Triggers of Real-World Habits: Implications For Consumer Behavior

Consumers often are portrayed as rational agents whose actions are principally guided by intentions or goals to achieve valued outcomes. Although this model accurately captures many novel behaviors, we present data showing that people's habits tend to be triggered automatically by recurring features of the performance environment and thus do not necessarily depend on current intentions and goals. This fact can be harnessed in understanding and predicting consumers' repeated behaviors. In particular, interventions to cultivate or to change consumer habits need to address how environmental cues trigger performance along with strategies to establish or inhibit this automated cuing.


David Neal, Wendy Wood, and Anthony M. Pascoe (2008) ,"Triggers of Real-World Habits: Implications For Consumer Behavior", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 125-128.


David Neal, Duke University
Wendy Wood, Duke University
Anthony M. Pascoe, Duke University


NA - Advances in Consumer Research Volume 35 | 2008

Share Proceeding

Featured papers

See More


Good Gets Better, Bad Gets Worse: The Polarizing Effect of Rating a Consumption Experience

Nahid Ibrahim, University of Alberta, Canada
Gerald Häubl, University of Alberta, Canada
Rory Waisman, University of Alberta, Canada

Read More


The Psychology of the Sharing Economy: How the Sharing Economy Concept Promotes Consumer Altruistic Behaviors

Ping Dong, Northwestern University, USA
Claire I. Tsai, University of Toronto, Canada

Read More


The Effects of Breadth of Product Categories on Budgeting

An Tran, University of La Verne
John Lynch, University of Colorado, USA

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.