Managerial implications of predicting purchase behavior from purchase intentions: A retail patronage case study

Journal of Services Marketing

Volumn 17, Issue 6, 2003, Pages 609-620

  Newberry, C Robert ^a   Klemz, Bruce R ^a   Boshoff, Christo ^b  

^a WINONA STATE UNIVERSITY   (United States)

^b NELSON MANDELA METROPOLITAN UNIVERSITY   (South Africa)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84986177813     PISSN: 08876045     EISSN: None     Source Type: Journal    
DOI: 10.1108/08876040310495636     Document Type: Article

References (26)

1. Baker, J., Levy, M. and Grewal, D. (1992), “An experimental approach to making retail store environmental decisions”, Journal of Retailing, Vol. 68, Winter, pp. 445-460.
2. Bemmaor, A.C. (1995), “Predicting behavior from intention-to-buy measures”, Journal of Marketing Research, May, pp. 176-191.
3. Bonfield, E.H. (1974), “Attitude, social influence, personal morm, and intention interactions as related to brand purchase behavior”, Journal of Marketing Research, Vol. 38, October, pp. 17-28.
4. Cobb-Walgren, C.J. and Mohr, L.A. (1998), “Symbols in service advertising”, Journal of Services Marketing, Vol. 12 No. 2, pp. 129-151.
5. Creyer, E.H. and Ross, W.T. (1997), “The influence of firm behavior on purchase intention: Do consumers really care about business ethics?”, Journal of Consumer Marketing, Vol. 14 No. 6, pp. 421-433.
6. Garretson, J.A. (1999), “The influence of coupon face value on service expectations, risk perceptions and purchase intentions in the dental industry”, The Journal of Services Research, Vol. 13 No. 1, pp. 59-65.
7. Granbois, D.H. and Summers, J.O. (1975), “Primary and secondary validity of consumer purchase probabilities”, Journal of Consumer Research, Vol. 1, pp. 31-38.
8. Ha, L. (1998), “Advertising appeals used by services marketers: A comparison between Hong Kong and the United States”, Journal of Services Marketing, Vol. 12 No. 2, pp. 98-112.
9. Hulland, J. (1999), “Use of partial squares (PLS) in strategic management research: A review of four recent studies”, Strategic Management Journal, Vol. 20, pp. 195-204.
10. Jamieson, L.F. and Bass, F.M. (1989), “Adjusting stated intention measures to predict trial Ppurchase of a new product: A comparison of models and methods”, Journal of Marketing Research, Vol. 26, pp. 336-345.
11. Lafferty, B.A. and Goldsmith, R.E. (1999), “Corporate credibility’s role in consumers’ attitudes and purchase intentions when a high versus low credibility endorser is used in the ad”, Journal of Business Research, Vol. 44 No. 2, pp. 109-116.
12. Lee, H., Lee, Y. and Yoo, D. (2000), “The determinants of perceived services quality and its relationship with satisfaction”, Journal of Services Marketing, Vol. 14 No. 3, pp. 217-231.
13. Lynn, G.S., Maltz, A.C., Jurkat, P.M. and Hammer, M.D. (1999), “New media in marketing redefine competitive advantage: A comparison of small and large firms”, Journal of Services Marketing, Vol. 13 No. 1, pp. 9-20.
14. Marmorstein, H., Sarel, D. and Lassar, W.M. (2001), “Increasing the persuasiveness of service guarantee: The role of service process evidence”, Journal of Services Marketing, Vol. 15 No. 2, pp. 147-159.
15. Miniard, P.W., Obermiller, C. and Page, T.J. (1982), “Predicting behavior with intentions: A comparison of conditional versus direct measures”, in Ed. Mitchell, A.A. (Ed.), Advances in Consumer Research, Vol. 9, Association of Consumer Research, Ann Arbor, MI, pp. 461-464.
16. Mittal, V., Katrichis, J.M. and Kumar, P. (2001), “Attribute performance and customer satisfaction over time: Evidence from two field studies”, Journal of Services Marketing, Vol. 15 No. 5, pp. 343-356.
17. Morrison, D.G. (1979), “Purchase intentions and purchase behavior”, Journal of Marketing, Vol. 43, pp. 65-74.
18. Newberry, C.R. (1997), Predicting Readiness-to-Purchase Based on a Consumer’s Ability to Differentiate among Alternatives, UMI Dissertation Services, Ann Arbor, MI.
19. Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1988), “SERVQUAL: A multi item scale for measuring consumer perception of service quality”, Journal of Retailing, Vol. 64, Spring, pp. 12-40.
20. Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1991), “Refinement and reassessment of the SERVQUAL scale”, Journal of Retailing, Vol. 58 No. 4, pp. 420-450.
21. Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1994), “Reassessment of expectations as a comparison standard in measuring service quality: Implications for further research”, Journal of Marketing, Vol. 58 No. 1, pp. 111-114.
22. Smith, K. (1998), “Service aspects of industrial products lead to future product purchase intentions”, Industrial Marketing Management, Vol. 27 No. 1, pp. 83-94.
23. Swan, J.E., Bowers, M.R. and Grover, R. (2002), “Customer involvement in the selection of service specification”, Journal of Services Marketing, Vol. 16 No. 1, pp. 88-103.
24. Wold, H. (1974), “Causal flows with latent variables”, European Economic Review, Vol. 5, pp. 67-86.
25. Yi, Y. (1990), “Cognitive and affective priming effects of the context of print advertising”, Journal of Advertising, Vol. 19, pp. 40-48.
26. Young, M.R., DeSarbo, W.S. and Morwitz, V.G. (1998), “The stochastic modeling of purchase intentions and behavior”, Management Science, Vol. 44 No. 2, February, pp. 188-204.