Design structural model of impulsive buying and its validation in chain stores

Salarinahand, Ebrahim; hakimpor, hosein; nategh, tahmineh

Manuscript ID : JOMM-2006-1695 (R1) Visit : 161 Page: 13 - 35

Article Type: Original Research

Design structural model of impulsive buying and its validation in chain stores

Subject Areas : Jounal of Marketing Management

Ebrahim Salarinahand ¹ , hosein hakimpor ² , tahmineh nategh ³

1 - PhD Student in Business Management, Shahroud Branch, Islamic Azad University, Shahroud, Iran
2 - Assistant Professor, Department of Business Management, Birjand Branch, Islamic Azad University, Birjand, Iran
3 - Assistant Professor, Department of Business Management, Shahroud Branch, Islamic Azad University, Shahroud, Iran

Received: 2020-06-28 Accepted : 2020-08-22 Published : 2020-08-22

Keywords: Grounded Theory, Impulsive buying, Chain Stores, Minimal Minimum Square Approach,

Abstract :

The aim of this research is design the impulsive buying model in chain stores and its validation based on a research mixed with descriptive-exploratory method. With data-based data theory, the categories of model identified by open and axial and selective coding and the model presented. The model is validated among study population by structural equation modeling. The statistical population provide model for academic experts and executive experts in the field of marketing and sales and to validate the model of employees of chain stores in Tehran. The statistical sample of experts theoretical saturation stage was 15 people in a purposeful judgment method and for model validation, 286 people based on Cochran's formula in limited community and randomly selected from chain store employees. Data collection tools included a semi-structured interview for modeling and questionnaire with a Liker scale of fifty for validation. Results of quality section resulted in presentation of impulsive buying model in chain stores and a theory based on nine propositional theorems was created. Quantitative findings showed that economic factors (with a regression coefficient of 0.328) and psychological factors (with a coefficient of 0.424) as causal conditions affect the development of a positive attitude to impulsive buying. Positive attitude towards impulsive buying with a coefficient of 0.635 had a significant effect on promotion of impulsive buying process and accelerators of impulsive buying (including factors related to the product or commodity, behavioral factors, and personality) with coefficient of 0.380 on impulsive buying process. Positive attitude on impulsive buying with regression coefficient of 0.294 has an effect on the immediate purchase process and the process of impulsive buying with a coefficient of 0.523 has effect on customer outcomes and with a coefficient of 0.334 has an effect on store outcomes and customer outcomes with a coefficient of 0.429 to create positive consequences for sellers.

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