فصلنامه پژوهش های مدیریت در ایران
سال بیست و دوم شماره 4 (پیاپی 102، زمستان 1397)

Calculating Customer Lifetime Value (CLV) is a key measure in Customer Relationship Management (CRM) studies. Using this measurement, marketing budget can allocate perfectly. An important issue in this area is to increase the accuracy of calculations and considering the possibility of changing customers’ behavior. In this paper, we tried to show possibility of changing the behavior of customers. For this purpose, we used Isaco (Iran Khodro Spare parts and After Sales Service Corporation) four years transaction dataset. The customer lifetime value is calculated using Markove chain approach. Results show that considering all time period data to estimate only one transition matrix with fixed arrays don’t reflect the real world situation properly. In addition, aggregating all data to estimate the transition matrix will prevent detecting and studying possible changes of customers’ behavior and its potential reasons.

Organizations’ managers need to make strategic decisions to implement knowledge transfer to succeed in current turbulent environment; to this end, the purpose of this research is to study role of unlearning moderation on relationship between new knowledge compatibility and knowledge transfer. This research is applied in terms of objective, causal in terms of approach and nature, quantitative in terms of data collection method, and has a descriptive survey approach. The statistical population of the study consists of 57 employees in Buspar Company, Isfahan. In order to test the research hypotheses, structural equations modeling have been used. Research findings show positive and significant effect of the new knowledge compatibility on knowledge transfer and its dimensions (except for the misadoption). Moreover, learning outcomes has a positive moderating effect on the relationship between new knowledge adaptation and knowledge transfer.

Construction projects are one of the most complex types of projects due to unpredictability process, operation and resource constraints. This leads to crucial role of project manager for the success of construction projects. Therefore, construction manager’s project selection is a significant issue. On the other hand, systematic selection of the project manager is necessary. In the past, systematic selection has not been considered and further personal and expert’s opinions have been toward project manager selection. In order fill this void, a research was conducted to select the construction project manager based on the competence model. Initially, by comparing standards of project management competence, project management standard of Australia was selected as the most appropriate model. Then, by distributing a questionnaire to experts of the decision-making team using the SWARA method, the criteria and the sub criteria were weighted. Weighting results showed that sub-criteria of leadership ability, ability to conduct and ability to manage environmental change were identified as the most important sub-criteria. Then, using the WASPAS method, project management alternatives were ranked.

Governance in megaprojects can be used to implement a variety of companies under the consortium agreement, which can affect performance of the consortium. According to literature review and achievement of the research gap, it has become clear that one of the key factors influencing success, is proper governance system. The purpose of this study is to grasp deep-seated influence of governance on mega multi-firm projects in a consortium. Using qualitative and exploratory research method, six upstream consortium of South Pars were investigated and grounded theory was used to analyze data and find relationships between them. At the first step, components of existing governance and influential factors were identified and consequences of existing governance were identified; then, by repeating interviews between the research community and identifying conditions for improvement, components of good governance were presented and effective governance model influencing performance with the implications of good governance criteria and stakeholder interests were designed.

Coopetition (which results from the combination of two strategies of competition and cooperation) is a new type of inter-organizational relationship that can lead to a win-win situation. In this paper, we try to develop a conceptual model for coopetition strategy for ICT industry using the grounded theory research methodology based on ICT industry experts’ opinions. Therfore, research conducted by adopting a qualitative method and conducting deep or semi-structured interviews with experts in this industry and analyzing data based on open, axial and selective coding in grounded theory approach. As results we identified tendency toward coopetition strategy as a core phenomenon as well as other dimensions of the conceptual model including causal conditions, the intervening and the context variables, as well as strategies and consequences of coopetition in the ICT industry. At the end, a comparative comparison made between the components of proposed conceptual model and the concepts identified in the research literature.

