Analysis of the factors affecting development of the services brand identity
Mohammad
Bashokouh
Assistant Prof., Mohaggagh Ardabil University, Ardabil, Iran
author
Mitra
Shekasteband
MSc. in Business Management, Islamic Azad University, Najaf Abad, Isfahan, Iran
author
text
article
2015
per
The current study aims to investigate the factors affecting development of the services brand identity in insurance industrial. Therefore, considering the importance of brand identity, and in order to succeed in today's competitive market, in this paper, the relevant literature in the field of brand identity development is reviewed to investigate the effect of its dimension on development and optimization services brand. The population includes 112 agencies and branch offices of Iran insurance in Ardabil province. SPSS and LISREL software are used for data analysis. The research findings indicate that such dimensions as marketing culture and brand personality have a nonsignificant impact on the development of the brand identity services and brand visual identity. Coustomer relationship management and integration marketing communication have been shown to have a significant and positive impact on the development of the brand identity services in Iran insurance industry.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
1
21
https://jibm.ut.ac.ir/article_52323_c30d15bde2d203402390ab0fea85c0e6.pdf
dx.doi.org/10.22059/jibm.2015.52323
Customer segmentation in Fast Moving Consumer Goods (FMCG) Industries by using developed
RFM model
Vahid
Baradaran
Assistant Prof., Industrial Engineering Department, North Tehran Branch, Islamic Azad University, Tehran, Iran
author
Mohammad
Biglari
MSc. in Industrail Engineering, Faculty of Engineering, University of Shomal, Amol, Iran
author
text
article
2015
per
Customers segmentation and analyzing their behavior at fast moving costumer goods (FMGS) industries which deal with a large number of customers with a variety of characteristics causes the marketing activities to be targeted and leads to effective communication with the customers. Segmentation, a data mining approach, which leads to the discovery of similar groups of customers, is usually done by recency, frequency and purchased volume variables in RFM model. Using proper segmentation variables affects the quality of segmentation. Analyzing the quality of Golsetan customer segments, the biggest FMCG industry in Iran, confirms the hypothesis which the recency variable is not effective in customer segmentation in FMCG industries. In this paper, purchase sequence (continuity) variable is defined as a new customer performance variable in FMCG industries. By replacing the continuity variable (C) with recency in RFM model, the quality of segmentation has been improved. Customers of Golestan Company were segmented by two RFM and proposed (CFM) models. The Davis-Bouldin criterion reduced more than 11 percent and the forecast accuracy for customers cluster in artificial neural networks increased about 1 percent.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
23
42
https://jibm.ut.ac.ir/article_51674_db2550311acfb25d88359ab5cdd770dc.pdf
dx.doi.org/10.22059/jibm.2015.51674
The Effects of Variety Seeking and Novelty Seeking on Tourists’ Revisit Intention
(Case study: Tehran’s tourists)
Hosein
Balochi
PhD Candidate, International Marketing Management, Faculty of Economic, Management and Official Sciences of University of Tehran, Iran
author
Mohammad Rahim
Esfidani
Associate Prof., Business Marketing, Faculty of Management, University of Tehran, Iran
author
Ali
Amoei Ojaki
PhD Candidate in Marketing Management, Business Management Group, University of Tehran, Farabi Campus, Gum, Iran
author
text
article
2015
per
The tourism industry is one of the most important phenomena in this century. To success in this filed, we need to study tourists and their behaviors. The current study aims to investigate the effects of behavioral variables such as variety seeking and novelty seeking on revisit intentions in the short, medium and long term, in order to study the process of return of tourists and identify tourists’ behavior in Tehran. This paper is applied and descriptive. 390 individuals were selected as the sample size based on Morgan table. To collect data, questionnaire is used. Questionnaire’s reliability and validity were measured by Cronbach's alpha and factor analysis. The conceptual model was examined by path analysis and structural equation model. The findings indicated significant differences between revisit intentions at different intervals according to novelty seeking and variety seeking. In short term, these variables casue people not to revisit the destination; however, the effects of these variable on revisit intention will decrease in long term.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
43
65
https://jibm.ut.ac.ir/article_50720_9332b395af1278200ca335d6d65be182.pdf
dx.doi.org/10.22059/jibm.2015.50720
A survey of impulse buying behavior in subway’s passengers
Kambiz
Heidarzadeh Hanzaee
