فهرست مطالب اصغر مشبکی

the present study was conducted to design a model of customer loyalty of the Social Security Organizatio.

the method used in the research is data theory.The sampling used in this article is random sampling based on the Cochran's formula of 370 people. The main basis of data collection is in-depth interviews With social security managers of Kermanshah, Kurdistan, Hamedan and Lorestan provinces and university experts by snowball sampling method to achieve theoretical saturation.

the data collection tools required for the research are semi-structured interviews and questionnaires. SPSS and SMART PLS software were used for data processing. The research findings obtained after performing the three stages of open, axial and selective coding show that the final research model consists of 6 general categories and 32 sub-categories.

the results led to the identification of causal, contextual, interventionist and evaluation conditions in the analysis of customer behavior based on the presentation of the customer loyalty model. Direct and significant effect of causal factors on category, category on strategy and strategy on consequences, direct and significant effect of contextual factors on category and strategies and intervening factors on categories and strategies were confirmed. The results of this study indicated a good fit of the conceptual model of the present study.

The purpose of this study is to determine and apply a checklist of effective capabilities on the organization's human resource management practices, which can be a guide to the creation and development of capable and Value-creating human resources. The present study is a Mixed method and applied research that was designed and implemented in 3 general stages. First; Preliminary Competencies were extracted based on in-depth interviews with experts and information from job analysis sources and information networks, based on the "Critical Success Factors" criterion. Based on the results of the first round; after assigning weight to competencies through the expert response method, the importance of these indicators was determined through the Likert scale in the researcher-made competency declaration. In the third phase; In each job group, 10 core Indicator obtained from the non-parametric Friedman test, which has a higher priority, are selected as effective in the success of each Occupational group. In the end, while presenting the proposed model; In both task and interactive dimensions, and for a variety of jobs at all levels of the company, 110 core competency were identified that can serve as the scientific basis for achieving "high-level performance" in human resource management policies and practices, such as; Performance Assessment, Development and Assessment centers and training should be used.

Religion is one of the most universal and influential social institutions that has a significant impact on attitudes, values and behaviors at both individual and social levels. Therefore, the purpose of this study is the effect of religious consciousness on the preference of domestic products: analysis of the Role of Ethnocentrism and Consumer Xenocentrism. The present study is applied in terms of purpose and descriptive survey in terms of data collection. The statistical population consists of non-alcoholic drinkers in Sardasht, Piranshahr and Baneh city. Among this population, 333 people who were randomly selected responded to the electronic questionnaire. The data were analyzed using SPSS and PLS. The results showed that religious consciousness has a positive and significant effect on domestic product preference and consumer ethnocentrism and a negative and significant effect on consumer Xenocentrism. Also, the effect of consumer ethnocentrism on the preference of domestic products was positive and meaningful and the effect of consumer Xenocentrism on the preference of domestic products was negative and significant. Finally, the results showed that religious consciousness through ethnocentrism and consumer Xenocentrism affects the preference of domestic products.

The key role of B2B salesperson performance in the growth of sales organizations, the results of different levels of companies and the achievement of the activities of all functions of the organization is clear. The purpose of this study is to identify and explain the determinants of salesperson performance based on the perspective of service ecosystem. The research method is fundamental in terms of purpose and Grounded Theory method in terms of data collection method with a classical approach. The research community is the B2B sales experts of the country's food industry companies who have been selected using theoretical sampling. Research data was collected through in-depth interviews with 20 key sales managers and actors. After coding and analyzing the data, the determinants of salesperson performance in three levels of micro, meso and macro service ecosystem have been identified and classified, among which individual factors, salesperson stresses. Individual factors, co-operative factors, sales organization factors and organizational factors were the micro level factors of the service ecosystem. Characteristics of industry, sales actors, orientation between actors and sales methods of industry, determinants of middle level and finally community factors, family factors and macro variables of macro level factors were identified. Researchers, sales and marketing managers of companies by examining the results of this study can get acquainted with the determinants of salesperson performance at different levels of the service ecosystem and from it, to increase and improve salesperson performance, more effectively to use.

