JOURNAL OF BUSINESS STRATEGIES
Year:2015 | Volume:22 | Issue:5|Papers Count:6

Increasing growth of IT has caused enormous change in products and services sales. As a result, global business and commerce is coincided with electronic commerce. Therefore, study of factors influencing customers’ tendency to purchase form virtual shops become important. This survey was conducted aiming to study factors influencing customers’ tendency to purchase form virtual shops in 2014. Studied sample was 87 of All digital shop’s customers, randomly select-ed. The questionnaire used in this study was structured one and its validity was measured by test-retest and Chronbach alpha methods. T-test and ANOVA were applied for data analysis and independent effective variable ranking was done by Duncan test in SPSS software V. 19. Based on this analysis, effective factors including security, support, ease of access and use, supplied goods, payment method, content, created innovation, and liability for the shop were identified, indicating influence of all items on their tendency to purchase from virtual shop. But generally customer support and payment method were more effective.

The purpose of this survey is to study the impact of customer value co-creation behavior on provision of innovative services inside the organization: describing citizenship behavior and collaborative behavior role. This is descriptive survey. The statistical population is customers of Ghavamin Bank in Khorram Abad. 384 persons were selected through stratified random sampling and Chocran formula. Questionnaire was research tool which its validity and reliability were respectively approved by content validity and Chronbach Alpha. Structural equations approach and AMOS and SPSS software were applied for hypotheses test. Findings showed that customer value co-creation behavior has significant positive effect on providing innovative services inside the organization. In addition, customer citizenship and collaborative behaviors in error level of 0.05 have significant positive effect on it.

Due to environmental, social and economic challenges which threat organizations during recent decades, customer orientation and emphasis on his/her needs for competitive advantage are fading. Green SCM is appropriate approach for this issue. Green SCM integrates SCM with environmental requirements in all stages of products design, raw material supply, production and manufacture, distribution and delivery processes, and recycling management in order to maximize energy consumption productivity. So, this survey follows to study obstacles for green SCM in Pars Khodro Co. using ISM. For this, logistics section in Pars Khodro Co. was surveyed. In the first step, the obstacles were identified and then the main obstacles were selected by experts. In the next step, structure and role of obstacles were determined by ISM. Findings showed that lack of high and middle level managers’ support was ranked as the first one. Also, lack of active and volunteer role of organization and suppliers in implementation os environmental standards and social responsibilities was ranked as the last one (9th). In addition, dependent, independent, and influencing variables were identified.

Sales promotion is important issue in most of sales and distribution companies and finding the most appropriate strategy for this subject is marketers’ challenge. Discounting (offering) is one of sales promotion strategies. Using the fixed and constant discounting strategy for all customers and on all goods reduces chance for success. Discounting strategy needs a model for providing best prices to customers. This is applied descriptive survey in which data mining was applied as a tool for creating a discounting strategy. In this research, association rule and clustering were used for determining an appropriate discounting strategy.RFM and K-Means were applied to cluster customers and achieve optimized cluster number. Then, rules available in each cluster for different goods were extracted. Finally, appropriate discounting strategies were considered according to features of customers in each cluster. Findings indicated that the best number of clusters for this company’s customers is 8 clusters. The customers were categorized into two categories of premium and hesitant. Discounting strategies were identified based on results from association rule and interview with experts and specific discounting policies were assigned for different purchases of each category.

Impulse purchase is one the aspects of customers’ behavior and important axis in marketing. Considering the influence of impulse purchase on marketing activities, this study aims to identify factors influencing this component. This is qualitative discovering survey which examines driving factors of impulse purchase. Meta-synthesis approach was used for analysis of components. 8 components were identified in this section. For testing effects of these factors, Lisrel software structural equation was used. In the next step, 5-scale Likert questionnaire was provided. Chronbach Alpha and synthetic reliability method were applied for re-liability test. Also, convergent validity and confirmatory factor analysis were used for reliability survey. Statistical population included garment purchasers in Mashhad and statistical sample were 390 persons. Structural equation (route analysis) was used for hypothesis testing. Findings showed that maximum influence is related to spiritual and mental variables and products advantages respectively by 0.28 and 0.18. In addition, marketing, character, and condition had no significant effect on impulse purchase.

Nowadays, due to the influence organizations have on society and environment, social responsibilities of organizations have been important, considered as a determining variable by government and institutes. In this research, the relation between organizations’ social responsibilities and consumer’s trust in one hand and organization’s reputation is surveyed. Social responsibility aspects were considered based on Carol model (economic responsibility, legal responsibility, moral responsibility, and well-wishing or arbitrary responsibility) and consumer’s trust were regarded based on Mayer model (trust on specialty, trust on integration, and trust on social well-wishing) and their effects on organization’s reputation are studied. According to the results, social responsibility aspects had significant relation with consumer’s trust while consumer’s trust had significant relation with organization’s reputation. In addition, influence of organizations’ social responsibilities measurements on its culture and legitimation as medium of effect on organization’s reputation was examined.