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Addressing the habit of habit


by Desi Tzoneva on 16 November 2009

By Desi Tzoneva

Google defines the word ‘habit’ as an established custom or an automatic pattern of behavior in reaction to a specific situation (inherited or acquired through frequent repetition).
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The book by Neale Martin, Habit: The 95% of Behaviour Marketers Ignore, is a good point of reference for marketers who may have forgotten, but need to refresh on consumers’ attachment to established habits. The book highlights that the human mind works in both conscious and sub-conscious levels, known as the ‘executive’ and ‘habitual’ levels, respectively. The ‘habitual’ mind controls about 95% of human behaviour and this is important as habit, and not rational thought dominates buying decisions. The habitual mind learns through repetition and reward and works automatically, and marketers can create habit-forming behaviour by making a product’s design intuitive. This requires building brand awareness and building customer trust.

According to Mis-Asia habits apply to almost anything, even to habits that related to reading emails. For instance, the Global Consumer Email Study indicates that half of the Asia Pacific respondents feel that ‘subject’ lines are the most compelling feature of an email, while more than two-thirds of North American and European respondents feel that an email's priority is based on who the message is from.

“This implies the need for individual targeting, timely/trigger delivery and relevant content, indicated the study. Additionally, discount offers, free product offers, familiar brand names and personalisation of subject lines increase the likelihood of opening emails among all respondents,” says Mis-Asia.

As marketers, how aware are you of your consumers’ habits? Or has forgetting about their habits become your habit?




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