Habit slips: when consumers unintentionally resist new products
- 2.1k Downloads
Consumers’ existing habits are a key driver of resistance to new product use. In an initial survey to identify this role of habit, consumers reported on products that they had purchased intending to use. They also reported whether or not they actually used them. For one-quarter of the products they failed to use, consumers slipped back into old habits despite their favorable intentions. However, consumers effectively used new products when integrating them into existing habits. A four-week experiment with a new fabric refresher confirmed that habit slips impeded product use, especially when participants thought minimally about their laundry and thus were vulnerable to habit cues. However, slips were minimized when the new product was integrated into existing laundry habits. Thus, in launching new products, managers will want to consider consumer habits that conflict with product use as well as ways to embed products into existing habits.
KeywordsHabits Resistance Action slip Implementation intentions
The authors thank Julia Cooperman and Kerry Zweig for their assistance with data collection, Timothy Hayes for his help with data analysis, and Joseph Priester and Stephen Read for their helpful comments on an earlier version of the article.
- Bagozzi, R. P., & Lee, K. H. (1999). Consumer resistance to, and acceptance of, innovations. Advances in Consumer Research, 26, 218–225.Google Scholar
- Cohen, J., Cohen, P., West, S. G., & Aiken, L. S. (2003). Applied multiple regression/correlation analysis for the behavioral sciences (3rd ed.). Mahwah: Erlbaum.Google Scholar
- Garcia, R., Bardhi, F., & Friedrich, C. (2007). Overcoming consumer resistance to innovation. MIT Sloan Management Review, 48(4), 82–88.Google Scholar
- Gardner, B., Abraham, C., Lally, P., & de Bruijn, G. J. (2012). Towards parsimony in habit measurement: testing the convergent and predictive validity of an automaticity subscale of the self-report habit index. International Journal of Behavioral Nutrition and Physical Activity, 9, 102–113. doi: 10.1186/1479-5868-9-102.CrossRefGoogle Scholar
- Gourville, J. T. (2006). Eager sellers, stony buyers. Harvard Business Review, 84, 99–106.Google Scholar
- Ram, S. (1987). A model of innovation resistance. Advances in Consumer Research, 14, 208–212.Google Scholar
- Reason, J. T. (1979). Actions not as planned. In G. Underwood & R. Stevens (Eds.), Aspects of consciousness (pp. 67–89). London: Academic Press.Google Scholar
- Rogers, E. M. (1962). Diffusion of innovations. New York: Free Press of Glencoe.Google Scholar
- Rogers, E. M., & Shoemaker, F. F. (1971). Communication of innovations: A cross-cultural approach. New York, N. Y.: Free Press.Google Scholar
- Sanger-Katz, M. (2015). The decline of ‘big soda.’ The New York times. Retrieved from http://www.nytimes.com.
- Sheth, J. N. (1981). Psychology of innovation resistance: The less developed concept (LDC) in diffusion research. In Research in marketing (Vol. 4, pp. 273–282). Greenwich: JAI Press.Google Scholar