Internet shopping is basically the process of buying goods or services using the Internet. Nowadays, Internet shopping is called as the factor with the greatest growth in the virtual space; The general online shopping process, when potential consumers perceive a need for some good or service, they go online and search for information about that need; But in most search activities, potential consumers' needs are captured through information about products or services. They then evaluate the options and choose the one that best fits their criteria for meeting the need. Finally, a transaction is made and mail order service is provided.The present study seeks to provide a conceptual model to explain the pattern of customers' purchase intention in online shopping behavior by considering the variable of online brand trust and uses the foundation's data strategy, which includes open, central, and selective coding, in order to achieve the research pattern model. has taken.The research findings in six categories include causal conditions such as the user-friendliness of the website content, background conditions such as the appropriate arrangement of products on the website, intervening conditions such as the user-friendliness of the website design, central conditions such as having an image of the iElectronics icon, strategies such as Market research and results such as brand recommendations are provided to others.

The aim of this study was to identify the dimensions and indicators of organizational culture development for primary schools in Alborz province. This research is applied in terms of purpose and in terms of collecting qualitative information of the grounded theory type. In the qualitative section, education specialists and experts (who have scientific and executive backgrounds in education) and university professors (faculty members, with research backgrounds related to organizational culture) were considered as the research community. Targeted snowballs were selected. Semi-structured exploratory interviews were used to collect information on national and international documents related to the subject of the study. The interviews went on until the theoretical saturation in the dimensions and components of the research and then stopped with the decision of the researcher. Finally, after collecting information from the interview sections and reviewing the sources, the data were analyzed through coding (open, axial and selective). To determine the validity of the findings, in addition to the data were selected and confirmed by studying the theoretical foundations, research background, sources, interviews with focal people, the opinions and guidelines of a group of experts were taken into account and final coding was done before coding. Findings showed that a total of 9 dimensions and 80 indicators of interviews about organizational culture in primary schools in Alborz province were counted. The identified dimensions were: organizational structure, organizational goals, human capital, leadership, strategy, social capital, organizational environment, organizational technology and psychological capital

Despite the great importance of branding on the growth and development of businesses in the national economy, and its development implications for various industries in the present and future, the statistical data indicate the low efficiency of the road transport industry of this huge scientific capacity, commensurate with the capabilities. The aim of the present study is to explain the consequential factors of the branding model in the freight transportation industry in Iran for future research. This research has an exploratory-applied nature; With interpretive-structural paradigm; a mixed approach of qualitative data-based methods and quantitative method of structural equations is a futuristic approach to the analysis of processes; Using Max QD software and a small phase of structural equations using LISREL software, its statistical population is a combination of elites and experts in the field of freight transport, business management science and the science of the future of research. They were identified and selected by snowball method. Based on the findings of this study, the most important outcome factors of the branding model of businesses in the freight transport industry are: increasing innovation, providing added value, reducing complexity, compensating for price pressure, reducing road traffic, reducing risk, return on investment, increasing satisfaction Customers, differentiation, quantitative and qualitative growth of services, standardization of services, reduction of fuel consumption and, consequently, recognizing these factors and paying attention to them, help managers in strategic planning for the growth and development of businesses related to the freight transport industry and favorable future. .

The specialization and increasing complexity of technologies, the reduced technology life-cycle and increased cost, as well as the development risk, are among the most significant reasons that firms are obligated to collaborate in the development of technologies. Nonetheless, the challenge of building an effective and useful network among colleagues in different industrial processes has become much more serious over the past few decades. It has been documented that even though collaboration reduces risks in innovations and technological development, it also incorporates technological collaboration, resulting in a significant percentage of failed or inadequately successful collaborations.By combining the models of technology development and collaborative management in the automotive industry, the proposed model has been designed in the current study. The dimensions of the proposed model are strategic analysis of collaborative management, identification of partner organizations collaborative management planning, management and implementation of cooperation, research and development and preparation of technology development, product design and technology verification, integration and implementation, as well as support and development of new technology.The results of this analysis confirmed the eight dimensions and their indicators. Results showed that using collaborative management, especially in advanced technologies in the automotive industry, can improve the capability of technical knowledge acquired in research and development organizations and provide a competitive advantage. Moreover, technology development requires coordination among the primary actors during the technology development process to not only create infrastructure but also provide education, application, and after-sales service conditions throughout the supply chain.

