Shahid Beheshti UniversityJournal of Business Management Perspective2251-6050183820190823Concept Development of the Entrepreneurial Marketing TheoryConcept Development of the Entrepreneurial Marketing Theory13359697210.29252/jbmp.18.38.13FASeyed MahmoudHosseiniAssociate Professor, Shahid Beheshti University, Tehran, Iran.ManijehGharecheAssociate Professor, Shahid Beheshti University, Tehran, Iran.MohammadOsoolianAssistant Professor, Shahid Beheshti University, Tehran, Iran.MarziehNasiriPhD. Candidate, Shahid Beheshti University, Tehran, Iran.Journal Article20181128Objective: Entrepreneurial marketing (EM) has emerged as a new paradigm in marketing in order to assist the firms operating in turbulent environments. Although many researches have been carried out in the field of EM, enough attention was not dedicated to the issue that applying EM will not lead to the desired outcomes unless related basic assumptions are taken into consideration. In other words, it is needed to shed a light on the situation consistent with EM and its underlying assumptions. <br />Methodology: Thus this paper focuses on the concept development of EM based on the methodology suggested by Lynham. According to the four steps proposed by Whetten. <br />Finding: Firstly, the constructs defining EM are discussed. Secondly, the way that the marketing orientation (MO) and entrepreneurial orientation (EO) are related is demonstrated. Thirdly, the effect of two main theories on EM development is studied. One is effectuation which is extracted from entrepreneurship literature, and the other one is service-dominant logic drawn from the literature of marketing. <br />Result: Lastly, frameworks elaborating on strategy formulation are analyzed, and then it is concluded that EM is aligned with the context of transformative and shaping approaches to the strategy development, which means that the emphasis on the prediction is low, and emphasis on control is high. It is also stated how EM is different from entrepreneurship in terms of contextual circumstances. Objective: Entrepreneurial marketing (EM) has emerged as a new paradigm in marketing in order to assist the firms operating in turbulent environments. Although many researches have been carried out in the field of EM, enough attention was not dedicated to the issue that applying EM will not lead to the desired outcomes unless related basic assumptions are taken into consideration. In other words, it is needed to shed a light on the situation consistent with EM and its underlying assumptions. <br />Methodology: Thus this paper focuses on the concept development of EM based on the methodology suggested by Lynham. According to the four steps proposed by Whetten. <br />Finding: Firstly, the constructs defining EM are discussed. Secondly, the way that the marketing orientation (MO) and entrepreneurial orientation (EO) are related is demonstrated. Thirdly, the effect of two main theories on EM development is studied. One is effectuation which is extracted from entrepreneurship literature, and the other one is service-dominant logic drawn from the literature of marketing. <br />Result: Lastly, frameworks elaborating on strategy formulation are analyzed, and then it is concluded that EM is aligned with the context of transformative and shaping approaches to the strategy development, which means that the emphasis on the prediction is low, and emphasis on control is high. It is also stated how EM is different from entrepreneurship in terms of contextual circumstances. https://jbmp.sbu.ac.ir/article_96972_9f18f54c67dab74333eb5298f0a01814.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183820190823Transforming the Business Model in the Urban Transportation IndustrTransforming the Business Model in the Urban Transportation Industr37579697910.29252/jbmp.18.38.37FAMohsenNazariAssociate professor, Faculty of Management, University of Tehran, Tehran, Iran.0000-0003-2861-2052AboAliVedadHirAssociate, professor, Faculty of social Sciences, University of Tehran, Tehran, Iran.0000-0001-8620-1396HamidrezaEzatiUniversity of Tehran / Kish International Campus / Ph. D Candidate of Business AdministrationJournal Article20191006Objective: The creative destruction of the country's urban transportation industry has led to the transformation of the industry. Snape and Carpino were two of the pioneers of this structural transformation in the country. Although the two started working shortly afterwards, Snape grew rapidly and Carpino faced ups and downs. The experience of these two digital businesses in the innovation ecosystem can be a paradigm shift for startups. <br />Methodology: A comparative case study between two startups extracted key factors and presented a control model at different stages of the startup life cycle. The study was conducted with six field interviews and coded by Max QDA 12 software, as well as interviews with pre-recorded events and documentaries to better understand the problem. <br />Finding: The results showed that at each stage of the startups life cycle, several factors need to be taken into account by managers. In the pre- startup phase, the experience of the founders and the superiority of the new business model were crucial. Paying attention to the time of entry has also played a significant role . <br />Result: It is also important to achieve product and market fit and pay attention to the emerging integration of development.Objective: The creative destruction of the country's urban