A New Model for Predicting Behavioral Intentions: An Alternative to Fishbein

Warshaw, Paul R.

doi:10.1177/002224378001700201

Cited by 340Behavioral Health and InterventionsEconomic and Environmental ValuationConsumer Behavior and Marketing Influence

A New Model for Predicting Behavioral Intentions: An Alternative to Fishbein

Warshaw, Paul R.·1980·Journal of Marketing Research

DOI 10.1177/002224378001700201

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Abstract

The Fishbein intention model often produces weak and inconsistent predictions in marketing applications. Of equal concern, high multicollinearity between independent variables is typical. A new intention model was developed and tested. Results show high stability, reliability, and predictiveness across diverse test products, with very low intercorrelations between explanatory variables.

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It has been argued that social influence has an impact on individual behaviour through three mechanisms such as compliance, internalization, and identification.
“It has been argued that social influence has an impact on individual behaviour through three mechanisms such as compliance, internalization, and identification (see Venkatesh and Davis 2000; Warshaw 1980).”
From Re-examining the Unified Theory of Acceptance and Use of Technology (UTAUT): Towards a Revised Theoretical Model (2019) · cites this paper as Warshaw 1980

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Authors: Warshaw, P. R.
Affiliations: McGill University (CA)
Corresponding author: Warshaw, Paul R.
Venue: Journal of Marketing Research
Publisher: SAGE Publications
Published: 1980-05
Volume: 17
Issue: 2
Pages: 153-172
ISSN: 0022-2437 (ISSN-L)
1547-7193
DOI: 10.1177/002224378001700201
OpenAlex: W1973144792
Cited by: 340
References: 74
Citations by year: 2026: 3 · 2025: 6 · 2024: 12 · 2023: 10 · 2022: 18 · 2021: 12 · 2020: 11 · 2019: 8 · 2018: 11 · 2017: 14 · 2016: 8 · 2015: 16 · 2014: 16 · 2013: 12 · 2012: 20
FWCI: 3.25
Type: journal article
Language: en
Open access: closed
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations: Journal of Marketing Research (publishedVersion)
Topics: Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
Social Sciences › Economics, Econometrics and Finance › Economics and Econometrics › Economic and Environmental Valuation
Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Keywords: attitude-behavior relationship, multicollinearity, marketing applications

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A New Model for Predicting Behavioral Intentions: An Alternative to Fishbein

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