Shahid Beheshti UniversityJournal of Business Management Perspective2251-6050183720190522Headquarters’ Roles and Interventions in Subsidiaries: A Systematic ReviewHeadquarters’ Roles and Interventions in Subsidiaries: A Systematic Review133310055410.29252/jbmp.18.37.13FAMohammad AaliFallahPh.D. Student of Business Management, Faculty of Management, University of Tehran, Tehran, Iran.AliHeidariAssistant Prof., Faculty of Management, University of Tehran, Tehran, Iran.0000-0002-6252-4999HashemAghazadehAssociate Prof. in Business Management, University of Tehran, Tehran, Iran.Seyed MohammadArabiProf., Faculty of Management, University of Allameh Tabatabaei, Tehran, Iran.Journal Article20210108Nowadays, parent companies play a strong role in the economy of countries. They are characterized by a portfolio of businesses managed and coordinated by a corporate headquarters (HQ). For success of a parent company, HQ should create value for whole firm. But the question is that which roles and interventions a HQ must do to create value-added. Thus, this paper aims to develop a theoretical framework of HQ’s roles and interventions, as well as of situational factors that affect these roles and interventions. This paper applied the systematic review; thus, 31 articles (from 1962 to 2017) associated with HQ and corporate strategy in two databases (EBSCO and WOS) were systematically analyzed. After examining the articles, 3 roles and 21 interventions for HQ were identified. Moreover, 2 groups of situational factors namely “business characteristics” and “HQ characteristics” which have significant impact on HQ’s roles and interventions were determined. All roles do not result in value-added. Sometimes HQ’s interventions prevent value destruction and occasionally destruct value in subsidiariesNowadays, parent companies play a strong role in the economy of countries. They are characterized by a portfolio of businesses managed and coordinated by a corporate headquarters (HQ). For success of a parent company, HQ should create value for whole firm. But the question is that which roles and interventions a HQ must do to create value-added. Thus, this paper aims to develop a theoretical framework of HQ’s roles and interventions, as well as of situational factors that affect these roles and interventions. This paper applied the systematic review; thus, 31 articles (from 1962 to 2017) associated with HQ and corporate strategy in two databases (EBSCO and WOS) were systematically analyzed. After examining the articles, 3 roles and 21 interventions for HQ were identified. Moreover, 2 groups of situational factors namely “business characteristics” and “HQ characteristics” which have significant impact on HQ’s roles and interventions were determined. All roles do not result in value-added. Sometimes HQ’s interventions prevent value destruction and occasionally destruct value in subsidiarieshttps://jbmp.sbu.ac.ir/article_100554_e2a038863417f69e0faaab30683eb5e5.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183720190522Cognitive Analysis of the Industry Environment and Its Alignment with the Organization's VisionCognitive Analysis of the Industry Environment and Its Alignment with the Organization's Vision355410057610.29252/jbmp.18.37.35FATaherehNaddafiMSc, Faculty of Management, University of TehranMohammadAbooyeeProfessor, Faculty of Management, University of Tehran, Tehran, Iran.AryanGholiporassociate professor, Faculty of Management, University of Tehran, Tehran, Iran.Journal Article20180429The vision of an organization is a shared image among the members of the organization which is their desirable. In an organization that has a common sense of this common desire and emitted whole of organization, all activities of this organization are formed. Managers with a clear vision can better understand and analysis their surroundings and be prepared to deal with environmental crises and identify opportunities available to them. The present study aims to investigate the adaptation between the vision of managers for their company and their perception of their surroundings. In order to extract the mental model of managers from a competitive environment interviews were conducted with 18 managers from two dairy industry companies, according to the Zaltman Metaphor Elicitation Technique. In these interviews, the managers were asked to analyze the competitive environment with the help of the Porter’s Five Forces, and to present a picture of their company, competitors and customers in the form of metaphors. Finally, there was a comparison between this analysis of managers with an image of their organization over the next two to five years. it became clear that there was alignment between them.The vision of an organization is a shared image among the members of the organization which is their desirable. In an organization that has a common sense of this common desire and emitted whole of organization, all activities of this organization are formed. Managers with a clear vision can better understand and analysis their surroundings and be prepared to deal with environmental crises and identify opportunities available to them. The present study aims to investigate the adaptation between the vision of managers for their company and their perception of their surroundings. In order to extract the mental model of managers from a competitive environment interviews were conducted with 18 managers from two dairy industry companies, according to the Zaltman Metaphor Elicitation Technique. In these interviews, the managers were asked to analyze the competitive environment with the help of the Porter’s Five Forces, and to present a picture of their company, competitors and customers in the form of metaphors. Finally, there was a comparison between this analysis of managers with an image of their organization over the next two to five years. it became clear that there was alignment between them.https://jbmp.sbu.ac.ir/article_100576_8419995754d0f0ffa9bf31f24ee824fb.