transportation industry has led to the transformation of the industry. Snape and Carpino were two of the pioneers of this structural transformation in the country. Although the two started working shortly afterwards, Snape grew rapidly and Carpino faced ups and downs. The experience of these two digital businesses in the innovation ecosystem can be a paradigm shift for startups. <br />Methodology: A comparative case study between two startups extracted key factors and presented a control model at different stages of the startup life cycle. The study was conducted with six field interviews and coded by Max QDA 12 software, as well as interviews with pre-recorded events and documentaries to better understand the problem. <br />Finding: The results showed that at each stage of the startups life cycle, several factors need to be taken into account by managers. In the pre- startup phase, the experience of the founders and the superiority of the new business model were crucial. Paying attention to the time of entry has also played a significant role . <br />Result: It is also important to achieve product and market fit and pay attention to the emerging integration of development.https://jbmp.sbu.ac.ir/article_96979_62922471f9d31beb6df56f57e048dd14.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183820190823Diagnosing Service Delivery Channels through Analyzing the Customer Journey ExperienceDiagnosing Service Delivery Channels through Analyzing the Customer Journey Experience59859699110.29252/jbmp.18.38.59FAAliDivandariProfessor, University of Tehran, Tehran, Iran.MohammadsadeghHashemiPhD .in Business Policy (Strategic Management), University of Tehran, Tehran, Iran.HaniehFathiMSc of Business Administration University of TehranNooshinEbrahim ZadehMSc of Business Administration University of Tehran, Tehran, Iran.Journal Article20190522 Objective:This research aims to identify the bottlenecks of a commercial bank’s service delivery to retail customers via main channels of branches, internet banking, and mobile banking. The authors used the new approach to “customer journey experience.” Methodology: First, they conducted ten semi-structured interviews with sample branch officers. Using systematically coding and qualitative content analysis (Thematic Analysis Method), nine main steps for retail customers showed up. Based on these steps, worksheets were designed to record customer experiences. Then 20 structured interviews were done with sample customers. Finding: Using qualitative content analysis and combining data from both the internal and the external sources, customer journey maps including the main steps, the interactions among each step, the must-have, and could have expectations and positive and negative experiences were depicted and analyzed. Result:in the end, to conclude and summarize the results, 18 bottlenecks for the branch channel, nine bottlenecks for internet banking and ten bottlenecks for mobile banking are introduced. Objective:This research aims to identify the bottlenecks of a commercial bank’s service delivery to retail customers via main channels of branches, internet banking, and mobile banking. The authors used the new approach to “customer journey experience.” Methodology: First, they conducted ten semi-structured interviews with sample branch officers. Using systematically coding and qualitative content analysis (Thematic Analysis Method), nine main steps for retail customers showed up. Based on these steps, worksheets were designed to record customer experiences. Then 20 structured interviews were done with sample customers. Finding: Using qualitative content analysis and combining data from both the internal and the external sources, customer journey maps including the main steps, the interactions among each step, the must-have, and could have expectations and positive and negative experiences were depicted and analyzed. Result:in the end, to conclude and summarize the results, 18 bottlenecks for the branch channel, nine bottlenecks for internet banking and ten bottlenecks for mobile banking are introduced. https://jbmp.sbu.ac.ir/article_96991_dc0f69c45ddd49f4e60cbc5bb1986dc5.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183820190823A Model for the Problem Identification of Entry into the B2B Online MarketsA Model for the Problem Identification of Entry into the B2B Online Markets871089699910.29252/jbmp.18.38.87FAMohsenKaramiPh. D Candidate in Management, Semnan University, Semnan, Iran.Abbas AliRastgarAssociate Professor, Semnan University, Semnan, Iran.0000-0001-6834-7682AdelAzarProfessor, Tarbiat Modares University, Tehran, Iran.0000-0003-2123-7579DavoodFeizProfessor, Semnan University, Semnan, Iran.0000-0002-5535-4370Mohamad RahimEsfidaniAssistant Professor, University of Tehran, Tehran, Iran.Journal Article20200107Objective: Identifying the problems and limitations for entry into the B2B online markets is a prerequisite for any action for those companies that seek to broaden their online market. To identify these problems, while knowing that very little research has been done about B2B online market entry problems, the data were drawn from in-depth interviews with experts (high-level managers). Methodology: 12 key people, with relevant work and education experience, who were interested to participate in the interviews, were chosen from 15 business-to-business companies active in IT industry by judgmental sampling method. Finding: Data were analyzed using qualitative