Associate Prof., Business Management-Marketing, Islamic University-Science and Research Branch, Tehran, Iran
author
Nastaran
Dehghani Samani
MA, Business Management-Marketing, Islamic University-Science and Research Branch, Tehran, Iran
author
text
article
2015
per
Impulse buying can be defined as the immediate, strong and persistent willing to buy the product that consumer didn’t need and didn’t plan to buy. In the present study, this issue has been discussed and the main goal was determination of factors that influence the impulse buying behavior in subway’s passengers. By performing the interview with passengers and analyzing the data, it was determined the internal factors of impulse buying should be examined. For this purpose, 6 hypotheses were developed. Research method was correlation, applied, expressive. For collecting data, the questionnaire was used. To determine the sample, the single-stage cluster was used and the sample was determined from the women subway’s passengers in Tehran. The data was analyzed with the Structural Equation Modeling (SEM). Results show that product involvement and positive emotions influence the impulse buying behavior. Considering the nature of the psychological variable and the quality of products sold on subway, the most important recommendation was training the buyers appropriate informatics to them.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
67
82
https://jibm.ut.ac.ir/article_50753_e8b57a1a9f12d933bf801276d86a4a0e.pdf
dx.doi.org/10.22059/jibm.2015.50753
Segmentation of customers based on food related lifestyle scale at chain restaurants (Case study: Boof fast food chain restaurants in Tehran)
Masumeh
Hoseinzade Shahri
Anssistant Prof, Marketing Management, Alzahra University, Tehran, Iran
author
Massuod
Karami
Anssistant Prof, Marketing Management, University of Tehran, Tehran, Iran
author
Mahnaz
Mehrabani
دانشجوی کارشناسی ارشد، مدیریت بازرگانی، دانشگاه الزهرا، تهران، ایران
author
text
article
2015
per
With a variety of customer needs, identification of target markets in the service sector is becoming more complex. Understanding of the attitudes and motives of market segments increases the possibility of producing and offers customized products and services and enhances the competitive advantages of firms. The most important market segmentation tool in the food industry is segmenting customers based on food related lifestyle that investigates how people reach value through eating. This research is conducted with the subject of "Segmenting customers based on food related lifestyle scale in chain restaurant" and pursues the following goal: Segmenting restaurant customers based on food-related lifestyle. The population of the current applied research which is of descriptive / survey type, consists of all the Boof chain restaurants customers in Tehran. From among 440 statistical samples, which were selected using multiphase clustering method, 384 questionnaires were analyzed. The research data were analyzed using SPSS software and exploratory factor analysis and cluster analysis method. This research identified three different groups of customers with different food-related lifestyles including “health-conscious customer, convenience-oriented consumer, and uninvolved customer.”
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
83
99
https://jibm.ut.ac.ir/article_50723_8855632b4434b260f675c41af356117b.pdf
dx.doi.org/10.22059/jibm.2015.50723
Entrepreneurial marketing model for SMEs based on Classic Grounded Theory
Seyed Reza
Seyedjavadin
Prof., Department of Human Resource, Faculty of Management, University of Tehran, Tehran, Iran
author
Seyed Mohamad
Moghimi
Prof., Department of Public Management, Faculty of Management, University of Tehran, Tehran, Iran
author
Nader
Seyyed Amiri
PhD of Marketing, Department of Business, Faculty of Management, University of Tehran, Tehran, Iran
author
text
article
2015
per
Small and medium enterprises (SMEs) have distinctive characteristics that differentiate them from their larger counterparts. One of these characteristics is marketing; poor marketing skills in SMEs would lead to low performance and, in extreme cases, to failure. Therefore, adopting a marketing strategy based on small business analysis is the fundamental requirement of any successful SME. The term “entrepreneurial marketing” is used for describing the marketing activities conducted by SMEs. The present paper aims at identifying the entrepreneurial marketing characteristics of information technology SMEs based on the classic grounded theory. To achieve this, first, the sample was selected and deep interviews were conducted. The basic model was developed using interviews, findings and analyses. As the secondary objective of the research, interviews with ten SME owner-managers of Denmark, a developed country, was compared with that of the Iranian ICT industry. Based on Glaser’s approach (1995), the results and analyses were used to develop an entrepreneurial marketing theory for the information technology industry. Finally, the components of the entrepreneurial marketing model were described.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
