Eyal, Nir - Hooked - How to Build Habit-Forming Products

Karthik Srinivasan

John Starmer

Slobodan Stipic

Aleksandar Stojanovic

Dave Stone

Nisha Sudarsanam

Lydia Sugarman

Mike Summerfield

Andreas Sutharia

Brent Taggart

Itai Talmi

Dixit Talwar

Michael Tame

Norman Tan

Eva Tang

Ali Rushdan Tariq

John Thompson

Bob Thordarson

Brenton Thornicroft

Barbara Tien

Amir Toister

Jacqueline Tomko

Andrea Torino Rodriguez

Raul Troyo

Steph Tryphonas

Rattapoom Tuchinda

Oji Udezue

Cristobal Undurraga

Adriana Ursache

Haruna Usman

Branislav Vajagić

Paul Valcheff

Joeri Vankeirsbilck

Tim Varner

Ashwanth Vemulapalli

René Vendrig

Francisco Vieyra

Alberto Villa

Guy Vincent

Khuong Vo Thanh

Marcus Vorwaller

Todd Wahnish

Akane Wakasugi

Karl Waldman

AnneMarie Ward

Mark Warren

Alan Weinkrant

Jay Weintraub

Stephen Wendel

Erik Wesslen

Albert Wieringa

Denis Wilson

Rick Winfield

Melinda Wiria

Reggie Wirjadi

Vanita Wolf

Nathanael Wolfe

Lyon Wong

Margo Wright

Renee Yarbrough

Dean Young

Beverley Zabow

Danny Zagorski

Danny Zagorski

Hasnain Zaheer

Cindy Ris Zanca

Xin Zhou

Julie Zilber

Tal Zilberman

Keivan Zolfaghari

Zoran Zuber

NOTES AND SOURCES

Introduction

[i] “IDC-Facebook Always Connected.pdf - File Shared from Box.” Accessed December 19, 2013. https://fb-public.app.box.com/s/3iq5x6uwnqtq7ki4q8wk.

[ii] “Survey Finds One-Third of Americans More Willing to Give Up Sex Than Their Mobile Phones.” Accessed December 19, 2013. http://www.telenav.com/about/pr-summer-travel/report-20110803.html.

[iii] Oulasvirta, Antti, Tye Rattenbury, Lingyi Ma, and Eeva Raita. “Habits Make Smartphone Use More Pervasive.” Personal Ubiquitous Comput. 16, no. 1 (January 2012): 105–114. doi:10.1007/s00779-011-0412-2.

[iv] Belic, Dusan, IntoMobile Thursday, February 9th, and 2012 at 12:50 AM. “Tomi Ahonen: Average Users Looks at Their Phone 150 Times a Day!” IntoMobile. Accessed December 19, 2013. http://www.intomobile.com/2012/02/09/tomi-ahonen-average-users-looks-their-phone-150-times-day/.

[v] Morsella E, Bargh JA, Gollwitzer PM (eds) (2008) Oxford handbook of human action. Oxford University Press, Oxford.

[vi] For purposes of this book, I use the definition of habit formation as the process of learning new behaviors through repetition until they become automatic. I am grateful to Dr. Stephen Wendel for pointing out the spectrum of habits. For a framework describing other automatic behaviors see: Bargh, John A. “The Four Horsemen of Automaticity: Awareness, Intention, Efficiency, and Control in Social Cognition.” In Handbook of Social Cognition, Vol. 1: Basic Processes; Vol. 2: Applications (2nd Ed.), edited by R. S. Wyer and T. K. Srull, 1–40. Hillsdale, NJ, England: Lawrence Erlbaum Associates, Inc, 1994.

[vii] Verplanken, Bas, and Wendy Wood. “Interventions to Break and Create Consumer Habits.” Journal of Public Policy & Marketing 25, no. 1 (March 2006): 90–103. doi:10.1509/jppm.25.1.90.

[viii] Wood W, Neal DT (2007) A new look at habits and the habit-goal interface. Psychol Rev 114(4):843–863[viii].

[ix] “Pinterest.” Wikipedia, the Free Encyclopedia, December 21, 2013. http://en.wikipedia.org/w/index.php?title=Pinterest&oldid=587088493.

[x] “What Causes Behavior Change?.” BJ Fogg’s Behavior Model. Accessed November 12, 2013. http://www.behaviormodel.org/.

[xi] Robert Sapolsky: Are Humans Just Another Primate? Accessed December 19, 2013. http://fora.tv/2011/02/15/Robert_Sapolsky_Are_Humans_Just_Another_Primate.

[xii] Brevers, Damien, and Xavier Noël. “Pathological Gambling and the Loss of Willpower: A Neurocognitive Perspective.” Socioaffective Neuroscience & Psychology 3, no. 0 (September 26, 2013). doi:10.3402/snp.v3i0.21592.

