فصلنامه مدیریت بازرگانی
سال ششم شماره 20 (تابستان 1393)

With the advent of e-commerce، organizations are changing their business. Most researchers believe that electronic trading can be successful when the public will trust in virtual environments. High degree of confidence not only can meet customer expectations of a satisfactory transaction، but can also eliminate certainty and perceived risk of online transactions. The aim of this research is to study the factors affecting the intention of purchase among customers of the Rayaneh website. The results showed that virtual companies can create a safe environment that guarantees the successful purchase and reduce the perceived risk and increase perceived benefit and trust. The rise of virtual company administrators، antecedents of cognitive، experiential، and emotional state as well as individual personality increases the reliability and reduce the perceived risk for online customers.

Goal of any enterprise is to be more efficient and gain more benefits. Market segmentation in most areas, particularly retail banking industry, is a strategic tool for optimum allocation of resources and as a result achieving this objective. This study with the purpose of retail banking market segmentation is based on the benefits expected. To accomplish this goal, In addition to field studies through exploratory interviews with 43 costumers and staff experts in several banks, 166 benefits have been extracted from the studies. Through experts’ questionnaire and distribution of pre-test to 60 persons, these benefits have been reduced to 50 questions. After verifying the reliability and validity by winy cluster sampling method and Cochran formula, the sample size has been determined up to 669. Then through factor analysis, 9 factors and through cluster analysis 4 parts have been found. The largest part of the sector was identified as the third sector. In this section, such factors as employee and trust, convenience, ease of service, and technology are important distinctions. Finally, in accordance with section behavioral characteristics, appropriate marketing strategy has been presented.

Organizational challenge in the twenty-first century is competition due to the expensive resources that determine survival and growth of enterprises. The resources can be categorized as management, labor, land, capital resources and equipment. Among these materials, human resources and management have a special place. At present, Competitive advantage in many countries is based on Human resource capabilities as the factors responsible for the optimal use of other sources. Today, organizational success isnt dependent on the number of human resources, but it is related to the level of human capability. Organizations efforts to improve the quality of human resources development is known as empowerment. This is proposed as one of the strategic tools for competitive advantage. In this research, strategic model of human resource empowerment is presented as a systematic pattern in seven distinct stages. This has been studied in PEDEX Company as a case study. What distinguishes the designed pattern in conjunction with the strategic planning of human resources is analysis of the external environment using the Ansof model, analysis of the internal environment using the Minzberg model, human resource classification using Boston Consulting Group model. This also provides appropriate strategies in the framework of Hersey and Blanchard Empowerment Model.

In this study we have investigated the marketing key performance indicators and also attempted to develop a tool for measuring the marketing performance in the banking industry. For this purpose we have used meta-synthesis method for extracting indicators of marketing performance from available qualitative studies, and benefit the test judgment of experts to confirm and weigh these indicators and to modify the measurement tool. Finally, a modified questionnaire has been employed to assess marketing performance in the banking industry. Identified indicators with using meta-synthesis method have been classified based on five dimensions including customer, brand, market, financial and innovations. Expert Test results have revealed that customer and financial dimensions of marketing performance are more important among others. Field test results have also indicated that the marketing performance is above average in banking industry and that the private banks had a better performance. It can also be found that the banks have better actions in brand, market and innovation dimensions than financial and customer dimensions.

Consumer guilt is a feeling that may be resulted from someone recognition of having failed to achieve the internalized personal or social moral standards in the context of consumption. The present study aims to contribute to current knowledge of consumer guilt by offering a comprehensive structural model of the consumer guilt in order to predict future buying behavior. The method of this study (SEM) among the consumers referred to those in the commercial and shopping complexes in the city of Kermanshah by random. Data have been collected by questionnaire of guilt consumer by Ayla ÖZHAN DEDEOĞLU and CVI with 62.0 and 78% reliability. The questionnaires have been distributed among the costumers. The data have been analyzed by the SPSS and Amos applications. The findings reveal that regret Make a purchase, Withheld purchase, transgression of norms, self-control failures and indulgence in hedonic desires are the antecedents that significantly explain consumer guilt. Among the responses studied in literature, only those related to reparative action, psychological repair work and justification are significantly loaded to coping responses factor. The final model has the greatest impact on the incidence of feeling guilty and withheld purchase by the consumer.