101
125
https://jibm.ut.ac.ir/article_50732_5c71c3413d77f9064d7b6319cdbeaa40.pdf
dx.doi.org/10.22059/jibm.2015.50732
The facilitating effect of individual, environmental and fashion involvement factors on impulse buying
Babak
Abedi
MSc Student, Tabriz University, Tabriz, Iran
author
Naser
Asgari
Assistant Prof., Faculty of Management, Sattari University, Tehran, Iran
author
Hosein
Safari
Associate Prof., Faculty of Management, University of Tehran, Iran
author
Ahmad
Assadzadeh
Assistant Prof., Faculty of Economy, Management and Commercial, Tabriz University, Tabriz, Iran
author
Afshin
Rahnama Qara Khan Biglou
PhD Candidate, Faculty of Management and Economy, Islamic Azad University, Iran
author
text
article
2015
per
Impulse buying behavior has a determinable role in developing the power of computability in the current consumer markets. Hence, recognizing and improving the facilitating factors of impulse behavior is a necessity for increasing the profitability of such businesses. This research examines the effects of individual, environmental and fashion involvement factors by considering the mediator effect of positive sense factor on fashion involvement factor. The research method is descriptive and correlational. The population of the research consists of thebuyers going to Tehran’s great bazaar. A sample of 276 subjects was selected as statistical population. Structural equation model was used for data analysis and testing of research hypotheses. The results showed that the individual and environmental factors directly, and fashion involvement factors, by considering the mediator effect of positive sense, have positive effect on impulse buying. Finally, according to research findings, some suggestions are presented.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
127
144
https://jibm.ut.ac.ir/article_50850_3338910635640526baca847b2ea9a894.pdf
dx.doi.org/10.22059/jibm.2015.50850
Classic Grounded Theory; description of generating Gravity Center of Iranian Health Tourism Brand Identity Theory
Ali Akbar
Farhangi
Prof., Faculty of Management, University of Tehran, Tehran, Iran
author
Mehdi
Karoubi
Associate Prof., Faculty of Management and Accounting, Allame Tabataba’i University, Tehran, Iran
author
Faraz
Saadeghvaziri
Assistant Prof., Faculty of Management, University of Economic Sciences, Tehran, Iran
author
text
article
2015
per
Over the last decade, Iranian scientific society has used qualitative research methods such as grounded theory widely in management science studies and has utilized it as an effective method. Differences between two founders of this method resulted into different methods: Classic Grounded Theory (CGT) and Straussian Grounded Theory. However, despite great advantages of Classic Grounded Theory (CGT), it is ignored by Iranian researchers. This article describes an example of doing Classic Grounded Theory (CGT) through conducting a PhD dissertation. Consequently, this paper provides detailed guidelines of Classic Grounded Theory (CGT) steps and presents how a grounded theory was generated named gravity center of Iranian health tourism brand identity.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
145
162
https://jibm.ut.ac.ir/article_52324_a7d3d752cd9dc8d0801e492c5f66d2bb.pdf
dx.doi.org/10.22059/jibm.2015.52324
Regulation and prediction of customers’ behavior according to Rough Set Theory and Selectability/Rejectability Measures (Case study: Sony Ericsson Mobile Phone)
Effat
Mohammadi
Master in MBA, Industrial Engineering and Management, Iran
author
Reza
Sheikh
Assistant Prof., Department of Industrial Engineering and Management, University of Shahrood, Shahrood, Iran
author
text
article
2015
per
Regarding the highly intensive competition in the market, nowadays using customer-oriented strategies is necessary for retention and attraction of the costumers. Nevertheless, using those kinds of strategies depends on understanding customer behavior patterns and classification of customers in accordance with those patterns. The current study aims to determine the strategies for dealing with new customers according to the natural rules dominating customers’ behavior. In order to achieve this goal (understanding customers’ behavior pattern), quickly classify the customers, and take the appropriate strategy, first the pattern ruling the behavior pattern of Sony Ericson cell phone users was suggested using NPS and RST questionnaires, and then their behaviors were predicted using Selectability/Rejectability Measures assigning them to defined classes according to RST. This study is of a practical kind regarding the purpose and is a survey from a methodology point of view. The results show that Reliability dimension is important and strategies toward new customers can be taken using current customers’ behavior.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
163
185
https://jibm.ut.ac.ir/article_53857_3e72863e7a1e724b51f41ef6f954f038.pdf
