New Marketing Research Journal
Year:2016 | Volume:6 | Issue:3 (22) |Papers Count:10

Nowadays smart organizations consider sales in the strategic level of the organization since they have found that the sales-related decisions can provide competitive advantage for the company and contribute significantly to the long term success of the organization. But what is sales strategy and what are its elements? Like most functional strategies, there are many disagreements and ambiguities about the nature of sales strategy. This study aims to identify and explain the nature and the elements of sales strategy in FMCG brands in Iran through Grounded Theory. Data gathering was conducted through in-depth semi-structured interviews with FMCG sales and marketing experts. Theoretical sampling was applied and theoretical adequacy was obtained by 14 interviews. Data analysis and coding based on Grounded Theory methodology revealed that brand sales strategy in FMCGs consists of 6 inter-related elements: customer portfolio, customer relationship type, sales channel portfolio, sales outsourcing orientation, product portfolio, and market portfolio, all categorized in 4 general areas of customer-related, channel-related, product-related, and market-related factors.

Nowadays, the need for segmentation of international markets is widely recognized and a lot of research in order to identify the appropriate bases for international market segmentation has been done. The main objective of the present study has been paid on identifying the components for segmentation of international gasoline market and is based on panel data approach. For this purpose, data of 35 gasoline importing countries in the Middle East, Asia and the Pacific between 1995 and 2012 were analyzed and in seven hypotheses the effect of the components of market size, market receptivity, economic development, the structure of the free market, pump gasoline price, communication infrastructure and income elasticity of demand for gasoline have on gasoline imports have been examined. In addition, the required calculations and analysis have been done through software Eviews-9 and STATA-14.The results indicate that the market size, economic development, the structure of the free market, pump gasoline price and income elasticity of demand for gasoline have direct and significant impact on gasoline imports and market size among other explanatory components has the greatest impact on imports gasoline. It is worth noting, there was a significant relationship between market acceptance and gasoline imports were rejected as well as significant correlation was observed between communication infrastructure and gasoline imports.

In numerous developing countries, culture and art is not credited priority, despite their wealth and potential. In many this countries thus the cultural sector suffers severely. In Europe the cultural entrepreneur is often seen as a solution to all challenges. The question, however, is how this concept is perceived in other cultures? This paper is a multi-case study explores the marketing perception of Iranian creative on the most crucial challenges artists. In-depth interviews were locally conducted with artists and directors from various art fields to unravel their marketing perception on the current art sector and their relation the entrepreneurship. Data collection and analysis included participant observation, multiple interviews, and interpretation of textual and voice data. This paper identities’ and examine a divergence of philosophies and practice between corporate/traditional marketing (CTM) and creative entrepreneurial marketing (CEM). The paper examines the case of an art entrepreneur who hasn’t a deep understanding of CTM practices. The purpose of this paper is to learn which set of marketing practices creative art entrepreneurs are likely to privilege. The concept of the cultural entrepreneur is perceived as a collective person who contributes to the good of the art sector. Findings show that art entrepreneur’s privilege elements of creative entrepreneurial marketing rather than relying on the traditional four Ps (product, price, place, and promotion), their marketing strategy and practice is reminiscent of the entrepreneurial five Cs (contact network and communicating competency, content, creativity, cultural values, and creator of art work). The paper validates a framework for analysis of marketing practices specific to art & cultural entrepreneurs.

This paper begins with addressing the effectiveness of E-commerce three dimensional model in regulating market and commodity and services pricing. The said model has been designed and developed by mathematical concepts and various matrix. The model shows how effective E-commerce is through five factors of E-government, E-commerce laws and regulations, E-culture, E-marketing tools and E-commerce technologies in regulating market and commodity pricing in Iran.The paper then, shedding light on the data collected from the above mentioned model and applying Hofstede model of cultural dimensions, will focus on the role of culture in using E-commerce in regulating market and commodity and services pricing.This research is an applied and developmental one and from the methodological point of view is descriptive using the combination of field study and survey methods. The data achieved by this research approves how culture of using E-commerce is playing a fundamental role in regulating market and commodity and services pricing.The outcome of the research has been tested based on different hypothesis presented and according to analysis of links between the factor of culture and other factors.

The purpose of the present study is the analysis of effective mega trends of future banking industry and This study concerning the goal is operational – developmental and from the point of data gathering is descriptive on survey branch, and from the point of foresight method is semi quantitative and exploratory. In this research by using library methods and based on experts’ opinions 117 key trends effective on future of banking industry are recognized and categorized in 4 dimensions based on experts’ opinions. In the next stage by using one of the foresight methods, structural/cross impact analysis, matrix of cross impact of the key trends was designed and through a panel consisted of 8 experts the aggregated opinions about factors influences on each other was entered in the matrix. After analyzing data of the matrix trough a MICMAC influences of each factor were computed and based on this all of them were categorized into main groups and also strategic factors were identified.