In order to enhance positive effects of organizational citizenship behavior along with a decent brand management, companies need to execute strategies to develop and reinforce brand equity. For this, the present research investigates the importance of brand equity in the banking industry as well as the effects of the organizational citizenship behavior and customer satisfaction on this important subject. The population of the current research is the employees and the customers of the Melli Bank. To gather the required data, 110 and 390 questionnaires have been distributed among a sample of the population in sequence. The first and second- order confirmatory factor analysis have been employed to assess the validity of the research questionnaire. Cronbach’s Alpha has also been applied to assess the reliability of the questionnaire. The hypotheses of the research have been tested bypath analysis, which is the structural part of the structural equation modeling. As the results show, in one hand, organizational citizenship behavior has a positive, direct, and significant effect on customer satisfaction as well as brand equity. On the other hand, customer satisfaction can enhance brand equity. The current research takes new steps towards the relation between customer criteria and employee criteria.

This study has examined the relationship between decision styles in purchase, the aspects of innate innovativeness and personality dimensions. First, consumers have been classified into 3 clusters according to similarities in shopping style. Then, the cluster behavior analysis based on the shopping styles, aspects of innate innovativeness and NEO personality dimensions. Results don’t show any significant difference between aspects of innate innovativeness and three aspects of NEO personality (Neuroticism, Openness, Extroversion), but the difference is noticeable among the cluster and between two dimensions (Agreeableness and Conscientiousness). Theoretical Study also shows that among the three aspects of consumer innovativeness, there is relationship between innate innovativeness dimension and personality dimensions. Therefore, the relationship between innate innovativeness dimension and personality dimensions has been analyzed. The results of the research suggest a direct relationship between personality dimension of Neuroticism and sensory innovativeness, but there isn’t any Neo personality and cognitive innovativeness and sensory innovativeness.

Transportation infrastructure is one of the key success factors in industrial and national development. Indeed, balanced development in transportation intersections has played a significant role in sustainable development. The present research tries to investigate the impact of logistic indicator on global competitiveness. To achieve the goal secondary data from GCR (Global Competitiveness Report) and LPI (Logistic Performance Indicator) multivariate Panel regression technique have been used. Statistical sample with non-probability strategy include GCI and LPI panel data in 2007, 2010 and 2012. Findings of the research by EVEIEWS 6 and panel data model reveal significant and positive impact on GCI and customs, infrastructure and shipments.

Bancassurance as selling insurance product consider the banks as an example of cross selling to customer from financial institutions viewpoint and, on the other hand, cross buying by customers. Regarding increased competition, creating a financial supermarket to provide all financial services to customers is strongly growing. In this context, first it is necessary to identify factors affecting customers to purchase insurance from a bank. The present study is a survey-descriptive research that aims to identify factors affecting customer intentions for cross buying bancassurance. The conceptual model is based on the work of Sorrell and colleagues (2008). The results indicated that bank image and customers’ trust to bank have a positive and significant relationship with intentions to cross buy bancassurance and that a significant positive relationship was found between perceived value with satisfaction and also satisfaction with the image and trust.

This study attempts to investigate the impacts of several corporate governance mechanisms on two alternative proxies for agency costs, namely the ratio of total sales to total assets (asset turnover) and the ratio of selling, general and administrative expenses to total sales (SG&A). Agency costs, non-executive directors on the board, and institutional investors are dependent variables. The analysis is conducted by a cross-sectional regression approach. Findings of the research are different in regard to measuring scales of agency costs. There is significant relationship between non-executive directors and agency costs, in regard to asset turnover as a measuring scale, but this is not a significant relationship for institutional investors. By using the ratio of operational expenses to sales as measuring scale of agency costs, there is not also significant relationship between non-executive directors and agency costs, but this is significant relationship for institutional investors. In regard to combination of reverse ratio of asset turnover and ratio of operational expenses to sales as measuring scales of agency costs, there is significant relationship between non-executive directors and institutional investors with agency costs.