Shared economics platforms have created new business models that have changed the way customers feel and express their experiences. Companies operating in the context of corporate economics are startups and the main players in the corporate economy are consumers who constantly create value with companies and other consumers. Value co-creation is the process of cooperation between the customer and the supplier in co-ideation activities, co-design, and co-development of new products. Therefore, the present study seeks to identify the antecedents of value co-creation in startups in the context of the sharing economy.

In this study, semi-structured interviews were conducted with 10 experts in the field of start-up economics in Iran. These individuals were selected by the purposive sampling method. The collected data were analyzed by a thematic analysis approach. By analyzing the data, 131 basic themes were extracted and from these themes, 32 organizing themes and 8 global themes were obtained.

The antecedents of value creation in startups in a shared economy environment include "Consumer Ethical Perceptions", "brand strength", "relationship marketing", "expected values", "customer experience", "sustainability", "Helping business growth and development", and "infrastructures". The reliability of the qualitative data analysis was calculated through the Cohen’s Kappa coefficient, which was in good condition.

Based on the results of the research, it was found that startups in the field of the sharing economy must, first of all, know what is important for customers and what is needed to form value creation.

In this study, we evaluated the performance of joint ventures in the international arena with a market orientation approach. The present research is applied in terms of purpose, descriptive-survey in terms of method and cross-sectional in terms of time. The statistical population of the study was the experts and senior managers of Iran Khodro and Saipa car companies who had a history of more than 5 years of activity in international joint ventures. Data were collected using a questionnaire and a semi-structured interview. Data were analyzed using SPSS software version 11 and network analysis process ANP and fuzzy TOPSIS. Calculation of relative weight of customer-centric indicators showed; The components of success rate in setting goals to achieve customer satisfaction, success rate in customer commitment and success rate in creating value for the customer were the most important and effective, respectively. Calculation of relative weight of axial competing indices showed; The components of performance in competitors' information sharing in the market, quality of after-sales service, top managers' attention to competitors' strategies were the most important and effective, respectively, and the calculation of the relative weight of inter-task coordination indicators showed; The components of the degree of relevance of all tasks to customer values, the degree of performance of task integration in the company's strategies and strategies, the degree of success in strengthening the culture of supporting market orientation were the most important and effective, respectively.

The purpose of this study is to design the model of organizational metamorphosis so that organizations Could have a model for adaptation in the environment of frequent and drastic changes in the environment. Due to its nature, the environment of ICT industry has frequent and very drastic changes. In this regard, the conceptual literature related to the research topic has been reviewed and then after holding interviews with ICT industry experts who worked in field of strategy, the components affecting organizational metamorphosis were identified.16 semi-structured interviews were conducted and the model has reached theoretical saturation. Using the accompanying researcher method and also examining the internal agreement index conducted by two experts and obtaining 72% and 76% internal agreement points, the organizational metamorphosis model was drafted. In turbulent environments with rapid and drastic changes, organizations need a model beyond strategic planning and must change their internal structures or even return to their previous configurations.

With the increasing expansion of the Internet in life, one of the topics discussed is the method of conducting transactions through the Internet, which has been considered by many organizations and customers. Because policy-making is inherently complex, the law of diversity must be dealt with in a complex way, so much research has been done to support online shopping. Providing a virtual buyer behavior policy model based on the online brand trust variable.

The present study is a fundamental development with a mixed approach and seeks to provide a conceptual model of customers' intention to buy in online shopping behavior by considering the variable of trust in the online brand. A remarkable scientific or practical effect in the field of online shopping behavior has been selected. Accordingly, at this stage, 15 experts participated in the research and formed the sample of this section. The main tool for data collection in the qualitative stage of the research was a semi-structured interview using a protocol that was planned and conducted.

