Masoumeh Hoseinzadeh Shahri; Fatemeh Ghobaee arani
Articles in Press, Accepted Manuscript, Available Online from 27 March 2025
Abstract
Consumer behavior is a critical aspect of marketing strategy that involves understanding customers' buying habits, motivations, and preferences. Better understanding of customer behavior through innovative methods of storing and analyzing customer data and information leads to formulation of more effective ...
Read More
Consumer behavior is a critical aspect of marketing strategy that involves understanding customers' buying habits, motivations, and preferences. Better understanding of customer behavior through innovative methods of storing and analyzing customer data and information leads to formulation of more effective strategies. The emergence of new computing technologies has brought about major changes in the ability of organizations to collect, store and analyze big data. Many researches have done customer classification using unsupervised machine learning algorithms such as K-Means using the famous RFM model, but these models are insufficient by ignoring other important parameters according to the field of application. This research is applied in terms of purpose and descriptive in terms of data collection, and it is a quantitative type of research that was conducted using 200,000 transactions of online retail store customers during the period of 2013 to 2018. The model is modified by adding variety "D" as a fourth parameter, referring to the variety of products purchased by a given customer. Classification based on RFM-D is applied in the online retail market in order to identify behavioral patterns for customers. Examining the behavior of cluster customers showed that the variety of products, along with other behavioral variables, provided more profitability than the RFM model.
Sama Banifazel; Mohammad Ali Babaei Zakliki; Masoumeh Hosseinzadeh Shahri
Volume 25, Issue 3 , October 2021, , Pages 26-49
Abstract
Organizations in dynamic commercial environments, use agile supply chain as the key strategy for confronting market instability. The purpose of the present research is to have a systematic review of Agile Supply Chain literature using meta-synthesis method in order to provide an overall model in this ...
Read More
Organizations in dynamic commercial environments, use agile supply chain as the key strategy for confronting market instability. The purpose of the present research is to have a systematic review of Agile Supply Chain literature using meta-synthesis method in order to provide an overall model in this field. Meta-synthesis technique is implemented in this study utilizing the seven-step method of Sandelowski and Barroso (2006). After taking the respective steps of this method and upon analyzing various articles, 41 articles are finally inspected and 167 codes are derived. Eventually after categorizing the codes, three groups including agility consequences, agility enablers and agility drivers, which affect and are affected by agile supply chain, have been introduced to presenting a pattern. Finally, a general concept of competitive advantage for agility consequences, six concepts of market sensitivity, information/technology integration, flexibility, integration, strategic partnership and leadership for agility enablers and five general concepts of economic, market & competition, environment, social and technology for agility drivers have been identified.
Asal Basiji; Mohammad Ali Babaie Zakliki; Masoumeh Hoseinzadeh Shahri; Ameneh Khadivar
Volume 24, Issue 1 , March 2020, , Pages 131-152
Abstract
Presenting International Marketing Managers Competency Model
Nowadays, training competent managers is one of the most important topics in the field of management studies. Many of industrial and academic experts believe that competent managers are the main reasons for a country organizations ...
Read More
Presenting International Marketing Managers Competency Model
Nowadays, training competent managers is one of the most important topics in the field of management studies. Many of industrial and academic experts believe that competent managers are the main reasons for a country organizations success in both intra and international areas. Present study aims to find international managers competencies by means of grounded theory. Applying theoretical method of sampling, 10 of the most famous and successful Iranian organizations, working in international markets have been chosen as the sample of study. Findings contain 99 concepts through open coding, 18 categories through axial coding and 6 main concepts through selective coding. According to the results, the main phenomenon of this research is the process of extracting of international marketing managers competencies considering the causal factors (mathematical intelligence, cultural intelligence and personality traits), contextual factors (performance of Iranian consultants, performance of chambers of commerce and confounding factors (economic, political, and cultural conditions) through strategies such as work and life experience in the destination country, extensive and systematic market, customers and consumers research, and the formation of a broader network of relationships, which would finally lead to promotion of national brand status, rising of Iranian brand awareness, and increasing of national brand value.
