Univrsity Of Tehran PressJournal of Business Management2008-59076220140622Investigation of the Factors Affecting the Intention to Purchase on Electronic CommerceInvestigation of the Factors Affecting the Intention to Purchase on Electronic Commerce2072265074710.22059/jibm.2014.50747FAMohammadMontazeriAssistant Prof., Dep. of Management, Payamenoor University, Kerman, Iran0000-0002-8880-4219AlirezaEbrahimiMSc. Public Administration, Valieasr University of Rafsanjan, IranParvizAhmadiAssociate Prof., Dep. of Management, Tarbiyat Modares University, Tehran, IranAmenehRahnamaMSc. Business Administration, Shahid Bahonar University, Kerman, IranJournal Article20131104With the advent of e-commerce, organizations are changingtheir business. Most researchers believe that electronic trading can besuccessful when the public will trust in virtual environments. High degreeof confidence not only can meet customer expectations of a satisfactorytransaction, but can also eliminate certainty and perceived risk of onlinetransactions. The aim of this research is to study the factors affecting theintention of purchase among customers of the Rayaneh website. Theresults showed that virtual companies can create a safe environment thatguarantees the successful purchase and reduce the perceived risk andincrease perceived benefit and trust. The rise of virtual companyadministrators, antecedents of cognitive, experiential, and emotional stateas well as individual personality increases the reliability and reduce theperceived risk for online customers.With the advent of e-commerce, organizations are changingtheir business. Most researchers believe that electronic trading can besuccessful when the public will trust in virtual environments. High degreeof confidence not only can meet customer expectations of a satisfactorytransaction, but can also eliminate certainty and perceived risk of onlinetransactions. The aim of this research is to study the factors affecting theintention of purchase among customers of the Rayaneh website. Theresults showed that virtual companies can create a safe environment thatguarantees the successful purchase and reduce the perceived risk andincrease perceived benefit and trust. The rise of virtual companyadministrators, antecedents of cognitive, experiential, and emotional stateas well as individual personality increases the reliability and reduce theperceived risk for online customers.https://jibm.ut.ac.ir/article_50747_2f4cc1c9b0bf8590aec21e9127181e09.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622Retail banking market segmentation based on the expected benefits of Bank Mellat customersRetail banking market segmentation based on the expected benefits of Bank Mellat customers2272505137810.22059/jibm.2014.51378FAMohammad RahimEsfidaniAssistant Prof., Faculty of Management, Tehran University, Tehran, Iran0000-0002-9241-263XSeyed MohammadMahmoudiAssociate Prof. Faculty of Management, Tehran University, Qom, IranMasoudKeimasiAssistant Prof., Faculty of management, Tehran University, Tehran, IranHamzehMohammadiMSc. Faculty of Management, Tehran University, Qom, IranMohammad RezaParsafardPh.D. Candidate, Faculty of Management, Tehran University, Karaj, IranJournal Article20130918Goal of any enterprise is to be more efficient and gain morebenefits. Market segmentation in most areas, particularly retail bankingindustry, is a strategic tool for optimum allocation of resources and as aresult achieving this objective. This study with the purpose of retailbanking market segmentation is based on the benefits expected. Toaccomplish this goal, In addition to field studies through exploratoryinterviews with 43 costumers and staff experts in several banks, 166benefits have been extracted from the studies. Through experts’questionnaire and distribution of pre-test to 60 persons, these benefitshave been reduced to 50 questions. After verifying the reliability andvalidity by winy cluster sampling method and Cochran formula, thesample size has been determined up to 669. Then through factor analysis,9 factors and through cluster analysis 4 parts have been found. The largestpart of the sector was identified as the third sector. In this section, suchfactors as employee and trust, convenience, ease of service, andtechnology are important distinctions. Finally, in accordance with sectionbehavioral characteristics, appropriate marketing strategy has beenpresented.Goal of any enterprise is to be more efficient and gain morebenefits. Market segmentation in most areas, particularly retail bankingindustry, is a strategic tool for optimum allocation of resources and as aresult achieving this objective. This study with the purpose of retailbanking market segmentation is based on the benefits expected. Toaccomplish this goal, In addition to field studies through exploratoryinterviews with 43 