نشریه کاوش های مدیریت بازرگانی
پیاپی 23 (بهار و تابستان 1399)

One of the major barriers to the development of life insurance in Iran is the insurers' lack of understanding regarding the ambivalences that people experience while engaging in life insurance buying process. Considering the existing gap in the context of life insurance consumer behavior, in this study we aimed to explain the policyholders' ambivalences to better understand the life insurance buying behavior which can be employed by insurance companies to formulate and implement effective marketing strategies. The research approach was a qualitative and based on the grounded theory of Corbin and Strauss (Fourth Edition). Data were collected through in-depth interviews with 27 selected participants including policyholders, insurance agents, and life insurance experts, through theoretical sampling which continued until theoretical saturation. Data analysis carried out systematically with open, axial, and selective coding mechanism, with a continuous iterative process between data, concepts, categories and the model. In this process, we employed questioning and comparison strategies as well as memos, diagrams and paradigm tools to analyze the data. As the research results, furthermore identifying and explaining 15 sources of ambivalence in the context of micro and macro environmental conditions and internal (individual) circumstances, a model of life insurance buying behavior developed to explanation of cognitive, psychological, and social ambivalences.

Resilience as one of the most important issues in the related to firms performance, in recent years has attracted considerable attention. In this regard, it is essential to identify the potential items that cause the firms to be resilient. By considering the importance of topic, the aim of this study is identifying and achieving a framework of resilience items of firms in detergent industry, as one of the most high financial turnover industry in Iran. Two types of contractual content analysis and ISM are used to analyze the data. Through qualitative content analysis, 21 items that involved in the resilience of firms are identified, and in the ISM section, the items classified into 9 levels. Those categorized into six broad concepts: internal resources and procedures of the firm, human capital, structural position in industry, interactive strategy with environment, Firm process characteristics, decision portfolio.

The company's business strategy reflects how the company is competitive in the company's selected market. Many companies are trying to gain competitive advantage by developing appropriate competitive strategies and, by increasing the competitiveness of their products, provide the basis for the growth and development of the company. The paper’s aim is to investigate the effect of market entry and strategic orientations on financial performance of Tehran Stock Exchange companies. Thus, financial data of 150 companies of Tehran Stock Exchange for the period of 1390-1395 used to test the research hypotheses. The generalized least squares regression model has been used to test the combining data. As the research findings, the direct order of entry into the market active by the adoption of strategic performance orientations of the companies. But the initial followers of the strategy of marketing differentiation and the new companies entering the strategy leadership have a successful performance based on asset efficiency and sales returns. The adoption of an innovative differentiation strategy for pioneering and early-stage companies has a positive and significant impact on asset efficiency as a measure of corporate financial performance.

With increasing competition in the field of marketing, exports and the efforts of export companies to capture the market is constantly changing, identifying the factors that affect export performance increases the benefits of export companies. Therefore, the purpose of this study is to investigate the effect of effective organizational factors (market-oriented, competitor-centered, customer-centric and quality of relationships) on export performance mediated by companies' export commitment. The research is descriptive-causal in terms of method. The research community is 80 active export companies in Khorramshahr. Census method and standard questionnaires were used to collect data. The validity of the questionnaire was confirmed by content method and convergent and divergent validity and the reliability of the questionnaire was based on Cronbach's alpha and composite reliability. The test of research hypotheses is based on structural equation modeling. The results of data analysis indicate the confirmation of the relationship and correlation between the three factors of market-oriented, customer-oriented and competitor-oriented with export performance and non-confirmation of the quality of relationships on export performance. Also, the mediating role of organizational commitment in the relationship between 4 internal factors on export performance in relationships (except the relationship between relationship quality and performance) was confirmed.

