Sales Copy Persuasion and Psychology 2

Question 1

Which cognitive bias makes consumers value an item more simply because they own it?

Accepted Answer

Endowment effect

Answer

The endowment effect causes people to overvalue things they already possess, which is why free trials and 'keep the gift' offers are so effective.

Question 2

A sales page uses the phrase 'Join 47,293 happy customers.' This is an example of:

Accepted Answer

Social proof

Answer

Specific, large numbers in testimonial counts leverage social proof — the psychological tendency to follow the behavior of the crowd.

Question 3

The 'foot-in-the-door' technique works because of which psychological principle?

Accepted Answer

Commitment and consistency

Answer

Once people agree to a small request, their need to stay consistent with that self-image makes them more likely to agree to larger requests.

Question 4

Showing a crossed-out original price next to a sale price primarily activates:

Accepted Answer

Anchoring and contrast

Answer

The original price acts as an anchor, making the sale price feel dramatically lower by contrast — even if the original price was inflated.

Question 5

Which emotional state does urgency copy ('Offer ends in 2 hours') primarily trigger to drive action?

Accepted Answer

Loss aversion

Answer

Urgency triggers loss aversion — the fear of missing out on the deal feels more painful than the potential gain feels pleasurable.

Sales Copy Practice Test