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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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  • 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

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    1. Morwitz, Vicki G & Johnson, Eric J & Schmittlein, David C, 1993. "Does Measuring Intent Change Behavior?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(1), pages 46-61, June.
    2. Olshavsky, Richard W & Granbois, Donald H, 1979. "Consumer Decision Making-Fact or Fiction?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 6(2), pages 93-100, Se.
    3. Granbois, Donald H & Summers, John O, 1975. "Primary and Secondary Validity of Consumer Purchase Probabilities," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 1(4), pages 31-38, March.
    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, June.
    5. 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.
    6. 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.
    7. 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.
    8. Richard P. Bagozzi, 1983. "A Holistic Methodology for Modeling Consumer Response to Innovation," Operations Research, INFORMS, vol. 31(1), pages 128-176, February.
    9. Johnson, Eric J & Russo, J Edward, 1984. "Product Familiarity and Learning New Information," Journal of Consumer Research, Journal of Consumer Research Inc., 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, Journal of Consumer Research Inc., vol. 30(2), pages 184-198, September.
    11. 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, Journal of Consumer Research Inc., vol. 15(3), pages 325-343, December.
    12. Greenleaf, Eric A & Lehmann, Donald R, 1995. "Reasons for Substantial Delay in Consumer Decision Making," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(2), pages 186-199, September.
    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. 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.
    15. 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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