Shahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Developing a Business Model Framework for Corporate Banking in IranDeveloping a Business Model Framework for Corporate Banking in Iran96713FAJournal Article20150811Implementing corporate banking by Iranian banks is an expensive and time consuming effort. Also the successful implementation commands wholesome changes in every part of the organization. Apart from that to control the integration of these efforts and to maintain an effective business model, the operational steps in transition from the past business model to the new one must be accompanied by a well designed framework. Thus in this research we seek to introduce a multilayered framework for designing corporate banking business models and we use Interpretive Structural Modeling (ISM) as a tool. As a result every bank will be able to have an optimized corporate banking business model in it’s own unique way, develop a prioritized transition plan and learn the dynamics of each business model element to explore the advantages.Implementing corporate banking by Iranian banks is an expensive and time consuming effort. Also the successful implementation commands wholesome changes in every part of the organization. Apart from that to control the integration of these efforts and to maintain an effective business model, the operational steps in transition from the past business model to the new one must be accompanied by a well designed framework. Thus in this research we seek to introduce a multilayered framework for designing corporate banking business models and we use Interpretive Structural Modeling (ISM) as a tool. As a result every bank will be able to have an optimized corporate banking business model in it’s own unique way, develop a prioritized transition plan and learn the dynamics of each business model element to explore the advantages.https://jbmp.sbu.ac.ir/article_96713_642c30b85aab4b8e49e795605bf6f368.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Evaluation Customers Rational and Emotional Approach in Customer Based BrandEvaluation Customers Rational and Emotional Approach in Customer Based Brand96723FAAhmadRoostaAssistant Professor Shahid Beheshti UniversitySalmanEivazinezhadp hd student shahid beheshti universityMohammad RezaBlourparsap hd student shahid beheshti universityJournal Article20151102 Mobile phone market of Iran, market with various and extensive products, yet highly competitive. In such circumstances, creating value for customers in order to maintain and improve the position of their companies' market share is necessary. The purpose of this research mobile phone brands that customers recognize the value system in the face of rational and emotional approach them with the brand. In this study, for orientation emotional brand making customers feel valued brand concept, "emotional value of brand for customers" and to study their logical approach to evaluating "the economic value of the brand in the customers", was evaluated. The results showed differences in the valuation system of customers for foreign and domestic brands; so that valuation system of foreign brands, approach emotional effective of logical approach while the valuation of the domestic mobile phone brands, logical orientation highlighted of emotional orientation customers. Mobile phone market of Iran, market with various and extensive products, yet highly competitive. In such circumstances, creating value for customers in order to maintain and improve the position of their companies' market share is necessary. The purpose of this research mobile phone brands that customers recognize the value system in the face of rational and emotional approach them with the brand. In this study, for orientation emotional brand making customers feel valued brand concept, "emotional value of brand for customers" and to study their logical approach to evaluating "the economic value of the brand in the customers", was evaluated. The results showed differences in the valuation system of customers for foreign and domestic brands; so that valuation system of foreign brands, approach emotional effective of logical approach while the valuation of the domestic mobile phone brands, logical orientation highlighted of emotional orientation customers.https://jbmp.sbu.ac.ir/article_96723_0d0d068cff0db92dc94e24996c9e4b94.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Evaluation of the factors influencing popularity of the brand’s fan pages in social networkingEvaluation of the factors influencing popularity of the brand’s fan pages in social networking96728FAJournal Article20160927Regarding the high potential of social networks and consequently increasing demand brands to advertise on social networks as well as the lack of adequate research in this field, in this paper we are trying to introduce a conceptual model in the form of 11 research hypothesis to examine the factors affecting the popularity of brands post in social networks.
In order to collect data on the number of 380 questionnaires were distributed among brand fans of three Iranian famous brands. After collecting the questionnaires, to analyze the data, SPSS and Amos Graphics software was used to test the hypothesis.
The findings suggest that factors such as "entertainment post", "vivid images ", "use of hashtags", "interactive brand post", "positive comments ", " vivid videos " and "putting educational materials on brand posts", "competition in the form of posts" on Instagram could have a positive effect on brand posts and factors such as the increasing popularity of "negative comments "based on the popularity of their posts are ineffective.Regarding the high potential of social networks and consequently increasing demand brands to advertise on social networks as well as the lack of adequate research in this field, in this paper we are trying to introduce a conceptual model in the form of 11 research hypothesis to examine the factors affecting the popularity of brands post in social networks.
In order to collect data on the number of 380 questionnaires were distributed among brand fans of three Iranian famous brands. After collecting the questionnaires, to analyze the data, SPSS and Amos Graphics software was used to test the hypothesis.