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183720190522Identifying Factors Affecting Cause- Related Marketing Success and Prioritizing ScenariosIdentifying Factors Affecting Cause- Related Marketing Success and Prioritizing Scenarios557510057710.29252/jbmp.18.37.55FAMortezaSoltaniassistant Professor, University of Tehran, Tehran, Iran.Hamid RezaYazdaniAssistant Professor, University of Tehran, Tehran, Iran.0000-0002-5957-643XSabaBahramiMSc University of Tehran, Tehran, Iran.NimaSoltani NejadUniversity of TehranJournal Article20171225Increasing community and business attention to cause- related marketing has led to more academic research in this field. Therefore, prior to the implementation of cause- related marketing operations by enterprises in Iran, identification and prioritization of the factors affecting the success of cause- related marketing is necessary. The present research seeks to identify and prioritize cause- related marketing success scenarios from the perspective of consumers. The statistical population of this research was the consumers of Shiraz city. This research was based on purpose of application and descriptive-survey research in terms of research method. For data collection, a questionnaire was used. After data collection, data analysis was carried out using the Conjoint analysis method. The findings of this research showed that among the factors of affecting the success of cause- related marketing campaigns, from the consumer’s view were: 1. Cost factors 2. Factors related to the size of donations 3. Factors related to cooperation with the charity organization and, lastly, 4 The factors associated with the help form are important. Among the factors related to the place of spending, the first 0f childless children, then the health and special diseases, and finally poverty and education, are the priority for consumers. In relation to the factors related to the size of the grant, 1 to 5 percent of the price of the product, and then 5 percent of the price of the product above of is a priority. In relation to the charity, consumers prefer not to cooperate with the charity organization to cooperate with the charity organization. Finally, in terms of the factors associated with the form of help, consumers prefer a non-monetary form to a monetary form.Increasing community and business attention to cause- related marketing has led to more academic research in this field. Therefore, prior to the implementation of cause- related marketing operations by enterprises in Iran, identification and prioritization of the factors affecting the success of cause- related marketing is necessary. The present research seeks to identify and prioritize cause- related marketing success scenarios from the perspective of consumers. The statistical population of this research was the consumers of Shiraz city. This research was based on purpose of application and descriptive-survey research in terms of research method. For data collection, a questionnaire was used. After data collection, data analysis was carried out using the Conjoint analysis method. The findings of this research showed that among the factors of affecting the success of cause- related marketing campaigns, from the consumer’s view were: 1. Cost factors 2. Factors related to the size of donations 3. Factors related to cooperation with the charity organization and, lastly, 4 The factors associated with the help form are important. Among the factors related to the place of spending, the first 0f childless children, then the health and special diseases, and finally poverty and education, are the priority for consumers. In relation to the factors related to the size of the grant, 1 to 5 percent of the price of the product, and then 5 percent of the price of the product above of is a priority. In relation to the charity, consumers prefer not to cooperate with the charity organization to cooperate with the charity organization. Finally, in terms of the factors associated with the form of help, consumers prefer a non-monetary form to a monetary form.https://jbmp.sbu.ac.ir/article_100577_af3bb5210fd6a2ed04352dd139a01e5e.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183720000301Designing of Evaluation Model for Factors Affecting Relevant Sales Behavior and its ResultsDesigning of Evaluation Model for Factors Affecting Relevant Sales Behavior and its Results779710057510.29252/jbmp.18.37.77FAMarjanAbbasiShahre Gods Islamic Azad UniversityAhmadRoostaAssistant Professor, Shahid Beheshti University, Tehran, Iran.ElhamFaridchehrAssistant Professor, Shahre Gods Islamic Azad University, Tehran, Iran.NaderGharibnavazAssistant Professor, Shahre Gods Islamic Azad University, Tehran, Iran.Journal Article The main purpose of this research is "designing the evaluation model of factors influencing relational selling behavior and its results with emphasis on psychological, social, cultural and situational factors". The purpose of research method is developmental-applied and is descriptive-survey research in terms of its nature. The statistical population in the qualitative section, are experts of marketing and human resources. Selection criteria are the purposeful and snowflake sampling, which, according to the data sufficiency, a total of 20 experts participated.in quantitative section, the Maxim brand sales force with 293 people is our statistical society, which 163 of them were chosen as our statistical target, calculated using the Cochran formula. The sampling method was clustered and simple. In the qualitative section the grounded theory and in the quantitative section the least squares approach have been used. The research findings revealed that the causal conditions in the present study were "complex competitive environment". The main phenomenon is "vendor-specific capabilities", the pivotal phenomenon is "situational factors of the company", intermediary factors are "personality traits of vendors as well as social and cultural factors." The proposed strategy in the present model is "Relational sales behavior" and eventually the identified consequences are sales performance and behavioral sales behavior. All relationships designed in the quantitative The main purpose of this research is "designing the evaluation model of factors influencing relational selling behavior and its results with emphasis on psychological, social, cultural and