Developing a Model of Consumer behavior in Life Insurance

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Bakhtiar Nasrabadi Hosseinali; Hasangholipour Yasouri Tahmours; Mira Seyed Abolghasem; VEDADHIR ABOU ALI

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Journal Paper

Paper Information

Journal: CONSUMER BEHAVIOR STUDIES Year:2020 | Volume:7 | Issue:1 Page(s): 217-244

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Title

Developing a Model of Consumer behavior in Life Insurance "A study based on Grounded Theory

Author(s)

Bakhtiar Nasrabadi Hosseinali | Hasangholipour Yasouri Tahmours | Mira Seyed Abolghasem | VEDADHIR ABOU ALI | Issue Writer Certificate

Keywords

Life Insurance

Buying Behavior

Communications and Interactions

LIBBM

Grounded Theory

Abstract

Understanding the behavior of Life Insurance policyholders is important in formulating effective marketing strategies and developing Life Insurance penetration rate. Therefore, this research employed a qualitative approach using the Corbin and Straus' Grounded Theory (4th Edition) to develop a model in which we explain Buying Behavior of Life Insurances in economic, social, cultural and micro or individual contexts in Iran. In order to bring in diverse perspectives in the research, the participants were selected among prospect and actual policyholders, sales representatives, marketers and Life Insurance experts using the theoretical sampling process. The semi-structured deep interviews were utilized with 27 samples to reach theoretical saturation. The analysis of data in a systematic process of open coding, axial coding and selective coding using the analyzing strategies of questioning, comparisons, and the memos, diagrams, and paradigm tools (Through Maxqda 12 software) concluded to the Life Insurance Buying Behavior model (LIBBM). In this model, communication and interactions as an axial category play a fundamental role in the Life Insurance Buying Behavior including trust-building, attitude formation, behavioral intentions and taking action, to the extent which considers the behavior as a communication-oriented process based on the multifaceted interactions.

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APA: Copy

Bakhtiar Nasrabadi, Hosseinali, Hasangholipour Yasouri, Tahmours, Mira, Seyed Abolghasem, & VEDADHIR, ABOU ALI. (2020). Developing a Model of Consumer behavior in Life Insurance "A study based on Grounded Theory. CONSUMER BEHAVIOR STUDIES, 7(1 ), 217-244. SID. https://sid.ir/paper/958466/en

Vancouver: Copy

Bakhtiar Nasrabadi Hosseinali, Hasangholipour Yasouri Tahmours, Mira Seyed Abolghasem, VEDADHIR ABOU ALI. Developing a Model of Consumer behavior in Life Insurance "A study based on Grounded Theory. CONSUMER BEHAVIOR STUDIES[Internet]. 2020;7(1 ):217-244. Available from: https://sid.ir/paper/958466/en

IEEE: Copy

Hosseinali Bakhtiar Nasrabadi, Tahmours Hasangholipour Yasouri, Seyed Abolghasem Mira, and ABOU ALI VEDADHIR, “Developing a Model of Consumer behavior in Life Insurance "A study based on Grounded Theory,” CONSUMER BEHAVIOR STUDIES, vol. 7, no. 1 , pp. 217–244, 2020, [Online]. Available: https://sid.ir/paper/958466/en

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