فصلنامه پژوهش های مدیریت راهبردی
پیاپی 64 (بهار 1396)

Nowadays, due to the sharp increase in competition and expansion of competitive markets, customer lifetime value has become one of the main topics in customer relationship management. The models which have been used so far for the estimation of customer lifetime value and segmentation of customers do not include all aspects of customer value. The main purpose of this study is to assess the impact of customer’s value on other customers through estimation of customer referral value and then provide appropriate marketing strategies for each segment of customers based on their value in the broadband internet access services industry. Using the data obtained from a firm operating in the industry, it will be shown that the customers who have the largest transactions (i.e. those who have the highest lifetime value) are not necessarily the best marketers. The statistical population of this study included all customers of a telecommunication firm in Tehran and all members of the population were selected as the sample. The required data were obtained from reports of the customer database of the studied firm using MySQL, PHPMyAdmin, and Tableau. All data were statistically analyzed in IBM SPSS Statistics 22. Using the results of this study, it will be shown that a better understanding of customer value allows firms to target their marketing campaigns more properly and gain higher profits from their marketing investments.

This study aimed to “Pathology of selecting and stability of faculty members in Islamic Azad University with strategic approach" has been implemented. The population consisted of faculty members of Islamic Azad University. The study in term of goal was descriptive, in term of time, cross-sectional and in term of the respondent, is applied. To collect data from a survey and a closed questionnaire has been used. The face and content validity of the questionnaire was confirmed by experts. SPSS software to evaluate the reliability of the questionnaire and Cronbach's alpha coefficient was 97%. To determine the optimal situation, using Morgan table sample size 360 patients was determined and cluster sampling was used. To measure according to each criterion in the selection of faculty members, the experts in studied universities that attract at least 3 members of the faculty members participated in the working group meeting, purposive sampling method was used. To determine the normal distribution of data Kolmogorov - Smirnov test was used for the test results for all variables, more than 0.5 (p>0.05); the paired t-test was used to assess the gap between current and desirable condition. The results showed that there is a significant difference between the current situation and desirable situation, for variables specialized knowledge, teaching skills, communication and leadership skills, complementary skills, research and technology, collectivism, personality and moral in the Islamic Azad University, but for variables professional services (scientific executive) and religious criteria was not significant.

Nowadays most organizations seek for excellence indicators to implement and gain promotion of quality level of services and products and ultimately, value creation for stakeholders. Hence, excellence indicators are considered as an operational framework in the context of improvement of organizations performance. The objective of this study is specifying the excellence indicators of strategic knowledge management. Thus having used the literature review, fuzzy Delphi approach has been applied to refine and select desired indicators of strategic knowledge management. The used methodology is consisted of four stages and has been refined by Cheng and Lin approach. The population of the study includes 30 industrial and academic experts. In order to analyze the indicators, the initial 52 indicators derived from literature review and five models of excellence model has been selected and by means of fuzzy Delphi method the experts’ ideas and open question in questionnaires has been refined. The result was 80 verified indicators. As a result, by using the indexes extracted, there will be an Excellence route for the organizations and can be achieved as soon as possible in the organization's achievements.

Strategic alignment is a critical tool for organizing and standardizing the activities and operations of different organizational departments in order to achieve integration. In this research, this strategic alignment between Communication and human resources Strategies are investigated. The research population comprises the research institutions and mixed method was used as the research methodology. In qualitative section of the research, content analysis was used in order to analyze the data gathered from 95 individuals in sampled institutions. The research findings indicate that the third type strategy (conservative), second type HR strategy (loyal soldier), third type relation , first type recruitment (traditional), third type training and development (practical), second type performance appraisal, third type compensation (performance-based) and third type employee relations and third type in relations and third type out relations had the most frequency in research institutions. The findings of one-way ANOVA and multivariate analysis indicate that internal and external alignments and their interactive influence were influential on the performance of research institutions.

This study aimed to identify the role moderated professional ethics in the relationship between psychological capital and organizational identity was conducted in Mashhad, Gas Company. To study the psychological capital from Luthans questionnaire (2007) and to study organizational identity from Cheney questionnaire (1983) and to study professional ethics from kadozier questionnaire (2002) was used. The results of this study, both descriptive and inferential statistics have been analyzed. In the level of description from parameters of frequency, percentage, etc. and inferential have also benefited from structural equation. The population consisted of all employees in Mashhad gas is about 250 people, that according to Cochran formula the sample size was 152 people. To verify the validity of the content and appearance of expert supervision and using confirmatory factor analysis was used that The result indicated approved questionnaire.also from The Cronbach's alpha coefficient was used to verify the questionnaire.and reliability respectively at the level 0/92 and 0/87 and 0/846 for psychological capital and organizational identity and professional ethics was. The results of the test showed that the main hypothesis is confirmed. The results of the research from sub-assumptions confirmed the role of the moderator all components except (justice-fairness and compassion) is the relationship between psychological capital and organizational identity.

The aim of this study is to determine an index for calculating required administrative human resources in staff department, and consequently specify the shortage or extra of employees working in organization. To determine the basic parameters for determining the administrative workload and the volume of office work, a project has been carried out using Workout and timing methods in Shiraz University of Medical Sciences. The project steps include: recognizing and reforming process, mining activities, recording standard time by researcher made forms and chronometers, and finally calculating favorable workload. Then the effective factors on employee’s workload have been analyzed. The Pierson Correlation, Anova and T Student Statistical test through the SPSS and EXCELL software have been used for data analysis. The result showed that, none of the constituent elements of salary’s determination, including: work experiences, education, type of employment have no effect on workload. On the other hand, changing in the amount of workload, which have been assigned to the employee has no effect on their salary. But the employee’s workload is depended on the number of their colleagues, who are working in the same department. Therefore, it is considered as a criterion to determine the number of required secretary in administrative department. In conclusion, it is worth mentioning that suggested framework upon which the possibility of modifying the structure of continuous workload in, is provided order to evaluate employees and estimate the human resources required in government agencies using the results of this study.

Budget is the most important planning tool for managing each organization, and budgeting as a statement of the situation and forecasting revenues and expenses for a period will help the manager to control the financial health of the area. Accordingly, the purpose of this research is to investigate the effect of managerial, structural and environmental factors on the establishment of a functional budgeting system in Islamic Azad University in the direction of financial strategic management and to determine the impact of each of these factors. For this purpose, library and field methods have been used to collect information. A field questionnaire was used to assess the validity and reliability of that control, and Cronbach's alpha was 82%. The statistical population consists of 100 staff members and professors in the field of budgeting, officials and administrative, financial and planning deputies of Islamic Azad University. Research hypotheses and data were analyzed using descriptive and inferential statistics, Smirnoff-Kolmogorov, T one sample run test, Chi-square and Friedman tests by SPSS software. The results show that the implementation of the functional budgeting system in Azad University is possible in terms of management, structural and environmental factors, respectively, and in accordance with the conditions of the University as a unique collection of scientific and educational