مجله مدیریت بازاریابی
پیاپی 34 (بهار 1396)

This article contributes to scholarly understanding of the significance of procedural fairness in pricing contexts. with the importance of price fairness and the relative equity of the fair and what should managers do in terms of pricing? Till that people do not feel they have been abused. Because people behavior is from their perceptions, and their belief both fault and correct can change consumer behavior before buying, at the time of purchase, after the purchase, also these perceptions at different times, and also these belief and response are different when paid from different source . This research aims to examine how source of funds (paying with company’s funds versus personal funds) affects buyer’s judgments of price fairness and via these judgments, buyer’s response to prices. A scenario-based experiment is used (N _ 224). To test the hypotheses, the authors run moderated mediation regression analyses with SPSS.22. This resulted in a 2x2x2 between-subjects experiment in which the type of preferential pricing practice (offering lower price to frequent customers versus to an employee’s friends, (magnitude of price difference [low (10 per cent), high (30per cent)] and source of funds (personal funds, company’s funds) were manipulated. After reading the scenario, participants responded to questions that measure perceived price difference, economic impact of price difference, social acceptability, price fairness and buyer’s response.  – Drawing on fairness heuristics theory, the authors hypothesize and find that relative to when paying with personal funds, when paying with company’s funds, the perceived price difference plays a less significant role, whereas the perceived social acceptability of the pricing practice underlying the price difference plays a more important role in shaping price fairness judgments and, via these judgments, buyer’s response to prices. The findings generate advice for companies that serve both the business and personal segments (e.g. airlines and hotels). Buyers in the personal segment typically pay with their own money. To persuade these buyers that a price is fair, it is crucial to show that the price represents a good deal for them. Buyers in the business segment often pay with company’s fund. Companies have more flexibility in charging different prices, but they should make sure that the reasons for the price difference are socially acceptable. – The research findings point to the significance of the non-instrumental aspect of consumer’s demand for ethical (fair pricing) behavior and the need for companies to assess the fairness of their pricing practices from the consumer perspective. also how the relative role of price difference versus social acceptability in price fairness judgments varies as a function of source of funds and how an inconsistency between price difference and its economic impact affects price fairness judgments.

This study seeks to examine the current knowledge of the greenhouse gas business strategy on the export performance of green products through a structural model. The data gathering tool was a researcher-made questionnaire with a reliability of 0.88. Using SPSS software’s and Smart PLS software, the results showed that the variables (physical resources related to green exports, financial resources Related to green exports and green corporate culture) with environmentally sustainable strategies, the negative impact of green management sensitivity on environmentally sustainable strategies, the positive impact of green competitive advantage on green export performance as well as the positive impact of green competitive advantage and consistent strategies The environment has a green export function.

The purpose of this study is to investigate the effect of attitude, mental norms and behavioral control on the intention to buy trafficked goods (a cosmetic study). The present research is descriptive-survey based on the purpose of the applied type. The statistical population of this study is the students of Islamic Azad University in Tehran, the research units of Tehran, the Tehran North Branch and the Tehran University of Southern and Tehran Branch who have experience in purchasing and cosmetic use, and the sample size is estimated to be 377. The sampling method in this research was stratified random sampling. In order to collect data, a standard household questionnaire with four dimensions of attitude, subjective norms, behavioral control, and purchase intention was used. The reliability of the questionnaires has been calculated with Cronbach's alpha coefficient, which has been at the desired level. In order to investigate the hypotheses of the research, factor analysis and LISREL 9 software have been used. The results showed that attitudes, mental norms and behavioral control had a significant effect on the intention to buy trafficked goods (cosmetic study), but demographic characteristics had no significant effect on the intention to buy smuggled goods.

