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Open Access Article
1 - Analysis of Business Customers’ Value Network Using Data Mining Techniques
Forough Farazzmanesh (Isvand) Monireh HosseiniIn today's competitive environment, customers are the most important asset to any company. Therefore companies should understand what the retention and value drivers are for each customer. An approach that can help consider customers‘ different value dimensions is the MoreIn today's competitive environment, customers are the most important asset to any company. Therefore companies should understand what the retention and value drivers are for each customer. An approach that can help consider customers‘ different value dimensions is the value network. This paper aims to introduce a new approach using data mining techniques for mapping and analyzing customers‘ value network. Besides, this approach is applied in a real case study. This research contributes to develop and implement a methodology to identify and define network entities of a value network in the context of B2B relationships. To conduct this work, we use a combination of methods and techniques designed to analyze customer data-sets (e.g. RFM and customer migration) and to analyze value network. As a result, this paper develops a new strategic network view of customers and discusses how a company can add value to its customers. The proposed approach provides an opportunity for marketing managers to gain a deep understanding of their business customers, the characteristics and structure of their customers‘ value network. This paper is the first contribution of its kind to focus exclusively on large data-set analytics to analyze value network. This new approach indicates that future research of value network can further gain the data mining tools. In this case study, we identify the value entities of the network and its value flows in the telecommunication organization using the available data in order to show that it can improve the value in the network by continuous monitoring. Manuscript profile -
Open Access Article
2 - Integration of Customers in Front-End of Innovation (FEI) by Open Innovation Approach: Generation and Selection of Innovative Product Ideas
Ali Asghar Molaie Babak Shirazi Javad SoltanzadehInnovation is a key element for the success of companies in a competitive environment. Innovations begin with innovative ideas that form in the early stages of the innovation process, called the front-end of innovation (FEI). Therefore, to access information from differ MoreInnovation is a key element for the success of companies in a competitive environment. Innovations begin with innovative ideas that form in the early stages of the innovation process, called the front-end of innovation (FEI). Therefore, to access information from different sources, especially external sources, the early activities of the innovation process should be organized as a systematic approach. Customers are as the most important source of innovative ideas in new product process that companies can use them. To benefit from the idea of customers, there needs to be a model for integrating them with internal organization resources. In this paper, a model is presented for integration of customers derived from open innovation paradigm in the FEI based on simultaneous integration of customers, competitors, fringe industries in order to Increase creativity and innovation success. This proposed model is obtained by development of Ulwick’s model that implemented in Agricultural implements industry for “drip irrigation system”. The main objective of this paper is to generate innovative product ideas and then selection of more innovative idea (real and unmet need) of customers in the FEI phase by proposed model, in order to reduce the failure rate of new products in the market. Data were obtained from a survey of 30 customers, as a research sample. The results suggest that opening the FEI phase and the subsequent integration of different customers in this phase, in order to generate innovative ideas, will have a positive impact on the success of the new product. Manuscript profile -
Open Access Article
3 - Investigating the Factors Affecting the Performance Evaluation of Social Security Brokers in Isfahan Province
seyedhamid Ghoreishi seyedalireza ebrahimiAbstract Background: Any organization needs to be evaluated for awareness of the desirability and quality of its activities, especially in complex and dynamic environments. On the other hand, the lack of a system of evaluation and control in a system means that it isn' MoreAbstract Background: Any organization needs to be evaluated for awareness of the desirability and quality of its activities, especially in complex and dynamic environments. On the other hand, the lack of a system of evaluation and control in a system means that it isn't communicating with the inner and outer environment, which implies that is aged and ultimately the death of the organization. In this regard, the present study was conducted with the aim of designing a performance evaluation model for social security agencies in Isfahan province. The purpose of this research is application and developmental type. Methodology: The population of the present study consisted of all experts and experts in the field of social security, managers, staff and clients of social security agencies of Isfahan province, which reported about 10,300 people in 1398. The research sample was determined using the Morgan table of 373 individuals. Data were gathered by field method and a researcher-made questionnaire was used for data collection. SmartPLS software was used for data analysis and analysis. Results:The findings showed that customers'viewpoint had a significant effect on the evaluation of the overall performance of the brokerage (t=2.291,p<0.01). Also, the effect of headline managers'view on evaluating the overall performance of the brokerage firm (t=1.988,p<0.05) is significant. However, the effect of employee's view on performance evaluation (t=0.242) wasn't significant. Conclusion: According to the results of the research, it can be said that in evaluating the performance of the organization, in addition to employees and management, customers have a significant role. Manuscript profile -
