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Consumers' Purchase Intentions and their Behavior

Author

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  • Morwitz, Vicki

Abstract

Purchase intentions are frequently measured and used by marketing managers as an input for decisions about new and existing products and services. Purchase intentions are correlated and predict future sales, but do so imperfectly. I review and summarize research on the relationship between purchase intentions and sales that has been conducted over the past 60 years. This review offers insights into how best to measure purchase intentions, how to forecast sales from purchase intentions measures, and why purchase intentions do not always translate into sales.

Suggested Citation

  • Morwitz, Vicki, 2014. "Consumers' Purchase Intentions and their Behavior," Foundations and Trends(R) in Marketing, now publishers, vol. 7(3), pages 181-230, November.
    • Handle: RePEc:now:fntmkt:1700000036
    DOI: 10.1561/1700000036
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    Citations

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    Cited by:

    1. Gu, Xiaoyu & Ieromonachou, Petros & Zhou, Li, 2019. "Subsidising an electric vehicle supply chain with imperfect information," International Journal of Production Economics, Elsevier, vol. 211(C), pages 82-97.
    2. Colicev, Anatoli & Kumar, Ashish & O'Connor, Peter, 2019. "Modeling the relationship between firm and user generated content and the stages of the marketing funnel," International Journal of Research in Marketing, Elsevier, vol. 36(1), pages 100-116.
    3. Marica Barbaritano & Elisabetta Savelli, 2021. "How Consumer Environmental Responsibility Affects the Purchasing Intention of Design Furniture Products," Sustainability, MDPI, vol. 13(11), pages 1-18, May.
    4. Colicev, Anatoli, 2023. "How can non-fungible tokens bring value to brands," International Journal of Research in Marketing, Elsevier, vol. 40(1), pages 30-37.
    5. Majid Esmaeilpour & Zahra Mohseni, 2019. "Effect of Customer Experiences on Consumer Purchase Intention," Romanian Economic Journal, Department of International Business and Economics from the Academy of Economic Studies Bucharest, vol. 22(73), pages 19-38, September.
    6. Anne Yenching Liu & Sungmin Lin, 2023. "Service for specialized and digitalized: Consumer switching perceptions of E‐commerce in specialty retail," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 44(3), pages 1521-1533, April.
    7. Aggarwal, Nitin & Albert, Leslie J. & Hill, Timothy R. & Rodan, Simon A., 2020. "Risk knowledge and concern as influences of purchase intention for internet of things devices," Technology in Society, Elsevier, vol. 62(C).
    8. Aikaterini-Apostolia Balatsou & Efstathios Dimitriadis, 2020. "Brand Name and Consumer’s Buying Intention," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(4), pages 861-874.
    9. Edward Markwei Martey & Isaac Toryni & Patricia Cretsil, 2023. "The Role of Education Level in the Buying of Halal Food among Ghanaian Millennials," International Journal of Finance, Insurance and Risk Management, International Journal of Finance, Insurance and Risk Management, vol. 13(2), pages 65-85.
    10. Alexandra Theben & Melissa Gerards & Frans Folkvord, 2020. "The Effect of Packaging Color and Health Claims on Product Attitude and Buying Intention," IJERPH, MDPI, vol. 17(6), pages 1-11, March.
    11. Brahim Chekima & Mohamed Bouteraa & Rudy Ansar & Suddin Lada & Lim Ming Fook & Elhachemi Tamma & Azaze-Azizi Abdul Adis & Khadidja Chekima, 2023. "Determinants of Organic Food Consumption in Narrowing the Green Gap," Sustainability, MDPI, vol. 15(11), pages 1-15, May.
    12. Agnieszka Bitkowska & Joanna Moczydłowska & Krystyna Leszczewska & Karol Karasiewicz & Joanna Sadkowska & Beata Żelazko, 2022. "Young Consumers’ Perceptions of Family Firms and Their Purchase Intentions—The Polish Experience," Sustainability, MDPI, vol. 14(21), pages 1-19, October.

    More about this item

    Keywords

    Consumer behavior; Purchase intentions; Sales forecasting;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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