costumers and staff experts in several banks, 166benefits have been extracted from the studies. Through experts’questionnaire and distribution of pre-test to 60 persons, these benefitshave been reduced to 50 questions. After verifying the reliability andvalidity by winy cluster sampling method and Cochran formula, thesample size has been determined up to 669. Then through factor analysis,9 factors and through cluster analysis 4 parts have been found. The largestpart of the sector was identified as the third sector. In this section, suchfactors as employee and trust, convenience, ease of service, andtechnology are important distinctions. Finally, in accordance with sectionbehavioral characteristics, appropriate marketing strategy has beenpresented.https://jibm.ut.ac.ir/article_51378_542fc94a9de4c6a445290d7455baec31.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622Design of Strategic Planning Model for Human Resources Based on Staff Empowerment Process, Case Study (PEDEX Corporate)Design of Strategic Planning Model for Human Resources Based on Staff Empowerment Process, Case Study (PEDEX Corporate)2512705074810.22059/jibm.2014.50748FAFereshtehAminAssistant Prof., Human Resource Management, University of Tehran, Iran0000-0003-3708-6453Sayed RezaSayed JavadinProf., Human Resource Management, University of Tehran, Iran0009-0005-6568-0355AliRamezaniAssistant Prof., Industrial Management, Islamic Azad University, Karaj, IranJournal Article20130519Organizational challenge in the twenty-first century iscompetition due to the expensive resources that determine survival andgrowth of enterprises. The resources can be categorized as management,labor, land, capital resources and equipment. Among these materials, humanresources and management have a special place. At present, Competitiveadvantage in many countries is based on Human resource capabilities as thefactors responsible for the optimal use of other sources. Today,organizational success isn't dependent on the number of human resources, butit is related to the level of human capability. Organizations efforts to improvethe quality of human resources development is known as empowerment. Thisis proposed as one of the strategic tools for competitive advantage. In thisresearch, strategic model of human resource empowerment is presented as asystematic pattern in seven distinct stages. This has been studied in PEDEXCompany as a case study. What distinguishes the designed pattern inconjunction with the strategic planning of human resources is analysis of theexternal environment using the Ansof model, analysis of the internalenvironment using the Minzberg model, human resource classification usingBoston Consulting Group model. This also provides appropriate strategies inthe framework of Hersey and Blanchard Empowerment Model.Organizational challenge in the twenty-first century iscompetition due to the expensive resources that determine survival andgrowth of enterprises. The resources can be categorized as management,labor, land, capital resources and equipment. Among these materials, humanresources and management have a special place. At present, Competitiveadvantage in many countries is based on Human resource capabilities as thefactors responsible for the optimal use of other sources. Today,organizational success isn't dependent on the number of human resources, butit is related to the level of human capability. Organizations efforts to improvethe quality of human resources development is known as empowerment. Thisis proposed as one of the strategic tools for competitive advantage. In thisresearch, strategic model of human resource empowerment is presented as asystematic pattern in seven distinct stages. This has been studied in PEDEXCompany as a case study. What distinguishes the designed pattern inconjunction with the strategic planning of human resources is analysis of theexternal environment using the Ansof model, analysis of the internalenvironment using the Minzberg model, human resource classification usingBoston Consulting Group model. This also provides appropriate strategies inthe framework of Hersey and Blanchard Empowerment Model.https://jibm.ut.ac.ir/article_50748_7df099a6eeb2b574a12d5d52b843ad1c.