Unconscious mental processes in consumer choice: Toward a new model of consumer behavior

Martin, Neale; Morich, Kyle

doi:10.1057/bm.2011.10

Cited by 91 publications

(71 citation statements)

References 65 publications

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“…In fact, a significant part of the human behavior is based on automaticity (Bargh & Chartrand, 1999). Consequently, the shopper behavior may also have a significant part of automaticity and unconscious drives (Martin & Morich, 2011;Fitzimons et al, 2002). Concerning this issue, one expert pointed out the contribution that new high-tech research tools (neurosensory devices and eye-tracking devices) can bring to a better understanding of the shopper unconscious and emotional behaviors and reactions.…”

Section: Resultsmentioning

confidence: 99%

Exploring Shopper Marketing Approach Implications On Brand Communication At The Point-Of-Purchase: An Experts Opinion Qualitative Study

Silveira

Marreiros

2014

JABR

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Section: Resultsmentioning

confidence: 99%

Exploring Shopper Marketing Approach Implications On Brand Communication At The Point-Of-Purchase: An Experts Opinion Qualitative Study

Silveira

Marreiros

2014

JABR

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“…When a person is in a familiar situation doing repetitive tasks, behavior rapidly becomes automatic and less open to conscious control. This research challenges the conventional wisdom embedded in most models of human behavior that posit humans are rational agents who make conscious decisions (Martin, 2008;Martin & Morich, 2011;Wood & Neal, 2009). …”

Section: Proposed Frameworkmentioning

confidence: 97%

“…Yet, we argue that unconscious employee behavior causes a high percentage of security breaches, which is immune to all appeals that rely on conscious mind attention and control. We propose adapting the Martin-Morich model of consumer behavior (Martin & Morich, 2011) shown in Figure 1 to model employee consumption of HRIS. Such a model serves as a basis for understanding how we may develop an improved approach to HRIS information security achieved through more-informed interface design and training.…”

Section: Proposed Frameworkmentioning

confidence: 99%

“…In Section 3, we review existing research in the areas of security and habit-based research and the consciousness of behavioral intention in HCI. In Section 4, we present our research framework, which builds on the Martin-Morich model of consumer behavior (Martin & Morich, 2011). In Section 5, we discuss determinants of habitual behavior and present a series of propositions guide future research.…”

Section: Introductionmentioning

confidence: 99%

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Toward a More Secure HRIS: The Role of HCI and Unconscious Behavior

Zafar¹,

Randolph²,

Martin³

2017

THCI

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Abstract:By design, human resource information systems (HRIS) hold confidential and sensitive information. Therefore, one needs to ensure the security of these systems from unintentional mistakes that may compromise such information. Current systems design and training procedures of HRIS unintentionally help reinforce unsecure behaviors that result in non-malicious security breaches. Measures to improve security through design and training may only occur by breaking the use/impact cycle that individuals have habitually formed. Using strong contexts and cues allow trainers to interrupt individuals' habits. Then, they have the opportunity to enforce the repetition of the desired behavior. This paper introduces a model of habit formation from consumer behavior that one may apply to HRIS.

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“…Zafar et al argue that, for one, they continue to do so because current recommendations do not effectively address employees' habitually formed unsecure behaviors. In their paper, the authors build on the Martin-Morich model of consumer behavior (Martin & Morich, 2011) to develop a series of propositions about how design practices, context cues, and feedback can help break poor security habits and replace them with more secure ones.…”

Section: Overview Of Papersmentioning

confidence: 99%

The Importance of the Interface between Humans and Computers on the Effectiveness of eHRM

Johnson¹,

Lukaszewski²,

Stone³

2017

THCI

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Abstract:Technology has had a dramatic impact on the practice of human resources, and its impact is rapidly increasing. Even so, little research has examined how to apply information systems and human-computer interaction principles to designing human resource information systems. In this paper, we focus more closely on the role that the interface between the computer and human play in the success of electronic human resource management. Specifically, we a) briefly review the individual requirements of several eHRM functions (e.g., e-recruiting, e-selection, e-learning, ecompensation/benefits), b) consider how an understanding of human computer interaction can facilitate the success of these systems, c) reviews research on technical issues associated with eHRM, and d) highlight how applying HCI principles can increase their effectiveness. In addition, we introduce the remaining seven papers in the special issue.

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Unconscious mental processes in consumer choice: Toward a new model of consumer behavior

Cited by 91 publications

References 65 publications

Exploring Shopper Marketing Approach Implications On Brand Communication At The Point-Of-Purchase: An Experts Opinion Qualitative Study

Exploring Shopper Marketing Approach Implications On Brand Communication At The Point-Of-Purchase: An Experts Opinion Qualitative Study

Toward a More Secure HRIS: The Role of HCI and Unconscious Behavior

The Importance of the Interface between Humans and Computers on the Effectiveness of eHRM

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