dx.doi.org/10.22059/jibm.2015.53857
The effects of distribution channel diversification of luxury brand on consumers’ brand value and loyalty consumers in clothing market Kerman
Ali
Molahoseini
Associate Prof. Shahid Bahonar University of Kerman, management, University of Tehran,Tehran, Iran
author
Faride
Tajaddini
Msc. Business Management, Shahid Bahonar University of Kerman
author
text
article
2015
per
The purpose of this research is to examine consumers’ brand value and brand loyalty toward luxury brands and current distribution channels for those brands (i.e. free standing, Shopping Center, Specialty store, Internet retailing). The population consisted of the costumers, aged 19-39 years, who use branded apparel that is in Kerman. About 200 questionnaires were distributed among the consumers through a snowballing technique and a total of 114 questionnaires were used for the data analysis. ANOVAs, Duncan test, and multiple regression analysis were employed to test the hypotheses. When testing brand values for each channel diversification case, participants evaluated brand value differently depending on the type of distribution channel. Participants did not show significantly different brand loyalty depending on distribution diversification cases. When the influence of brand value on brand loyalty was tested, brand values affected brand loyalty depending on the type of distribution channel.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
187
208
https://jibm.ut.ac.ir/article_50751_266a83628480ee7efa286e3e0868bcdc.pdf
dx.doi.org/10.22059/jibm.2015.50751
Investigating the impact of inter organization elements and industry structure on corporate social responsibility in Tehran Stock Exchange (TSE)
Alieaza
Naderi Khorshidi
Associate Prof., Management, Management and Planning Faculty, Imam Hossein Comprehensive University, Tehran, Iran
author
Mohammad
Solgi
Ph.D. Candidate in Systems Management, Management and Planning Faculty, Imam Hossein Comprehensive University, Tehran, Iran
author
text
article
2015
per
Corporate social responsibility is a business approach that takes into account ethic, people, community and environment, and is a complete strategy that enables the firm to improve its competitive position. In other word, following the institutional demands leads to social support and survival. The main purpose of this research is to investigate the impact of organization capabilities and industry structure on corporate social responsibility. This research is applied and correlational. Statistical community of the research consists of the listed companies in Tehran Stock Exchange. Using systematic delete sampling, 116 firms were chosen and their dates were collected by Rahavad-e-novin software and the financial statement and reports were reviewed, and then relationship was analyzed using structural equation modeling (SEM) and path analysis. The findings indicate that there are significant association between corporate social responsibility with internal organization elements including profitability and operating capability and industry structure elements including competition rate, industry and industry profitability.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
209
229
https://jibm.ut.ac.ir/article_50736_2123edfb3fa0f30ec3a07991fccc12b7.pdf
dx.doi.org/10.22059/jibm.2015.50736
A new approach on using data mining techniques in identifying effective factors on customers’ satisfaction
Mohammad
Nasiri
Msc. Student of Industrial Engineering, Eyvanakey Institute of Higher Education, Garmsar, Iran
author
Elham
Akhondzade Noghabi
Lecturer of Industrial engineering, Eyvanakey Institute of Higher Education, Garmsar, Iran
author
Behrouz
Minaie Bidgoli
Assistant Professor of Computer Engineering of Iran University of Science and Technology, Tehran, Iran
author
text
article
2015
per
One of the most important issues in the domain of customer relationship management is identifying the factors that affect customer‘s satisfaction. Accordingly, we focus on this subject and try to propose a new approach on using association rule technique in this domain. This technique provides us with identifying the relationship between different effective factors and the CSI index thorough if-then rules and also detecting the most effective factors which influence customer’s satisfaction. The results of implementing the proposed approach in “Bahman Diesel” company imply that customer’s satisfaction of mobile services is the most effective factor. The behavior of the company’s employees and the waiting time of reception have also considerable effect. Other organizations can also use the proposed technique combining their statistical analysis to indentify the most effective factors on customer’s satisfaction and to make more effective decisions in their CRM strategies.
Journal of Business Management
University of Tehran
2008-5907
7
v.
1
no.
2015
231
251
https://jibm.ut.ac.ir/article_50740_0bd47f2aa772aa54e61e0824a784104a.pdf
dx.doi.org/10.22059/jibm.2015.50740