Factors influencing the intention to buy over-the-counter medicines: empirical study

Abstract

Purpose

This study aims to examine the antecedent factors (internal and external) that influence intentions to buy over-the-counter (OTC) medicines in Jordan.

Design/methodology/approach

A conceptual framework was developed based on consumer buying behavior theoretical background and a review of the relevant literature. A quantitative approach and a convenience sampling method were used to obtain data from self-administered questionnaires, which were completed by 351 academic staff from selected Jordanian universities.

Findings

The results indicate that all antecedent factors (internal, external and combined) have significant positive influences on the intentions to buy OTC medicines. Internal factors are more influential than external factors; however, the combination of internal and external factors resulted in the greatest influence on buying OTC medicines compared to each category separately.

Originality/value

This paper has integrated and examined empirically the antecedent factors that influence intentions to buy OTC medicines (internal, external and combined) in Jordan’s business environment context as a developing country for the first time.

Citation

Habash, R. and Al-Dmour, H. (2020), "Factors influencing the intention to buy over-the-counter medicines: empirical study", International Journal of Pharmaceutical and Healthcare Marketing, Vol. 14 No. 2, pp. 305-323. https://doi.org/10.1108/IJPHM-07-2019-0050