Despite the high importance of the impact of the freight road transport industry on the development of the country's economy, statistical data indicate a low level of large public and private sector investment in this industry in proportion to the unique capacities and geostrategic position of Iran. Therefore, the study is going to identify the strategic factors affecting macro-investment in the road freight industry in Iran. This research is of exploratory-applied nature, interpretive-structural paradigm and mixed approach (quality-commercial). Data collection sources in the qualitative phase of articles are upstream documents, interviews and in the quantitative phase are questionnaires; method of data analysis in the qualitative data phase of the article is data-based and systematic using Max QD software and in the quantitative phase is structural equations using LISREL software. Elites and experts in the field of Commodity road transport were identified and selected by snowball method. According to the findings of this study, the most important strategies in the Commodity road transport industry are:1. Improve business climate;2. Do market research;3. Smart making;4. Improving Behavioral Patterns;5. Use of modern technology and equipment;6. Infrastructure development.

With the rapid development of modern technologies, there have been rapid changes in consumer behavior as well as in the development of digital marketing and digital marketing tools. Today, digitalization has led to an increase in consumer awareness, and thus retailers need to find effective ways to stand out. The use of digital marketing leads to better use of marketing management techniques to make significant changes in product design, packaging, efficiency and performance. This type of marketing encompasses all marketing processes and aims to make more profit. Accordingly, this study examines the impact of affiliate marketing as one of the dimensions of digital marketing on customers' intention to buy by considering the mediating role of customer trust and modulating customer involvement and perception using structural modeling technique among 385 users. Deals with food ordering applications. The results of this study show that representative marketing has a significant effect on customer trust and customer trust also has an effect on purchase intention. Also, the moderating effect of customer involvement and perception on the relationship between customer trust and purchase intention is confirmed.

Luxury goods buying behavior can be observed among almost all of the social classes but may have different motivational basis. So, it is important to examine the consumer motivations which stem from their expected purchase values. Therefore, this article intends to study the effect of brand image on luxury goods buying intention and the emergence of conspicuous consumption as one of the common patterns of the consumption of luxury goods through purchasing values ​​including uniqueness value, social status value and hedonic value as mediator variables and gender as moderator variable. The data collected from 345 customers of different branches of Novin Leather brand in Tehran. Random cluster sampling and in the form of structural equations modeling, SPSS and Smart PLS software were used for analyzing the data. The results show that among the purchase values, the value of the social status does not affect the intention to buy, the gender does not affect the relationship between the purchase values ​​and the purchase intention, and the purchase intention has a positive and significant effect on the conspicuous consumption.

For a long time now, the development of capital, the growth of economic growth, the development of economic relations and exchanges, and in a general definition, the production of wealth for countries, has been of great importance. Despite the high importance of the impact of the freight transport industry in the development of the country's economy, statistical data indicate the low development of this industry in proportion to existing capacities and geostrategic position of Iran's territory, therefore, the main issue of the present study. "Designing a model for the development of the road freight transport industry is based on the strategic management of capital." This research has an exploratory-applied nature; With interpretive-structural paradigm; The approach combined with the qualitative methods of data is the basis and the quantitative method is structural equations. Max QD software and in a small phase structural equations using LISREL software. The statistical population of this study was the elites and experts in the field of road freight transport, which was identified and selected by the snowball method and continued until the theoretical saturation of this process. Based on the findings of this study, the dimensions of the model are: knowledge and research; Promoting behavioral patterns; Improving business environment processes; Process intelligence; Use of modern technology and equipment; Infrastructure development

Achieving success by an organization and creating value for a long time depends on having an efficient business model in different periods of business cycles. This adaptation to the business model requires the capabilities that need to be created in the organization. The development of these capabilities helps organizations to overcome the inflexibility of their active business model and implement the change process in a systematic and structured way. For this purpose, Businesses must constantly monitor their environmental forces and adapt themselves to these changes to stay competitive. The purpose of this study identifies the dynamic capabilities to adapt and change the organization's business model. For this purpose, the ICT industry has been studied and using Multi grounded theory, data analyzed from systematic literature review over the past 15 years, and interviews with 18 industry experts, which are improbably and purposefully selected using the snowball method. Finally, a model was developed in which the dynamic capabilities needed to adapt the business model of the ICT industry into the four groups of "External observation and evaluation", "Internal resource renewal", "External resource acquisition" and "Internal resource reconfiguration" have been conceptualized. Also, business model adaptation has been conceptualized into three groups: "value proposition adaptation", "value creation adaptation" and "value capture adaptation"

