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When do purchase intentions predict sales?

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  • Morwitz, Vicki G.
  • Steckel, Joel H.
  • Gupta, Alok
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    File URL: http://www.sciencedirect.com/science/article/B6V92-4P3M224-1/2/57c5c69c641bbf7af08a71faa463ee53
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    Bibliographic Info

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

    Volume (Year): 23 (2007)
    Issue (Month): 3 ()
    Pages: 347-364

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    Handle: RePEc:eee:intfor:v:23:y:2007:i:3:p:347-364

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

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    References

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    1. Wilson, David T & Mathews, H Lee & Harvey, James W, 1975. " An Empirical Test of the Fishbein Behavioral Intention Model," Journal of Consumer Research, University of Chicago Press, vol. 1(4), pages 39-48, March.
    2. Armstrong, J. Scott & Morwitz, Vicki G. & Kumar, V., 2000. "Sales forecasts for existing consumer products and services: Do purchase intentions contribute to accuracy?," International Journal of Forecasting, Elsevier, vol. 16(3), pages 383-397.
    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. Johnson, Eric J & Russo, J Edward, 1984. " Product Familiarity and Learning New Information," Journal of Consumer Research, University of Chicago Press, vol. 11(1), pages 542-50, June.
    5. Granbois, Donald H & Summers, John O, 1975. " Primary and Secondary Validity of Consumer Purchase Probabilities," Journal of Consumer Research, University of Chicago Press, vol. 1(4), pages 31-38, March.
    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. Olshavsky, Richard W & Granbois, Donald H, 1979. " Consumer Decision Making-Fact or Fiction?," Journal of Consumer Research, University of Chicago Press, vol. 6(2), pages 93-100, Se.
    8. 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.
    9. 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.
    10. Lewis G. Pringle & R. Dale Wilson & Edward I. Brody, 1982. "News: A Decision-Oriented Model for New Product Analysis and Forecasting," Marketing Science, INFORMS, vol. 1(1), pages 1-29.
    11. Farley, John U & Lehmann, Donald R & Ryan, Michael J, 1981. "Generalizing from "Imperfect" Replication," The Journal of Business, University of Chicago Press, vol. 54(4), pages 597-610, October.
    12. Schlosser, Ann E, 2003. " Experiencing Products in the Virtual World: The Role of Goal and Imagery in Influencing Attitudes versus Purchase Intentions," Journal of Consumer Research, University of Chicago Press, vol. 30(2), pages 184-98, September.
    13. Sheppard, Blair H & Hartwick, Jon & Warshaw, Paul R, 1988. " The Theory of Reasoned Action: A Meta-analysis of Past Research with Recommendations for Modifications and Future Research," Journal of Consumer Research, University of Chicago Press, vol. 15(3), pages 325-43, December.
    14. Greenleaf, Eric A & Lehmann, Donald R, 1995. " Reasons for Substantial Delay in Consumer Decision Making," Journal of Consumer Research, University of Chicago Press, vol. 22(2), pages 186-99, September.
    15. John U. Farley & Donald R. Lehmann & Michael J. Ryan, 1982. "Patterns in Parameters of Buyer Behavior Models: Generalizing from Sparse Replication," Marketing Science, INFORMS, vol. 1(2), pages 181-204.
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    Cited by:
    1. Catherine Tucker, 2011. "Virality, Network Effects and Advertising Effectiveness," Working Papers 11-06, NET Institute.
    2. Michal Carrington & Benjamin Neville & Gregory Whitwell, 2010. "Why Ethical Consumers Don’t Walk Their Talk: Towards a Framework for Understanding the Gap Between the Ethical Purchase Intentions and Actual Buying Behaviour of Ethically Minded Consumers," Journal of Business Ethics, Springer, vol. 97(1), pages 139-158, November.
    3. Hertel, Manuel & Menrad, Klaus, 2013. "Adoption energieeffizienter Techniken in kleinen und mittleren Unternehmen - Eine Kausaluntersuchung am Beispiel der Gartenbaubranche," 53rd Annual Conference, Berlin, Germany, September 25-27, 2013 156111, German Association of Agricultural Economists (GEWISOLA).
    4. Matthew Walker & Aubrey Kent, 2013. "The Roles of Credibility and Social Consciousness in the Corporate Philanthropy-Consumer Behavior Relationship," Journal of Business Ethics, Springer, vol. 116(2), pages 341-353, August.
    5. Shi, Lijia & Gao, Zhifeng & Chen, Xuqi, 2014. "The cross-price effect on willingness-to-pay estimates in open-ended contingent valuation," Food Policy, Elsevier, vol. 46(C), pages 13-21.

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