Consumers' Purchase Intentions and Their Behavior

By Vicki G. Morwitz. 2014

223 citations recorded by the source corpus.

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.

Subfields: Applied Psychology, Marketing

View Paper: https://www.semanticscholar.org/paper/240b4de3dcdacc2e070c96c8c6b9ab881ab3fc3f

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In Applied Psychology

1. Xin-Jean Lim
2. Aifa Rozaini Mohd Radzol
3. Mun Wai Wong
4. Jun-Hwa (Jacky) Cheah

In Marketing

1. Xin-Jean Lim
2. Aifa Rozaini Mohd Radzol
3. Mun Wai Wong
4. Jun-Hwa (Jacky) Cheah

Citations in the corpus

• The Impact of Social Media Influencers on Purchase Intention and the Mediation Effect of Customer Attitude (2017, methodology): “Morwitz (2014) interprets purchase intention as a widely-used marketing tool to estimate the effectiveness of a marketing strategy, which can be used to predict sales and market share.”