JOURNAL OF BUSINESS STRATEGIES
Year:2018 | Volume:25 | Issue:11 |Papers Count:10

Impulse buying behavior is a highly emotional activation, low cognitive control, and to a large extent a reaction that is critical to consumer behavior. This research examines the antecedents and implications of purchasing behavior through identification and ranking of the most important factors affecting impulse buying behavior. By studying the previously performed researches, the determinants of situational, psychological, environmental, personality, marketing mix, demographic and commodity related factors as factors influencing consumers' impulse purchasing behavior were identified. Antecedents ranking of impulse purchasing behavior was carried out using experts' opinion and with the help of Dimetall technique. Implications of impulse shopping behaviors were also categorized into positive and negative outcomes by using the Delphi technique and the use of experts in psychology and marketing. Then a model of indicators derived from this study is presented. This study, by depicting a general picture of impulse buying behavior, can contribute to the management and policy making on this aspect of consumer behavior.

The present study explores the effect of customer's psychological characteristics on brand selection, with emphasis on product characteristics. The statistical population of this study is consumers of dairy products in the city of Tehran. Since the size of the unlimited society and the variance of the society are unclear, the sampling formula for the unlimited society is used based on which the sample size of 171 people is determined. In this research, two researcher-made questionnaires are used. The first to determine the product's characteristics and the second questionnaire to explain the effects of customer's psychological characteristics on brand selection, with emphasis on product characteristics. The Cronbach's alpha for the main questionnaire (second questionnaire) was 0. 8, which indicates a high reliability of the questionnaire. To investigate the hypotheses, Bayesian multivariate probit regression model, Friedman test and multiple linear regression were used. The research findings showed that the customer's psychological characteristics including brand recognition, brand trust, buying intention, and brand satisfaction were effective on brand selection as well as product characteristics including the use of standard badge, fresh ingredients, no preservatives and product quality.

The innovative operation refers to the ability of the company to use the ideas, tools, systems, policies, programs, processes, products and services for the first time. Innovation helps organizations to deal with the turbulence of the external environment in dynamic markets and achieve long-term goals. The main objective of this research is to investigate the effects of internal organizational factors affecting innovative performance with the mediating variable of strategy oriented export in exporting companies in Bushehr Province. This research is applied in terms of purpose, and descriptive survey in terms of data collection. The statistical population of the study consists of all managers and experts of active exporting companies in Bushehr city. According to the trade and commerce organization of Bushehr province, there are 30 active export companies in Bushehr. Data collection tool was a questionnaire; two hundered fifty of which were distributed among all managers and experts of the export companies. Finally, 220 questionnaires were collected. Then, the average of each company's data was determained and data analysis was performed based on 30 average questionnaires of the companies. To analyze the research data, structural equation modeling using Smart PLS software was used. The results showed that the internal factors (axial learning, strategic flexibility, information and communication technology) have a positive and significant effect on the export-oriented strategy. Export oriented strategy has a positive and significant effect on the innovative performance of exporting companies in Bushehr Province.

This research investigates the effects of affiliate marketing tactics on behavioral loyalty with the mediatory role of customer appreciation. Proposed tactics including e-mail, tangible rewards, texting, virtual social networks, websites, interpersonal communication, and preferential behavior are addressed in this study. present research is purposeful, applied and in terms of data collection descriptive. Data collection method is a combination of library and questionnaire. The statistical population of the study is the members of Mashhad Leather Club and the sampling method is a multi-stage cluster. According to the Cochran formula, the sample size was 384 and the Cronbach's alphbtained for the questionnaire was 9. 49. Structural equation model and partial least squares method are used to test the hypotheses and to investigate the fitness of the model. For analyzing the data, descriptive analysis and inferential analysis, 21SPSS and Smart PLS software were used. The results showed that (with respect to the significance coefficients z and path coefficients), only three tactics of virtual social networks, websites and preferential behavior affect customer's appreciation. Also, customer's gratitude leads to his behavioral loyalty.

The accurate identification of corporate customers' behavioral patterns and, consequently, the adoption of targeted strategies in the field of corporate banking in order to provide services tailored to their needs and behaviors is one of the most challenging issues in the banking network. Accordingly, the exact recognition of the complex needs of corporate clients and their demand management is a first step through the typology of corporate behavior and, in the next step, adopting strategies that are appropriate to the well-known behaviors of these critical and profitable customers is possible. This study aimed to determine the relationship between corporate clients' behavior patterns and corporate banking strategies. The statistical population of the study is legal persons, namely, large companies active in the business of the country who are receiving services from the banking network. The research method of this study is qualitative using data base theory and Glycerine approach. In order to achieve the research goal, 10 managers of Holdings and large companies were interviewed through semi-structured and deep interviews. After encoding and analyzing data using Maxqda software, three behavioral patterns of commercial, analytical and interactive were identified. Results showed that Iranian banks should use three main strategies to achieve durability and sustainable profits. The strategy of financial services through the provision of a wide range of services, with the aim of attracting and newly appealing to corporate customers, foster excellence strategy through diversity and creating competitive advantages with the aim of increasing repeat purchases and, ultimately, a collaborative strategy through long-term engagement, the provision of new and unique services, for the purpose of sustainability of corporate customers' purchases.

