Providing a Structural Model of Impulse Buying Themes with the Approach of Consumer Personality Traits (Interpretive Structural Modeling)

The present study was conducted with the aim of identifying impulse buying behavior as an abnormality of buying behavior and its relationship with the consumer's personality characteristics. The research method is mixed and practical in terms of purpose. In order to check the hypotheses of the model, an in-depth interview with a targeted sample of 23 women from Persian Gulf countries (Iran, Oman, Kuwait, UAE) involved with impulse buying disorder according to RFM scores and Barat 11 scale was used. Using Nvivo 10 software, the components and relationships of the model were extracted by thematic analysis method. Then, the evaluation of the model was done by means of interpretative structural modeling among a sample of 13 people of marketing and consumer behavior experts. After analyzing the data, the findings have led to the discovery of the face-to-face component, self-talk, Clayton's message, and purchasing capacity as new themes. The variables of buying pleasure, emotions, and usefulness were confirmed by past studies. The combination of marketing and marketing is effective in increasing the probability of the phenomenon being exposed to stimuli. Lack of self-control and situational factors also appear as effective variables between intention and behavior. Behavioral consequences for two parts of practical reactions and emotional consequences were also developed. According to experts, interpretive structural modeling has proven the effect of variables of external stimuli, marketing mix and situational factors more than other variables.