JOURNAL OF BUSINESS MANAGEMENT
Year:2020 | Volume:12 | Issue:2|Papers Count:13

Objective: This study aims to explain the types of activities of the Headquarters among their subordinate businesses and their classification in terms of interventions and the Headquarters roles. In other words, this study seeks to answer the following questions: (1) what roles do the headquarters play in Iranian parent firms? and (2) what activities and interventions does each of these roles belong to? However, there has been no similar local study conducted in the country. Moreover, despite a more in-depth study of such phenomenon abroad, each researcher has addressed the activities and functions of the headquarters from a specific perspective, and there is no comprehensive study to investigate all the aspects and dimensions of this phenomenon...

Objective: The aim of this study is to systematically study the research literature in the field of B2B sales performance, identify research gaps and propose suggestions accordingly. Nowadays, the evaluation of B2B sales performance as a valuable consequence of a job to achieve competitive advantage has been increasingly considered by researchers. In recent years, sales performance has become a systemic, multidimensional, and inter-organizational approach in terms of changing the nature of sales including the centralized and integrated long-term strategic areas of management and trans-organizational behavior. Sales performance has been proposed and various studies have been conducted in organizations to understand multidimensional phenomena related to seller performance, but there is no research to systematically review seller’ s performance based on different sales approaches and propose a comprehensive picture of the related literature. For this purpose, the literature and studies conducted in this field need to be evaluated and reviewed systematically...

Objective: The imposed policies in countries, irrespective of the present dynamic domestic environment and global markets and the main players of the export environments in the field of production and export of industrial goods has caused reduction of the export performance of companies and questioned their effectiveness. Moreover, the inability to identify the main factors affecting the export performance of countries among the small and medium enterprises, lack of enough attention to the local characteristics of countries and the lack of proper management of the interaction environment lead to the impairment and weakness of export performance. Shortage of abstract maps or conceptual models to explore the most important influencing factors on exports, and the structural and dynamic communication between them is observed in governmental and academic export institutions. And it will have a negative impact on corporate export performance. Therefore, from a theoretical point of view, lack of a structure for management of the export ecosystem in the form of a macro system can have a negative impact on the export performance of countries and companies. Accordingly, the main focus of the present research is on the theoretical and practical gaps in the field of export performance and low focus on the management of dynamic interactions between the influential players in export performance. Therefore, it is necessary to examine and analyze the interactive relationship between these players in order to create a suitable platform for effective management of the export performance in companies. Hence, the aim of this study is to investigate the factors, at the company level, that affect the export of industrial goods in small and medium companies (regardless of the destination country and type of export market) as well as to analyze the relationship between these factors...

Objective: In today’ s competitive world, commercialization and the use of new ideas are vital. If a store fails to present its ideas to the market, it will fail. Therefore, it is important and necessary to have the ability to commercialize in e-shops that requires special attention in order to be successful. There is also a lot of competition among online stores these days and a store can be successful if it acts according to the requests of its customers. Customers ask for online and innovative purchase due to the many concerns and problems. Therefore, the present study aims to explain the commercialization model of the idea of electronic sales in online stores in the city of Tehran. Hence, the most important question in this study is that what model can be used to commercialize e-sales ideas?...

Objective: Identifying the cooperation-competition incentives in the art-industry of Iranian hand-woven carpets and directing the competitors toward this phenomenon, and benefiting from the profits of this strategy have led to solving the problems in this art-industry and development and promotion in national and international market. Competitors can also take advantage of this network and work together to solve many of the related problems. Accordingly, the main purpose of this study is to design a model of cooperation-competition incentives in handmade carpet art-industry. The other objectives are to identify cooperation-competition incentives and to examine the relationships between cooperationcompetition incentives in handmade carpet. Therefore, the research questions are: What are the incentives of cooperation-competition in handmade carpet art-industry? What is the nature of the relationship between cooperation-competition incentives in handmade carpet art-industry? and What is the model of incentives for cooperation-competition in handmade carpet art-industry?...

Objective: There have been very few studies on joint ventures in Iran. However, in Iran, as a country with an oilbased economy, huge projects are being carried out in the field of oil, gas and petrochemical industries in the form of joint cooperation. Sharing complementary resources where they are unable to develop such resources by themselves causes companies to achieve the project objectives. Studying the factors affecting the success of joint cooperation, considering the greatness of oil, gas and petrochemical industry projects, can prevent from the failure of the project and can help achieve goals within the proposed framework for time, costs, quality and requirements can have great impact on the country economy. In this study, the aim is to investigate the direct effects of information exchange on the performance of joint ventures with two capital factors (mutual trust and mutual obligations) as the intermediary factors and also environmental uncertainty as a moderating factor on joint ventures of Iranian companies...