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622Development of a Comprehensive Framework for Marketing Performance Assessment Using Meta-Synthesis Approach: a Study in Iran Banking IndustryDevelopment of a Comprehensive Framework for Marketing Performance Assessment Using Meta-Synthesis Approach: a Study in Iran Banking Industry2712905071910.22059/jibm.2014.50719FANastaranHajiheidariAssistant Prof., Faculty of Management, University of Tehran, Tehran, Iran0000-0003-3663-5254MasoudKeimasiAssistant Prof., Faculty of Management, University of Tehran, Tehran, IranAliAmoei OjakiPh.D. Candidate in Marketing, Faculty of Management, College of Qom, IranJournal Article20140108In this study we have investigated the marketing keyperformance indicators and also attempted to develop a tool formeasuring the marketing performance in the banking industry. For thispurpose we have used meta-synthesis method for extracting indicators ofmarketing performance from available qualitative studies, and benefit thetest judgment of experts to confirm and weigh these indicators and tomodify the measurement tool. Finally, a modified questionnaire has beenemployed to assess marketing performance in the banking industry.Identified indicators with using meta-synthesis method have beenclassified based on five dimensions including customer, brand, market,financial and innovations. Expert Test results have revealed that customerand financial dimensions of marketing performance are more importantamong others. Field test results have also indicated that the marketingperformance is above average in banking industry and that the privatebanks had a better performance. It can also be found that the banks havebetter actions in brand, market and innovation dimensions than financialand customer dimensions.In this study we have investigated the marketing keyperformance indicators and also attempted to develop a tool formeasuring the marketing performance in the banking industry. For thispurpose we have used meta-synthesis method for extracting indicators ofmarketing performance from available qualitative studies, and benefit thetest judgment of experts to confirm and weigh these indicators and tomodify the measurement tool. Finally, a modified questionnaire has beenemployed to assess marketing performance in the banking industry.Identified indicators with using meta-synthesis method have beenclassified based on five dimensions including customer, brand, market,financial and innovations. Expert Test results have revealed that customerand financial dimensions of marketing performance are more importantamong others. Field test results have also indicated that the marketingperformance is above average in banking industry and that the privatebanks had a better performance. It can also be found that the banks havebetter actions in brand, market and innovation dimensions than financialand customer dimensions.https://jibm.ut.ac.ir/article_50719_39e1dd25e194367c68f7d040750f184b.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622Design of a Structural Model for Consumer Sense of Guilt to Predict Future Buying BehaviorDesign of a Structural Model for Consumer Sense of Guilt to Predict Future Buying Behavior2913145075010.22059/jibm.2014.50750FAHosseinHeidariPh.D. Candidate in Business Administration, Allameh Tabataba'i University, Tehran, IranMohammadFaryabiAssistant Prof. in Business Management, University of Tabriz, IranAlirezaFazel ZadehAssistant Prof. in Business Management, University of Tabriz, IranJournal Article20130924Consumer guilt is a feeling that may be resulted fromsomeone recognition of having failed to achieve the internalized personalor social moral standards in the context of consumption. The presentstudy aims to contribute to current knowledge of consumer guilt byoffering a comprehensive structural model of the consumer guilt in orderto predict future buying behavior. The method of this study (SEM) amongthe consumers referred to those in the commercial and shoppingcomplexes in the city of Kermanshah by random. Data have beencollected by questionnaire of guilt consumer by Ayla ÖZHANDEDEOĞLU and CVI with 62.0 and 78% reliability. The questionnaireshave been distributed among the costumers. The data have been analyzedby the SPSS and Amos applications. The findings reveal that regret Makea purchase, Withheld purchase, transgression of norms, self-controlfailures and indulgence in hedonic desires are the antecedents thatsignificantly explain consumer guilt. Among the responses studied inliterature, only those related to reparative action, psychological repairwork and justification are significantly loaded to coping responses factor.The final model has the greatest impact on the incidence of feeling guiltyand withheld purchase by the consumer.Consumer guilt is a feeling that may be resulted fromsomeone recognition of having failed to achieve the internalized personalor social moral standards in the context of consumption. The presentstudy aims to contribute to current knowledge of consumer guilt byoffering a comprehensive structural model of the consumer guilt in orderto predict future buying behavior. The method of this study (SEM) amongthe consumers referred to those in the commercial and shoppingcomplexes in the city of Kermanshah by random. Data have beencollected by questionnaire of guilt consumer by Ayla ÖZHANDEDEOĞLU and CVI with 62.0 and 78% reliability. The questionnaireshave been distributed among the costumers. The data have been analyzedby the SPSS and Amos applications. The findings reveal that regret Makea purchase, Withheld purchase, transgression of norms, self-controlfailures and indulgence in hedonic desires are the antecedents thatsignificantly explain consumer guilt. Among the responses studied inliterature, only those related to reparative action, psychological repairwork and justification are significantly loaded to coping responses factor.The final model has the greatest impact on the incidence of feeling guiltyand withheld purchase by the consumer.https://jibm.ut.ac.ir/article_50750_6d423fa01170be4223b9662c3465d8ff.