The findings suggest that factors such as "entertainment post", "vivid images ", "use of hashtags", "interactive brand post", "positive comments ", " vivid videos " and "putting educational materials on brand posts", "competition in the form of posts" on Instagram could have a positive effect on brand posts and factors such as the increasing popularity of "negative comments "based on the popularity of their posts are ineffective.https://jbmp.sbu.ac.ir/article_96728_efed3156ef1159ed235e57934657d81d.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220The Effect of Salesforce Reputation on Loyalty and Customer Share of Wallet with Regard to the Mediating Role of Experiential Value Added in Iran Insurance CompanyThe Effect of Salesforce Reputation on Loyalty and Customer Share of Wallet with Regard to the Mediating Role of Experiential Value Added in Iran Insurance Company96737FAShahramKhalil NezhadAssistant Professor, Business Administration, Allameh Tabataba’i University, Tehran, Iran0000-0001-9673-2369MahsaAhanagariMBA, Islamic Azad University, Tehran Central BranchMohammad RezaDaneshvarMBA, Allameh Tabataba'i UniversityJournal Article20170131https://jbmp.sbu.ac.ir/article_96737_a2a3b8ade8f5c675a84e8ff34f1bca42.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Model of Factors Influencing Exchange of Tacit Marketing and Sales Knowledge Exchange and its Impact on Marketing SuccessModel of Factors Influencing Exchange of Tacit Marketing and Sales Knowledge Exchange and its Impact on Marketing Success96745FAMohsenAkbariFaculty Member, University of Guilan0000-0003-1884-6656MahmoodMoradiFaculty Member, University of GuilanMahsaFarkhondeMBA, University of GuilanEsmaielMomenMBA, University of GuilanJournal Article20170620The purpose of this study is identification of the factors effecting tacit knowledge exchange between sales and marketing departments and its impact on marketing success. This research is conducted in two phases; in which the first phase identifies the effecting factors and the second phase investigates the effect of these factors on tacit knowledge exchange and its impact on marketing success. Statistical population of this study in phase one is a team of ten member experts and in validation and measurement phase is 850 employees of sales and marketing in dairy firms of Guilan, of which 265 members are selected based on Morgan table and categorical method. Results show that interpersonal factors, organizational factors and individual factors affect tacit knowledge exchange between sales and marketing. Also, tacit knowledge exchange between sales and marketing affect innovation, proportional efficiency and proportional effectiveness of marketing programs.The purpose of this study is identification of the factors effecting tacit knowledge exchange between sales and marketing departments and its impact on marketing success. This research is conducted in two phases; in which the first phase identifies the effecting factors and the second phase investigates the effect of these factors on tacit knowledge exchange and its impact on marketing success. Statistical population of this study in phase one is a team of ten member experts and in validation and measurement phase is 850 employees of sales and marketing in dairy firms of Guilan, of which 265 members are selected based on Morgan table and categorical method. Results show that interpersonal factors, organizational factors and individual factors affect tacit knowledge exchange between sales and marketing. Also, tacit knowledge exchange between sales and marketing affect innovation, proportional efficiency and proportional effectiveness of marketing programs.https://jbmp.sbu.ac.ir/article_96745_0de89c6cf19c42e6e39d469f976fa5c5.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Investigating the Impact of Customer Value Anticipation and Product Innovativeness on Customer Lifetime Value: by Moderating Role of Advertising Strategy VariableInvestigating the Impact of Customer Value Anticipation and Product Innovativeness on Customer Lifetime Value: by Moderating Role of Advertising Strategy Variable96893FAJournal Article20200425https://jbmp.sbu.ac.ir/article_96893_31bf888d96f929c146dde251bb5c279b.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220The Effect of Brand Orientation on Internal Brand EquityThe Effect of Brand Orientation on Internal Brand Equity96750FABaharehOsanlouKharazmi University
Faculty of Management0000-0003-2012-4484MohsenGhobeheiKharazmi University
Faculty of ManagementPedramFazlinejadKharazmi University
Faculty of ManagementJournal Article20170131https://jbmp.sbu.ac.ir/article_96750_6b5b5fc220c26fdf505ccce2bd82b377.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Developing a Tourism Destination Branding Model, Based on Tourist Touch PointsDeveloping a Tourism Destination Branding Model, Based on Tourist Touch Points96756FAFatemehShahabiUniversity of IsfahanAliSanayeiHead of Management Research Institute, Management Department, University of IsfahanAliKazemiUniversity of Isfahan0000-0002-2222-6006HadiTeimouriUniversity of IsfahanJournal Article20170613https://jbmp.sbu.ac.ir/article_96756_0601ff234a3e26ad286ca0a4046ef0d4.