business managment perspective
Year:2012 | Volume:11 | Issue:9 (42)|Papers Count:7

The purpose of this paper is to study the relationships between market orientation, learning orientation, innovation orientation and performance of food companies accepted in bourse. We used structural equation modeling and LISREL 8.53 for testing hypothesizes. The questionnaire has answered by 291 managers and experts of food companies. The results show that these variables effect on companies performance. Also, market orientation effects on performance through mediating variables include learning orientation and innovation orientation. Market orientation effects on learning orientation, learning orientation effects on innovation orientation and innovation orientation effects on performance.

Targeting is one the important steps of marketing strategic planning. Targeting requires the researchers and marketers ability in prioritizing target markets. Analyzing attractiveness of potential markets, requires using market attractiveness criteria. There are many criteria that can be used by businesses to analyzing potential target markets (depending on interna1/and external factors that affect the organization). The aim of this research is identifying and prioritizing market attractiveness criteria used by Iranian commercial banks. Then, research procedure includes 3 stages: First, extracting the market attractiveness criteria from the literature. Second, identifying the most applicable criteria using the banking and expert opinion.Third, prioritizing these criteria using 43 gathered questionnaire from banking experts and also conjoint analysis. The results of this analysis revealed that there are 6 market attractiveness criteria that can be sorted by importance as: competitive intensity, potential profitability, market size, technological factors, market growth and customer fit.

Employees are one of the organizational capital. Empowered and satisfied employees is essential condition for development of organization. Internal marketing is trying to create such capital.In this research the relationship between internal marketing and effectiveness of team work has been studied .internal marketing which looks to staff as internal customer and jobs as internal products is consider with four factors includes price, internal products, communication, internal environment and the relationship between these four factor with effectiveness of group work is examined. The data collection method is questionnaire. Its validity has been confirmed by scholars and experts and Cronbach's alpha was used to assess reliability. Cronbach's Alpha calculated for internal marketing is equivalent to 85% and for effectiveness of group work questionnaire is 90% statisticalsoftwaresuch aswere employedSPSS 18andAmos 18. Findings show that price, domestic products, communication, internal environment has direct relationship with effectiveness of team work it means that with increase each factor another factor is also increase.Sointernal marketing has a direct relationship with effectiveness of team work. Results from structural equations showed that internal marketing and its components has asignificant positive impacton the effectiveness of Group Work.

The company's competition first line is their salespeople. Salesperson's performance is critical factor for company performance in competitive market. Identifying factors affect their performance results in better planning' strengthen and facilitating those factors. In this paper researchers attempt to identifying factors effect salespersons' performance in individual Gob perceptions) and sales unit based on multilevel theory. Salespersons are nested in sales unit, hence applying multilevel theory seems necessity. Researchers try to design a proposed two level based on representing multi-level methodology. Finally, we formulate multi-level equations based on the proposed model.

The purpose of this research is to study relationship between competitive intelligence and performance of companies listed on Tehran Stock Exchange. For this purpose 78 companies in a 5-year duration were selected as the target population and we gain the static sample of 65 companies by using cochran formula.In this research different aspects of competitive intelligence were defined based on GTILab theory including four aspects titled, Commercial & Marketing Intelligence, Competitors' Intelligence, Technological Intelligence, and Strategic & Social Intelligence. During the research the performance of companies were measured by the use of companies financial Statements. Results indicate competitive intelligence and its dimensions have positive and meaningful relationship with perfotmance of companies listed on Tehran Stock Exchange.

Today, customers' satisfaction fulfillment is considered as an important competitive advantage in dynamic environments. This study is to design a multi-dimensional model for measuring customer satisfaction in banking industry of Iran. The statistical population includes customers of public and private banks in Tehran. Data collection was conducted based on a cluster-sampling plan, and for data analysis and test hypotheses, ANOVA, confirmatory factor analysis (CFA), and structural equation modeling (SEM) soft wares such as SPSS and LISRELand PLS were employed. Results indicate that service quality has a positive and significant impact on customer satisfaction. Customer expectations did not influenced on perceived value and customer satisfaction. However, perceived value has a positive and significant impact on customer satisfaction. Customer satisfaction has a significant impact on trust and loyalty. Further, customer satisfaction has a negative and significant impact on customer complaints. Customer complaints have a negative impact on customer loyalty. Trust has a negative impact on switching costs and switching costs have a negative impact on loyalty. Trust is correlated to loyalty. However, trust could not positively influence loyalty. Finally, image has a positive and significant impact on customer loyalty.

Salespersons of companies undertake the major responsibility for company's sales and profitability. As a result, they are under pressure to promote their performance which, in some cases, causes to resort to some improper and unethical methods for more sales. Also customer's tendency to maintain or stop the relation with company will be formed depending on how the salespersons interact with customers. Thus present study has studied the effect of professional ethics of Salespersons on relationship between organization and customers. This is a descriptive survey study. The research population was 163 customers of Atlas Copco Company. After data collection, the data were analyzed through structural equations modeling and Lisrel software. The results indicated that Salespersons' ethics had a positive significant effect on customer trust, commitment and loyalty. Furthermore, it was revealed that trust and commitment had a positive significant effect on customer loyalty. Also fitting indicators suggest that data have been fitted well with the model.