Explaining Cognitive Lock-In: The Role of Skill-Based Habits of Use in Consumer Choice

Kyle B. Murray and Gerald Hubl

Journal of Consumer Research, 2007, vol. 34, issue 1, 77-88

Abstract: We introduce and test a theory of how the choices consumers make are influenced by skill-based habits of use-goal-activated automated behaviors that develop through the repeated consumption or use of a particular product. Such habits can explain how consumers become locked in to an incumbent product. The proposed theory characterizes how the amount of experience with the incumbent product, the occurrence of usage errors while learning to use that product, and the goal that is activated at the time a choice is made interrelate to influence consumer preference. The results of three experiments support the theory's predictions. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..

Date: 2007
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Persistent link: https://EconPapers.repec.org/RePEc:oup:jconrs:v:34:y:2007:i:1:p:77-88

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Journal of Consumer Research is currently edited by Bernd Schmitt, June Cotte, Markus Giesler, Andrew Stephen and Stacy Wood

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