Competition in the current market to survive in this turbulent scene requires appropriate orientation of companies and organizations. Companies, especially innovative companies, should produce products appropriate with environment and market conditions to ensure their survival in the completion scene by information they obtain from customers, market, and competitors. The aim of this study was to examine the impact of organizational approaches to new product success through customer knowledge management and market knowledge. This study is applied in terms of objective, and it is survey-descriptive and correlational in terms of data collection. The study population consisted of managers and experts on knowledge-oriented institutions of science and technology parks of Persian Gulf. The sample size of the study included 96 individuals in which simple random sampling method was used. Data were collected using questionnaire. The validity of questionnaire was confirmed through the content validity and reliability was confirmed by Cronbach's alpha coefficient. For data analysis, structural equation modeling by smart PLS software was used. The results showed that there is significant and direct correlation between market-orientation approach of organization and customer knowledge management, technology orientation approach of organization and customer knowledge management, market knowledge management and new products success, and customer knowledge management and new products success. However, there was no significant and direct correlation between technology orientation approach of organization and customer knowledge management, and entrepreneurial orientation approach of organization and market knowledge.

In shifting circumstances of passing through postindustrial era, it as not enough for corporations to just rely on traditional means of competition with introverted approach. Rather business competitiveness is achieved by extrovert market view to produce up-to-date products. It as obvious without building an structure installed on customer needs, emphasizing strengths of the organization wouldn’t solve any problem. This study tends to identify the most important aspects of extrovert marketing on making up-to-date products assessing the role of modifying customer based structure on the basis of a combinatory approach to a descriptive correlated study. Â The statistical society of this study includes 1239 employee members of some active production companies in fields of food and car industries. To determine the effect of modifying variable study population divided into employees of client based and non-customer based companies. Random stratified sampling was used to gather data. Means of data collection in the first stage was semi structured interview with 3 phases Delphi to assess ability of extrovert marketing and in the second stage using of a 24 query questionnaire to determine relationship of variables in the structural model of study. From interviewees’ point of views 3 most important factors to effective marketing for new products are customers a engagements, survey of market and having a good relationship with business partners that simulation also confirmed these results. Other findings include the positive role of customer based structure on the relation between marketing abilities with manufacturing of new products. In other words although some companies have marketing abilities, having not a customer based structure has resulted in lack of success in manufacturing of new products.

Despite the importance of marketing, many companies continue to have under-developed competencies in marketing and understanding customer needs. Virtual co-creation, as a new and growing phenomenon, provides marketers with the opportunity to better understand consumer needs and to reduce failure rates of new products. Given the importance of co-creation phenomenon and the fact that current studies are mostly conceptual, analyzing the value of co-creation from the companies' perspective and neglecting the consumers' value perceptions, therefore, this study aims at deploying a Value-based Technology Acceptance Model to empirically investigate the co-creation value from consumers' point of view, to analyze the influence of this value perspective on co-creation intention considering time risks, and to determine the effect of co-creation intention on positive Word-of-Mouth. To do this, Shatel's Voice of the Customer website was selected as an example of the research. Afterwards, a questionnaire was designed, its validity and reliability was confirmed, and was randomly distributed among 446 customers of the company. Data analyzed using Structural Equation Modeling performed by SPSS18 and AMOS22 statistical software. Results showed that despite the stated risks, customers perceive co-creation valuable and intend to use it in the future, which further leads to positive Word-of-Mouth. Thus, considering the value of co-creation for companies and consumers, it is valid to posit that co-creation is an idea central to marketing and should be incorporated within firms' innovation and new product development strategies.

Era of fundamental changes, organizations can stay competitive scene that adapt to these conditions. Therefore, organizations need information faster and more accurately environment analysis. Results of environment should be stored and be available to decision makers. One of the ways to achieve this goal, is the acquisition of competitive intelligence through dynamic capabilities based on knowledge. Dynamic capabilities means organization’s ability to reorganizing capabilities for encounter with dynamic environment to obtain performance and intelligence. The aim of this article is to study the forming circumstance of competitive intelligence based on knowledge dynamic capabilities. The research population was managers of all small-and medium-sized enterprises (SMEs) of LORESTAN Province (totally 1842 companies). The sample size was determined 318 on the basis of Cochran formula and the sampling method was stratified sampling. The data collection instrument was questionnaire. The results show that the knowledge dynamic capabilities affect competitive intelligence.

Use copycat are increasingly common in today's global market. Sometimes the similarities between copycat and original brands so consumers are likely to lead to confusion. Copycat are trying to gain acceptance in commercial and consumer acceptance of coverage imitate a brand leader. This study examined the role consumer’s mindset on copycatting strategies. The population of this study consisted of customers buy the Khorramabad is due to the infinite number of sample 276 was selected. Simple random sampling method was used for sampling. The data gathering tool was a questionnaire that was used to analyze the assumptions of the test. relational people regard the theme-based copycats as similar to the leader brands. featural people regard the attribute-based copycats as similar to the leader brands.