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Sales forecasts for existing consumer products and services: Do purchase intentions contribute to accuracy?

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Author Info

  • Armstrong, J. Scott
  • Morwitz, Vicki G.
  • Kumar, V.

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File URL: http://www.sciencedirect.com/science/article/B6V92-410MH8K-7/2/3aaa5e2e46ae618564953b901ea7968e
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Bibliographic Info

Article provided by Elsevier in its journal International Journal of Forecasting.

Volume (Year): 16 (2000)
Issue (Month): 3 ()
Pages: 383-397

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Handle: RePEc:eee:intfor:v:16:y:2000:i:3:p:383-397

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Web page: http://www.elsevier.com/locate/ijforecast

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References

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  1. Fitzsimons, Gavan J & Morwitz, Vicki G, 1996. " The Effect of Measuring Intent on Brand-Level Purchase Behavior," Journal of Consumer Research, University of Chicago Press, vol. 23(1), pages 1-11, June.
  2. Clemen, Robert T., 1989. "Combining forecasts: A review and annotated bibliography," International Journal of Forecasting, Elsevier, vol. 5(4), pages 559-583.
  3. F. Thomas Juster, 1966. "Consumer Buying Intentions and Purchase Probability: An Experiment in Survey Design," NBER Books, National Bureau of Economic Research, Inc, number just66-2, May.
  4. David C. Schmittlein & Jinho Kim & Donald G. Morrison, 1990. "Combining Forecasts: Operational Adjustments to Theoretically Optimal Rules," Management Science, INFORMS, vol. 36(9), pages 1044-1056, September.
  5. Winkler, Robert L., 1989. "Combining forecasts: A philosophical basis and some current issues," International Journal of Forecasting, Elsevier, vol. 5(4), pages 605-609.
  6. Morwitz, Vicki G & Johnson, Eric J & Schmittlein, David C, 1993. " Does Measuring Intent Change Behavior?," Journal of Consumer Research, University of Chicago Press, vol. 20(1), pages 46-61, June.
  7. Armstrong, J. Scott & Collopy, Fred, 1992. "Error measures for generalizing about forecasting methods: Empirical comparisons," International Journal of Forecasting, Elsevier, vol. 8(1), pages 69-80, June.
  8. Manohar U. Kalwani & Alvin J. Silk, 1982. "On the Reliability and Predictive Validity of Purchase Intention Measures," Marketing Science, INFORMS, vol. 1(3), pages 243-286.
  9. William J. Infosino, 1986. "Forecasting New Product Sales from Likelihood of Purchase Ratings," Marketing Science, INFORMS, vol. 5(4), pages 372-384.
  10. Roy Batchelor & Pami Dua, 1995. "Forecaster Diversity and the Benefits of Combining Forecasts," Management Science, INFORMS, vol. 41(1), pages 68-75, January.
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Citations

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Cited by:
  1. Gheorghe Adrian ZUGRAVU & Maria Magdalena TUREK RAHOVEANU, 2012. "The Trends and their Impact on Fishery Products Safety and Quality," Risk in Contemporary Economy, "Dunarea de Jos" University of Galati, Faculty of Economics and Business Administration, pages 87-94.
  2. Koert Van Ittersum, 2012. "The effect of decision makers’ time perspective on intention–behavior consistency," Marketing Letters, Springer, vol. 23(1), pages 263-277, March.
  3. Sa-ngasoongsong, Akkarapol & Bukkapatnam, Satish T.S. & Kim, Jaebeom & Iyer, Parameshwaran S. & Suresh, R.P., 2012. "Multi-step sales forecasting in automotive industry based on structural relationship identification," International Journal of Production Economics, Elsevier, vol. 140(2), pages 875-887.
  4. Gheorghe Adrian ZUGRAVU & Ionica SOARE, 2012. "The Traceability and Safety of Fishery Products," Economics and Applied Informatics, "Dunarea de Jos" University of Galati, Faculty of Economics and Business Administration, issue 3, pages 79-84.
  5. Morwitz, Vicki G. & Steckel, Joel H. & Gupta, Alok, 2007. "When do purchase intentions predict sales?," International Journal of Forecasting, Elsevier, vol. 23(3), pages 347-364.
  6. Kumar, V. & Nagpal, Anish & Venkatesan, Rajkumar, 2002. "Forecasting category sales and market share for wireless telephone subscribers: a combined approach," International Journal of Forecasting, Elsevier, vol. 18(4), pages 583-603.
  7. J. Scott Armstrong & Kesten C. Green, 2005. "Demand Forecasting: Evidence-based Methods," Monash Econometrics and Business Statistics Working Papers 24/05, Monash University, Department of Econometrics and Business Statistics.
  8. Turek - Rahoveanu, Adrian & Andrei, Jean, 2012. "Agrarian Economy and Rural Development - realities and perspectives for Romania," MPRA Paper 41661, University Library of Munich, Germany.

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