Mind the purchasers� disturbance: Exploring planned purchasers� influences

• Main Authors: Ahmed, S., Kaur Johl, S., Bin Abdul Jamak, A.B.S., Mohamed Noor, A.B.
• Format: Article
• Published: American Scientific Publishers 2015
• Online Access: https://www.scopus.com/inward/record.uri?eid=2-s2.0-84946021869&doi=10.1166%2fasl.2015.6039&partnerID=40&md5=b88c5813771ca1099e35c09f1775e441; http://eprints.utp.edu.my/26065/
• Institution: Universiti Teknologi Petronas

The purpose of this study is to identify the disturbances that can influence to the purchaser planned behavior. A qualitative approach to data collection and interpretation was undertaken. Individual in-depth interviews were conducted with twelve participants who usually arm themselves with a shopping list (planned purchaser) before the actual purchase. Eight males and four females of various professions, aged 30�48 were selected as interviewees through purposive sampling. A semi-structured interview schedule was followed which posed open-ended questions on disturbance during planned purchasing process. A laddering analysis approach of the interview data led to the development of 10 disturbances. The degree of each disturbance and its impact to purchaser�s planned decision-making is discussed relative to their planned purchase behavior. A summary of purchaser disturbance profiles in light of Tomkin�s affect theory was developed from the laddering analysis of interview data based on attribute, consequences and Value (A-C-V) and parameter. Findings of this paper offer evidence of purchaser planned decision behavioral disturbances. The findings provide an in-depth understanding, for purchaser�s planned disturbance consequences and it offers ways to modify purchaser disturbed behavior to reconcile planned purchase process. © 2015 American Scientific Publishers. All rights reserved.