The link between purchase intentions and purchase behavior: Predicting across individuals and over time

The process by which purchase intentions are translated into purchase behavior across individuals, and by which intentions and purchases evolve over time is rich. There are still may aspects of the process for which we do not have a complete understanding. A set of key issues concerning the relationship between consumers\u27 stated purchase intent and their subsequent purchase behavior will be examined in this dissertation. Based on behavioral theory, these key issues will be examined using a mix of stochastic modeling and empirical analyses. Two large multi-wave panel data sets containing intention and purchase information about two different durable goods will be used to investigate the research objectives and calibrate and validate the models. The research will provide improved methodologies for predicting purchase over time, given consumers stated purchase intent. In particular, models will be developed to determine (1) how may individuals will buy, (2) which individuals will buy, (3) when individuals will buy, and (4) how individuals\u27 intentions change over time. The research results will lead to a improved understanding of how intentions and behavior evolve over time and what factors may moderate the relationship between intent and behavior. In particular the research will provide insights about the impact of characteristics of the individual, the effect of intent measurement, and the effect of time perception on the link between stated intent and behavior. Finally, this will be the first research to explore the dynamics of purchase intent and purchase behavior