IELTS Reading Mock Test 2

📖 Reading Passage: The Psychology of Consumer Behavior

Understanding why people buy what they buy has long fascinated psychologists and marketers alike. Consumer behavior is influenced by a complex mix of emotional, social, and cognitive factors. For instance, impulse purchases are often driven by emotional triggers such as stress or excitement, while brand loyalty may stem from social identity and peer influence. Researchers have found that consumers often make decisions based on perceived value rather than actual utility.

In recent years, neuromarketing has emerged as a tool to study brain responses to advertising. Techniques like eye-tracking and EEG scans help companies understand how consumers react to visual stimuli. However, critics argue that such methods raise ethical concerns, especially when used to manipulate subconscious preferences. Despite these concerns, businesses continue to invest heavily in psychological research to refine their marketing strategies and boost sales.

❓ Questions

1. What often drives impulse purchases?

2. Neuromarketing is universally accepted.

3. Match the paragraphs:
Paragraph 1: Paragraph 2:

4. Complete the summary:
Consumers often buy based on value rather than utility.

5. Neuromarketing uses techniques like .

6. Which factor influences brand loyalty?

7. Techniques mentioned:

8. What is one ethical concern of neuromarketing?

9. Businesses are reducing investment in psychological research.

10. Complete the table:
| Behavior Type | Cause |
|---------------------|--------------------------|
| Impulse purchase | triggers |
| Brand loyalty | influence |

11. Fill in the flowchart:
Stimulus → Brain Response → → Marketing Strategy

12. Why do companies use psychological research?

📚 Answer Explanations

  1. Q1: B – Impulse purchases are driven by emotional triggers like stress or excitement.
  2. Q2: False – Critics raise ethical concerns about neuromarketing.
  3. Q3: A – Paragraph 1: Consumer behavior factors; B – Neuromarketing and ethics.
  4. Q4: Consumers buy based on perceived value, not actual utility.
  5. Q5: Eye-tracking and EEG scans are used in neuromarketing.
  6. Q6: Social identity influences brand loyalty.
  7. Q7: Eye-tracking and EEG scans are mentioned; MRI and focus groups are not.
  8. Q8: Ethical concern includes manipulating subconscious preferences.
  9. Q9: False – Businesses continue to invest heavily in psychological research.
  10. Q10: Emotional triggers and peer influence.
  11. Q11: Consumer reaction is the next step after brain response.
  12. Q12: B – Companies use research to refine strategies and boost sales.