sajjad shokohyar; ali rezaeian; amir boroufar
Volume 20, Issue 4 , January 2017, , Pages 65-94
Abstract
Interaction of companies with customers in the form of customer relationship management has changed significantly. Identifying characteristics of different customers and allocating resources to them according to their value to the firm has become one of the main concerns in customer relationship management. ...
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Interaction of companies with customers in the form of customer relationship management has changed significantly. Identifying characteristics of different customers and allocating resources to them according to their value to the firm has become one of the main concerns in customer relationship management. The purpose of this paper is to provide an appropriate model for customer segmentation based on some of the most important financial and demographics characteristics influencing factors of customer lifetime value (CLV). The process proposed in this study was performed in Saman insurance company. After determining RFM model indices, which include date, frequency and monetary of purchase, AHP method used for weighting them among 180000 customers. The optimal number of clusters based on the silhouette and impact of RFM indicators was done by using Two-step algorithm and then customers classified through K-Means clustering algorithm. Results provided a platform to analyze the characteristics of customers in three main sections. Also, by prioritizing clusters based on the RFM indices, valuable customers were identified. Finally, some suggestions were presented to the company to improve its customer relationship management system.
Nyma Lotfi Foroushani; Meisam Rajabi Nahooji; Ali Rezaeian; Hamidreza Fartookzadeh
Volume 18, Issue 2 , July 2014, , Pages 55-84
Abstract
There are too many different reasons for organizational project failures. Non-supportive management, internal resistance, and situational changes can be mentioned as some of the most important reasons. In formation sciences (IS) projects follow the same rules. Because of their considerable effect ...
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There are too many different reasons for organizational project failures. Non-supportive management, internal resistance, and situational changes can be mentioned as some of the most important reasons. In formation sciences (IS) projects follow the same rules. Because of their considerable effect on the quality and quantity of organizational output, this article tries to propose some solutions to minimize the probability of such failures in Iranian organizations. Informatics Services Corporation (ISC) as the largest e-banking company in Iran has been chosen as the case of study. Vensim software (Version 9) was applied to simulate the real situation available in ISC. By testing different solutions, it was conducted that the most effective ones are: continuous training, establishing sustainable management systems via process clarification and procedure deployment, helping to ameliorate contactors' financial condition, and clear written contractual relations instead of verbal agreements in all phases of the projects. The major advantage of this article is its concentration on project gap.
fatemeh darvishi; ali rezaeian; behrooz ghlichlee
Volume 16, Issue 4 , January 2013, , Pages 63-78
Abstract
Today ICT is growing remarkably and considered as a very important enabler in different enterprises , and then, reaching the goals of an organization is almost impossible without it. The aim of using ICT is to achieve the business goals and ensure following the strategies. Therefore the organizations ...
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Today ICT is growing remarkably and considered as a very important enabler in different enterprises , and then, reaching the goals of an organization is almost impossible without it. The aim of using ICT is to achieve the business goals and ensure following the strategies. Therefore the organizations should benefit from ICT solutions to move toward their goals, using ICT solutions effectively, but without having appropriate processes will be a very difficult job. according to COBIT, As the IT Governance provides a structure for connecting IT processes and relating information to enterprise goals, strategy and business requirements, and it integrates optimized methods of IT planning and organizing, acquiring and implementing, delivery and support, monitoring and evaluating for dual goals of risk management ( for making the confidentiality, availability, reliability and compliance) and acquiring benefits and advantages ( efficiency and effectiveness) ,first, the maturity level of enterprise processes of information and communication technology (ICT) organization of Isfahan Municipality has been assessed in this paper by using this framework and then a new aspect of COBIT and the relations between its different components are discussed. Finally considers the following question: Does the rising of maturity level of enterprise processes lead to increase the meeting of the business requirements?
Ali Rezaian; Abbas Moghbel Baarz; Naser Shahbaz; Asghar moshabaki
Volume 13, Issue 2 , June 2009, , Pages 159-181
Abstract
With regard to the increase of competitive atmosphere and companies' endeavors to capture more segments of the market, the necessity of codifying new models to apply competitive strategies, seems more momentous than before. Accordingly, with due respect to cost management, both attracting customers' ...