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622Explaining the Influence of Organizational Citizenship Behavior on Customer Satisfaction and Brand Equity in the Banking Industry Emphasizing on the Threats and OpportunitiesExplaining the Influence of Organizational Citizenship Behavior on Customer Satisfaction and Brand Equity in the Banking Industry Emphasizing on the Threats and Opportunities3153365074610.22059/jibm.2014.50746FAAbbas AliRastgarAssistant Prof. in Business Management, Semnan University, IranMortezaAkbarzadeh SafuiMSC. in Business Management, Semnan University, IranJournal Article20131107In order to enhance positive effects of organizationalcitizenship behavior along with a decent brand management, companiesneed to execute strategies to develop and reinforce brand equity. For this,the present research investigates the importance of brand equity in thebanking industry as well as the effects of the organizational citizenshipbehavior and customer satisfaction on this important subject. Thepopulation of the current research is the employees and the customers ofthe Melli Bank. To gather the required data, 110 and 390 questionnaireshave been distributed among a sample of the population in sequence. Thefirst and second- order confirmatory factor analysis have been employedto assess the validity of the research questionnaire. Cronbach’s Alpha hasalso been applied to assess the reliability of the questionnaire. Thehypotheses of the research have been tested bypath analysis, which is thestructural part of the structural equation modeling. As the results show, inone hand, organizational citizenship behavior has a positive, direct, andsignificant effect on customer satisfaction as well as brand equity. On theother hand, customer satisfaction can enhance brand equity. The currentresearch takes new steps towards the relation between customer criteriaand employee criteria.In order to enhance positive effects of organizationalcitizenship behavior along with a decent brand management, companiesneed to execute strategies to develop and reinforce brand equity. For this,the present research investigates the importance of brand equity in thebanking industry as well as the effects of the organizational citizenshipbehavior and customer satisfaction on this important subject. Thepopulation of the current research is the employees and the customers ofthe Melli Bank. To gather the required data, 110 and 390 questionnaireshave been distributed among a sample of the population in sequence. Thefirst and second- order confirmatory factor analysis have been employedto assess the validity of the research questionnaire. Cronbach’s Alpha hasalso been applied to assess the reliability of the questionnaire. Thehypotheses of the research have been tested bypath analysis, which is thestructural part of the structural equation modeling. As the results show, inone hand, organizational citizenship behavior has a positive, direct, andsignificant effect on customer satisfaction as well as brand equity. On theother hand, customer satisfaction can enhance brand equity. The currentresearch takes new steps towards the relation between customer criteriaand employee criteria.https://jibm.ut.ac.ir/article_50746_601b683b049d5d251a16ef9cc8c7eb01.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622Consumer Clustering on the Base of Their Shopping Styles and Examination of Its Relationship with Innate Innovativeness and NEO Personality DimensionsConsumer Clustering on the Base of Their Shopping Styles and Examination of Its Relationship with Innate Innovativeness and NEO Personality Dimensions3373585074510.22059/jibm.2014.50745FASayyed MohammadTabatabaee NasabAssistant Prof in Business Management, Yazd University, Yazd, IranKhadijehArjmandMSc. Student of Business Management, Yazd University, Yazd, IranJournal Article20131112This study has examined the relationship between decision styles inpurchase, the aspects of innate innovativeness and personality dimensions. First,consumers have been classified into 3 clusters according to similarities inshopping style. Then, the cluster behavior analysis based on the shopping styles,aspects of innate innovativeness and NEO personality