SOURCES

Front and chapters 2 to 4: use, payment and delay

• John T. Gourville and Dilip Soman. “Payment Depreciation: The Behavioral Effects of Temporally Separating Payments from Consumption.” Journal of Consumer Research 25(2), 1998.
• John T. Gourville and Dilip Soman. “Pricing and the Psychology of Consumption.” Harvard Business Review, September 2002. John Gourville, “Use the Psychology of Pricing to Keep Customers Returning,” HBS Working Knowledge, September 30, 2002.
• Dilip Soman and John T. Gourville. “Transaction Decoupling: How Price Bundling Affects the Decision to Consume.” Journal of Marketing Research 38(1), 2001.
• Hal R. Arkes and Catherine Blumer. “The Psychology of Sunk Cost.” Organizational Behavior and Human Decision Processes 35(1), 1985.
• Ruth N. Bolton and Katherine N. Lemon. “A Dynamic Model of Customers’ Usage of Services: Usage as an Antecedent and Consequence of Satisfaction.” Journal of Marketing Research 36(2), 1999.
• A.G. Lafley and Ram Charan. The Game-Changer. Crown Business, 2008. On P&G’s first and second moments of truth, see Moment of truth (marketing).
• Suzanne B. Shu and Ayelet Gneezy. “Procrastination of Enjoyable Experiences.” Journal of Marketing Research 47(5), 2010.
• Freeman Wu, Adriana Samper, Andrea C. Morales and Gavan J. Fitzsimons. “It’s Too Pretty to Use! When and How Enhanced Product Aesthetics Discourage Usage and Lower Consumption Enjoyment.” Journal of Consumer Research 44(3), 2017.

Chapters 5 to 7: the first move

• Chip Heath and Dan Heath. Switch: How to Change Things When Change Is Hard. Broadway Books, 2010.
• Martin S. Hagger and colleagues. “A Multilab Preregistered Replication of the Ego-Depletion Effect.” Perspectives on Psychological Science 11(4), 2016. Kathleen D. Vohs and colleagues, “A Multisite Preregistered Paradigmatic Test of the Ego-Depletion Effect,” Psychological Science 32(10), 2021. Summary at Ego depletion.
• Howard Leventhal, Robert Singer and Susan Jones. “Effects of Fear and Specificity of Recommendation upon Attitudes and Behavior.” Journal of Personality and Social Psychology 2(1), 1965.
• Peter M. Gollwitzer and Paschal Sheeran. “Implementation Intentions and Goal Achievement: A Meta-Analysis of Effects and Processes.” Advances in Experimental Social Psychology 38, 2006.
• Katherine L. Milkman, John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian. “Using Implementation Intentions Prompts to Enhance Influenza Vaccination Rates.” PNAS 108(26), 2011.
• Mariana Carrera, Heather Royer, Mark Stehr, Justin Sydnor and Dmitry Taubinsky. “The Limits of Simple Implementation Intentions: Evidence from a Field Experiment on Making Plans to Exercise.” Journal of Health Economics 62, 2018.
• Wendy Wood and David T. Neal. “A New Look at Habits and the Habit-Goal Interface.” Psychological Review 114(4), 2007.
• Charles Duhigg. “How Companies Learn Your Secrets.” The New York Times Magazine, February 16, 2012; and The Power of Habit, Random House, 2012. Summary at Febreze.
• On Brian Wansink’s retractions and resignation: Brian Wansink, summarizing Cornell University’s findings and journal retraction notices.

Chapters 8 to 10: habit, spacing and surveys

• Wendy Wood, Jeffrey M. Quinn and Deborah A. Kashy. “Habits in Everyday Life: Thought, Emotion, and Action.” Journal of Personality and Social Psychology 83(6), 2002.
• Wendy Wood and Dennis Rünger. “Psychology of Habit.” Annual Review of Psychology 67, 2016. Wendy Wood, Good Habits, Bad Habits, Farrar, Straus and Giroux, 2019.
• David T. Neal, Wendy Wood, Mengju Wu and David Kurlander. “The Pull of the Past: When Do Habits Persist Despite Conflict With Motives?” Personality and Social Psychology Bulletin 37(11), 2011.
• Phillippa Lally, Cornelia H. M. van Jaarsveld, Henry W. W. Potts and Jane Wardle. “How Are Habits Formed: Modelling Habit Formation in the Real World.” European Journal of Social Psychology 40(6), 2010.
• Katherine L. Milkman and colleagues. “Megastudies Improve the Impact of Applied Behavioural Science.” Nature 600, 2021.
• Bas Verplanken and Wendy Wood. “Interventions to Break and Create Consumer Habits.” Journal of Public Policy and Marketing 25(1), 2006.
• Nicholas J. Cepeda, Harold Pashler, Edward Vul, John T. Wixted and Doug Rohrer. “Distributed Practice in Verbal Recall Tasks: A Review and Quantitative Synthesis.” Psychological Bulletin 132(3), 2006.
• Vicki G. Morwitz, Eric Johnson and David Schmittlein. “Does Measuring Intent Change Behavior?” Journal of Consumer Research 20(1), 1993.
• Utpal M. Dholakia and Vicki G. Morwitz. “The Scope and Persistence of Mere-Measurement Effects: Evidence from a Field Study of Customer Satisfaction Measurement.” Journal of Consumer Research 29(2), 2002.
• Chantelle Wood, Mark Conner, Eleanor Miles, Tracy Sandberg, Natalie Taylor, Gaston Godin and Paschal Sheeran. “The Impact of Asking Intention or Self-Prediction Questions on Subsequent Behavior: A Meta-Analysis.” Personality and Social Psychology Review 20(3), 2016.

Chapters 11 to 13: captivity and double jeopardy

• Bruce Greenwald and Judd Kahn. Competition Demystified: A Radically Simplified Approach to Business Strategy. Portfolio, 2005.
• Paul Klemperer. “Competition when Consumers have Switching Costs: An Overview with Applications to Industrial Organization, Macroeconomics, and International Trade.” Review of Economic Studies 62(4), 1995.
• Thomas A. Burnham, Judy K. Frels and Vijay Mahajan. “Consumer Switching Costs: A Typology, Antecedents, and Consequences.” Journal of the Academy of Marketing Science 31(2), 2003.
• Chewy, Inc. Fourth quarter and fiscal year 2025 results, Form 8-K Exhibit 99.1, filed March 25, 2026.
• Keurig Green Mountain, Inc. Fiscal 2015 second quarter results, Form 8-K Exhibit 99.1, filed May 6, 2015. Fred Barbash, “Keurig’s K-Cup screw-up and how it K-pitulated Wednesday to angry consumers,” The Washington Post, May 7, 2015. Summary of the 2.0 lockout and workarounds at Keurig.
• Amazon Dash Button launch, discontinuation and the German court ruling: Amazon Dash, summarizing Amazon’s announcements and press reports.
• Andrew Ehrenberg, Gerald Goodhardt and T. Patrick Barwise. “Double Jeopardy Revisited.” Journal of Marketing 54(3), 1990. William McPhee, Formal Theories of Mass Behavior, Free Press, 1963. Summary at Double jeopardy (marketing).
• Byron Sharp. How Brands Grow. Oxford University Press, 2010. Byron Sharp and Anne Sharp, “Loyalty Programs and Their Impact on Repeat-Purchase Loyalty Patterns,” International Journal of Research in Marketing 14(5), 1997.