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

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

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  • 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.
  • Handle: RePEc:eee:intfor:v:16:y:2000:i:3:p:383-397
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    References listed on IDEAS

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    1. Everette S. Gardner, Jr. & Ed. Mckenzie, 1985. "Forecasting Trends in Time Series," Management Science, INFORMS, vol. 31(10), pages 1237-1246, October.
    2. Clemen, Robert T., 1989. "Combining forecasts: A review and annotated bibliography," International Journal of Forecasting, Elsevier, vol. 5(4), pages 559-583.
    3. Morwitz, Vicki G & Johnson, Eric J & Schmittlein, David C, 1993. " Does Measuring Intent Change Behavior?," Journal of Consumer Research, Oxford University Press, vol. 20(1), pages 46-61, June.
    4. 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.
    5. Roy Batchelor & Pami Dua, 1995. "Forecaster Diversity and the Benefits of Combining Forecasts," Management Science, INFORMS, vol. 41(1), pages 68-75, January.
    6. William J. Infosino, 1986. "Forecasting New Product Sales from Likelihood of Purchase Ratings," Marketing Science, INFORMS, vol. 5(4), pages 372-384.
    7. Fitzsimons, Gavan J & Morwitz, Vicki G, 1996. " The Effect of Measuring Intent on Brand-Level Purchase Behavior," Journal of Consumer Research, Oxford University Press, vol. 23(1), pages 1-11, June.
    8. 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.
    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. 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.
    11. Winkler, Robert L., 1989. "Combining forecasts: A philosophical basis and some current issues," International Journal of Forecasting, Elsevier, vol. 5(4), pages 605-609.
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    Citations

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    Cited by:

    1. Adrian Gheorghe ZUGRAVU & Ionica SOARE, 2015. "Social Aquaculture Model for Sustainable Rural Development," Economics and Applied Informatics, "Dunarea de Jos" University of Galati, Faculty of Economics and Business Administration, issue 2, pages 86-91.
    2. Sarina Ismail & Sany Sanuri Mohd Mokhtar, 2016. "Linking attitude to actual purchase of herbal product in Malaysia: The moderating role of perceived risk," Journal of Asian Business Strategy, Asian Economic and Social Society, vol. 6(2), pages 22-30, February.
    3. Pierdzioch, Christian & Rülke, Jan-Christoph & Stadtmann, Georg, 2011. "Forecasting U.S. car sales and car registrations in Japan: Rationality, accuracy and herding," Japan and the World Economy, Elsevier, vol. 23(4), pages 253-258.
    4. 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.
    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. 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.
    7. Wan, Xiang & Sanders, Nadia R., 2017. "The negative impact of product variety: Forecast bias, inventory levels, and the role of vertical integration," International Journal of Production Economics, Elsevier, vol. 186(C), pages 123-131.
    8. 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.
    9. 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.
    10. Zugravu, Adrian Gheorghe & Turek Rahoveanu, Maria Magdalena & Moga, Liliana Mihaela & Neculita, Mihaela, 2014. "The price trend and their impact on profit margin and safety of the protein for feed in Romania," MPRA Paper 61746, University Library of Munich, Germany.
    11. Fildes, Robert & Kumar, V., 2002. "Telecommunications demand forecasting--a review," International Journal of Forecasting, Elsevier, vol. 18(4), pages 489-522.
    12. Turek - Rahoveanu, Adrian & Andrei, Jean, 2012. "Agrarian Economy and Rural Development - realities and perspectives for Romania," MPRA Paper 41661, University Library of Munich, Germany.
    13. 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.
    14. 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.
    15. Adrian Gheorghe Zugravu & Maria Magdalena Turek Rahoveanu & Adrian Turek Rahoveanu & Mohamed S. Khalel & Mostafa Abdel Rahman Ibrahim, 2016. "The Perception of Aquaponics Products in Romania," Risk in Contemporary Economy, "Dunarea de Jos" University of Galati, Faculty of Economics and Business Administration, pages 525-530.

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