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With regard to the increase of competitive atmosphere and companies' endeavors to capture more segments of the market, the necessity of codifying new models to apply competitive strategies, seems more momentous than before. Accordingly, with due respect to cost management, both attracting customers' satisfaction and maintaining profit margin of the manufacturers look to be highly essential.
The present research was carried out to design an appropriate model for the organizational change strategy in the cost management of Iran Khodro Company's Supply Chain. The research looks into the elements influencing the cost management, i.e. behavioral and structural factors as well as competitors and technology through the community, via conducting extensive studies on the change known models and identifying the effective elements in creating change in the cost management with regard to organizational behavior approach.
Hence, a conceptual Model was demonstrated in terms of the relations between the four major aspects influencing the cost management and ten variables creating such aspects as well. In relation to the behavioral aspect, the influencing elements were studied at three behavioral levels, namely individual, group and organization levels. In relation to the competitors, the effects of being a single source and the structure of companies' costs, and in relation to technology , the effects of productionand information technologies were assayed. In relation to the structure, the effects of complexity, formality and concentration on the change strategy of Cost management were observed. The questionnaires distributed were
then collected from 41 A-grade manufacturers in the Parts Supply Chain of Iran Khodro Company. The results showed that among the introduced elements in the conceptual model, the effect of competitors on cost management was not affirmed.
Besides, the study on the suppliers' behaviors showed that it influences the strategies of cost change management only at organization level. The effect of organizational structure on cost management was confirmed based on the complexity of the elements only.
Therefore, we can come to the conclusion that elements of formality and concentration have no or have an insignificant effect on the proposed model. However, the fundamental result of the research confirmed the relation between technology and cost management within the two areas of production and information technologies.
Asadollah Kordnaie; Hassan Akbari; Ali Rezaeian
Volume 11, Issue 20 , December 2007, , Pages 141-159
Abstract
It’s well known that today’s organizationsens counter the national, regional and international dynamic and complex changes.The survival and development of all organizations require to provide some new methods, alternatives, innovations (new products and services)processes and so on.
Since Corporate ...
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It’s well known that today’s organizationsens counter the national, regional and international dynamic and complex changes.The survival and development of all organizations require to provide some new methods, alternatives, innovations (new products and services)processes and so on.
Since Corporate entrepreneurship involves promoting the entrepreneurial behaviors in an organization, therefore, the organizations have to consider the "corporate entrepreneurship" as a critical success factor.
In this paper, the authors atlempted to recognize the corporate entrepreneurship obstacles. Thus, organizational culture, supervision and control, attention to short & long term profits and the ways of giving rewards were studied. The obtained results based on the statistical analysis showed that the conservative organization al culture, close supervision and control, attention to short term profits, and giving unappropriate rewards are the fundamental obstacles of corporate entrepreneurship.
Ali Rezaian; Mahdi Babay Ahari
Volume 8, Issue 33 , September 2004, , Pages 81-110
Abstract
A survey of the »change management literature« shows numerous prerequisites for a successful change, but reveals very little a bout how it can be achieved. If such prerequisites are not included in a change program, the change process will be encountered by what is often termed »resistance to change«, ...
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A survey of the »change management literature« shows numerous prerequisites for a successful change, but reveals very little a bout how it can be achieved. If such prerequisites are not included in a change program, the change process will be encountered by what is often termed »resistance to change«, and ended in failure and frustration. Some scientists and practitioners argue that there is utility in resistance, but lack of change management models and theories actually impede to use the resistance advantages. »The Theory of Constraints (TOC)« is one of the theories views resistance as a necessary and positive element in any change process, arguing that managers need to identify resistance and use it to test and hone change strategies and action plans, to acheive a full and successful change implementation.
The purpose of this article is to briefly describe TOC and its application in change menagement Also how to identify the various types of resistance against change and how to control them is described and handled within the framework of TOC Finally, by using thinking process tools of this theory, the utilizing model of behavior change is designed.