situational factors". The purpose of research method is developmental-applied and is descriptive-survey research in terms of its nature. The statistical population in the qualitative section, are experts of marketing and human resources. Selection criteria are the purposeful and snowflake sampling, which, according to the data sufficiency, a total of 20 experts participated.in quantitative section, the Maxim brand sales force with 293 people is our statistical society, which 163 of them were chosen as our statistical target, calculated using the Cochran formula. The sampling method was clustered and simple. In the qualitative section the grounded theory and in the quantitative section the least squares approach have been used. The research findings revealed that the causal conditions in the present study were "complex competitive environment". The main phenomenon is "vendor-specific capabilities", the pivotal phenomenon is "situational factors of the company", intermediary factors are "personality traits of vendors as well as social and cultural factors." The proposed strategy in the present model is "Relational sales behavior" and eventually the identified consequences are sales performance and behavioral sales behavior. All relationships designed in the quantitativehttps://jbmp.sbu.ac.ir/article_100575_6ae6b645ea451e88238d70d4d4abbefd.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183720190522Designing digital marketing strategy process base on customer in Digital Service Provider BusinessDesigning digital marketing strategy process base on customer in Digital Service Provider Business9912010057410.29252/jbmp.18.37.99FAShivaYazdanfarPhD Student, Islamic Azad University Branch Of South Tehran, Tehran, Iran.AbdullahNaamiAssistant Professor, Islamic Azad University Branch Of South Tehran, Tehran, Iran.NaserAzadAssistant Professor, Islamic Azad University Branch Of South Tehran, Tehran, Iran.Journal Article20190705Internet technology, as compared to previous generations of IT, provides better opportunities for creating a distinct strategic position for companies, provided that they understand the inadequacies between traditional and Internet approaches, and allow for truly distinct design strategies Made The leading research poses the process of developing a marketing strategy for digital business. Qualitative content analysis method was used between 7 digital business experts to reach the theoretical ghost and the quantitative method of interpretive structural method. The present research is from the perspective of the purpose of applied research and development, and in terms of information gathering, descriptive research and survey type. In the results of the study, 31 components, including micro and macro environments, target group ethics, newbie threats, high level actors, system dynamics measurement, customer contact points, platform reviews and competitive advantage, content clarification, service delivery and advertising pricing And user interface, upgrading, updating, scaling, and feedback tools, SEO and data mining, business and branding credentials, people engagement and collaboration, higher value provided, horizontal development, enhanced partnership and asset networking, information and promotional extraction, and more. How to connect this component together in a process model It's been said. In the following, extracted components, five elements of the digital marketing business strategy were introduced.Internet technology, as compared to previous generations of IT, provides better opportunities for creating a distinct strategic position for companies, provided that they understand the inadequacies between traditional and Internet approaches, and allow for truly distinct design strategies Made The leading research poses the process of developing a marketing strategy for digital business. Qualitative content analysis method was used between 7 digital business experts to reach the theoretical ghost and the quantitative method of interpretive structural method. The present research is from the perspective of the purpose of applied research and development, and in terms of information gathering, descriptive research and survey type. In the results of the study, 31 components, including micro and macro environments, target group ethics, newbie threats, high level actors, system dynamics measurement, customer contact points, platform reviews and competitive advantage, content clarification, service delivery and advertising pricing And user interface, upgrading, updating, scaling, and feedback tools, SEO and data mining, business and branding credentials, people engagement and collaboration, higher value provided, horizontal development, enhanced partnership and asset networking, information and promotional extraction, and more. How to connect this component together in a process model It's been said. In the following, extracted components, five elements of the digital marketing business strategy were introduced.https://jbmp.sbu.ac.ir/article_100574_f1c3cadecc4b8a01f1a3c63186918789.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183720190522Study of online marketing propaganda and strategies in the development of handicraftsStudy of online marketing propaganda and strategies in the development of handicrafts12113810057210.29252/jbmp.18.37.121FAHamedArameshFaculty of Management and Acconomic University of Sistan and Baluchestan, Zahedan, Iran.Nour MohammadYaghoubiFaculty of Management and Acconomic University of Sistan and Baluchestan, Iran.NajmeMehdibeigiPhD Student, University of Sistan and Baluchestan, Zahedan, Iran.MaryamGorgichUniversity of Sistan and Baluchestan, Zahedan, Iran.Journal Article20190417Iran's handicrafts can become one of the most valuable sources of domestic and national production, Due to its variety, originality, identity and functions, but Globalization and intense competition are a threat to the marketing of these types of products. In addition, Use of the latest technology has made the business more effective than ever before, So that the advent of the Internet enables handicraft companies to compete efficiently and effectively on domestic and international markets and