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

Murray, Kyle B.; Häubl, Gerald

doi:10.1086/513048

Cited by 205 publications

(173 citation statements)

References 31 publications

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“…This requires using a database to store the prior records of the identified individual's behaviour and drawing on those records while modelling current behaviour in real time. Their research also reinforces the value of effective website information services to achieve "cognitive lock-in" (Johnson et al, 2003;Murray and Häubl, 2007) showing that unused links are increasingly less likely to be used on subsequent visits. This suggests that failure to deliver the right information up front compromises further clicks, engagement and later activity resulting in consumer perceptions of error and dissatisfaction negating "cognitive lock-in."…”

Section: Mcgaughey and Mason (1998)mentioning

confidence: 59%

“…Eighmy and McCord, 1998;Klein, 1998). Second the so-called "cognitive lock-in" effect (Johnson et al, 2003;Murray and Häubl, 2007) offers the prospect of repeat website use when vendors offer useful content in appropriate format. Third a reliable and responsive information service is likely to improve levels of consumer trust, a key factor in later purchase point selection (Eighmy and McCord, 1998;Peterson and Merino, 2003).…”

Section: Review Bolton Andmentioning

confidence: 99%

“…Shows ability to differentiate behaviour by information search activity online Murray and Häubl (2007) Consumer preference for websites based on prior usage experience The effects of interface specific experience on future consumer choices based on skill based habits of use rather than habitual choice. Recognizes value of lower cognitive costs associated with learning effects.…”

Section: Mcgaughey and Mason (1998)mentioning

confidence: 99%

“…Finally, the ability of such a modelling system to serve relevant information in real time to consumers seems likely to result in high levels of cognitive lock-in (Murray and Häubl, 2007).…”

Section: Operational Considerationsmentioning

confidence: 99%

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Modelling real-time online information needs: A new research approach for complex consumer behaviour

Grant

Clarke

Kyriazis

2013

Journal of Marketing Management

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(2013). Modelling real-time online information needs: A new research approach for complex consumer behaviour. Journal of Marketing Management,, 950-972. Modelling real-time online information needs: A new research approach for complex consumer behaviour AbstractA major challenge for online vendor website operations is serving information that meets visitor needs at a given point in their purchase process. The problem arises from the complexity of human behaviour as well as changing needs with the evolution of consumer knowledge and skills through the purchase process. The most difficult element however is determining the effects of information provided on the site as well as from other sources that the consumer may access and anticipating resulting consumer needs. This paper discusses the contributions and limitations of current modelling techniques and utility studies of online consumer information to model consumer needs in real time. An alternative basis for real time customer need appraisal is proposed using clickstream and customer input data combined with online information utility to enable more effective information serving. This requires further academic research and changes in practitioner online marketing operations. ABSTRACTA major challenge for online vendor website operations is serving information that meets visitor needs at a given point in their purchase process. The problem arises from the complexity of human behaviour as well as changing needs with the evolution of consumer knowledge and skills through the purchase process. The most difficult element however is determining the effects of information provided on the site as well as from other sources that the consumer may access and anticipating resulting consumer needs. This paper discusses the contributions and limitations of current modelling techniques and utility studies of online consumer information to model consumer needs in real time. An alternative basis for real time customer need appraisal is proposed using clickstream and customer input data combined with online information utility to enable more effective information serving. This requires further academic research and changes in practitioner online marketing operations.

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Section: Mcgaughey and Mason (1998)mentioning

confidence: 59%

Section: Review Bolton Andmentioning

confidence: 99%

Section: Mcgaughey and Mason (1998)mentioning

confidence: 99%

Section: Operational Considerationsmentioning

confidence: 99%

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Modelling real-time online information needs: A new research approach for complex consumer behaviour

Grant

Clarke

Kyriazis

2013

Journal of Marketing Management

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“…1,176,177 The term "cognitive lock-in" originates from the field of social psychology, where it has been applied to understanding consumer habits and choices with respect to a product or service. 178,179 The idea is that repeated consumption or use of a product results in a (cognitive) switching cost that increases the probability that a consumer will continue to choose that product or service over alternatives. As applied here, cognitive lock-in can affect stream health in postive or negative ways ( Figure 6).…”

Section: Context-and Path-dependence Of the Urban Stream Syndromementioning

confidence: 99%

From Rain Tanks to Catchments: Use of Low-Impact Development To Address Hydrologic Symptoms of the Urban Stream Syndrome

Askarizadeh

Rippy

Fletcher

et al. 2015

Environ. Sci. Technol.

138

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Catchment urbanization perturbs the water and sediment budgets of streams, degrades stream health and function, and causes a constellation of flow, water quality, and ecological symptoms collectively known as the urban stream syndrome. Low-impact development (LID) technologies address the hydrologic symptoms of the urban stream syndrome by mimicking natural flow paths and restoring a natural water balance. Over annual time scales, the volumes of stormwater that should be infiltrated and harvested can be estimated from a catchment-scale water-balance given local climate conditions and preurban land cover. For all but the wettest regions of the world, a much larger volume of stormwater runoff should be harvested than infiltrated to maintain stream hydrology in a preurban state. Efforts to prevent or reverse hydrologic symptoms associated with the urban stream syndrome will therefore require: (1) selecting the right mix of LID technologies that provide regionally tailored ratios of stormwater harvesting and infiltration; (2) integrating these LID technologies into next-generation drainage systems; (3) maximizing potential cobenefits including water supply augmentation, flood protection, improved water quality, and urban amenities; and (4) long-term hydrologic monitoring to evaluate the efficacy of LID interventions.

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Habit in Consumer Behavior

Tam

2010

Wiley International Encyclopedia of Marketing

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

Cited by 205 publications

References 31 publications

Modelling real-time online information needs: A new research approach for complex consumer behaviour

Modelling real-time online information needs: A new research approach for complex consumer behaviour

From Rain Tanks to Catchments: Use of Low-Impact Development To Address Hydrologic Symptoms of the Urban Stream Syndrome

Habit in Consumer Behavior

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