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Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour

Investment in unit trust funds potentially provides numerous benefits to investors, yet the situation in Malaysia indicates that there is much more to be understood about investment behaviour among investors, particularly in relation to the role played by unit trust agents as the sole salespeople fo...

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Main Authors: Richard Albert Gontusan, Caroline Geetha Arokiadasan, Azizi @ Azaze Abdul Adis
Format: Article
Language:English
English
Published: Zes Rokman Resources 2020
Subjects:
HG1-9999 Finance
HG4501-6051 Investment, capital formation, speculation
Online Access:https://eprints.ums.edu.my/id/eprint/33426/1/Investigation%20On%20Salesperson%E2%80%99s%20Attributes%20with%20The%20Theory%20of%20Planned%20Behaviour%20and%20Their%20Influence%20on%20Unit%20Trust%20Actual%20Buying%20Behaviour.pdf
https://eprints.ums.edu.my/id/eprint/33426/2/Investigation%20On%20Salesperson%E2%80%99s%20Attributes%20with%20The%20Theory%20of%20Planned%20Behaviour%20and%20Their%20Influence%20on%20Unit%20Trust%20Actual%20Buying%20Behaviour1.pdf
https://eprints.ums.edu.my/id/eprint/33426/
https://www.ijbel.com/wp-content/uploads/2022/01/IJBEL23-029.pdf
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spelling my.ums.eprints.334262022-07-21T02:10:24Z https://eprints.ums.edu.my/id/eprint/33426/ Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour Richard Albert Gontusan Caroline Geetha Arokiadasan Azizi @ Azaze Abdul Adis HG1-9999 Finance HG4501-6051 Investment, capital formation, speculation Investment in unit trust funds potentially provides numerous benefits to investors, yet the situation in Malaysia indicates that there is much more to be understood about investment behaviour among investors, particularly in relation to the role played by unit trust agents as the sole salespeople for unit trust funds. Hence, this study extended the Theory of Planned Behaviour with the inclusion of salesperson’s attributes, which is based on the Trait Theory of the Big Five Factors, to understand actual behaviour of unit trust fund investors. This study also investigated the moderating roles of gender and age on the relationships of attitude, subjective norm, perceived behavioural control and salesperson’s attributes with actual behaviour for unit trust funds. By using a PLS-SEM approach, this descriptive and quantitative study used a total of 290 valid datasets from respondents who were selected using purposive sampling method. The findings of the study show that attitude and perceived behavioural control significantly influenced actual behaviour of unit trust fund investors with small effect sizes while salesperson’s attributes significantly influenced actual behaviour with a moderate effect size. Meanwhile, subjective norm was found to be an insignificant predictor of actual behaviour among unit trust fund investors. Additionally, gender and age were not significant moderators in the structural model. Overall, the structural model presents a substantial although small predictive accuracy at 29.4 per cent in explaining the variance in actual behaviour of unit trust fund investors with salesperson’s attributes accounting for 13.0 per cent out of the overall model’s predictive accuracy. As it is, this study shows that attitude and perceived behavioural control do contribute towards explaining actual behaviour of the unit trust fund investors but salesperson’s attributes is a more significant factor in determining the behaviour of the investors regarding investing in unit trust funds. These findings lead to the implication of the need for salespeople to possess the right attributes mainly related to conscientiousness, extraversion and agreeableness to match the perception of unit trust fund investors towards salespeople. Further to that, the limitations of this study, which mainly point to the small contribution of the structural model in explaining actual behaviour of unit trust fund investors, lead to the necessity of expanding the Theory of Planned Behaviour with more variables in future research undertakings. It is, however, concluded that the insights derived from this study could contribute significantly in designing practical approaches based on salesperson’s attributes in generating enhanced purchase of unit trust funds among Malaysians. Zes Rokman Resources 2020 Article PeerReviewed text en https://eprints.ums.edu.my/id/eprint/33426/1/Investigation%20On%20Salesperson%E2%80%99s%20Attributes%20with%20The%20Theory%20of%20Planned%20Behaviour%20and%20Their%20Influence%20on%20Unit%20Trust%20Actual%20Buying%20Behaviour.pdf text en https://eprints.ums.edu.my/id/eprint/33426/2/Investigation%20On%20Salesperson%E2%80%99s%20Attributes%20with%20The%20Theory%20of%20Planned%20Behaviour%20and%20Their%20Influence%20on%20Unit%20Trust%20Actual%20Buying%20Behaviour1.pdf Richard Albert Gontusan and Caroline Geetha Arokiadasan and Azizi @ Azaze Abdul Adis (2020) Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour. International Journal of Business, Economics and Law, 23. pp. 459-475. ISSN 2289-1552 https://www.ijbel.com/wp-content/uploads/2022/01/IJBEL23-029.pdf
