ارزش‌سازی ظرفیت‌های بازاریابی با تأکید بر کارآفرینی محوری و بازارمحوری؛ نقش میانجی نگرش نوآورانه

نوع مقاله: مقاله علمی پژوهشی

نویسندگان

1 استادیار، گروه مدیریت بازرگانی، دانشکده اقتصاد مدیریت و علوم اداری، دانشگاه سمنان، سمنان، ایران

2 دانشجوی دکتری، گروه مدیریت بازرگانی، دانشکده اقتصاد مدیریت و علوم اداری، دانشگاه سمنان، سمنان، ایران

3 استادیار، گروه مدیریت بازاریابی، دانشکده مدیریت، دانشگاه آزاد اسلامی، واحد تهران غرب، تهران، ایران

چکیده

هدف: ظرفیت‌ بازاریابی سازوکاری است که سازمان‎ها را در اجرای راهبردهای خود در محیط رقابتی توانمند می‎کند. با این رویکرد شرکت‌ها می‌توانند فرهنگ مشتری‌محور خود را به بازار نشان دهند تا هم منابع فیزیکی و هم دارایی‎های فکری و استراتژیک خود را با استفاده از ایده‌های نوآورانه به کالا‌ها و خدمات ارزشمند پیوند دهند و نیاز‌های مشتری را برآورده کنند. در این پژوهش با هدف کسب رضایت مشتری، الگویی از ظرفیت‌های بازاریابی ارزش‌ساز و مبتنی بر نگرش نوآورانه توسعه داده شد.
روش: برای طرح مدل و توسعة فرضیه‎ها از مطالعات کتابخانه‌ای و مصاحبه با جامعه آماری متشکل از کارشناسان صنعت حمل‌ونقل بین‌المللی بهره برده شد. همچنین به‌منظور سنجش اعتبار مدل و آزمون فرضیه‎ها از تکنیک مدل‌سازی معادلات ساختاری استفاده شد. برای گردآوری داده‌ها روش نمونه‌گیری تصادفی ساده به‌کار رفت.
یافته‎ها: نتایج پژوهش نشان داد، شرکت‌ها با هدف خلق ارزش ادراکی مشتریان در استفاده از ظرفیت‌های بازاریابی خود از دو رویکرد کارآفرینی‌ محوری و بازار محوری استفاده می‌کنند. همچنین یافته‌ها نشان داد شرکت‌های کارآفرین، بازارگرا و نوآور رضایت مشتریان را نسبت به رقبا به شیوه مناسب‌تری تأمین می‌کنند.
نتیجه‎گیری: کارآفرینی و بازارگرایی دو رویکرد کلیدی در استفاده از ظرفیت‎های بازاریابی بنگاه‎ها هستند. سازمان­ها می‎توانند با اصلاح ساختار و روش‎ها به کارآفرینی درون سازمانی پرداخته و با اصلاح شیوه‎های ارتباطی و خدمت‎رسانی به کارآفرینی برون سازمانی انجام دهند. بازارگرایی نیز رویکردی مبتنی بر مشتری است و وظیفه سازمان این است مشتری را در کانون توجه خود قرار دهد.

کلیدواژه‌ها

موضوعات


عنوان مقاله [English]

Value Creation for Marketing Capacities; Articulating Entrepreneurship Orientation and Market Orientation Interactions: The Mediating Role of Innovative Approach

نویسندگان [English]

  • Morteza Maleki Minbashrazgah 1
  • Gholamreza Amini Khiabani 2
  • Yahya Khansari 3
1 Assistant Prof., Department of Business Management, Faculty of Management Economics and Administrative Sciences, Semnan University, Semnan, Iran
2 Ph.D. Candidate, Department of Business Management, Faculty of Management Economics and Administrative Sciences, Semnan University, Semnan, Iran
3 Assistant Prof., Department of Marketing Management, Faculty of Management, Tehran West Branch, Islamic Azad University, Tehran, Iran
چکیده [English]

Objective
Marketing capacity is the mechanism that empowers a firm to implement its strategies in a competitive environment. With this approach, firms can show their customer-oriented culture to the market to link not only their physical resources but their strategic and intellectual assets, using innovative ideas for valuable goods and services, and meeting customer needs. Value creation in marketing is an issue that has always been considered by researchers; however, in previous studies, the role of innovative attitude in creating value for marketing capacity has not been studied. Therefore, this study aims to respond to two basic questions while filling the existing research gap: (1) Can marketing capabilities with an innovative approach be able to value the customer? (2) How does the interaction of marketing capacity and innovative attitudes relate to value creation?
 
Methodology
Modeling and developing hypotheses was sought from library studies and interviewing a statistical population composed of experts in international transport industry and structural equation modeling techniques were used to validate the model and test the hypotheses. Simple random sampling was used to collect data.
 