research and thematic analysis. By examining the basic themes, two general orientations of "problem nature" and "problem-solving time" were identified. Result: By combining these two Organizer themes, nine universal themes were formulated including internal prolems, internal-external problems, and external problems in short-term, mid-term and longterm timeObjective: Identifying the problems and limitations for entry into the B2B online markets is a prerequisite for any action for those companies that seek to broaden their online market. To identify these problems, while knowing that very little research has been done about B2B online market entry problems, the data were drawn from in-depth interviews with experts (high-level managers). Methodology: 12 key people, with relevant work and education experience, who were interested to participate in the interviews, were chosen from 15 business-to-business companies active in IT industry by judgmental sampling method. Finding: Data were analyzed using qualitative research and thematic analysis. By examining the basic themes, two general orientations of "problem nature" and "problem-solving time" were identified. Result: By combining these two Organizer themes, nine universal themes were formulated including internal prolems, internal-external problems, and external problems in short-term, mid-term and longterm timehttps://jbmp.sbu.ac.ir/article_96999_02d7e4f4f619d66bfbad98be7f81304c.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183820190823Content Analysis of Six Decades of Advertising Campaign StudiesContent Analysis of Six Decades of Advertising Campaign Studies1101319700410.29252/jbmp.18.38.110FAZeinabZamaniPhD. Candidate of marketing management, Alzahra University, Tehran, Iran.Mohammad AliBabaei ZaklikiAssociate Professor, Department of Business Management, Alzahra University, Tehran, Iran.Journal Article20181214Objective: One of the needs of any field of study is to identify thematic trends in order to identify the theoretical gap in previous studies and clarify the path of future studies. Advertising campaigns, as a complex and structured form of advertising are also a field of study, which is no exception. Methodology: This study analyzes the content of the articles conducted in the advertising campaign areas and their classification using co-word analysis (using VOSviewer software) and systematic mapping. The data for this study were retrieved from Scopus on December 2017. The term “Advertising campaigns” was used as search topic. This topic search means that the term “Advertising campaigns” is identified in the title of the publications. Quotation marks have been included in the search term. The time span was set from 1950 to December 2017 included. Findig: The co-word analysis placed advertising campaign studies in three broad categories that they were named as: 1. Studies related to traditional advertising campaigns and mass media. 2. Social marketing advertising campaigns. 3. Online and digital advertising campaigns. Result: The results of the detailed analysis showed that the studies conducted in this field were diverse and focused on commercial, tourism, social and cultural campaigns, In addition to the three main groups of studies (similar to the results of co-word analysis),ten subcategories were also identified.In addition, most studies focused on first and second category. Finally, studies in each category focused mainly on assessing the effectivenessObjective: One of the needs of any field of study is to identify thematic trends in order to identify the theoretical gap in previous studies and clarify the path of future studies. Advertising campaigns, as a complex and structured form of advertising are also a field of study, which is no exception. Methodology: This study analyzes the content of the articles conducted in the advertising campaign areas and their classification using co-word analysis (using VOSviewer software) and systematic mapping. The data for this study were retrieved from Scopus on December 2017. The term “Advertising campaigns” was used as search topic. This topic search means that the term “Advertising campaigns” is identified in the title of the publications. Quotation marks have been included in the search term. The time span was set from 1950 to December 2017 included. Findig: The co-word analysis placed advertising campaign studies in three broad categories that they were named as: 1. Studies related to traditional advertising campaigns and mass media. 2. Social marketing advertising campaigns. 3. Online and digital advertising campaigns. Result: The results of the detailed analysis showed that the studies conducted in this field were diverse and focused on commercial, tourism, social and cultural campaigns, In addition to the three main groups of studies (similar to the results of co-word analysis),ten subcategories were also identified.In addition, most studies focused on first and second category. Finally, studies in each category focused mainly on assessing the effectivenesshttps://jbmp.sbu.ac.ir/article_97004_6cd7f8c3acebdb158c521bc708b521ab.