dimensions. Results don’tshow any significant difference between aspects of innate innovativeness andthree aspects of NEO personality (Neuroticism, Openness, Extroversion), but thedifference is noticeable among the cluster and between two dimensions(Agreeableness and Conscientiousness). Theoretical Study also shows that amongthe three aspects of consumer innovativeness, there is relationship between innateinnovativeness dimension and personality dimensions. Therefore, the relationshipbetween innate innovativeness dimension and personality dimensions has beenanalyzed. The results of the research suggest a direct relationship betweenpersonality dimension of Neuroticism and sensory innovativeness, but there isn’tany Neo personality and cognitive innovativeness and sensory innovativeness.This study has examined the relationship between decision styles inpurchase, the aspects of innate innovativeness and personality dimensions. First,consumers have been classified into 3 clusters according to similarities inshopping style. Then, the cluster behavior analysis based on the shopping styles,aspects of innate innovativeness and NEO personality dimensions. Results don’tshow any significant difference between aspects of innate innovativeness andthree aspects of NEO personality (Neuroticism, Openness, Extroversion), but thedifference is noticeable among the cluster and between two dimensions(Agreeableness and Conscientiousness). Theoretical Study also shows that amongthe three aspects of consumer innovativeness, there is relationship between innateinnovativeness dimension and personality dimensions. Therefore, the relationshipbetween innate innovativeness dimension and personality dimensions has beenanalyzed. The results of the research suggest a direct relationship betweenpersonality dimension of Neuroticism and sensory innovativeness, but there isn’tany Neo personality and cognitive innovativeness and sensory innovativeness.https://jibm.ut.ac.ir/article_50745_9ecffde4f6222c18456ef0fdd6e5247a.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622Assessment of Logistic Performance on Global Competitiveness during 2007-2013Assessment of Logistic Performance on Global Competitiveness during 2007-20133593805072210.22059/jibm.2014.50722FAAhmadrezaGhasemiAssistant Prof., Farabi Campus Qom, Qom, IranHosseinAdousiM.Sc. in Business Management (Finance), Islamic Azad University, Tehran, IranJournal Article20140119Transportation infrastructure is one of the key success factorsin industrial and national development. Indeed, balanced development intransportation intersections has played a significant role in sustainabledevelopment. The present research tries to investigate the impact oflogistic indicator on global competitiveness. To achieve the goalsecondary data from GCR (Global Competitiveness Report) and LPI(Logistic Performance Indicator) multivariate Panel regression techniquehave been used. Statistical sample with non-probability strategy includeGCI and LPI panel data in 2007, 2010 and 2012. Findings of the researchby EVEIEWS 6 and panel data model reveal significant and positiveimpact on GCI and customs, infrastructure and shipments.Transportation infrastructure is one of the key success factorsin industrial and national development. Indeed, balanced development intransportation intersections has played a significant role in sustainabledevelopment. The present research tries to investigate the impact oflogistic indicator on global competitiveness. To achieve the goalsecondary data from GCR (Global Competitiveness Report) and LPI(Logistic Performance Indicator) multivariate Panel regression techniquehave been used. Statistical sample with non-probability strategy includeGCI and LPI panel data in 2007, 2010 and 2012. Findings of the researchby EVEIEWS 6 and panel data model reveal significant and positiveimpact on GCI and customs, infrastructure and shipments.https://jibm.ut.ac.ir/article_50722_af92a5343490e6d0e1ab7ff3ede87c47.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622Identification and Examination of the Factors Affecting Customer Intentions for Cross Buying BancassuranceIdentification and Examination of the Factors Affecting Customer Intentions for Cross Buying Bancassurance3814005201010.22059/jibm.2014.52010FAAliGolrokhMSc, Faculty of Management, University of Tehran, Tehran, IranAmirKhanlariAssistant Prof., Faculty of Management, University of Tehran, Tehran, Iran0000-0002-6463-6310Journal Article20131104Bancassurance as selling insurance product consider the banksas an example of cross selling to customer from financial institutionsviewpoint and, on the other hand, cross buying by customers. Regardingincreased competition, creating a financial supermarket to provide allfinancial services to customers is strongly growing. In this context, first itis necessary