Flexibility, speed of change and innovation are the characteristics of successful companies in their effective time. In order to survive, even for a decade, companies must constantly change, but change solely, is not enough. Changes should be based on collection of appropriate data from the outer and inner environment and their conversion to knowledge. Among the essential skills and competencies of managers in knowledge based companies, one fote most important one is personal knowledge management skills. Therefore, the purpose of this paper is to investigate effect of personal knowledge management on innovative culture and performance in knowledge based companies in Kurdistan province in 2017. From methodological perspective, this study is a survey-applied based on descriptive-survey. Required data collected through combining and integrating several standard questionnaires with use of form reforms. Content validity of factors confirmed with the opinion of the experts and then the validity of the test construct was confirmed using factor analysis methods. In order to analyze the collected data, Partial Least Square method (Smart PLS) used. Results confirmed the appropriateness of all research hypotheses and also showed a positive and significant relationship between personal knowledge management and innovative culture and innovative performance in the research model. At the end, there are also suggestions in relation to the research variables.

Education, and in particular, work experience is merely a "fit" and when it is worthwhile the origin of the formation of a phenomenon called "capacity" in individuals, such capacity is itself the source of work performance. The existential philosophy of individual, group, organizational, and national education systems is also the formation of a potential called "capacity" in students. It is a successful educational system that has succeeded in shaping this potential among its students. In the package of "competencies" required for high organizational and national managerial positions in the public sector, "work experience" is one of the most important criteria because the "work experience" seems to reduce the essence of the experimental error of decision-making by managers. Although several studies have elucidated the role of "work experience" in enhancing work performance, less study has been done on the negative consequences of excessive reliance on "work experience" in choosing managers in the public sector. The final goal of this study is to analyze work experience "based on" competency-capacity-performance "model and to analyze the negative consequences of" experience "in choosing governmental and national government managers. Therefore, the attitudinal, spoken and behavioral consequences of extreme reliance on work experience as the main criterion for the selection and appointment of managers are discussed. The arguments of this paper in designing the device for selecting and appointing managers in the public sector and privately can be useful.

Nowadays, the expansion of competition and the increasing complexity of the environments affecting business activities are significantly evident. Accordingly, application of appropriate business models has been of great importance for managers to determine the optimal performance of the organization activities in competitive conditions. Therefore, identification of various business models and familiarity with their main features are essential. In this study, it has been attempted through use of quantitative content analysis approach. It conducted by reviewing various studies on business from 1990 to 2017 to identify various business models under the major categories of the study. It lead o describe their features and factors to design and implement each model under minor categories. Through this research, various business questions have been answered and trends of the past studies of various business models, the most recent and most important models, as well as the most important factors in designing and implementing them, have been presented. This components in the results is hoping to be an effective step in helping executives of organizations and industries of the country to deploy or improve the business models.

In recent years, in system dynamics society has increased attention to qualitative approaches. One method of extracting models of qualitative system dynamics has been many used is a Group Model Building. In this method, clients are involved in the modeling process. But it has not been systematically studied to assess the effectiveness of Group modeling. Systematically assess is important because the following reasons: 1) understand the impact of this approach on the customer and target organizations; 2) Enhance the effectiveness of a modeling process. In this paper we have evaluated a Group modeling that was used in the design of aviation Technology Park by a questionnaire was filled out by participants after modeling sessions. The results of this survey indicate that participants acknowledged the importance, usefulness and the efficiency of these sessions. Also in the regard of meetings, open discussion, external facilitator and meetings as a group, using cause and effect diagrams, images and graphics to visualize the process, meetings outside the office environment, using workbook and the clear instructions in the meetings are important. Participants Expressed the Informal meetings have been useful.

Using Performance Based Budgeting (PBB) system in Iran has begun. However different organizations claim to establishment and implement this system but their progress is not satisfactory. Therefore, in order to evaluate its progress, using the organization's maturity models, various studies have been presented in designing the PBB maturity model.
In this study, by reviewing the maturity reference models as well as two PBB maturity models that presented in the budgeting literature, the weaknesses of the current maturity models is presented and the new PBB maturity model is presented. After interviewing budget experts in decision-making organizations such as the country's planning and budgeting organization and the Audit Court, as well as using the elite capacity in universities such as Tarbiat Modares, Tehran, Shahid Beheshti, Al-Zahra, etc. the lack of consideration on the results section in maturity models has been identified as shortcomings in current maturity models, especially budget maturity models.
Accordingly, the developed PBBM model is defined in terms of capabilities and results, and for the measurement of each of these two parts, a tree of indices and sub-indicators are defined. Utilizing the research model enables organizations to evaluate their progress in establishing and implementing a performance-based budgeting system by performance indicators