Due to the complexity of the socio - economic environment, there is always doubt about those issues. In this regard, intuitionistic fuzzy sets used as a powerful tool in describing the ambiguous and imprecise information considering the membership and non-membership degrees. According the importance of intuitionistic fuzzy sets, in this study, it has been tried to determine bank liquidity supply factors in order to reduce liquidity risk and its management in the Tejatat bank. So, all factors affecting the decision of customers to deposit and receive loans are identified, and in the intuitionistic environment, the importance of each factor was extracted. The study population consisted of all managers, deputies and experts active in the management units of the Iran's Tejarat bank.  to achieve study goal, first using content analysis method, the factors affecting customers ' participation in bank liquidity were identified and then the importance of each factor was extracted by using multi - attribute decision making in intuitionistic fuzzy environment. the results indicate that among the factors affecting customers, decision to deposit in the bank, Social Deposits Profit Rate, community index, customer experience, speed and accuracy in service delivery and employee engagement with customers are placed in first and fifth priorities. Also, among the factors affecting customers' decision to receive loans and facilities from the Tejarat bank, the number of bounced checks, customer income, customer experience, and customer ownership status and installment value were considered the most important factors.

In today's highly competitive world, studying consumer behavior is inevitable for any organization, large or small, and neglecting this can lead to the failure of any organization. One of the factors influencing the behavior of consumers is lifestyle. Behavior of members of any society according to culture, religion and values follow a set of beliefs and patterns that understanding these beliefs and patterns and their impact on consumer behavior can be useful. The aim of this study was to investigate the effect of Iranian lifestyle and Islamic lifestyle on consumer behavior. The statistical population of the study includes all residents of Khorramabad. A questionnaire was used to collect data. The research method is descriptive-survey and applied in terms of purpose. Statistical data were collected during the first 6 months of 1397 and the structural equation modeling technique was used. According to the research results, Iranian and Islamic lifestyle has a positive and significant effect on consumer behavior.

In the past few decades, environmental concerns about manufacturing operations have led various organizations to take advantage of green actions in different supply chain processes, as green supply chain management as an important organizational philosophy in reducing environmental risks and a preventive approach. To increase environmental performance and achieve competitive advantage in organizations is considered. The main purpose of the present study is to identify the key indicators of green supply chain enablers and model presentation in this regard and to select the best supplier from the point of view of environmental considerations. This study is applied research and is classified as descriptive-correlational. This section first identifies the factors affecting green supply chain enablers using semi-structured interviews with small and medium business managers in Isfahan. It is also presented in the quantitative part of the index ranking and finally the proposed model. The statistical population of this study is composed of all small and medium sized industries active in Isfahan province. Using simple random sampling (available), a number of companies were identified in Isfahan industrial town and questionnaires were distributed among them and the results were indexed using PLS software. The results of the interview findings on factors affecting green supply chain enablers are categorized into five selective codes of e-commerce factors, internal operations, logistics success, comprehensive quality management and innovation, and the results of factor prioritization indicate that Internal operations (0.508%) had the greatest impact on green supply chain enablers and innovation (0.317), logistics success (237), e-commerce (0.222) and comprehensive quality management (0.221). The next priorities are.

The recognition of success factors of shopping malls could be a lead for investors and it also could prevent the bankruptcy of the shopping centers and malls. The object of this study is to design a success pattern for shopping malls in Iran.This study is applied and mixed or hybrid in terms of purpose and type of data, respectively. Statistical population is experts, executive managers and the customers of shopping centers in Tehran, Isfahan, and Mashhad provinces. Semi-structural interviews were done and the collected data was analyzed by theme analysis.  Furthermore, to examine the relationship between variables in the model, structural equation modeling (path analysis) was run in the Lisrel Software. Findings indicated that six factors are critical for the success of shopping centers including: 1) geographical situation factors, 2) owners and renters’ factors, 3) shopping center management factors, 4) goods and services factors, 5) marketing factors, and 6) design and architecture factors. Investment in shopping centers should be conducted based on the identified factors and investors can evaluate the feasibility of shopping centers’ projects according to the identified success factors.

