TY  - JOUR
AB  - Purpose Despite the extant literature on purchasing behaviour, little is known about why and how consumers purchase and use pharmaceutical products in Malaysia. This paper aims to develop a holistic model that articulates the factors underlying pharmaceutical product purchase and use and their relationships.Design/methodology/approach Drawing upon the grounded theory approach, in-depth interviews and analysis on the basis of theoretical saturation were conducted. Enumerators, trained to perform interviews, the transcription and content analysis, sampled 120 Malaysian consumers in the first phase and 40 in the second. ATLAS.ti was used to assist the coding and analytical process.Findings The findings largely support extant literature on purchasing decisions. Particularly, the evaluation of product attributes was found to be an immediate determinant of purchase and use. The effect, in turn, was moderated by personal factors and facilitating conditions. The need for healthcare products and the knowledge about them were constructed as antecedents in the model. The study also highlights that consumers’ purchase and use of pharmaceutical products could be better understood and managed with a holistic view of the decision-making process.Originality/value This study proposes the conbe-hepro model to explicate the antecedents and determinants of consumers’ purchase and use of pharmaceutical products in the Malaysian context. It provides a theoretical grounding that enriches our knowledge of the changing behaviour of consumers in healthcare literature. It also yields practical insights to the government bodies and the healthcare providers in Malaysia and other developing countries.
VL  - 13
IS  - 3
SN  - 1750-6123
DO  - 10.1108/IJPHM-07-2018-0040
UR  - https://doi.org/10.1108/IJPHM-07-2018-0040
AU  - Ting Chuo Yew
AU  - Ismail Mazlan Bin
AU  - Ting Hiram
AU  - Bahri Salmah Binti
AU  - Sidek Affarizan Bin
AU  - Idris Siti Fatimah Bt
AU  - Tan Robin Tiow Heng
AU  - Abu Seman Sareh Safwan Bin
AU  - Sethiaram Mogan Ram A_L
AU  - Md Ghazali Mohd Hazwan Bin
AU  - Lim Qin Hui
AU  - Mohd Zaki Mohamad Soliheen Bin
AU  - Sohot Mohammad Shamil Bin
PY  - 2019
Y1  - 2019/01/01
TI  - Consumer behaviour towards pharmaceutical products: a model development
T2  - International Journal of Pharmaceutical and Healthcare Marketing
PB  - Emerald Publishing Limited
SP  - 387
EP  - 402
Y2  - 2024/09/24
ER  -