Open Access Article
4 - Investigating the Factors Affecting the Performance Evaluation of Social Security Brokers in Isfahan Province
seyedalireza ebrahimi seyedhamid GhoreishiBackground: Any organization needs to be evaluated for awareness of the desirability and quality of its activities, especially in complex and dynamic environments. On the other hand, the lack of a system of evaluation and control in a system means that it isn't communic MoreBackground: Any organization needs to be evaluated for awareness of the desirability and quality of its activities, especially in complex and dynamic environments. On the other hand, the lack of a system of evaluation and control in a system means that it isn't communicating with the inner and outer environment, which implies that is aged and ultimately the death of the organization. In this regard, the present study was conducted with the aim of designing a performance evaluation model for social security agencies in Isfahan province. The purpose of this research is application and developmental type. Methodology: The population of the present study consisted of all experts and experts in the field of social security, managers, staff and clients of social security agencies of Isfahan province, which reported about 10,300 people in 1398. The research sample was determined using the Morgan table of 373 individuals. Data were gathered by field method and a researcher-made questionnaire was used for data collection. SmartPLS software was used for data analysis and analysis. Results:The findings showed that customers'viewpoint had a significant effect on the evaluation of the overall performance of the brokerage (t=2.291,p<0.01). Also, the effect of headline managers'view on evaluating the overall performance of the brokerage firm (t=1.988,p<0.05) is significant. However, the effect of employee's view on performance evaluation (t=0.242) wasn't significant. Conclusion: According to the results of the research, it can be said that in evaluating the performance of the organization, in addition to employees and management, customers have a significant role. Manuscript profile -
Open Access Article
5 - Modeling of Electronic Word of Mouth Marketing Based on text mining User comments, A new approach On social commerce
Elham Ramezani Ali Rajabzadeh Ghatary Vahid Baradaran Maryam ShoarThe purpose of this article is to present an Electronic Word of Mouth marketing model in social commerce Based on text mining User comments in sale sites. Due to the new research in this field and using the text mining method of user comments to express the variables of MoreThe purpose of this article is to present an Electronic Word of Mouth marketing model in social commerce Based on text mining User comments in sale sites. Due to the new research in this field and using the text mining method of user comments to express the variables of this type of marketing model, this research is a kind of Exploratory Developmental Research. The method used in this research Is combination of qualitative and quantitative. In this regard,by studying previous researches As well as receiving, preprocessing and analyzing 11thousand Customers Online Comments In the case of digital products, Repetitive words with a positive label were selected Then, using Word2vec algorithm The variables of the Electronic Word of Mouth marketing model Were extracted using text mining technique. Fitting the model extracted, based on the comments of experts and users of internet sales sites in Iran with the help of a Questionnaire and analysed with statistical tools of least squares. The statistical sample of the second phase Due to the unlimited statistical population it was estimated according to Cochran's formula 384. In order to review and present the final model from the structural equations approach with SmartPLS software was used. The results show that customer interaction, message quality and Customer mental image will have positive and significant impact on the Platform and channel attractiveness of Electronic word of mouth marketing channel, Finally, these two variables will have a positive and significant impact on the Customer behavior and business brand. This model emphasizes new dimensions of variables of the Electronic Word of Mouth marketing model that can be helpful for business owners and marketers. Manuscript profile -
Open Access Article
6 - Designing an evaluation model of the effective factors on customers’ satisfaction with a system dynamics approach in the ceramic tile industry of Yazd province