Banks are considered the countries’economic development engine through collecting small and wandering capitals in economic system and granting privilege besides providing banking and financial services through various strategies. Banking activities with any related strategy are done in community domain and banks can not be indifferent to their responsibilities toward the society in which they perform their activities. One of the most practical, and yet efficient new strategies of the banks is the careful and accurate use of CSR strategy. Banks can create a positive image regarding their brand and improve their economic function by means of their social responsibility strategy. In our country, cultural features consist of national and ancient customs and traditions while being Islamic and religious. Since the adopted strategy in banks in social responsibility domain have mostly western origin and have been compiled based on those societies’ features, then a new approach for the use of this strategy is necessary. This research has been done based on deep interviews with 10 university and banking system experts and fulfilling the theoretical saturation hypothesis.Via Tem Analaysis method, four main domains were extracted from the contents of the interviews which separately consist of 15 cultural features in clients’ domain, 14 cultural features in staff’s domain, 14 cultural features in community domain and cultural features in environment’s domain, totally 52 features were recognized so that with a new approach to be able to compile and implement the state banks’ social responsibility strategy with Iranian Islamic approach.

In addition to initial roles in the form of operational readiness for defensive battles, military organizations should be able to explore new ways and technologies for one to one with regard to the dynamic environment they face. This requires careful strategic planning and simultaneous use of the two capabilities of exploration and exploitation in these organizations. Strategic dynamics in such a situation require organizational learning in both dimensions of exploration and for profit. According to the importance of strategy field in defensive organizations, this study focuses on a conceptual explanation for ambivalent strategic learning in the air defense Headquarters Khatam-All-Anbiya and is trying to explain the concept of ambivalent strategic learning. The method of doing qualitative research was used to collect data from library and field method (interviews with experts in research field). The research community of experts in air defense Headquarters Khatam-All-Anbiya and faculty members of universities in Tehran are related to the background of research in the field of learning and education.In order to select the experts for interviews and identify components, the purposeful sampling method was used.The Questionnaire was completed with the help of guidance professors and consultants and interviews conducted to complete interviews and saturation of the interviews with the presence of experts and then with the content analysis method and the three coding stages, the strategic learning pattern was developed which includes components and strategic learning processes of ambivalent. It can serve as a basis for the design of education and learning in military centers.

Therefore, the purpose of this study is examine the effect of consumer attitudes towards foreign products in general on willingness to buy Iranian products. The present study is applied in terms of purpose and descriptive survey in terms of data collection. The statistical population consists of Halal drinking consumers in the Iranian market. Among this population, 333 people who were randomly selected responded to the electronic questionnaire. The data is analyzed using structural equation modeling and using SmartPlus software. The results showe that ethnocentrism of consimers has a positive and significant effect on the attitude and perception of consumers toward Iranian products. Also, xenocentrism has a negative and significant effect on the attitude and perception of consumers toward Iranian products. The attitude and perception of consumers toward Iranian products has a positive and significant impact on Iranian products judgment and Iranian products judgment has a significant and positive impact on willingness to buy Iranian products. Among the hypotheses of the researchers, two hypotheses are rejected and cosmopolitanism and internationalism does not affect the attitude toward Iranian products.

Organizational culture plays a role in human behavior and is one of the most important concepts in behavioral sciences. But so far it has not been fully evaluated.

To present a model of organizational culture of primary schools in Alborz province.

The research was a qualitative one. The statistical population consisted of education experts and professors of Alborz province. Thirty people were selected by purposeful sampling method. Research tools include: reviewing national and international documents related to the subject and semi-structured exploratory interviews. Data analysis was done using the data base and coding method (open, axial and selective).

The factors affecting the organizational culture of elementary schools are: organizational structure, organizational goals, human capital, leadership, strategy, social capital, organizational environment, organizational technology and psychological capital.

Dimensions of organizational structure, organizational goals, human capital, leadership, strategy, social capital, organizational environment, organizational technology, and psychological capital influence the organizational culture of primary schools.

