The Power of Habit – Why We Do What We Do in Life and Business

2002; H. Aarts, R. Holland, and D. Langendam, “Breaking and Creating Habits on the Working Floor: A Field- Experiment on the Power of Implementation Intentions,” Journal of Experimental Social Psychology 42, no. 6 (2006): 776-83; Mindy Ji and Wendy Wood, “Purchase and Consumption Habits: Not Necessarily What You Intend,” Journal of Consumer Psychology 17, no. 4 (2007): 261-76; S. Bellman, E. J. Johnson, and G. Lohse, “Cognitive Lock-In and the Power Law of Practice,” Journal of Marketing 67, no. 2 (2003): 62-75; J. Bettman et al., “Adapting to Time Constraints,” in Time Pressure and Stressing Human Judgment and Decision Making, ed. O. Svenson and J. Maule (New York: Springer, 1993); Adwait Khare and J. Inman, “Habitual Behavior in American Eating Patterns: The Role of Meal Occasions,” Journal of Consumer Research 32, no. 4 (2006): 567-75; David Bell and R. Lal, “The Impact of Frequent Shopper Programs in Grocery Retailing,” Quantitative Marketing and Economics 1, no. 2 (2002): 179-202; Yuping Liu, “The Long- Term Impact of Loyalty Programs on Consumer Purchase Behavior and Loyalty,” Journal of Marketing 71, no. 4 (2007): 19-35; Neale Martin, Habit: The 95% of Behavior Marketers Ignore (Upper Saddle River, N.J.: FT Press, 2008); H. Aarts, K. Fujia, and K. C. McCulloch, “Inhibition in Goal Systems: A Retrieval-Induced Forgetting Account,” Journal of Experimental Social Psychology 44, no. 3 (2008): 614-23; Gerald Haubl and K. B. Murray, “Explaining Cognitive Lock-In: The Role of Skill-Based Habits of Use in Consumer Choice,” Journal of Consumer Research 34 (2007) 77-88; D. Neale, J. Quinn, and W. Wood, “Habits: A Repeat Performance,” Current Directions in Psychological Science 15, no. 4 (2006) 198-202; R. L. Oliver, “Whence Consumer Loyalty?” Journal of Marketing 63 (1999): 33-44; C. T. Orleans, “Promoting the Maintenance of Health Behavior Change: Recommendations for the Next Generation of Research and Practice,” Health Psychology 19 (2000): 76-83; Andy Ouellette and Wendy Wood, “Habit and Intention in Everyday Life: The Multiple Processes by Which Past Behavior Predicts Future Behavior,” Psychological Bulletin 124, no. 1 (1998) 54-74; E. Iyer, D. Smith, and C. Park, “The Effects of Situational Factors on In-Store Grocery Shopping Behavior: The Role of Store Environment and Time Available for Shopping,” Journal of Consumer Research 15, no. 4 (1989): 422-33; O. Amir, R. Dhar, and A. Pocheptsova, “Deciding Without Resources: Resource Depletion and Choice in Context,” Journal of Marketing Research 46, no. 3 (2009): 344-55; H. Aarts, R. Custers, and P. Sheeran, “The Goal-Dependent Automaticity of Drinking Habits,” British Journal of Social Psychology 44, no. 1 (2005): 47-63; S. Orbell and P. Sheeran, “Implementation Intentions and Repeated Behavior: Augmenting the Predictive Validity of the Theory of Planned Behavior,” European Journal of Social Psychology 29, nos. 2-3 (1999): 349-69; P. Sheeran, P. Gollwitzer, and P. Webb, “The Interplay Between Goal Intentions and Implementation Intentions,” Personality and Social Psychology Bulletin 31, no. 1 (2005): 87 -98; H. Shen and R. S. Wyer, “Procedural Priming and Consumer Judgments: Effects on the Impact of Positively and Negatively Valenced Information,” Journal of Consumer Research 34, no. 5 (2007): 727- 37; Itamar Simonson, “The Effect of Purchase Quantity and Timing on Variety-Seeking Behavior,” Journal of Marketing Research 27, no. 2 (1990): 150-62; G. Taylor and S. Neslin, “The Current and Future Sales Impact of a Retail Frequency Reward Program,” Journal of Retailing 81, no. 4, 293-305; H. Aarts and B. Verplanken, “Habit, Attitude, and Planned Behavior: Is Habit an Empty Construct or an Interesting Case of Goal-Directed Automaticity?” European Review of Social Psychology 10 (1999): 101-34; B. Verplanken, Henk Aarts, and Ad Van Knippenberg, “Habit, Information Acquisition, and the Process of Making Travel Mode Choices,” European Journal of Social Psychology 27, no. 5 (1997): 539- 60; B. Verplanken et al., “Attitude Versus General Habit: Antecedents of Travel Mode Choice,” Journal of Applied Social Psychology 24, no. 4 (1994): 285-300; B. Verplanken et al., “Consumer Style and Health: The Role of Impulsive Buying in Unhealthy Eating,” Psychology and Health 20, no. 4 (2005): 429-41; B. Verplanken et al., “Context Change and Travel Mode Choice: Combining the Habit Discontinuity and Self-Activation Hypotheses,” Journal of Environmental Psychology 28 (2008): 121-27; Bas Verplanken and Wendy Wood, “Interventions to Break and Create Consumer Habits,” Journal of Public Policy and Marketing 25, no. 1 (2006): 90-103; H. Evanschitzky, B. Ramaseshan, and V. Vogel, “Customer Equity Drivers and Future Sales,” Journal of Marketing 72 (2008): 98-108; P. Sheeran and T. L. Webb, “Does Changing Behavioral Intentions Engender Behavioral Change? A Meta-Analysis of the Experimental Evidence,” Psychological Bulletin 132, no. 2 (2006): 249-68; P. Sheeran, T. L. Webb, and A. Luszczynska, “Planning to Break Unwanted Habits: Habit Strength Moderates Implementation Intention Effects on Behavior Change,” British Journal of Social Psychology 48, no. 3 (2009): 507-23; D. Wegner and R. Wenzlaff, “Thought Suppression,” Annual Review of Psychology 51 (2000): 59-91; L. Lwin, A. Mattila, and J. Wirtz, “How Effective Are Loyalty Reward Programs in Driving Share of Wallet?” Journal of Service Research 9, no. 4 (2007): 327-34; D. Kashy, J. Quinn, and W. Wood, “Habits in Everyday Life: Thought, Emotion, and Action,” Journal of Personality and Social Psychology 83, no. 6 (2002): 1281-97; L. Tam, M. Witt, and W. Wood (2005), “Changing Circumstances, Disrupting Habits,” Journal of Personality and Social Psychology 88, no. 6 (2005): 918-33; Alison Jing Xu and Robert S. Wyer, “The Effect of Mind-sets on Consumer Decision Strategies,” Journal of Consumer Research 34, no. 4 (2007): 556-66; C. Cole, M. Lee, and C. Yoon, “Consumer Decision Making and Aging: Current Knowledge and Future Directions,” Journal of Consumer Psychology 19 (2009): 2-16; S. Dhar, A. Krishna, and Z. Zhang, “The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?” Management Science 46, no. 3 (2000): 348-62.

