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When do purchase intentions predict sales?


  • Morwitz, Vicki G.
  • Steckel, Joel H.
  • Gupta, Alok


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

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    References listed on IDEAS

    1. 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.
    2. 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, Oxford University Press, vol. 15(3), pages 325-343, December.
    3. 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.
    4. 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.
    5. Granbois, Donald H & Summers, John O, 1975. " Primary and Secondary Validity of Consumer Purchase Probabilities," Journal of Consumer Research, Oxford University Press, vol. 1(4), pages 31-38, March.
    6. 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, January.
    7. 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.
    8. 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.
    9. Johnson, Eric J & Russo, J Edward, 1984. " Product Familiarity and Learning New Information," Journal of Consumer Research, Oxford University Press, vol. 11(1), pages 542-550, June.
    10. 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, Oxford University Press, vol. 30(2), pages 184-198, September.
    11. Greenleaf, Eric A & Lehmann, Donald R, 1995. " Reasons for Substantial Delay in Consumer Decision Making," Journal of Consumer Research, Oxford University Press, vol. 22(2), pages 186-199, September.
    12. Armstrong, J. Scott & Morwitz, Vicki G. & Kumar, V., 2000. "Sales Forecasts for Existing Consumer Products and Services: Do Purchase Intentions Contribute to Accuracy?," MPRA Paper 81689, 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. 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.
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    Cited by:

    1. 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.
    2. Noppers, Ernst H. & Keizer, Kees & Milovanovic, Marko & Steg, Linda, 2016. "The importance of instrumental, symbolic, and environmental attributes for the adoption of smart energy systems," Energy Policy, Elsevier, vol. 98(C), pages 12-18.
    3. Goodwin, Paul & Meeran, Sheik & Dyussekeneva, Karima, 2014. "The challenges of pre-launch forecasting of adoption time series for new durable products," International Journal of Forecasting, Elsevier, vol. 30(4), pages 1082-1097.
    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. 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).
    6. Catherine Tucker, 2011. "Virality, Network Effects and Advertising Effectiveness," Working Papers 11-06, NET Institute.
    7. Romain Gandia & Florence Jeannot & Gabriel Guallino, 2017. "Améliorer la proposition de valeur d'un business model via la simulation mentale : le cas des produits technologiques innovants," Post-Print hal-01615439, HAL.
    8. 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.
    9. repec:pal:jorsoc:v:59:y:2008:i:9:d:10.1057_palgrave.jors.2602597 is not listed on IDEAS
    10. Avi Goldfarb & Catherine Tucker, 2011. "Online Display Advertising: Targeting and Obtrusiveness," Marketing Science, INFORMS, vol. 30(3), pages 389-404, 05-06.
    11. Atakan Yalcin & Lerzan Aksoy & Timothy L. Keiningham & Bart Larivière & Sunil Mithas & Forrest V. Morgeson III, 2012. "The Satisfaction, Repurchase Intention and Shareholder Value Linkage: A Longitudinal Examination of Fixed and Firm Specific Effects," EcoMod2012 4543, EcoMod.
    12. Nakada, Tatsuhiro & Shin, Kongjoo & Managi, Shunsuke, 2016. "The effect of demand response on purchase intention of distributed generation: Evidence from Japan," Energy Policy, Elsevier, vol. 94(C), pages 307-316.
    13. Oerlemans, Leon A.G. & Chan, Kai-Ying & Volschenk, Jako, 2016. "Willingness to pay for green electricity: A review of the contingent valuation literature and its sources of error," Renewable and Sustainable Energy Reviews, Elsevier, vol. 66(C), pages 875-885.
    14. Muller, L. & Prevost, M., 2016. "What cognitive sciences have to say about the impacts of nutritional labelling formats," Journal of Economic Psychology, Elsevier, vol. 55(C), pages 17-29.

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