پژوهشنامه بازرگانی
پیاپی 64 (پاییز 1391)

This paper aims to find an approach for evaluating and ranking customers, in order to help a bank take effective and strategic decisions in providing services to each customer. Recognition of different ranks of customers based on financial, demographical, and residential features, as effective factors in Customer Lifetime Value (CLV), will help design an appropriate mechanism, which would provide each customer with customized services. In order to calculate the CLV and design such mechanism, the GMDH neural network methodology is used, where both residential and commercial type of demographical and financial variables for customers from two Iranian banks are used as the neural network inputs. Results reveal that financial variables have the most impact on the CLV.

In this study the goal is considering eventual effects of agriculture trade liberalization on Iran pistachio by using of a two part model in simultaneous equations system frame on mechanism of pistachio price in global market and it's connection with Iran internal pistachio market. In first part of this model pistachio global demand and supply equations in international market have been estimated. Second part of model includes internal demand and supply equations and Iran pistachio export demand and supply. Global model has been entered as an effective parameter in these functions for considering the results of different policies on Iran's internal and international markets. The results of estimating global demand and supply equations and export demand and supply show that world export supply has a high price elasticity and domestic price is highly influenced by world price and exchange rate.

Bank Performance management and customer management were the subjects of researcher's attentions for several decades. This reserch tries to align these two approaches to provide strategic decision making. The proposed holistic approach suggests an integration of customer relationship management system incorporating performance management system considering maximization of customer lifetime value (CLV) metric. For this, a model is being developed to align perfprmance management and customer management. For customer management, we cluster customers based on four dimensions which are product combination, activity level, retention rate, and customer lifetime value. This combination of attributes has not been used before and can bring more useful information. For example, it can reveal which product combination can pinpoint profitable, loyal and active customers. This helps for the prevention of customer migration. However, main novelty of this research is proposing the application of CLV as a financial metric in strategic performance management in a holistic manner. The research model has been applied in an Iranian commercial retail bank. In implementation, various techniques and mathematical models including genetic K- Means, analytic hierarchical processes (AHP), and data envelopment analysis (DEA) have been used.

Nowadays there is a tendency to consider knowledge as a direct production input in analytical approaches. Investment in knowledge can increase the capacity of production inputs and since knowledge capital enjoys an increasing rate of return to scale it is considered as an effective factor in the long term economic growth. In the world, private enterprises carry the main burden of knowledge production and R & D expenditure; therefore, they only make an investment when they can benefit from its exclusive rights and protection of IPRs can provide the legal framework for the right holders to exclusively enjoy their intellectual rights. The main assumption of this paper is that protection of IPRs can improve the knowledge-based sectors of economy. Accordingly, using an input-output approach, the paper aims to investigate the economic effects of stimulating knowledge-based sectors on all other economic sectors in intersectoral interactions. In this paper, after reviewing the indicators of the economy of knowledge, knowledge based sectors were identified in Iran's economy and the relationship between these sectors and Iran's economic system was investigated. The study shows that in Iran's economy several Knowledge-based sectors have less flows on other general sectors and in most of the cases affecting the other sectors in the same groups and less on the other groups, in other words, it means that Knowledge and innovation will stimulate the same sectors in their group more than the other sectors.

This paper tries to study and access the impacts of improving the logistics performance index and It’s sub indicators on trade. Thus has used of accessible hard statistical data, for 121 selected countries of developed, developing and least developed economies and two econometric models "Marin band" and "Gravity model". The results show that: A) From the estimating of export, import and total trade with logistics’ (LPI 2010) as depended variable, increasing one percent in quantity value of logistics performance index for 121 economic nations especially Iran, the rise becomes 3.451 percent in export, 3.291 percent in import and 3.291 percent in total trade. B) from the six sub indicators of logistics performance index, the rank of importance degrees for developing total trade has been: 1) Frequency with which shipments reach the consignee within the scheduled or expected time with 3.104, 2) Competence and quality of logistics services with 3.005, 3) Ease of arranging competitively priced shipment with 2.605, 4) Quality of trade and transport– related with 2.376, 5) Ability to track and trace consignment with 2.370, 6) Efficiency of the customs clearance process with 2.094.

In the age of communication, customer relationship management in addition to improving organizational performance has created a competitive advantage. But about the components of Customer Relationship Management there are a lot of disagreements. Therefore, in this article, a valid and reliable model is developed and its impact on performance is evaluated. Dimensions of model include; People (Picked customer focus), Culture (Customer oriented organization), Process (knowledge management) and Technology (Customer oriented technology). Corroborated research findings confirm validity, convergent validity, divergent validity, and nomological validity and reliability indicators to evaluate each aspect of Customer Relationship Management and indicate the significant impact on the brand and financial aspects of firm performance.

Today, active banks in the banking system try to attract customers through various new methods. However what can help banks to meet this goal is to try to achieve competitive advantage. Many banks have tried to create advantages for themselves in different ways so that preserve their place in competition with other banks. Therefore, it is necessary to introduce a model which helps the banks to understand their current status in order to help for future planning. This research offers a scientific and systematic model to measure the banks competitive ability. The model presented in this study, introduces main variables affecting banks competitiveness including financial power, market share, human capital, and international- exchange activities and use of technology. Each of these variables can be calculated through their indices. After approving by experts, this model was confirmed using factor analysis and LISREL software. The results explain that among model variables, financial power has the most effect on competitiveness of Iranian bank. Next, this model was used to rank competitive ability of state (commercial and professional) and private banks using TOPSIS technique.

Poverty and poverty removal have always been considered significant issues among nations. To work out this problem, understanding the amount and depth of poverty seems necessary. The purpose of the present study was to investigate and evaluate the poverty line in Mazandaran Province. To achieve this purpose, the average consumption expenditure of urban and rural families, retail price index of groups of goods, urban and rural consumption services as well as raw expenditure and income data were studied in the period of 1368-1386. The data was collected from the five-year socio-economic plans of Iran. The poverty line was then estimated through Linear Expenditure System and Iterative Seeming Unrelated Regression using Eviews software. The results indicate that poverty had an increasing trend in both urban and rural areas. Urban poverty line was always higher than rural poverty line. Urban poverty line from 2412482.8 in 1368 reached 43601457.2 in 1386 and rural poverty line from 1533763.8 in 1368 reached 34234502.2 in 1386. However, performing second developing plan was inadequate in reducing the number of poor people, but all plans were adequate about other indexes.