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Impact of Buyer Personality on Word-of-MouthImpact of Buyer Personality on Word-of-Mouth96767FANeginAhghar BazarganUniversity of IsfahanHadiTeimouriUniversity of IsfahanAzarnooshAnsariUniversity of Isfahan0000-0001-8412-0541Journal Article20170603Businesses depend on a variety of techniques and advertising methods to persuade customers to make purchases and grow their customer base. In doing so, customer satisfaction with the shopping experience has been identified as a key factor. Customer satisfaction leads to both repeat business and voluntary positive Word-Of-Mouth (WOM), which in turn brings in more customers. Given its effectiveness and relatively low cost, WOM is among the most important marketing mechanisms for many businesses, which is affected by a large number of internal and external factors. This paper aims to explore how customer personality traits influence willingness to engage in WOM. Personality dimensions are measured using the standard Myers-Briggs Type Indicator while a questionnaire is developed by the authors to examine customer WOM behavior. The statistical population includes buyers of computer accessories. The questionnaire was distributed among 385 randomly selected individuals. However, a total of 329 responses were used for analysis purposes. According to structural equation modeling, the feeling, extraversion, and judging traits affect satisfied customers’ WOM engagement with coefficients of 74%, 41%, and 28% respectively. Contrarily, the sensing trait was found to have no impact on WOM engagement.Businesses depend on a variety of techniques and advertising methods to persuade customers to make purchases and grow their customer base. In doing so, customer satisfaction with the shopping experience has been identified as a key factor. Customer satisfaction leads to both repeat business and voluntary positive Word-Of-Mouth (WOM), which in turn brings in more customers. Given its effectiveness and relatively low cost, WOM is among the most important marketing mechanisms for many businesses, which is affected by a large number of internal and external factors. This paper aims to explore how customer personality traits influence willingness to engage in WOM. Personality dimensions are measured using the standard Myers-Briggs Type Indicator while a questionnaire is developed by the authors to examine customer WOM behavior. The statistical population includes buyers of computer accessories. The questionnaire was distributed among 385 randomly selected individuals. However, a total of 329 responses were used for analysis purposes. According to structural equation modeling, the feeling, extraversion, and judging traits affect satisfied customers’ WOM engagement with coefficients of 74%, 41%, and 28% respectively. Contrarily, the sensing trait was found to have no impact on WOM engagement.https://jbmp.sbu.ac.ir/article_96767_1a25f1578aa9b0f08b61f83499d1ba32.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Develop a model of customer experience touch points during banking customer journeyDevelop a model of customer experience touch points during banking customer journey96781FAShahrbanooYadollahiPhD Candidate in business management, Isfahan UniversityAliKazemiAssistant Professor Department of Management, Isfahan University, IranBahramRanjbarianProfessor Department of Management, Isfahan University, IranJournal Article20170831In this era, customer determines the exchange conditions. So, the use of traditional methods of service delivery can’t ensure the success of service providers and Customer satisfaction is not limited to service- time. Therefore, service providers should notice to customer experience in encounter to all aspects of the organization. This study aimed to develop a customer experience touch points model during the customer journey. The data were collected from customer narrative of experience with banking services via a Sequential incident technique and a semi-structured interview. A thematic analysis was employed to identify customer experience touch points elements. The results indicate five elements, which include; people, process, promotion, technology, physical environment elements. The most important element in shaping customer experience in banking service is People. So, by identifying these elements, banking managers can identify their strengths and weakness points and allocate their resources to improve and develop these points.In this era, customer determines the exchange conditions. So, the use of traditional methods of service delivery can’t ensure the success of service providers and Customer satisfaction is not limited to service- time. Therefore, service providers should notice to customer experience in encounter to all aspects of the organization. This study aimed to develop a customer experience touch points model during the customer journey. The data were collected from customer narrative of experience with banking services via a Sequential incident technique and a semi-structured interview. A thematic analysis was employed to identify customer experience touch points elements. The results indicate five elements, which include; people, process, promotion, technology, physical environment elements. The most important element in shaping customer experience in banking service is People. So, by identifying these elements, banking managers can identify their strengths and weakness points and allocate their resources to improve and develop these points.https://jbmp.sbu.ac.ir/article_96781_8090c9d45044cb3e02627359883d72fb.