after_timer_end\":0,\"enable_quick_result_mc\":0,\"end_quiz_if_wrong\":0,\"form_disable_autofill\":0,\"disable_mathjax\":0,\"enable_quick_correct_answer_info\":0,\"quick_result_correct_answer_text\":\"Correct! 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10\\\";s:8:\\\"required\\\";i:0;s:12:\\\"answerEditor\\\";s:4:\\\"text\\\";s:15:\\\"featureImageSrc\\\";s:0:\\\"\\\";s:11:\\\"matchAnswer\\\";s:6:\\\"random\\\";s:14:\\\"case_sensitive\\\";s:0:\\\"\\\";s:14:\\\"answer_columns\\\";s:0:\\\"\\\";s:16:\\\"image_size-width\\\";s:0:\\\"\\\";s:17:\\\"image_size-height\\\";s:0:\\\"\\\";s:8:\\\"autofill\\\";s:0:\\\"\\\";s:23:\\\"limit_multiple_response\\\";s:0:\\\"\\\";s:17:\\\"file_upload_limit\\\";s:0:\\\"\\\";s:16:\\\"file_upload_type\\\";s:0:\\\"\\\";}\",\"category\":\"\",\"linked_question\":\"\",\"deleted\":\"0\",\"deleted_question_bank\":\"0\",\"answers\":[{\"0\":\"Navigation\",\"1\":\"\",\"2\":\"\",\"3\":\"\",\"label\":\"\"},{\"0\":\"The loyalty of the customer\",\"1\":\"\",\"2\":\"\",\"3\":\"\",\"label\":\"\"},{\"0\":\"Website design aesthetic \",\"1\":\"\",\"2\":\"1\",\"3\":\"\",\"label\":\"\"},{\"0\":\"Brand recognition\",\"1\":\"\",\"2\":\"\",\"3\":\"\",\"label\":\"\"}]}},\"first_page\":false,\"questions_settings\":[]}\n                    <\/script>\t\t<div class='qsm-quiz-container qsm-quiz-container-16 qmn_quiz_container mlw_qmn_quiz qsm_auto_pagination_enabled quiz_theme_default  '>\n\t\t\t\t\t\t\t\t<form name=\"quizForm16\" id=\"quizForm16\" action=\"\/bpscoretextbooks\/wp-json\/wp\/v2\/content\/358\/\" method=\"POST\" class=\"qsm-quiz-form qmn_quiz_form mlw_quiz_form\" novalidate enctype=\"multipart\/form-data\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_hidden_questions\" id=\"qsm_hidden_questions\" value=\"\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_nonce\" id=\"qsm_nonce_16\" value=\"936bcd0e86\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_unique_key\" id=\"qsm_unique_key_16\" value=\"69cfac1ab25a7\">\n\t\t\t\t<div id=\"mlw_error_message\" class=\"qsm-error-message qmn_error_message_section\"><\/div>\n\t\t\t\t<span id=\"mlw_top_of_quiz\"><\/span>\n\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-1\" data-apid=\"1\" data-qpid=\"1\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-172 slide0 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 1 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Creating a typology of customers based on their characteristics is called:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question172-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question172\" id=\"question172_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question172_1\">\n\t\t\t\t\tClustering\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question172-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question172\" id=\"question172_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question172_2\">\n\t\t\t\t\tGrouping\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question172-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question172\" id=\"question172_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question172_3\">\n\t\t\t\t\tSegmenting\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question172-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question172\" id=\"question172_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question172_4\">\n\t\t\t\t\tAligning\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question172_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question172\" id=\"question172_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_172\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-2\" data-apid=\"2\" data-qpid=\"2\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-173 slide1 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 2 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Brand awareness is:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question173-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question173\" id=\"question173_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question173_1\">\n\t\t\t\t\tSeeing the brand everywhere\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question173-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question173\" id=\"question173_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question173_2\">\n\t\t\t\t\tRecalling or recognising the brand from a cue\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question173-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question173\" id=\"question173_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question173_3\">\n\t\t\t\t\tHearing about the brand from friends\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question173-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question173\" id=\"question173_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question173_4\">\n\t\t\t\t\tTelling people about the brand\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question173_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question173\" id=\"question173_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_173\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-3\" data-apid=\"3\" data-qpid=\"3\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-174 slide2 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 3 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>A strong brand reputation leads to _________ through development of __________:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question174-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question174\" id=\"question174_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question174_1\">\n\t\t\t\t\tTrust \/ eLoyalty\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question174-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question174\" id=\"question174_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question174_2\">\n\t\t\t\t\tCommunication \/ trust\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question174-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question174\" id=\"question174_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question174_3\">\n\t\t\t\t\tRisk \/ communication\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question174-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question174\" id=\"question174_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question174_4\">\n\t\t\t\t\tELoyalty \/ trust\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question174_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question174\" id=\"question174_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_174\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-4\" data-apid=\"4\" data-qpid=\"4\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-175 slide3 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 4 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>The most influential variable affecting willingness to shop online is:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question175-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question175\" id=\"question175_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question175_1\">\n\t\t\t\t\tPerceived risk\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question175-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question175\" id=\"question175_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question175_2\">\n\t\t\t\t\tAttitude towards online shopping\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question175-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question175\" id=\"question175_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question175_3\">\n\t\t\t\t\tPerceived ease of use\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question175-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question175\" id=\"question175_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question175_4\">\n\t\t\t\t\tTrust in online retailer\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question175_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question175\" id=\"question175_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_175\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-5\" data-apid=\"5\" data-qpid=\"5\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-176 slide4 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 5 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Brand social media experiences are important in generating trust, commitment and a consumer-brand relationship. Most important to this is that consumers:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question176-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question176\" id=\"question176_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question176_1\">\n\t\t\t\t\tActively participate\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question176-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question176\" id=\"question176_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question176_2\">\n\t\t\t\t\tFollow the brand\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question176-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question176\" id=\"question176_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question176_3\">\n\t\t\t\t\tLook for discounts\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question176-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question176\" id=\"question176_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question176_4\">\n\t\t\t\t\tPassively participate\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question176_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question176\" id=\"question176_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_176\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-6\" data-apid=\"6\" data-qpid=\"6\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-177 slide5 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 6 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Which of the following is more likely to increase repurchase intention?<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question177-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question177\" id=\"question177_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question177_1\">\n\t\t\t\t\tSpecial offers\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question177-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question177\" id=\"question177_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question177_2\">\n\t\t\t\t\tEnjoyment of the consumer during the shopping process\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question177-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question177\" id=\"question177_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question177_3\">\n\t\t\t\t\tConsumer demographics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question177-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question177\" id=\"question177_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question177_4\">\n\t\t\t\t\tPost-purchase evaluation surveys\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question177_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question177\" id=\"question177_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_177\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-7\" data-apid=\"7\" data-qpid=\"7\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-178 slide6 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 7 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Consumers are empowered in two areas of online shopping, these are:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question178-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question178\" id=\"question178_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question178_1\">\n\t\t\t\t\tExpansion of information and expansion of choice\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question178-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question178\" id=\"question178_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question178_2\">\n\t\t\t\t\tExpansion of choice and increased decision making\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question178-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question178\" id=\"question178_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question178_3\">\n\t\t\t\t\tExpansion of information and increased decision making\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question178-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question178\" id=\"question178_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question178_4\">\n\t\t\t\t\tExpansion of choice and increased motivations\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question178_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question178\" id=\"question178_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_178\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-8\" data-apid=\"8\" data-qpid=\"8\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-179 slide7 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 8 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>The following are customer segments. Which of these is the highest spending shopper? <\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question179-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question179\" id=\"question179_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question179_1\">\n\t\t\t\t\tDirect purchasers\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question179-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question179\" id=\"question179_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question179_2\">\n\t\t\t\t\tSuspicious browsers\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question179-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question179\" id=\"question179_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question179_3\">\n\t\t\t\t\tShopping