Due to the importance of supply chain sustainability and risk management issues in various industries and the environment, the purpose of this study is to identify the supply chain sustainability and risk management issues in various industries, which are in the economic, social and environmental spheres. Finally, an attempt has been made to summarize models and supply chain sustainability factors. In this review study, which conducted in 2018, the articles indexed in Proquest, Scientific Information Database (SID), Magiran, Ovid, Irandoc, Iranmedex, ScienceDirect, Taylor & Francis, Emerald, Cochrane, Springer, Google Scholar, Scopus. The research papers included 75 papers (from 19 different countries) that included qualitative and quantitative research in the last 15 years (since 2003) in Persian and English. Researches with sample size and unspecified execution or only on risk management or supply chain were excluded from the study. Also, the papers without full text also excluded from the study. Research findings suggest that the prevalence of solid, liquid and gaseous wastes throughout supply chains and the various economic, social and environmental hazards in various industries has led to the need to seek solutions to provide whatever Better service is emphasized. However, qualitative research has been very limited in this regard. The results indicate that the knowledge about sustainability management in different industries and risk control has been scientifically low. Given the low level of knowledge and knowledge required at different levels of sustainability in the supply chain as well as risk management in supply chain stability, informing the industrial community, especially those industries that are somehow involved with this problem, are one of the most important plans that can First of all, understanding and achieving more appropriate risk management practices in supply chain stability will improve in the future. It also seems sought to provide a solution to increase the attention of authorities. In order to achieve this, relevant benchmarking needs to be made so that appropriate and appropriate policies are taken into account, thereby helping to promote and improve the sustainability of the industrial supply chain.

Adopting a comprehensive approach based on the models of planned behavior, technology adoption and Palka, this research is an attempt to identify the factors affecting the attitude, intention and behavior of mobile viral marketing among young consumers in the city of Ardabil. The population of the study consisted of all students of public and nonpublic universities in Ardabil that, according to the unlimited population, finally 384 standard questionnaires were distributed among students as the sample of the research. Data were analyzed based on the structural equation modeling with use of SPSS and Amos software. The results showed that perceived costs and perceived enjoyment affect Iranian young consumers’ attitudes towards mobile viral marketing. Moreover, Subjective norms, perceived ease of use and perceived utility affect Iranian young consumers’ intention toward mobile viral marketing. Finally, results indicate that Iranian young consumers’ intention could help to development of mobile viral marketing behavior among them.

The ultimate goal of marketing is to meet the needs and demands of customers in a better way than competitors. The ability to understand how customers and consumers behave and how they make their decisions is a prerequisite for successful marketing goals. This study is done to identify affecting factors on the improvement of online shopping with respect to the customer decision-making process. For this purpose, the library method and literature review are used to identify the factors influencing improvementonline shopping. In the next step, using semi-structured interview with experts and performing qualitative content analysis method to classify and localize identified variables and indicators. Then the one sample t-test used to finalize the identified indicators. The result of the research shows that the obtained model includes factors: Channel Quality (task value, emotional value, social value, and perceived risk), Website Quality (security, information content, system performance, visual effects, and innovation), Product Features (price and variety), Advertising (WOM and environmental advertising), Transaction Quality (trust, accountability, and customization), and Customer Satisfaction; which are effective in improving online shopping.

The present study aimed to present an export clusters model using an international entrepreneurship approach with an emphasis on raisin product‌.‌‌ The research method is applied-developmental in terms of objective and descriptive / survey in terms of data collection‌.‌‌ It was conducted on a sample of 10 experts from Ministry of Industry and Mining, Chambers of Commerce, Ministry of Agriculture Jihad and Raisin Exporters in Tehran and Qazvin cities‌.‌‌ It was conducted using Atlas software‌.‌‌ In the first step (open coding), the components were derived from the data of in-depth interviews and their processing and categorizing‌.‌‌ These categories included the components of product, marketing and advertising, quality, technology production factors, environmental factors, cultural factors, legal factors, social factors, etc‌.‌‌ In the second step (axial coding), the axial coding was performed based on the paradigm model to design and institutionalize the management of international entrepreneurship and expert clusters‌.‌‌ In this research, factors such as development of culture, a comprehensive and proper strategic plan, and appropriate with the needs of companies, export marketing, and the use of modern marketing techniques, equipment supply (combination of hardware and software elements), implementation of content management, provision of appropriate infrastructure, creating and utilizing enterprise portals, implementing social network and blogs for knowledge dissemination and transfer in the process of expert, utilizing e-learning, signing international contract with target market countries, and creating processes for creativity, innovation and identification of the needs of the target markets were identified as influential factors in the model‌.‌‌ Finally, a general model was presented to extend the theory of export clusters using an international entrepreneurship approach with an emphasis on raisin product‌.‌‌ It is considered as the innovation of this research and indicates that export clustering with an emphasis on raisin export can result in international entrepreneurship‌.