Today, organizations, with the help of various advertising media, in order to identify and introduce their goods and services and declare their distinction with similar goods, are trying to send influential messages in order to encourage audiences to buy, and on the other hand, people are faced with a variety of advertising by a variety of media channels available at any time and place; this has caused the audiences to be bored and distressed, and has heavily influenced the effectiveness of advertising. As a result, covert advertising has been paid ever increasing attention in marketing. This research aims to investigate the effects of hidden advertising on customers' purchasing intention based on the moderating role of demographic and brand reputational variables. The statistical population of this study is all consumers of consumer goods in Tehran, among which 384 people who viewed Bahooneh (Excuse) a T. V. Cooking Program were randomly selected. Structural Equation Method (SEM) has been used in the form of SmartPLS software to analyze the data. The findings of the research indicate that the use of hidden advertising has a significant positive effect on customers' intention to buy, and among the dimensions of hidden advertising, type of advertising and merchandise mental imvolvement, affect the intention of the purchase, and the media of hidden advertisement does not have a significant effect on customers' intention to buy. The results also confirm the moderating role of gender-demographic variables and the lack of confirmation of the moderating role of brand reputation in the relationship between hidden advertising and customers' intention to buy.

The purpose of this study is to investigate the mediatory role of electronic word of mouth advertising in relation to the dimensions of empirical marketing and consumer buying intensions in the Internet shopping market of mobile phones. This research is applied in terms of purpose, and descriptive, the correlational type, in terms of data collection. The target community of this research includes all people who have participated in the International Book Fair held in Tehran in 1396 from all over Iran and who have had at least one mobile phone Internet shopping experience. The all available purpose-based sampling method was of non-probable methods. The sample size is 385 people based on Cochran's formula and standard questionnaires are used for data collection. The data analysis method is the structural equation modeling using the PLS 2 software. The results of this study showed that empirical marketing (0. 40) as well as each of its dimensions including sensory experience (0. 21), emotional experience (0. 30), intellectual experience (0. 35), practical experience (58/0) ) And communication experience (0. 49) had a positive and significant effect on electronic word of mouth advertising. Electronic word of mouth advertising had a positive and significant impact (0. 27) on consumer purchasing intention. The direct impact of empirical marketing (0. 27) as well as its indirect effect through the mediation of electronic word of mouth advertising (0. 11) on consumer purchasing intention has also been confirmed.

Pharmaceutical distribution industry, as one of the most important parts of the drug supply chain, is in an environment where, on the one hand, internal factors and, on the other hand, competition with large multinational corporations has exposed it to various risks and dangers. Investigating the impact of different in-house variables and outsourcing variables helps to increase the efficiency and competitive ability of companies active in this industry and helps them gain competitive advantage. In order to advance the competitive objectives of active distribution organizations, accurate analysis of the business environment by expert and intelligent staff, as well as logical observation of competitors, is one of the most effective and strategic measures. The statistical population of the research includes senior, middle and operational managers of pharmaceutical distribution companies in Tehran, whose number is six hundred and two. According to the Morgan table, the sample size should be 232. Considering the importance and sensitivity of the subject matter of the research, as well as the predictive rate of return of the questionnaires, using a simple random sampling, 382 questionnaires, whose validity and relaibility were approved, were distributed among 371 managers. Regarding the inappropriateness of some questionnaires, 331 questionnaires were finally analyzed. To analyze the data, the modeling of structural equations using LaserL software was used. The results of the research indicate that in the drug distribution companies, information (type of information, the use of information, information resources), creativity and IQ, have a positive role in increasing marketing intelligence. They have a positive impact on business intelligence as well. Business intelligence, with receiving an impact from the moderating variable of competetive intelligence, gains competetive advantage in pharmaceutical distribution industry.

In a highly competitive environment today, maintaining and developing a market share is the result of brand performance. Suppliers need branding and brand management to play a role in preventing their decline from their rivals, which plays an important role in addressing social responsibility and accountability. In this article, the question arises as to whether social responsibility of suppliers can lead to the promotion of brand equity and brand performance, or, in other words, to prevent their decline. Research variables have been investigated from the point of view of managers and purchasing experts of industrial townships (group of machinery and electrical appliances) in Shiraz. To test the research hypotheses, structural equation modeling based on partial least squares method was used. The results of data analysis showed that social responsibility of suppliers has a positive effect on brand value as well as on brand performance. Social responsibility has a positive effect on brand performance through brand equity. As a result, domestic suppliers can use research findings to prevent the decline and bring about the promotion of brand equity and brand performance in domestic and international industrial markets.

The rapid growth of e-commerce and the ever-increasing rise of online businesses have led to increased consumer concerns over ethical issues surrounding online shopping. By accepting the Internet as a source for retail, ethical issues related to the use of the Internet have created serious concerns for consumers and new challenges for activists in this area. These unethical activities influences customer relationship with online stores and their brand equity. This study aims to investigate the effects of consumers' perception of online retail ethical activities on Digi Kala Online Store brand equity. This research is an applied research and the required data are collected through distribution of the questionnaire online and through social networks among 384 customers of DK's goods. To test the research hypotheses, structural equation modeling has been used. The results showed that security, reliability, commitment, deception and, generally speaking, consumer perception of the ethical nature of DK's activities have a positive and significant effect on the brand equity. The effect of privacy variable on brand equity was not confirmed in this study.