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

By K. B. Murray, Gerald Häubl. 2007

288 citations recorded by the source corpus.

Subfields: Applied Psychology, General Decision Sciences, Safety Research

View Paper: https://www.semanticscholar.org/paper/a66e1acace31ff389be7477c3b26bb28bc863588

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Applied Psychology

1. Wendy Wood
2. David T. Neal
3. Robert W. Palmatier
4. J. Beck
5. Dennis Rünger
6. Conor M. Henderson
7. J. Labrecque
8. I. Anderson

In General Decision Sciences

1. Wendy Wood
2. Donna L. Hoffman
3. David T. Neal
4. Thomas P. Novak
5. Benjamin Gardner

In Safety Research

1. David T. Neal
2. Robert W. Palmatier
3. Wendy Wood

Citations in the corpus

• Consumer and Object Experience in the Internet of Things: An Assemblage Theory Approach (2018, background): “This may be related to cognitive lock-in, in which skill-based habitual use locks consumers into a particular product alternative (Murray and Hau¨bl 2007).”
• Review of the theoretical underpinnings of loyalty programs (2011, background): “Murray & Häubl, 2007 Online Web search Repetition, product preference, ease of use, goal activation Product preferences are shaped by prior experience with the product.”
• Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology (2012, unknown): “Consumers with more experience of using a particular technology will develop a cognitive lock-in that creates a barrier to behavioral changes (Murray and Haubl 2007).”
• The habitual consumer. (2009, background): “In a demonstration, consumers practiced repeatedly using a particular web interface and then reported preferences for sticking with the incumbent interface or switching to a novel one that they had tried just once (Murray & Häubl, 2007).”
• Psychology of Habit. (2016, background): “To Tolman (1948), repeated behaviors reflected learning of internal representations and maps, and Miller et al. (1960) argued that habits be replaced with information-processing mechanisms of goal pursuit.”
• Habits and the electronic herd: The psychology behind social media’s successes and failures (2020, background): “When such transition costs outweigh the benefits, people experience cognitive lock-in (Murray & Häubl, 2007) and have an explicit psychological commitment to the incumbent site due to the perceived sunk costs (Polites & Karahanna, 2012).”
• Creativity at the Knowledge Frontier: The Impact of Specialization in Fast- and Slow-paced Domains* (2018, background): “Specialization in a domain can therefore lead to the formation of habitual behaviors rooted in one’s knowledge structure (Aarts, Verplanken, and van Knippenberg, 1998; Aarts and Dijksterhuis, 2000; Audia and Goncalo, 2007; Murray and Häubl, 2007; Chai, 2017).”
• Habit slips: when consumers unintentionally resist new products (2017, background): “Echoing earlier research on cognitive lock-in (Murray and Häubl 2007), consumers apparently made a rational choice not to use difficult products and instead reverted to their existing ones in order to avoid switching costs.”
• Shackled to the Status Quo: The Inhibiting Effects of Incumbent System Habit, Switching Costs, and Inertia on New System Acceptance (2012, unknown): “Further, the difficulty of controlling habits and the mental efficiency with which they can be performed may cause an individual to ignore alternatives, giving lip service to the idea that better alternatives may exist, but clinging to habitual (Lending and Straub 1997; Murray and Haubl 2007).”