lovers\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question179-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question179\" id=\"question179_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question179_4\">\n\t\t\t\t\tincompetent consumers\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question179_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question179\" id=\"question179_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_179\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-9\" data-apid=\"9\" data-qpid=\"9\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-180 slide8 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 9 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Which factors make some make people less willing to shop online. Select these from the options below. <\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question180-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question180\" id=\"question180_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question180_1\">\n\t\t\t\t\tLess choice online\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question180-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question180\" id=\"question180_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question180_2\">\n\t\t\t\t\tShopping is less social online\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question180-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question180\" id=\"question180_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question180_3\">\n\t\t\t\t\tSecurity and privacy of shopping online\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question180-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question180\" id=\"question180_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question180_4\">\n\t\t\t\t\tNo benefits of price or choice\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question180_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question180\" id=\"question180_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_180\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-10\" data-apid=\"10\" data-qpid=\"10\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-181 slide9 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 10 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>The most important element of a website for influencing credibility is:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question181-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question181\" id=\"question181_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question181_1\">\n\t\t\t\t\tNavigation\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question181-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question181\" id=\"question181_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question181_2\">\n\t\t\t\t\tThe loyalty of the customer\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question181-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question181\" id=\"question181_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question181_3\">\n\t\t\t\t\tWebsite design aesthetic\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question181-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question181\" id=\"question181_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question181_4\">\n\t\t\t\t\tBrand recognition\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question181_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question181\" id=\"question181_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_181\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"qmn_question_list\" value=\"172Q173Q174Q175Q176Q177Q178Q179Q180Q181Q\" \/>\n\t\t\t\t\t<div class=\"qsm-auto-page-row quiz_section quiz_end empty_quiz_end qsm-d-none\" >\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div id=\"mlw_error_message_bottom\" class=\"qsm-error-message qmn_error_message_section\"><\/div>\n\t\t\t\t\t<input type=\"hidden\" name=\"qmn_all_questions_count\" id=\"qmn_all_questions_count\" value=\"10\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"total_questions\" id=\"total_questions\" value=\"10\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"timer\" id=\"timer\" value=\"0\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"timer_ms\" id=\"timer_ms\" value=\"0\"\/>\n\t\t\t\t\t<input type=\"hidden\" class=\"qmn_quiz_id\" name=\"qmn_quiz_id\" id=\"qmn_quiz_id\" value=\"16\" \/>\n\t\t\t\t\t<input type='hidden' name='complete_quiz' value='confirmation' \/>\n\t\t\t\t\t\t\t\t\t<\/form>\n\t\t\t\t\t\t<\/div>\n\t\t<div style=\"display: none;\" class=\"qsm-popup qsm-popup-slide\" id=\"modal-4\" aria-hidden=\"false\"><div class=\"qsm-popup__overlay\" tabindex=\"-1\" data-micromodal-close=\"\"><div class=\"qsm-popup__container qmn_quiz_container\" role=\"dialog\" aria-modal=\"true\"><div class=\"qsm-popup__content\"><img decoding=\"async\" src=\"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-content\/plugins\/quiz-master-next\/assets\/clock.png\" alt=\"clock.png\"\/><p class=\"qsm-time-up-text\"> Time's up<\/p><\/div><footer class=\"qsm-popup__footer\"><button class=\"qsm-popup-secondary-button qmn_btn\" data-micromodal-close=\"\" aria-label=\"Close this dialog window\" onclick=\"location.reload();\">Cancel<\/button><\/footer><\/div><\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>This chapter will provide an introduction to the psychology of online consumer behaviour. The types of customers who shop online and their characteristics will be explored, as well as the motivations and beliefs that influence their choice to engage in eCommerce. The consumer\u2013brand relationship will be examined in the context of how the internet has [&hellip;]<\/p>\n","protected":false},"featured_media":0,"parent":0,"menu_order":0,"template":"single-chapter","format":"standard","meta":{"_acf_changed":false},"categories":[1],"content-type":[34],"parent-book":[40],"resource-type":[32],"class_list":["post-358","content","type-content","status-publish","format-standard","hentry","category-uncategorized","content-type-chapter","parent-book-40","resource-type-chapter"],"acf":{"linked_book":""},"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/content\/358","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/content"}],"about":[{"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/types\/content"}],"wp:attachment":[{"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/media?parent=358"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/categories?post=358"},{"taxonomy":"content-type","embeddable":true,"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/content-type?post=358"},{"taxonomy":"parent-book","embeddable":true,"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/parent-book?post=358"},{"taxonomy":"resource-type","embeddable":true,"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/resource-type?post=358"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}