to identify factors affecting customers to purchase insurancefrom a bank. The present study is a survey-descriptive research that aimsto identify factors affecting customer intentions for cross buyingbancassurance. The conceptual model is based on the work of Sorrell andcolleagues (2008). The results indicated that bank image and customers’trust to bank have a positive and significant relationship with intentions tocross buy bancassurance and that a significant positive relationship wasfound between perceived value with satisfaction and also satisfaction withthe image and trust.Bancassurance as selling insurance product consider the banksas an example of cross selling to customer from financial institutionsviewpoint and, on the other hand, cross buying by customers. Regardingincreased competition, creating a financial supermarket to provide allfinancial services to customers is strongly growing. In this context, first itis necessary to identify factors affecting customers to purchase insurancefrom a bank. The present study is a survey-descriptive research that aimsto identify factors affecting customer intentions for cross buyingbancassurance. The conceptual model is based on the work of Sorrell andcolleagues (2008). The results indicated that bank image and customers’trust to bank have a positive and significant relationship with intentions tocross buy bancassurance and that a significant positive relationship wasfound between perceived value with satisfaction and also satisfaction withthe image and trust.https://jibm.ut.ac.ir/article_52010_5c9dd188159c09ac3db3a286a47f7eb2.pdfUnivrsity Of Tehran PressJournal of Business Management2008-59076220140622The Relationship of Corporate Governance Mechanisms with Costs of the Agencies of Iranian CompaniesThe Relationship of Corporate Governance Mechanisms with Costs of the Agencies of Iranian Companies4014165138010.22059/jibm.2014.51380FAGholamhoseinNikookarAssociate Prof., Dep. of Management & Planning, Imam Hossien University, Tehran, IranAliJahanbeykloueiInstructor, Faculty of Accounting, Payam-e-noor University, Ghaemshahr, IranAliFarhadiPh.D. Candidate in Human Resource Management, Islamic Azad University, Qazvin, IranYasserAlidadiPh.D. Candidate in Human Resource Management, Islamic Azad University, Qazvin, IranJournal Article20140210This study attempts to investigate the impacts of severalcorporate governance mechanisms on two alternative proxies for agencycosts, namely the ratio of total sales to total assets (asset turnover) and theratio of selling, general and administrative expenses to total sales(SG&A). Agency costs, non-executive directors on the board, andinstitutional investors are dependent variables. The analysis is conductedby a cross-sectional regression approach. Findings of the research aredifferent in regard to measuring scales of agency costs. There issignificant relationship between non-executive directors and agencycosts, in regard to asset turnover as a measuring scale, but this is not asignificant relationship for institutional investors. By using the ratio ofoperational expenses to sales as measuring scale of agency costs, there isnot also significant relationship between non-executive directors andagency costs, but this is significant relationship for institutional investors.In regard to combination of reverse ratio of asset turnover and ratio ofoperational expenses to sales as measuring scales of agency costs, there issignificant relationship between non-executive directors and institutionalinvestors with agency costs.This study attempts to investigate the impacts of severalcorporate governance mechanisms on two alternative proxies for agencycosts, namely the ratio of total sales to total assets (asset turnover) and theratio of selling, general and administrative expenses to total sales(SG&A). Agency costs, non-executive directors on the board, andinstitutional investors are dependent variables. The analysis is conductedby a cross-sectional regression approach. Findings of the research aredifferent in regard to measuring scales of agency costs. There issignificant relationship between non-executive directors and agencycosts, in regard to asset turnover as a measuring scale, but this is not asignificant relationship for institutional investors. By using the ratio ofoperational expenses to sales as measuring scale of agency costs, there isnot also significant relationship between non-executive directors andagency costs, but this is significant relationship for institutional investors.In regard to combination of reverse ratio of asset turnover and ratio ofoperational expenses to sales as measuring scales of agency costs, there issignificant relationship between non-executive directors and institutionalinvestors with agency costs.https://jibm.ut.ac.ir/article_51380_1531bd3b354585683a414544c6c6d9a1.pdf