http://www.nytimes.com/2008/07/13/business/13habit.html?em&ex=1216180800&en=893d6d16b2643e20&ei=5087%0AVal Curtis knew soap could save lives, if only people would use it. So she turned to marketers, the masters of creating habits.
If you look hard enough, you’ll find that many of the products we use every day — chewing gums, skin moisturizers, disinfecting wipes, air fresheners, water purifiers, health snacks, antiperspirants, colognes, teeth whiteners, fabric softeners, vitamins — are results of manufactured habits.
“OUR products succeed when they become part of daily or weekly patterns,” said Carol Berning, a consumer psychologist who recently retired from Procter & Gamble, the company that sold $76 billion of Tide, Crest and other products last year. “Creating positive habits is a huge part of improving our consumers’ lives, and it’s essential to making new products commercially viable.”
For years, many public health campaigns that aimed at changing habits have been failures. Earlier this decade, two researchers affiliated with Vanderbilt University examined more than 100 studies on the effectiveness of antidrug campaigns and found that, in some cases, viewers’ levels of drug abuse actually increased when commercials were shown, perhaps in part because the ads reminded them about that bag of weed in the sock drawer.
A few years later, another group examined the effectiveness of advertising condom use to prevent AIDS. In some cases, rates of unprotected sex actually went up — which some researchers suspected was because the commercials made people more frisky than cautious.
Procter & Gamble introduced Febreze in 1996 as a way to remove odors from smelly clothes. Consumer surveys had shown that people were leaving their jackets and blouses outside after an evening in a smoke-filled bar. P.& G., which at the time already sold products that cleaned one out of every two laundry loads washed in American homes, decided to spend millions to create a spray to remove offensive smells.
The company ran advertisements of a woman complaining about a blazer that smelled like cigarette smoke. Other ads focused on smelly pets, sweaty teenagers and stinky minivan interiors.
But Febreze flopped. In fact, early sales were so disappointing that the company considered canceling the entire project.
One of the biggest problems, P.& G.’s researchers discovered, was that bad smells simply didn’t happen often enough in consumers’ lives. Interviews showed that consumers liked Febreze when they used it, but that many customers simply forgot that it was in the house.
At about the same time, the company’s staff psychologists were beginning to extend their understanding of how habits are formed.
“For most of our history, we’ve sold newer and better products for habits that already existed,” said Dr. Berning, the P.& G. psychologist. “But about a decade ago, we realized we needed to create new products. So we began thinking about how to create habits for products that had never existed before.”
Academics were also beginning to focus on habit formation. Researchers like Wendy Wood at Duke University and Brian Wansink at Cornell were examining how often smokers quit while vacationing and how much people eat when their plates are deceptively large or small.
Those and other studies revealed that as much as 45 percent of what we do every day is habitual — that is, performed almost without thinking in the same location or at the same time each day, usually because of subtle cues.
For example, the urge to check e-mail or to grab a cookie is likely a habit with a specific prompt. Researchers found that most cues fall into four broad categories: a specific location or time of day, a certain series of actions, particular moods, or the company of specific people. The e-mail urge, for instance, probably occurs after you’ve finished reading a document or completed a certain kind of task. The cookie grab probably occurs when you’re walking out of the cafeteria, or feeling sluggish or blue.
Our capacity to develop such habits is an invaluable evolutionary advantage. But when they run amok, things can become tricky.
Consider a series of experiments Dr. Wansink performed with a bowl of tomato soup that was secretly connected to a tube that pumped more and more liquid into the bowl. Diners ended up eating almost twice as much soup as usual, though they didn’t report feeling any fuller after the meal.
I always knew this shit!!!
“Habits are formed when the memory associates specific actions with specific places or moods,” said Dr. Wood, a professor of psychology and neuroscience at Duke. “If you regularly eat chips while sitting on the couch, after a while, seeing the couch will automatically prompt you to reach for the Doritos. These associations are sometimes so strong that you have to replace the couch with a wooden chair for a diet to succeed.”
“We learned from consumer interviews that there was an opportunity to cue the clean smell of Febreze to a clean room,” Dr. Berning said. “We positioned it as the finishing touch to a mundane chore. It’s the icing that shows you did a good job.”
In a sense, a product originally intended for use on piles of smelly, dirty clothes was eclipsed by its exact opposite — a product used when women confronted a clean and tidy living room. And the more women sprayed, the more automatic the behavior became.
Today, Febreze is one of P.& G.’s greatest successes. Customers habitually spray tidied living rooms, clean kitchens, loads of fresh laundry and, according to one of the most recent commercials, spotless minivans. In the most recent fiscal year, consumers in North America alone spent $650 million buying Febreze, according to the company.
SO the trick, Dr. Curtis and her colleagues realized, was to create a habit wherein people felt a sense of disgust that was cued by the toilet. That queasiness, in turn, could become a cue for soap.
Their solution was ads showing mothers and children walking out of bathrooms with a glowing purple pigment on their hands that contaminated everything they touched.
The commercials, which began running in 2003, didn’t really sell soap use. Rather, they sold disgust. Soap was almost an afterthought — in one 55-second television commercial, actual soapy hand washing was shown only for 4 seconds. But the message was clear: The toilet cues worries of contamination, and that disgust, in turn, cues soap.
“This was radically different from most public health campaigns,” said Beth Scott, an infectious-disease specialist who worked with Dr. Curtis on the Ghana campaign. “There was no mention of sickness. It just mentions the yuck factor. We learned how to do that from the marketing companies.”
The ads had their intended effect. By last year, Ghanaians surveyed by members of Dr. Curtis’s team reported a 13 percent increase in the use of soap after the toilet. Another measure showed even greater impact: reported soap use before eating went up 41 percent.
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