amir ehsan Ishaqiyeh FirouzabadiAbstract IntroductionTherefore, the purpose of this study is to present a simulated model of factors affecting customer satisfaction based on dynamic methodology in order to analyze the factors and also improve customer satisfaction. Method:This research is applied MoreAbstract IntroductionTherefore, the purpose of this study is to present a simulated model of factors affecting customer satisfaction based on dynamic methodology in order to analyze the factors and also improve customer satisfaction. Method:This research is applied in terms of purpose and analytical-descriptive in terms of data collection from the survey branch. First, the initial and proposed model was drawn based on the research background and literature. The statistical population in the present study includes three groups of experts and specialists, information and data and personnel of the ceramic tile industry in Yazd province. At first, a panel of experts (15-20) people were selected and dynamic and key variables affecting the model were identified through semi-structured interviews.While collecting statistical data and financial information, a questionnaire was prepared using the opinion of experts and measured using factor analysis. Results: through simulation by Vensim, show that factors that increase customer satisfaction include quality, product diversity, and on-time delivery and factors that decrease customer satisfaction include ceramic tile import from other countries, low quality, high price, and lack of on-time delivery. Conclusion: Therefore, companies' attention to the model presented in this study can have a significant effect on increasing customer satisfaction. Managers can also play an effective role in increasing customer satisfaction by adopting strategic and creative policies. Manuscript profile -
Open Access Article
7 - Investigating the Influence of Human Resources Management Activities on Customer Loyalty in the Hoteling Industry Using a Multilevel Approach
zahra Nikkhah-Farkhani Mohammad shaykhzadeConsidering the fact that customer loyalty is regarded as one of the most important concerns of hotel managers, this study sought to investigate the influence of human resources management activities on customer loyalty using a multi-level approach. The statistical popu MoreConsidering the fact that customer loyalty is regarded as one of the most important concerns of hotel managers, this study sought to investigate the influence of human resources management activities on customer loyalty using a multi-level approach. The statistical population of the study comprised of managers, staff, and customers of four-star and five-star hotels in Mashhad. Moreover, the statistical sample size of the research at the organization level consisted of thirty-four, one-hundred and forty, two-hundred and forty managers, staff, and customers at organizational, staff, and customer levels, respectively. On the other hand, Sam’s 12-item questionnaire (2008) and the 17-item questionnaire developed by Al-Rafiei et al. (2013) were used to measure the human resources management activities and the staff’s satisfaction and loyalty, respectively, whose validity and reliability was tested using the Content validity method and Cronbach's alpha, respectively. Finally, HLM 7.02 and the SPSS software were used to analyse the collected data. The results proved the positive influence of human resources management activities on the staff’s satisfaction and loyalty, and in turn, on the satisfaction and loyalty of the customers. Therefore, it could be argued that hotel managers can increase the loyalty of their customers by emphasizing human resource management activities and improving their staff’s satisfaction and loyalty, which would increase the profitability of hotels in the long term by reducing marketing costs. Manuscript profile -
Open Access Article
8 - Consumer Rights Of Food Products
Mahvash Abolghasem Kashanimanufacturers produce unhealthy and defected works that not only wastes our resources but also makes a poor economy that leave us in a vulnerable state in this ever-Due to the uncompetitive economic status of our country, some food developing world. The most important m Moremanufacturers produce unhealthy and defected works that not only wastes our resources but also makes a poor economy that leave us in a vulnerable state in this ever-Due to the uncompetitive economic status of our country, some food developing world. The most important matter to be considered is that it inflicts damage on the community health, while it distorts the public discipline and change the balance between production and consumption. Introduction of basic customer rights across Europe, triggered formulation of a special law for protecting customers in Iran. However, it is imperfect due to the ambiguous method of compensating for losses. Hence, based on the principle of no harm, this essay tends both to find a legally protective umbrella for customers and develop a robust economy as a remedy for the inefficient laws enacted regarding civil liability and protecting customers against the complications of market. For this purpose, this essay introduces a food manufacturer as a sufficient and primary cause that inflict harm, and specifies that the manufacturer’s failure plays role only in ascertaining of the causal link; It also set asides the liability resulting from food production failures and substitute it with manufacturers’ sense of responsibility for the final results , safety assurance, and a perfect responsibility based on legal and jurisprudential principles. Manuscript profile
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