Brief vs. comprehensive descriptions in measuring intentions to purchase

Armstrong, J. Scott and Overton, Terry (1971): Brief vs. comprehensive descriptions in measuring intentions to purchase. Published in: Journal of Marketing Research No. 8 (1971): pp. 114-117.

Abstract

In forecasting demand for expensive consumer goods, direct questioning of potential consumers about their future purchasing plans has had considerable predictive success [1, 2, 4]. Any attempt to apply such "intention to purchase" methods to forecast demand for proposed products or services must determine some way to convey product information to the potential consumer [3]. Indeed, all the prospective consumer knows about the product or service is what he may infer from the information given to him by the researcher. This paper presents a study of the effect upon intention to purchase of this seemingly crucial element—the extent and type of description of the new service. How extensive must the description of the new service be in order to measure intention to purchase?

• Item Type: MPRA Paper
• Language: English
• Keywords: consumer behavior, marketing
• Subjects: M - Business Administration and Business Economics ; Marketing ; Accounting ; Personnel Economics > M3 - Marketing and Advertising

References

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Tobin, James. "On the Predictive Value of Consumer Intentions and Attitudes," Review of Economics and Statistics, 41 (February 1959), 1-11.