فصلنامه مدیریت بازرگانی
سال ششم شماره 19 (بهار 1393)

Nowadays international commerce plays a significant role in economic development in different countries and considered as the main engine of economic growth and excellence. Because of this importance، export development is one of the main strategic focuses in Iran’s macro policies and decisions. However، identification and elimination of export barriers is a pre-step for the efficiency and effectiveness of export development plans and programs. Removing these obstacles not only leads to exporters profitability and country’s economic growth، but also motivates more investment in this area of business which together results in economic development، employment، international position consistency and etc. The main aim of this article is to determine export barriers in Ilam province. Because of its geographic location and access to new emerging markets in neighbor countries، Ilam has a great potential for using environmental opportunities. In this article، by exploring the export barriers literature، an appropriate model is developed، while exporters and experts’ view-points are used to identify and explain export barriers in Ilam in four categories. In order to identify and grade the barriers، the statistical tests of ANOVA and TUKEY’s HSD are used. Paying attention to identification of target markets’ environment has been of more importance in removing internal and external problems of exporting firms.

Export performance is one of the concepts highly stressed in the literature of international marketing. The aim of this paper is to identify the influence of firm behavior (number of markets، export commitment and Price adaptation) on export performance. The methodology of this study is quantitative، using survey research، with a sample of 37 export companies. Questionnaire was used for gathering data. The reliability and validity of this tool was confirmed. To test the hypothesis of the study، Structural Equation Modeling (SEM) and Smart PLS software were used. The results show that firms with high commitment are more willing to adapt their export pricing. These firms also perform better in foreign markets. Moreover، the results also indicate that adapting export pricing has a negative impact on export performance.

Customer Knowledge Management (CKM) has been a subject of much attention in recent years. The attractiveness of this subject is the result of its benefits for organizations; but despite the benefits of CKM implementation، many projects aimed at implementing CKM in organizations fail due to companies’ negligence with respect to its implementation factors. Meanwile the majority of organizations using CKM face with the problem of how to implement it in their organization. On the other hand، researches that have been done in the field of Customer Knowledge Management looked partially to the subject. Thus، implementing Customer Knowledge Management needs a comprehensive framework which eliminates the drawbacks of the current researches. This research، using mixed method approach، aimed at developing and explaning a framework for implementing Customer Knowledge Management at the qualitative stage (Stage 1) and validating the developed framework at the quantitative stage (Stage 2) to ultimately provide Customer Knowledge Management implementation framework as a final result of the research. The findings could improve researcher''s knowledge about CKM implementation goals، challenges، mechanisms and outcomes.

In today’s complex، dynamic and ever changing modern environment، all companies need to design and use strategies helping them to improve continuous performance، because in such a competitive environment، those companies which keep pace with changing and dynamic conditions of competitive market are able to survive. This study was conducted using descriptive – correlational methodology. The study sample consisted of automotive companies with improved grade in the country that were selected using non-probability sampling. Li standardized questionnaire (2006) was used as a measuring tool in the present study. The statistical analysis software of structural equations modeling ‘LISREL 8. 5’ was used to test the hypothesis. The results indicated that implementing supply chain management methods through competitive advantage has an effect on improved organizational performance and implementing supply chain management methods has an effect on creating a competitive advantage.

Theoretically speaking، HR architecture is a new concept which can be studied in the framework of changes in leading HRM system and new approaches suggested for the relationships among employees and employers. Since contextual variables carry diverse variations and importance levels، designing a HR architecture framework is a complex issue. Therefore، the idea is considered to be piloted in Iranian Oil and Gas industry. As there is no HR architecture reference framework، the conceptual model derived from exploratory interviews and literature reviews. Then the framework sub elements were built via Delphi technique in an expert panel format.

The purpose of this study is to quantify the impact of business networks on competitive advantage by the mediator variable of capability of building capabilities (CBC). These networks are accompanied by the role of customers، suppliers and competitors. For data collection، a questionnaire was distributed that 325 of which were utilizable. The result of SEM analytical method shows that all hypotheses are confirmed with the minimum level of reliability of 0. 9. The mean of business networks for private and family businesses was more than that of private and nonfamily businesses. Among the impact factors of hypotheses، the most one belonged to the impact of business networks’ relationships on capability of building capabilities (CBC). In total، it could be said that business networks have a significant impact on dynamic capabilities which are the new approach to competitive advantage. On the other hand، considering the significant role of cognitive component among the other components of business networks and also considerable affectability of strategic flexibility، special attention of organizations towards long-term relationships between business networks in this industry is recommended.

Paying attention to customers is necessary for continuing operation in competitive markets today. Through customers’ satisfaction، organizations can reduce production costs and increase their revenues. Customer relationship management can help the managers and organizations with establishing a constructive relationship with customers and maintaining them. Therefore، developing and deploying an effective customer relationship management system is one of the necessities of today''s organizations. In this study، the factors affecting the success of customer relationship management strategy in car dealerships in Guilan province has been investigated. The findings indicate that knowledge management، organizational variables، interactions quality، and technology have a direct relationship with the success of CRM strategy in the dealerships، while the experience of using the CRM system does not necessarily lead to success of CRM strategy.

Regarding the highly intensive competition in the market، nowadays using customer-oriented strategies is necessary for customers’ retention and attraction. Nevertheless using these kinds of strategies depends on understanding customers’ behavior patterns and classification of customers based on these patterns. The goal of the current study is to determine the strategies to deal with new customers according to the existing customers’ behavior. In order to achieve this goal، first the behavior patterns of existing customers were identified using NPS questionnaires and RST method، and then their behaviors were predicted using Selectability/ Rejectability Measures and assigning them to pre-defined classifications. This study is practical regarding the purpose and is a survey in terms of methodology، and is conducted on 250 samples of Sony Ericsson mobile phone users. The results show that reliability dimension plays an important role in influencing customers’ behavior and appropriate strategies toward new customers can be taken using current customers’ behaviors.

In addition to give an introduction on capability approach، in this study، according to instructions of Imam Ali’s (peace be upon him) letter 53 of Nahj al-Balaghah، authors tried to considered effective range of indicators in human capabilities development. In order to data collection، the precious text of letter 53 of Nahj al-Balaghah as a source of information has been coded and analyzed using thematic analysis. The results include twelve sub-themes on this subject which are: the philosophy of governance، human agency of people، the divine authority of human، reforming public affairs as an inalienable right، multiple stockholders، motivation، respecting positive authority، justice، equity، developing health and economic opportunities، developing supportive opportunities and reclamation and reforming cities and towns; and five main themes which are: central phenomenon of human capabilities development، the casual and intermediary conditions in capabilities development، and their underlying conditions and final consequences. Finally، using the main and subsidiary themes، a framework has been proposed to develop the human capabilities approach.

Customer''s Clustering is an instrument for considering the needs which were not allowed to be expressed due to mass marketing. The primary goal of market segmentation is to find and retain those customers we want to serve. In this paper، we present the experimental results of clustering bank''s customers using artificial neural networks (ANN) compared with traditional statistical methods. To cluster the customers، 7 key distinctive characteristics of 600 customers of a bank were extracted. Customers’ clustering was performed using ANN and a powerful statistical Ward Method. The results were compared using discriminant analysis، MAPE and RMSE. The comparisions indicate the superiority of ANN output over WARD. Clustering by ANN indicates the strength and innovation of this study. Furthermore، focusing on importance of solving the death neuron problem in artificial neural networks by BIAS term is a contribution of this paper.