قابلیت ‏های بازاریابی پویا

National and international marketing have differences, the most important of which are environmental differences in political, economic, cultural and social fields. Differences in climate, natural resources, and culture create different production and service needs that in order to meet the needs of consumers, marketing managers must examine the available opportunities through market segmentation so that they can provide the products and services needed by consumers according to the available resources. Marketing capabilities are very important for commercial companies because by using the tangible and intangible resources of the companies, they are highly useful in identifying the wants and needs of customers and are used in order to meet the needs of customers and improve the performance of companies in the field of business. By developing marketing capabilities, you can create a strong position and maintain value for your consumers to maintain and strengthen their loyalty to the company. In order for commercial companies to survive in this turbulent business world and maintain and improve their share in the market by maintaining their customers and satisfying their demands, they must have capabilities that create a competitive advantage for them and create differentiation. With competitors, others can't use this advantage that is unique to them, which includes dynamic and adaptive marketing capabilities. Dynamic marketing capabilities respond to a rapidly changing environment by leveraging the company's internal and external capabilities. Adaptive marketing capabilities also take a proactive approach that starts with market intelligence and digs deep into the problems and questions customers face. Adaptive marketing capabilities are the developed ability to sense and act on market signals, continuously learn from market experiments, and integrate and coordinate social network resources to adapt to market changes and anticipate industry trends. The performance of a company shows how much this group has been able to achieve the goals and strategies it has set in advance, and as a result, performance can be estimated through effectiveness and efficiency. Therefore, considering the research gap in the field of dynamic and adaptive marketing capabilities and the relationship they can have with the international marketing performance of companies, the main question in this research is: What is the effect of dynamic and adaptive marketing capabilities on the performance of companies in international marketing? According to the above points, the purpose of this research is to investigate the effect of dynamic and adaptive marketing capabilities on the performance of companies in international marketing.

Based on the purpose of this research, it is considered as applied research because it deals with the development of practical knowledge in the field of performance. The statistical population of the research includes tile and ceramic exporting companies in Iran. According to the statistics obtained from the Ministry of Industry, Mining and Trade of the Islamic Republic of Iran, there are a total of 155 companies. Cochran's formula was used to determine the sample size. The sample size is proportional to the statistical population of 110 companies. The sampling method in this research was available random sampling. Questionnaire made by the researcher using the background indicators and questions of the research was used to collect data and structural equation modeling approach and SPSS and PLS software were used to analyze the collected data.

The results showed that marketing capabilities have an effect on the international marketing performance of tile and ceramic exporting companies in Iran. The direct effect of dynamic marketing capabilities and adaptive marketing capabilities on international marketing performance are also significant. Also, the results indicated that customer relationship management capability, product development management capability, supply chain management capability, smart market learning capability, compatible market testing capability, open marketing capability have a significant impact on international marketing performance. On the other hand, the moderating effect of competition intensity on the relationship between marketing capabilities and international marketing performance of tile and ceramic exporting companies in Iran was confirmed. The effect of competition intensity in the relationship between dynamic marketing capabilities, adaptive marketing capabilities and international marketing performance was confirmed as a moderator. Finally, the effect of competition intensity moderator in the relationship between customer relationship management capability, product development management capability, supply chain management capability, smart market learning capability, adaptive market testing capability, open marketing capability and international marketing performance was confirmed.

In total, the research results show that marketing capabilities, dynamic marketing capabilities and its dimensions, and adaptive marketing capabilities and its dimensions have an effect on international marketing performance. It is worth mentioning that the intensity of competition moderates these relationships. Therefore, officials and managers of tile and ceramic exporting companies in Iran should pay special attention to these factors affecting international marketing performance. and use all their power to increase these factors in order to achieve a sustainable competitive advantage in this turbulent economic arena, which is the goal of all companies, especially companies that are in the field of export, and keep pace with their competitors in for the success of the business, or better to say, the field of marketing, take a useful step.

Projections on the severity of climate change-related disruptions and displacements are becoming increasingly alarming over time (DiBella, 2020). Since climate change-related hazards have large impacts on a vast range of businesses, from individual traders to multinational companies (Canevari-Luzardo, 2020; Goldstein et al., 2019; Neise et al., 2018; Schneider, 2014; Surminski, 2013; Surminski et al., 2018), direct and indirect losses (e.g., damage to personnel, assets, and stocks) have been inflicted on businesses. Therefore, in environments where climate change has led to environmental uncertainty, it seems necessary for organizations to create new marketing strategies and capabilities to address this issue. However, considering the consequences of climate change, no research has yet identified the dynamic marketing capabilities based on climate change. On the other hand, past research has focused on B2B marketing capabilities in developed countries such as the United States (Mariadoss et al., 2011; Krush et al., 2015), the United Kingdom (Kaleka & Morgan, 2019; Yu et al., 2014), Australia (Merrilees et al., 2011; O'Cass & Weerawardena, 2010), and Germany (Helm et al., 2020; Wilden et al., 2019). As a result, the findings of these studies cannot be generalized to developing countries (Kamboj & Rahman, 2015; Mora Cortez & Johnston, 2018), where there are some of the most serious vulnerabilities to climate change (Odell et al., 2018). Additionally, since marketing is a contextual discipline (Sheth, 2011), the required marketing capabilities that drive firms' long-term performance can vary across countries and industries (Mora Cortez & Johnston, 2018). This is particularly relevant in Iran, which is one of the countries facing unprecedented problems related to climate change, including the drying up of lakes and rivers, dust storms, unprecedented temperatures, droughts, and floods (Vaghefi et al., 2019). Therefore, this research was conducted to fill these research gaps and to answer the question: "What is the conceptual framework of dynamic marketing capabilities driven by climate change?"
 
To provide a conceptual framework of dynamic B2B marketing capabilities based on climate change, a thematic analysis method, which is a qualitative method for organizing and describing existing data by identifying underlying themes, was used to analyze the data (Braun & Clarke, 2006). This approach was chosen because qualitative research findings provide a rich and accurate picture of the studied phenomenon. Among the different methods of data collection in this research, the semi-structured interview method was used online via a webcam.
 
In this section, the analysis process of the data obtained from the interviews was examined based on the three-step method of thematic analysis. This research outlined the framework of dynamic marketing capabilities driven by climate change, identifying 109 basic codes and 8 sub-themes, which are categorized into 3 main themes: product development management, supply chain management, and customer relationship management based on climate change.
 
Since climate change has caused many transformations and natural disasters, such as floods, droughts, fires, and storms, businesses that view climate change only as a social responsibility are doomed to failure. The consequences of climate change lead to many disruptions and problems for businesses. The results of this research indicate that addressing climate change requires both significant and minor changes. Businesses that engage with climate change must provide a roadmap for change because their survival depends on managers' attention to the risks and opportunities presented by climate change. Therefore, it is essential for businesses to develop new marketing capabilities based on climate change to mitigate the effects of risks and capitalize on the productivity opportunities arising from climate change.