The purpose of this research is to investigate the effect of organizational policies on the impact of ethical work climate on emotional commitment and customer service performance in Sha'ap Bank Sepah Bank. The research method is a descriptive correlation with applied ownership and the statistical population of Sepah bank employees in Shiraz. The sample size is 146 according to the Cochran formula. The research tool is the standard questionnaire of Love and Associates in 2017. Also, in order to describe the data analysis and test the hypotheses of the research, inferential statistics and structural equation modeling were used which were analyzed and analyzed by Amos software. The results of the research hypothesis test show that the ethical work climate also has a direct impact on the performance of customer service, employee commitment, and through reward system policies. The negative impact of the ethical work climate on the rewards system was also confirmed. Also, the results showed that bonus system policies have a negative impact on the performance of the customer service, the positive impact and commitment of the employees. Ethical work atmosphere has a significant impact on employee commitment and the performance of customer service through organizational policies. One of the limitations of this study was an understanding of the questions posed by some completers of the questionnaires.

The purpose of this study is to identify the factors of gamification and their impact on the attraction and maintenance of Internet business customers in the DJ's online store. The present research is a descriptive-survey research of structural equation model. The statistical population in this research includes DJ's online store customers. To estimate the sufficient number of samples in this study, the Cochran model was used for estimating the sample size and the statistical samples were selected using simple random sampling. In the current study, the size of the statistical society is unlimited, and when the size of the statistical society is unlimited, the sample number will be 384 using the Cochran formula. Thus, 384 customers from DJ's store were selected as samples. At first, 11 variables were identified as the main variables of visualization. Then exploratory factor analysis was performed on them. Three main factors of game play, creation of virtual cyber sales and competition were extracted. Then, the effect of these three factors using the structural equation modeling technique Attraction and maintenance of customers were investigated and the results showed that all three factors of play, creation of virtual sales and competition have a significant effect on customer attraction and maintenance, respectively, direct effect of play (β = 0.45), creation of cyber sales (Β = 0.35) and competition (β = 0.20) on attracting and maintaining customers at the level (P <0.01) positive and meaningful Is significant.

Advertising is one of the most important communication tools for people who intend to sell a product or service to someone. Identifying the most important factors in increasing the effectiveness of advertising and taking them into account when preparing an advertising program can have a significant effect on improving advertising and increasing its effectiveness. The purpose of this study is to determine the impact of the culture and content of humorous advertisement the intention is to buy a product in the framework of customer perceptions and perceptions. Also, the present study is descriptive in terms of data collection. In this study, the library method and questionnaire were used to collect data. The sample size in this study was unlimited and not measurable. The sample size is 384. The sample size of this study is based on Morgan's table. For analysis of data SPSS and Liserl software were used. The results of this study showed that the content of the wit has a positive and significant effect on the intention to buy, the intention to use the brand, the perception of satire, the effectiveness of the advertisement, the tendency toward advertising and the attitude towards the advertisement. Hypothesis of perception of humor about buying intention, intention to use brand, advertising effectiveness, and tendency to advertise the attitude toward the ad was approved, but the impact of the tendency toward advertising on the intention to use the brand was not approved and rejected.

The difference between marketing and sales is more than their semantic difference. Sales focus on the needs of the seller, marketing to the needs of the buyer. Sales are planned to turn a seller into cash, marketing aims to meet customer needs by product, including all stages of creation, delivery, and eventual consumption. The definition of business from an important customer perspective should be more relevant to the customer's perspective than the manufacturer or service provider. Production and product, regardless of customers' perspective, lead to near-nose and fall. The aim of the research is to investigate whether there is a relationship between market surveillance and market research, and this relationship has been measured with several main variables, such as customer relationship and consultation with sales staff, and the impact of variables such as gender, work experience and experience. The purpose of the study is application and in terms of collecting data, descriptive-survey. In this research, 26 managers in various industries and services were asked by random sampling method. Data analysis was done by statistical method and the results showed that managers have severe myopia.

The present study aims to understand the effects of relationship marketing programs on financial function in Sasan Company. In terms of aim, it is an applied research, in terms of method of collecting data, it's considered as a survey and in terms of method of analyzing the data it's correlational studying.
After studying the background of the subject and considering the existent models about the relationship marketing and financial function and the formation of theoretical framework, the major variables of the study were identified and the conceptual model and hypotheses were specified. For measuring the research variables, a questionnaire was used. The sample included 384 customers of the company which were selected by using random sampling. The result of statistical analysis and the study's hypothesis testing by using the structural equation modeling (SEM) showed that, there is a significant relationship between relationship marketing programs and financial function.
At the end we present herein implications and suggestions to the company and future researchers.