Provide a Model for Explaining Ethical Factors Affecting Purchasing Decision Behavior

Buyers' behavior has a dynamic trend, because the decision to choose a product or service is not only related to one person and is influenced by ethical factors that ultimately lead to the decision to buy the product. Therefore, the present study was conducted to provide a model of ethical factors affecting organizational purchasing decision-making behavior.                 

The approach of this study was hybrid (qualitative-quantitative). In the qualitative part, the Delphi technique was used. The community included academic experts and managers and senior organizational purchasing experts, 30 of whom were selected by snowball sampling. The research tool was a semi-structured interview and the data were analyzed using a content analysis approach. In part, the research method was correlational. The community consisted of 149 employees who were studied in the organizational purchase of Gachsaran Oil and Gas Exploitation Company, which was studied according to the limitations of the said community. The research tool was a researcher-made questionnaire of qualitative section. The obtained data were analyzed using exploratory factor analysis, confirmatory factor analysis and structural equations and SPSS and AMOS software.

Finally, 95 items were identified which were classified into 5 categories of effective criteria (ethical marketing mix factors, ethical factors at the social, organizational, individual and shortcut level) and it was found that ethical factors at different levels with buyers' behavior Gachsaran Oil and Gas Exploitation Company has a positive and significant relationship in organizational purchasing decisions.

Cognitions about different brands and shopping options are formed from the social environment and are gradually transformed by exposure to environmental and external stimuli. Undoubtedly, one of the most important factors influencing consumer purchasing decisions is ethical criteria.