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Study customer’s preference toward rewards in banking customer clubs by conjoint analysisStudy customer’s preference toward rewards in banking customer clubs by conjoint analysis96789FAAmirKhanlariUniversity of Tehran0000-0002-6463-6310MehdiAmeriUniversity of TehranJournal Article20161121As a main component of customer relationship management (CRM), loyalty program has become a tool for managers to create loyalty among customers. Loyalty programs are implemented, to retain profitable customers that are valuable to the company. This investigation is developed to identify customer preferences toward customer clubs rewards and benefits in banking industry in Iran. In this study, we will answer three questions: First, between features of customer clubs rewards, which ones is more important for customer’s decision and inference. Second, financial rewards are more attractive or non-financial? Direct rewards are more attractive or indirect benefits? Surprising rewards are more attractive or non-surprising rewards? And last, what is the impact of demographic variables on customer’s inference toward rewards. Questionnaire was used to collect data. To answer the questions, conjoint analysis is used. The population is the client of Parsian Bank in Tehran. Result shows financial, direct and surprising rewards are more attractive than non-financial, indirect and non-surprising rewards. Also, financial/non-financial aspect of rewards is more important than direct/indirect and surprising/non-surprising aspect of rewards.As a main component of customer relationship management (CRM), loyalty program has become a tool for managers to create loyalty among customers. Loyalty programs are implemented, to retain profitable customers that are valuable to the company. This investigation is developed to identify customer preferences toward customer clubs rewards and benefits in banking industry in Iran. In this study, we will answer three questions: First, between features of customer clubs rewards, which ones is more important for customer’s decision and inference. Second, financial rewards are more attractive or non-financial? Direct rewards are more attractive or indirect benefits? Surprising rewards are more attractive or non-surprising rewards? And last, what is the impact of demographic variables on customer’s inference toward rewards. Questionnaire was used to collect data. To answer the questions, conjoint analysis is used. The population is the client of Parsian Bank in Tehran. Result shows financial, direct and surprising rewards are more attractive than non-financial, indirect and non-surprising rewards. Also, financial/non-financial aspect of rewards is more important than direct/indirect and surprising/non-surprising aspect of rewards.https://jbmp.sbu.ac.ir/article_96789_d0db84a6fb7d8e9e3149b600413eaf0d.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220A content analysis of corporate social responsibility (CSR) in the Oil, Gas and PetrochemicalA content analysis of corporate social responsibility (CSR) in the Oil, Gas and Petrochemical96794FAMohammad JavadGhorbaniPlanning and Budgeting OrganizationAbolhasanFaghihiIslamic Azad University, Science and Research Branch, TehranShahriarAziziShahid Beheshti University, Tehran • Department of Business Management0000-0002-7240-8553Journal Article20170821Corporate Social Responsibility (CSR) is an issue that business is done today to discuss and debate about it and in recent years, CSR as an important and vital part in sustainable development has been proposed. Because of the organizational growth and development, their impact on society and various stakeholders have become increasingly important. Therefore the issue of CSR in the dialogue between governments, public organizations, NGOs and even governmental and international organizations such as the UN, World Bank, ILO and the IMF has always been raised. Organizations in strategic objectives should define their approach on Corporate Social Responsibility (CSR). So in this article emphasis on aspects of Carroll's model (economic, legal, ethical and philanthropic) in strategic objectives (vision, mission and core values) in the Oil, Gas and Petrochemical corporations in Iran was content analysis.
Strategic objectives (vision, mission and core values) of 38 Oil, Gas and Petrochemical corporations that were available reviewed. Findings show that the most emphasis on “economic responsibility dimension” and the dimension of “ethical responsibility” least stressed. Also in the "core values" the greatest emphasis on four aspects of social responsibility were observed.Corporate Social Responsibility (CSR) is an issue that business is done today to discuss and debate about it and in recent years, CSR as an important and vital part in sustainable development has been proposed. Because of the organizational growth and development, their impact on society and various stakeholders have become increasingly important. Therefore the issue of CSR in the dialogue between governments, public organizations, NGOs and even governmental and international organizations such as the UN, World Bank, ILO and the IMF has always been raised. Organizations in strategic objectives should define their approach on Corporate Social Responsibility (CSR). So in this article emphasis on aspects of Carroll's model (economic, legal, ethical and philanthropic) in strategic objectives (vision, mission and core values) in the Oil, Gas and Petrochemical corporations in Iran was content analysis.
Strategic objectives (vision, mission and core values) of 38 Oil, Gas and Petrochemical corporations that were available reviewed. Findings show that the most emphasis on “economic responsibility dimension” and the dimension of “ethical responsibility” least stressed. Also in the "core values" the greatest emphasis on four aspects of social responsibility were observed.https://jbmp.sbu.ac.ir/article_96794_c6f60fbe4388c1c486f54dfdb22f16ea.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050163220180220Adaptive Clustering of Food Industry Companies’ Vision, Mission, and Values using TextMiningAdaptive Clustering of Food Industry Companies’ Vision, Mission, and Values using TextMining96874FAJournal Article20200425https://jbmp.sbu.ac.ir/article_96874_5c867891c2780bf9388dc220c00d9415.pdf