Objective: Given the relative impact and effectiveness of psychological ownership among the buyers on customer satisfaction, loyalty, word-of-mouth advertising, and willingness to pay more, there are very only a few studies that are generally based on customer control over goods or services. Hence, it is difficult to respond to the reason and conditions for the creation of a sense of psychological ownership. This study, based on a qualitative approach, aims to determine the factors and conditions which develop a sense of mental ownership towards a company among the buyers. The researchers attempt to address the following questions: What concepts should organizations develop in order to form a sense of mental or psychological ownership among the buyers? What conditions are necessary for the formation of a sense of psychological ownership among the buyers?...

Objective: Brand interest varies among men and women. Brand and brand reputation are more prominent among women, and it is stated that there is a difference in the degree of brand dependence in men and women. Since there is a significant difference in the cognitive process among men and women, focusing on product selection in the purchasing process, this study aims to investigate whether there is a significant difference between men and women in the final decision. Therefore, the customers’ decisions regarding the brands are examined using eye tracker and based on gender differences in the present study...

Objective: Although studies have confirmed that people use consumption-related behaviors to show their achievements, wealth and superiority, analysis of the ways in which consumers express their arrogance tendencies has only received a little attention. “ Consumer Arrogance” (CA) is a new construct in consumer literature. And it is a multidimensional trait that reflects the desire to use property to create social superiority over other people and plays an important role in explaining predictions of consumers’ behaviors. In addition, consumer’ s arrogance has rarely been the subject of an independent study. Previous studies have investigated the development of measurement scales for consumer’ s arrogance and consumer’ s avoidance of arrogant brands from different perspectives. Given that deep understanding of consumer’ s behaviors and how people’ s perception of this behavior helps to predict and understand consumer’ s behavior and it is an influential factor in consumer’ s intention to buy, the present study aims to examine the consumer’ s arrogance (CA) using phenomenological method. Therefore, the researchers will be able to explain how arrogant tendencies guide consumer’ s behaviors...

Objective: Despite the relative acceptance of the functions of the dissemination of high quality information on social media, on the formation of a desirable mental image for the users and the significant impact of this mental image on users’ intention to buy in the domestic tourism literature, the quality and features of the content of published information on social media have received little attention by the researchers. Therefore, given the application and benefits of social media in various industries such as tourism industry, it is important to publish high quality information on social networks in order to gain a competitive advantage in the tourism industry. Moreover, there are very few studies investigating the impact of the quality of published information regarding the tourist destinations on social media on the formation of tourists’ mental image and the intention to buy. Hence, the purpose of this article is to provide answers to the following questions: “ what are the factors influencing the formation of tourists’ behavioral image of tourist destinations on social media? ” , “ which of the following factors have the greatest impact on tourists’ behavioral image of tourist destinations on social media? ” , and “ what are the decision-making rules to predict the tourists’ behavioral image of tourist destinations on social media? ”...

Objective: The main issue in this study is to investigate the effect of different characteristics of individuals including demographic characteristics and personality traits on the motivational components of gamification design in loyalty club within banking industry. Innovation and the scientific contribution of the present study to gamification systems in the field of banking can be evaluated from two perspectives: determining how the customers with different demographic and personality traits are attracted by the motivational components of gamificatin by conducting a research, and what kind of reward do they expect to receive? This shows the importance of personalizing gamfication-based systems to increase customers’ satisfaction and loyalty. Moreover, based on the results, designing strategies and guidelines for gamification-based systems are provided so that designers can develop appropriate strategies to improve interaction with people. Identifying and applying different demographic and personality traits can increase motivation to participate in customer club activities...

Objective: Although there is no distinct TV channel dedicated to teleshopping products in Iran, there is a growing number of advertising programs broadcasted among most of the TV channels everyday. This is applied to local TV channels as well. The residents of the city of Ardabil, have shown to be more willing to teleshopping because of less availability of new products and the long distance to hhe capital city or other metropolices. Such a tendency is growing among the citizens of Ardabil. Accordingly, the purpose of this study is to identify the factors that can affect the consumers’ teleshopping behavior in Iran and in the city of Ardabil. For this purpose, the following variables were considered as the determining factors in the teleshopping behavior according to the literature: dependence on television and exposure to television, exposure to teleshopping and dependence on teleshopping, the effects of tele-participation and trans-social interaction...