Findings
The results of this study showed that firms used entrepreneurial orientation and marketing orientation to create their customers’ perceived value in using their marketing capabilities. The findings also showed that entrepreneurial, market-oriented and innovative firms provide better customer satisfaction compared to their competitors. The value creation of the entrepreneurial-orientation approach is more affected by organizational innovation than the procedural innovation, and of course this analysis is in line with empirical expectations. It is because organizational innovation develops entrepreneurial enterprise innovation both inside and outside the organization and creates a vast network of working relationships. In the case of market-oriented approach and based on the findings, three scenarios can be explained; first, the market-oriented approach does not lead to value creation at all; second, this approach can immediately create value per se, and ultimately the market-orientation approach create value focusing on procedures other than marketing innovations. The first scenario is rejected because the market-oriented approach is an attitude in which the customer is at the core of all affairs and the organization's goal is to fulfill the customer’s desires and needs, therefore it leads to value creation in itself. However, the fact that the market-orientation approach is able to create values ​​from other paths is an analysis which in turn can be considered as a suggestion for future studies.
 
Conclusion
In explaining the results of this research, entrepreneurship and market orientation were introduced as two key approaches in using marketing capacity of firms. The firm can address intra-organizational entrepreneurship by modifying the structure and methods, and can address inter-organizational entrepreneurship by modifying the communications and service practices of the enterprise. Market orientation is a customer-oriented approach and the organization aims to institutionalize customers as the main focus of attention. In order to gain value from these approaches, an innovative approach was identified that seems to have expanded into the center of marketing activities and has found its status. Hence, innovation is no longer just a concept but it is a strategic business element in which the organization designs and implements its own strategies to achieve its goal and to create value. In other words, entrepreneurial, market-oriented, and innovative firms will be able to create values in the best way their customers’ expect.

کلیدواژه‌ها [English]

  • Entrepreneurship orientation
  • Innovative approach
  • market orientation
  • Marketing capacity
  • Value creation
امینی خیابانی، غلامرضا؛ حمدی، کریم (1396). رابطه میان فرهنگ بازارگرایی و بهره‌وری منابع انسانی؛ تبیینی از رویکرد بازار در یک سازمان تجاری. مدیریت بهره‌وری، 11 (44)، 157-179.

زنگیان، سمیه؛ فیض، داود (1392). طراحی و ارائه مدل مفهومی تأثیر قابلیت‎های بازاریابی بر کارآفرینی سازمانی در شرکت‎های کوچک و متوسط. همایش ملی دانشگاه کارآفرین (صنعت دانش­محور)، مرکز کارآفرینی و ارتباط با صنعت دانشگاه مازندران.

شرفی، وحید؛ ملکی مین­باش­رزگاه، مرتضی؛ زارعی، عظیم؛ فیض، داود (1396)، شناسایی و دسته­بندی ذهنیت کارآفرینان نسبت به قلمرو اکوسیستم بازاریابی بین­المللی با استفاده از روش کیو. فصلنامه مدیریت بازرگانی، 9 (3)، 551-572.

فیض، داود؛ ملکی مین­باش­رزگاه، مرتضی؛ زنگیان، سمانه (1392)، بررسی تأثیر قابلیت­های بازاریابی بر کارآفرینی سازمانی شرکت­های کوچک و متوسط (مورد مطالعه: شرکت مواد غذایی تهران همبرگر). پژوهشنامه مدیریت اجرایی، 5 (10)، 135-156.

کرمپور، عبدالحسین؛ اسداللهی دهکردی، الهه؛ احمدی، حیدر (1393)، طراحی مدل تأثیر منابع بازاریابی بر عملکرد صادراتی با توجه به نقش میانجیگری رهبرد رقابتی تمایز (مورد مطالعه: صنعت کاشی و سرامیک ایران). مدیریت بازرگانی، 6 (3)، 633-646.

ملکی مین­باش­رزگاه، مرتضی؛ شرفی، وحید (1395). شناسایی و دسته­بندی ذهنیت کارآفرینان در مورد بازاریابی کارآفرینانه با استفاده از روش کیو. نشریه توسعه کارآفرینی، 9 (3)، 533-551.

ملکی مین­باش­رزگاه، مرتضی؛ کهیاری حقیقت، امین (1395)، بررسی تأثیر نوآوری بازاریابی بر استراتژی رقابتی کسب­وکار (مورد مطالعه: خوشه قطعات خودرو شهرک­های صنعتی استان سمنان). فصلنامه علمی ـ پژوهشی نوآوری و ارزش­آفرینی، 5 (9)، 123-136.

هیر، جوزف؛ هالت، توماس؛ رینگل، کریستین؛ سارستد، مارکو (2014)، مترجم: عادل آذر و رسول غلامزاده (1395). مدلسازی معادلات ساختاری کمترین مربعات جزئی (PLS-SEM)، انتشارات نگاه دانش.

 

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