Document Type : Research Paper


1 Assistant Professor of Management, University of Tehran

2 Assistant Professor of Management and accounting, University of Allame Tabatabaei

3 PhD Student of Business management, University of Tehran, Alborz Campus


The purpose of this study can be divided into two parts. In the first part, the factors are identified that affect the consumer behavior and of cosmetics luxury goods in Iran's market. In the second part, these identified factors are turned into the model of the consumer behavior of luxury cosmetics goods. This study has been conducted using combined method (qualitative and then quantitative method). In the first phase, the data were collected qualitatively through semi-structured deep interviews with consumer focus groups and studied using the theme analysis method. The data were obtained from interviews with 23 subjects. Then, in the second phase using the quantitative method, the questionnaires have been completed by 12 experts of cosmetics industry and turned into a final consumer behavior model using Interpretative Structural Modeling (ISM). In this study, after identifying 12 main categories from the first phase of the study, we achieved four-level model of the consumer behavior using Interpretative Structural Modeling Method (ISM) in the second phase.


Main Subjects

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