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183820190823Designing and Architecting the Iran National BrandDesigning and Architecting the Iran National Brand1331519701010.29252/jbmp.18.38.131FARaziyehMahdieh NajafabadiPhD Candidate, Alzahra Uniersity, Tehran, IranAhmadNedaeifardAssociate Proffersor, Alzahra University, Tehran, Iran.Journal Article20190811 Objective: The national brand survey is one of the most important business issues that has received much attention in recent research. Unfortunately, however, little research has been done to identify the constituents of the national brand in Iran. Methodology: In this study, using two methods of qualitative content analysis, and DEMATEL, the elements that influence the nation branding were extracted and the structural network of relationships among the extracted elements were studied. Finding: Accordingly, in the first stage, in-depth interviews were conducted with 16 experts and 241 concepts, 30 codes, 10 categories, and 4 themes were extracted with Themes such as opinion scrolling, institutional setting, political and regulatory transformation, and value and sport transformation. The relationship between the ten categories extracted in the qualitative content analysis method was also studied through the DEMATEL method. Result: Accordingly, it was found that the issue of measuring international public opinion has the most influence on other factors. Also, ethnicity management has the most impact on other variables. Finally, the issue of improving the architecture of the country's political and legal system has the most interaction with other factors in terms of effectiveness and effectiveness Objective: The national brand survey is one of the most important business issues that has received much attention in recent research. Unfortunately, however, little research has been done to identify the constituents of the national brand in Iran. Methodology: In this study, using two methods of qualitative content analysis, and DEMATEL, the elements that influence the nation branding were extracted and the structural network of relationships among the extracted elements were studied. Finding: Accordingly, in the first stage, in-depth interviews were conducted with 16 experts and 241 concepts, 30 codes, 10 categories, and 4 themes were extracted with Themes such as opinion scrolling, institutional setting, political and regulatory transformation, and value and sport transformation. The relationship between the ten categories extracted in the qualitative content analysis method was also studied through the DEMATEL method. Result: Accordingly, it was found that the issue of measuring international public opinion has the most influence on other factors. Also, ethnicity management has the most impact on other variables. Finally, the issue of improving the architecture of the country's political and legal system has the most interaction with other factors in terms of effectiveness and effectivenesshttps://jbmp.sbu.ac.ir/article_97010_45f9c94d9db73ab2434afb0e6b7b03aa.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183820190823The Effect of Manager’s Authority and Strategic Control on Effectiveness of Strategic PlanningThe Effect of Manager’s Authority and Strategic Control on Effectiveness of Strategic Planning1531709701410.29252/jbmp.18.38.153FAHosseinRahmansereshtProfessor,Faculty of Management, Allameh Tabatabai University, Tehran, Iran.BahramJabbarzadeh KarbasiPhD .in strategic Management, Researcher at the Exchange Policy and Regulations Department of the CBI, Tehran, Iran.Journal Article20170503Objective: The importance of strategic planning in today's organizations due to the growing competitive environment is not overlooked, and its application by managers can bring positive benefits to organizations, in the long-term. This is especially important in the SMEs, considering the role of these industries in the country's economy. The aim of this study is to investigate the effect of managers' authority and strategic control on organizational policies, strategic flexibility and strategic planning effectiveness in Kerman industrial districts SMEs. Methodology: The research is a survey and its statistical society is the managers employed in the companies located in the industrial areas of Kerman and the data gathering tool is a questionnaire. Finding: The results indicate that managers' authority impacts on strategic flexibility, but does not affect organizational policies. Result: On the other hand, it became clear that strategic control impacts on organizational policies, and strategic flexibility and organizational policies also impact on strategic planning effectivenessObjective: The importance of strategic planning in today's organizations due to the growing competitive environment is not overlooked, and its application by managers can bring positive benefits to organizations, in the long-term. This is especially important in the SMEs, considering the role of these industries in the country's economy. The aim of this study is to investigate the effect of managers' authority and strategic control on organizational policies, strategic flexibility and strategic planning effectiveness in Kerman industrial districts SMEs. Methodology: The research is a survey and its statistical society is the managers employed in the companies located in the industrial areas of Kerman and the data gathering tool is a questionnaire. Finding: The results indicate that managers' authority impacts on strategic flexibility, but does not affect organizational policies. Result: On the other hand, it became clear that strategic control impacts on organizational policies, and strategic flexibility and organizational policies also impact on strategic planning effectivenesshttps://jbmp.sbu.ac.ir/article_97014_e09a0e54ea7bbef9987e45352111f433.pdf