Nowadays, different businesses have to take various marketing strategies in order to get access to customers. Accordingly, evaluating the effectiveness of marketing activities has gained an utmost importance to ensure that the adapted measures are efficient. In this paper the effectiveness of marketing activities is looked into. This includes investigating the impact of entrepreneurial orientation and market orientation on the effectiveness of marketing through the mediating role of marketing capabilities. In terms of purpose, this was an applied research, and in terms of collecting data, it is a descriptive- survey study and of the correlational type. The statistical population of this study included 157small and mediate-sized companies in the industrial town of Bushehr. Convenient sampling was used in this research to have access to the members of society. To this end, 110 companies were selected as the samples of the study. In order to collect data, a questionnaire has been used. After collecting the required data, they analyzed by using Structural Equation Model (SEM) through Smart PLS software. Finally, the analysis of data indicated that each of the entrepreneurial orientation, market orientation and marketing capabilities variables had directly and positively affected the marketing effectiveness.

The paper’s aim is to study the advantages of coopetition is effective for informing and trust building between companies. For this reason, identification of the advantages of coopetition directed by using the interpretative structural modeling approach. The population of research is Qom handmade carpet manufacturers that have been selected using the judgment method. This research is exploratory from the opinion of purpose and is qualitative-quantitative from the opinion of approach. Three methods have been used for data analysis that are: content analysis, interactive management and interpretive structural modelling. Based on the research findings, there are 5 main advantages at the coopetition network in the art-industry of handwoven carpet as follow: creativity, learning, productivity, ability and development that identification of the relationships between them indicates the most key factors are advantages of creativity and learning.

The paper’s aim is to study about the usability of online banking interface, correcting the user-friendliness of web interface, and improving attraction of bank website, which have gradually become essential the network marketing strategy of the banks. This study took three banks web site as a case study to record subjects’’ eye tracking data of time to first fixation, AOI place, fixation duration and blink count and so on by using Tobii T60XL Eye Tracking, while users’ login online banking web interface, and analyzed that the effects of webpage layout, navigation, colors, the amount of information representation which impacts on the usability of online banking interface. We used eye trach and self-report for collecting data. Research reveals that overall usability score for banks of Melli, Mellat and Saman are 80% 75% and 89% respectively. The results demonstrate that the login entry, account login information and other key control buttons should be located in the upper right corner to quickly lock the goal, and the interface should have a modify amount of information representation, reasonable font size settings, the appropriate proportion, simple, harmonious and warmth design style.

Networking has become a popular strategy for leaders who view the world in a systematic way, and experts in many fields, including organizational leadership, use network-based solutions to solve or improve complex social problems. The development of network leadership theory in universities will lead to a coherent and systematic relationship between different layers and levels of the university and will prevent island development. This research has designed by using a qualitative approach a network leadership model in the service sector, using the data conceptualization strategy of the Foundation. In this regard, 12 executives of Payame Noor University at different levels were analyzed through semi-structured interviews and interview texts in three stages of open, axial and selective coding. As a result of this analysis, 179 concepts, 17 categories and 8 theories were identified that form the final research model based on the Strauss and Corbin paradigm model. The results of the study show that network leadership as a central category and in interaction with the surrounding network, individual and organizational actions, soft and hard infrastructure and innovation of process and service, causes the excellence of the university network. Due to the main components of network leadership, including the acquisition of knowledge, skills and network attitude, it is recommended to design and develop well-organized and well-organized programs to create and cultivate these components among university staff, such as holding Educational and operational workshops and scientific conferences should be on the agenda of university administrators and faculty members.

Although recent studies present a framework for success of online retailers, they were not successful in determining the role of internal factors of websites (i.e. scrolling, colors, and graphics) in customer’s decisions. Website quality is important, but it is only a sub category of performance of online retailers. Website quality, though important, represents only a subset of the criteria for evaluating an online and potential service provider. Other features of online retailers can play important roles in influencing customer response. This study considers external information (i.e. reputation) and internal information (i.e. website quality) as an influential driver of customer feedback on the website of high speed internet service providers in Iran. Structural equation modeling used to analyze the data. The findings suggest that security/privacy and reliability have a significant positive effect on reputation. Website design and customer service also have a significant and positive effect on customer positive emotions. In addition, it was found that security and reliability had a significant positive effect on the perceived risk and also positive emotions had a significant positive effect on purchase intention. Finally, perceived risk has a positive and significant effect on negative emotions.