through online marketing enables them to create a large and virtual space to deliver their products in the framework of IT. In this regard, the present study aims to identify the proponents and inhibitors of online marketing of handicraft products and to formulate appropriate strategies for it. To do this, at first economic, cultural-social, legal, technological, customer-related and environmental criteria were identified to achieve the goal. After identifying the factors that have a positive or negative effect on online marketing in the six domains above, the propulsion and deterrent forces were identified were identified through interviews with Experts in the field of crafts of Sistan and Baluchestan province. Then prioritized according to the Analytical Network Process (ANP) method. Super Decision software was used. The results showed that "purchasing facilities" and "trust in the seller" are the most important propulsion and "lack of recognition of the target market" is the most important deterrent. Finally, using the PIP model and considering the most important forces, the most appropriate strategies were developed. Finally, some suggestions were presented.Iran's handicrafts can become one of the most valuable sources of domestic and national production, Due to its variety, originality, identity and functions, but Globalization and intense competition are a threat to the marketing of these types of products. In addition, Use of the latest technology has made the business more effective than ever before, So that the advent of the Internet enables handicraft companies to compete efficiently and effectively on domestic and international markets and through online marketing enables them to create a large and virtual space to deliver their products in the framework of IT. In this regard, the present study aims to identify the proponents and inhibitors of online marketing of handicraft products and to formulate appropriate strategies for it. To do this, at first economic, cultural-social, legal, technological, customer-related and environmental criteria were identified to achieve the goal. After identifying the factors that have a positive or negative effect on online marketing in the six domains above, the propulsion and deterrent forces were identified were identified through interviews with Experts in the field of crafts of Sistan and Baluchestan province. Then prioritized according to the Analytical Network Process (ANP) method. Super Decision software was used. The results showed that "purchasing facilities" and "trust in the seller" are the most important propulsion and "lack of recognition of the target market" is the most important deterrent. Finally, using the PIP model and considering the most important forces, the most appropriate strategies were developed. Finally, some suggestions were presented.https://jbmp.sbu.ac.ir/article_100572_5af79de6bd8b6a2db63376e69246e719.pdfShahid Beheshti UniversityJournal of Business Management Perspective2251-6050183720190522Pathology of branding in Iranian Pharmaceutical industryPathology of branding in Iranian Pharmaceutical industry13915810057310.29252/jbmp.18.37.139FAMahmoudMohammadianAssociate Professor, Faculty of Management and Accounting, Allameh Tabataba'i Univesity, Tehran, Iran.VahidNasehifarAssociate Professor, Faculty of Management and Accounting, Allameh Tabataba'i Univesity, Tehran, Iran.SaiedsSehhatAssociate professor, Faculty of Management and Accounting, Allameh Tabataba'i Univesity, Tehran, Iran.TayebehBaghliPhd Student , Allameh Tabataba'i University, Tehran, Iran.Journal Article20190708Studying of issues, problems and factors adversely affecting branding has a great importance in development, success and stability of pharmaceutical brands.Tranditional focus on generation, marketing and sale of generic drugs has led to insufficient activity in branding and consequently professional branding and deprivation of its benefits in Iranian pharmaceutical industry. The purpose of this research is to identify and determine the components with adverse effect on branding and importance, prioritization of them through Delphi technique in two qualitative and quantitative sections. To this end, 53 concepts were categorized in 17 main components through semi-constructed deep interviews with 16 experts of the marketing and branding of pharmaceutical industry and making use of content analysis. Then each component was classified based on its traits in three environmental, structural and behavioral dimensions benefiting from the three-dimensional theory. In addition, prioritization of different damages was realized and designed upon the scholars' view in three rounds of validation and the research final model. According to findings of this research, the most damaging factors lie in the environmental and then structural and behavioral dimensions.Studying of issues, problems and factors adversely affecting branding has a great importance in development, success and stability of pharmaceutical brands.Tranditional focus on generation, marketing and sale of generic drugs has led to insufficient activity in branding and consequently professional branding and deprivation of its benefits in Iranian pharmaceutical industry. The purpose of this research is to identify and determine the components with adverse effect on branding and importance, prioritization of them through Delphi technique in two qualitative and quantitative sections. To this end, 53 concepts were categorized in 17 main components through semi-constructed deep interviews with 16 experts of the marketing and branding of pharmaceutical industry and making use of content analysis. Then each component was classified based on its traits in three environmental, structural and behavioral dimensions benefiting from the three-dimensional theory. In addition, prioritization of different damages was realized and designed upon the scholars' view in three rounds of validation and the research final model. According to findings of this research, the most damaging factors lie in the environmental and then structural and behavioral dimensions.https://jbmp.sbu.ac.ir/article_100573_6625f6491ace6f7ff40861a046da6040.pdf