[195] “potato chips are on sale!” C. Park, E. Iyer, and D. Smith, “The Effects of Situational Factors on In-Store Grocery Shopping Behavior: The Role of Store Environment and Time Available for Shopping,” The Journal of Consumer Research 15, no. 4 (1989): 422-33. For more on this topic, see J. Belyavsky Bayuk, C. Janiszewski, and R. Leboeuf, “Letting Good Opportunities Pass Us By: Examining the Role of Mind-set During Goal Pursuit,” Journal of Consumer Research 37, no. 4 (2010): 570-83; Ab Litt and Zakary L. Tormala, “Fragile Enhancement of Attitudes and Intentions Following Difficult Decisions,” Journal of Consumer Research 37, no. 4 (2010): 584-98.

[196] University of Southern California D. Neal and W. Wood, “The Habitual Consumer,” Journal of Consumer Psychology 19, no. 4 (2009): 579-92. For more on similar research, see R. Fazio and M. Zanna, “Direct Experience and Attitude-Behavior Consistency,” in Advances in Experimental Social Psychology, ed. L. Berkowitz (New York: Academic Press, 2005); R. Abelson and R. Schank, “Knowledge and Memory: The Real Story,” in Knowledge and Memory: The Real Story, ed. R. S. Wyer, Jr. (Hillsdale, N.J.: Lawrence Erlbaum, 2004); Nobert Schwarz, “Meta-Cognitive Experiences in Consumer Judgment and Decision Making,” Journal of Consumer Psychology 14, no. 4 (September 2004): 332-48; R. Wyer and A. Xu, “The Role of Behavioral Mindsets in Goal-Directed Activity: Conceptual Underpinnings and Empirical Evidence,” Journal of Consumer Psychology 20, no. 2 (2010): 107-25.

[197] news or deals on cigarettes Julia Angwin and Steve Stecklow, “ ‘Scrapers’ Dig Deep for Data on Web,” The Wall Street Journal, October 12, 2010; Mark Maremont and Leslie Scism, “Insurers Test Data Profiles to Identify Risky Clients,” The Wall Street Journal, November 19, 2010; Paul Sonne and Steve Stecklow, “Shunned Profiling Technology on the Verge of Comeback,” The Wall Street Journal, November 24, 2010.