[xiii] “The Acceleration of Addictiveness,” Paul Graham. Accessed November 12, 2013. http://www.paulgraham.com/addiction.html.

[xiv] “Night of the Living Dead.” Wikipedia, the Free Encyclopedia, December 18, 2013. http://en.wikipedia.org/w/index.php?title=Night_of_the_Living_Dead&oldid=586570022.

[xv] Thaler, Richard H., Cass R. Sunstein, and John P. Balz. Choice Architecture. SSRN Scholarly Paper. Rochester, NY: Social Science Research Network, April 2, 2010. http://papers.ssrn.com/abstract=1583509.

[xvi] For a memorable acronym of the Hook Model, think “ATARI”, as in the 1980s video gaming console. “A hook has four parts: Trigger, Action, Reward, and Investment.

Chapter 1: The Habit Zone

[xvii] Wood, Wendy, Jeffrey M Quinn, and Deborah A Kashy. “Habits in Everyday Life: Thought, Emotion, and Action.” Journal of Personality and Social Psychology 83, no. 6 (December 2002): 1281–1297.

[xviii] Yin, Henry H., and Barbara J. Knowlton. “The Role of the Basal Ganglia in Habit Formation.” Nature Reviews Neuroscience 7, no. 6 (June 2006): 464–476. doi:10.1038/nrn1919.

[xix] Dickinson, A. & Balleine, B. (2002) The role of learning in the operation of motivational systems. In Gallistel, C.R. (ed.), Stevens’ Handbook of Experimental Psychology: Learning, Motivation, and Emotion. Wiley and Sons, New York, pp. 497–534.

[xx] “Notes from 2005 Berkshire Hathaway Annual Meeting” Tilson Funds. Accessed November 12, 2013. http://www.tilsonfunds.com/brkmtg05notes.pdf

[xxi] “Mungerisms: Charlie Munger: Turning $2 Million Into $2 Trillion.” Mungerisms. Accessed November 12, 2013. http://mungerisms.blogspot.com/2010/04/charlie-munger-turning-2-million-into-2.html.

[xxii] “Candy Crush: So Popular It’s Killing King’s IPO?” Yahoo Finance. Accessed December 16, 2013. http://finance.yahoo.com/blogs/the-exchange/candy-crush-so-popular-it-s-smashing-interest-in-an-ipo-160523940.html.

[xxiii] “Evernote: ‘The Longer You Use It, the More Likely You Are to Pay’.” CNET. Accessed November 12, 2013. http://news.cnet.com/8301-30685_3-57339139-264/evernote-the-longer-you-use-it-the-more-likely-you-are-to-pay/.

[xxiv] Freedman, David H. “Say Hello to Your New Brain.” Inc.com. Accessed November 14, 2013. http://www.inc.com/magazine/201112/evernote-2011-company-of-the-year.html.

[xxv] Skok, David. “Lessons Learned – Viral Marketing.” For Entrepreneurs. Accessed November 12, 2013. http://www.forentrepreneurs.com/lessons-learnt-viral-marketing/.

[xxvi] Gourville, John T. “Eager Sellers and Stony Buyers: Understanding the Psychology of New-Product Adoption.” Accessed November 12, 2013. http://hbr.org/product/eager-sellers-and-stony-buyers-understanding-the-p/an/R0606F-PDF-ENG.

[xxvii] Adams, Cecil. “Was the QWERTY Keyboard Purposely Designed to Slow Typists?,” October 30, 1981. http://www.straightdope.com/columns/read/221/was-the-qwerty-keyboard-purposely-designed-to-slow-typists

[xxviii] Bouton, Mark E. “Context and Behavioral Processes in Extinction.” Learning & Memory 11, no. 5 (September 1, 2004): 485–494. doi:10.1101/lm.78804.

[xxix] Kirshenbaum, Ari P., Darlene M. Olsen, and Warren K. Bickel. “A Quantitative Review of the Ubiquitous Relapse Curve.” Journal of Substance Abuse Treatment 36, no. 1 (January 2009): 8–17. doi:10.1016/j.jsat.2008.04.001.

[xxx] Jeffery, Robert W., Leonard H. Epstein, G. Terence, Adam Drewnowski, Albert J. Stunkard, and Rena R. Wing. “Long-term Maintenance of Weight Loss: Current Status.” Health Psychology 19, no. 1, Suppl (2000): 5–16. doi:10.1037/0278-6133.19.Suppl1.5.

[xxxi] Duhigg, Charles. The Power of Habit: Why We Do What We Do in Life and Business. New York: Random House, 2012. p 20.

[xxxii] Judah, G., B. Gardner, and R. Aunger. “Forming a Flossing Habit: An Exploratory Study of the Psychological Determinants of Habit Formation.” British Journal of Health Psychology 18 (2013): 338–353.