When Do Purchase Intentions Predict Sales?

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

doi:10.2139/ssrn.946194

Cited by 129 publications

(181 citation statements)

References 53 publications

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“…In particular, consumers tend to over-report desirable behaviours and under-report undesirable behaviours (Bagozzi, 1994;Bagozzi, Yi, & Nassen, 1999), they often overestimate their demand (Klein et al 1997), or might be conditioned by the answer order. Second, even when reports are not biased, variables affecting the intentions to purchase might change over time, thus creating changes in the actual purchases (Infosino, 1986;Morwitz et al, 2007;Sun and Morwitz, 2010). Furthermore, the relationship between intention to purchase and subsequent behaviour may differ across different groups of people (Morwitz and Schmittlein, 1992).…”

Section: Methodsology and Empirical Analysismentioning

confidence: 99%

Price or performance? A probabilistic choice analysis of the intention to buy electric vehicles in European countries

2018

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Price or performance? A probabilistic choice analysis of the intention to buy electric vehicles in European countries AbstractTraditional choice models perform poorly in understanding the determinants of the adoption of new products. First, data on pioneers and early adopters are biased towards specific performance characteristics of the product and the socio-demographic characteristics of the consumers. Second, surveys on the intention to buy underperform in detecting movements of those who do not intend to buy, who are the majority in the case of new products. Probabilistic choice models try to overcome this issue. By using survey data on electric vehicles, we theoretically contribute to this stream of literature and empirically estimate the impact of specific performance improvements and price reduction on the probability of consumers switching from non-intention to buy to intention to buy. Results show that price reduction is the most important triggering factor for the diffusion of electric vehicles, as it determines more than other factors the transition of consumers from the nonintention to the intention to buy an electric vehicle. The improvement in the driving range constitutes the second most important factor for low initial values of the stated intention to buy, while the possibility of recharging at home matters significantly more for consumers with high initial values of the stated intention to buy.

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Section: Methodsology and Empirical Analysismentioning

confidence: 99%

Price or performance? A probabilistic choice analysis of the intention to buy electric vehicles in European countries

2018

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“…These studies have tended to accept the theoretical assumption that an individual's intentions will directly determine their actual behaviour (Fukukawa, 2003). This assumption, however, has been widely criticised as an oversimplification of the complex transition from intentions to action (Bagozzi, 2000;Morwitz et al, 2007). Furthermore, empirical studies in the field of consumer behaviour more broadly suggest that purchase intentions do not translate literally into purchase behaviour (Morwitz et al, 2007;Young et al, 1998).…”

Section: Why Ethical Consumers Don't Walk Their Talkmentioning

confidence: 99%

“…Thus, we suggest that the gap between PBC and ABC is a key factor underpinning the intention-behaviour gap. In particular, an individual's perception is likely to be farther away from 'reality' when imagining a new situation or one in which the individual has little experience (Ajzen, 1991;Morwitz et al, 2007;Notani, 1998). Hence, the discrepancy between PBC and ABC is specifically relevant to the purchasing of products with ethical credentials, which will often be relatively new to an individual's purchasing consciousness and repertoire.…”

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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

2010

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“…This challenge becomes even greater when customers attempt to mask their true feelings. For example, customers may report an intention to buy a product but not actually make the purchase (Morwitz, Steckel, & Gupta, 2007). In other cases, customers may respond to demand characteristics that lead them to favor the brand sponsoring the research, when in fact they do not like the brand at all.…”

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confidence: 99%

Can you trust a customer's expression? Insights into nonverbal communication in the retail context

Puccinelli

Motyka

Grewal

2010

Psychology and Marketing

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Synthesizing knowledge from psychology and marketing research, an understanding of nonverbal communication can help address when and how customers express their underlying feelings in retail interactions that are not evident in direct verbal expressions. Examining nonverbal behavior as an indirect measure of consumer response can enable retailers to better understand the needs of their customers. Nonverbal communication theory is used to develop a conceptual framework that builds on prior research on the situation, expressivity, social status, display rules, and their effects on customer expression. Lay wisdom suggests that customer expression should be revealing (e.g., "the eyes are the windows to the soul"). However, research reveals a myriad of situational factors that may lead customers to mask their true feelings. This paper offers nine theoretical propositions and summarizes research evidence related to these pro-positions from various substantive domains for marketing research.

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When Do Purchase Intentions Predict Sales?

Cited by 129 publications

References 53 publications

Price or performance? A probabilistic choice analysis of the intention to buy electric vehicles in European countries

Price or performance? A probabilistic choice analysis of the intention to buy electric vehicles in European countries

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

Can you trust a customer's expression? Insights into nonverbal communication in the retail context

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