institution Universiti Malaysia Sabah
building UMS Library
collection Institutional Repository
continent Asia
country Malaysia
content_provider Universiti Malaysia Sabah
content_source UMS Institutional Repository
url_provider http://eprints.ums.edu.my/
language English
English
topic HG1-9999 Finance
HG4501-6051 Investment, capital formation, speculation
spellingShingle HG1-9999 Finance
HG4501-6051 Investment, capital formation, speculation
Richard Albert Gontusan
Caroline Geetha Arokiadasan
Azizi @ Azaze Abdul Adis
Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour
description Investment in unit trust funds potentially provides numerous benefits to investors, yet the situation in Malaysia indicates that there is much more to be understood about investment behaviour among investors, particularly in relation to the role played by unit trust agents as the sole salespeople for unit trust funds. Hence, this study extended the Theory of Planned Behaviour with the inclusion of salesperson’s attributes, which is based on the Trait Theory of the Big Five Factors, to understand actual behaviour of unit trust fund investors. This study also investigated the moderating roles of gender and age on the relationships of attitude, subjective norm, perceived behavioural control and salesperson’s attributes with actual behaviour for unit trust funds. By using a PLS-SEM approach, this descriptive and quantitative study used a total of 290 valid datasets from respondents who were selected using purposive sampling method. The findings of the study show that attitude and perceived behavioural control significantly influenced actual behaviour of unit trust fund investors with small effect sizes while salesperson’s attributes significantly influenced actual behaviour with a moderate effect size. Meanwhile, subjective norm was found to be an insignificant predictor of actual behaviour among unit trust fund investors. Additionally, gender and age were not significant moderators in the structural model. Overall, the structural model presents a substantial although small predictive accuracy at 29.4 per cent in explaining the variance in actual behaviour of unit trust fund investors with salesperson’s attributes accounting for 13.0 per cent out of the overall model’s predictive accuracy. As it is, this study shows that attitude and perceived behavioural control do contribute towards explaining actual behaviour of the unit trust fund investors but salesperson’s attributes is a more significant factor in determining the behaviour of the investors regarding investing in unit trust funds. These findings lead to the implication of the need for salespeople to possess the right attributes mainly related to conscientiousness, extraversion and agreeableness to match the perception of unit trust fund investors towards salespeople. Further to that, the limitations of this study, which mainly point to the small contribution of the structural model in explaining actual behaviour of unit trust fund investors, lead to the necessity of expanding the Theory of Planned Behaviour with more variables in future research undertakings. It is, however, concluded that the insights derived from this study could contribute significantly in designing practical approaches based on salesperson’s attributes in generating enhanced purchase of unit trust funds among Malaysians.
format Article
author Richard Albert Gontusan
Caroline Geetha Arokiadasan
Azizi @ Azaze Abdul Adis
author_facet Richard Albert Gontusan
Caroline Geetha Arokiadasan
Azizi @ Azaze Abdul Adis
author_sort Richard Albert Gontusan
title Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour
title_short Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour
title_full Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour
title_fullStr Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour
title_full_unstemmed Investigation On Salesperson’s Attributes with The Theory of Planned Behaviour and Their Influence on Unit Trust Actual Buying Behaviour
title_sort investigation on salesperson’s attributes with the theory of planned behaviour and their influence on unit trust actual buying behaviour
publisher Zes Rokman Resources
publishDate 2020
url https://eprints.ums.edu.my/id/eprint/33426/1/Investigation%20On%20Salesperson%E2%80%99s%20Attributes%20with%20The%20Theory%20of%20Planned%20Behaviour%20and%20Their%20Influence%20on%20Unit%20Trust%20Actual%20Buying%20Behaviour.pdf
https://eprints.ums.edu.my/id/eprint/33426/2/Investigation%20On%20Salesperson%E2%80%99s%20Attributes%20with%20The%20Theory%20of%20Planned%20Behaviour%20and%20Their%20Influence%20on%20Unit%20Trust%20Actual%20Buying%20Behaviour1.pdf
https://eprints.ums.edu.my/id/eprint/33426/
https://www.ijbel.com/wp-content/uploads/2022/01/IJBEL23-029.pdf
_version_ 1760231162282770432
score 13.211869

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