In recent years, solving problems through crowdsourcing is one of the approaches that has been considered by many organizations. The purpose of this study is to present a model in order to CS in the case of complex organizations with many components, by considering the fractal rules. The present study is quantitative, practical, cross -sectional and type of exploratory research. The statistical population of this study is managers and employees of active businesses in the field of CS in Iran, with the help of purposeful sampling (judgment) were selected seven people as a sample. The data collection tool is a closed questionnaire (with apparent validity and content based on the opinions of experts; Credit coefficient with Cronbach”s alpha method is acceptable at 0.715 and acceptable overall sensitivity is 0.950), in order to prioritize the components against the Indicators of the RIAM method, then from the FFLM to provide the model, and also in order to re-validate The internal relations of the level focal model, The methods of relationship provider(model); Finally in order to determine the type of connection of the model components at this level, a partial ranking method was used with the help of excel and Matlab (R2018 a) software. The findings show that the fractal CS model has eight priority clusters to create at least zero efficiency. Also,

Military organizations have always faced an environment of high uncertainty due to their unique characteristics; Therefore, in order to surpass their competitors, they need a stable competitive advantage. One of the approaches used by organizations to gain a competitive advantage in such situations is to use learning models. For this purpose, the present study has been conducted under the title of designing a two-way strategic learning model in Khatam al-Anbia (PBUH) Air Defense Base. The method of the present research is qualitative. Accordingly, the library (research in literature) and field (interview with research experts) methods were used. The present study population consisted of experts from Khatam al-Anbia (PBUH) Air Defense Base and faculty members of Tehran universities who had a history of research in the field of learning and training. Purposeful sampling method was used to select experts for interviews and identify components. The list of experts was completed with the help of supervisors, counselors and experts interviewed, and the interview continued until the interviews were completed and comments were saturated, which ended with 28 interviews and then with three stages of open, pivotal and selective coding, the ambidexterity strategic learning model was formed, which includes the components and processes of ambidexterity strategic learning, which is needed for efficient and effective management of learning in Khatam al-Anbia (PBUH) Air Defense Base. This model can be used as a basis for designing training and learning in military centers.

Iranian consumers are showing more conscious behaviors toward brands day to day. Therefore, the purpose of this study is studying brand consciousness and consumer buying behavior in relation to Iranian non-alcoholic beverages. The present study is applied in terms of purpose and descriptive survey in terms of data collection. The statistical population consists of non-alcoholic drinkers in the Sardasht border city. Among this population, 333 people who were randomly selected responded to the electronic questionnaire. The data were analyzed using SPSS and PLS. The results showed that the level of brand consciousness among non-alcoholic beverage consumers in Sardasht city is low. There is also a significant difference between the amount of brand consciousness of consumers based on income but there is no significant difference between the level of brand consciousness based on gender, age, marital status and education. Also, the results showed that there are negative and significant relationship between brand consciousness and the buying behavior of Iranian products and positive and significant relationship between Consumer ethnocentrism and the buying behavior of Iranian products. The result also showed that consumer ethnocentrismmoderates the relationship between brand consciousness and the buying behavior.

The aim of this study is to systematically study the research literature in the field of B2B sales performance, identify research gaps and propose suggestions accordingly. Nowadays, the evaluation of B2B sales performance as a valuable consequence of a job to achieve competitive advantage has been increasingly considered by researchers. In recent years, sales performance has become a systemic, multidimensional, and inter-organizational approach in terms of changing the nature of sales including the centralized and integrated long-term strategic areas of management and trans-organizational behavior. Sales performance has been proposed and various studies have been conducted in organizations to understand multidimensional phenomena related to seller performance, but there is no research to systematically review seller’s performance based on different sales approaches and propose a comprehensive picture of the related literature. For this purpose, the literature and studies conducted in this field need to be evaluated and reviewed systematically.

This research is among secondary studies based on systematic review. The articles published between 1918 and the beginning of 2019 were analyzed. 514 articles were investigated through examining the keywords in the related databases and according to the predetermined criteria. Quick review of the abstracts of the target articles helped delete the irrelevant articles, and then the content of the articles was quickly reviewed, and finally the fulltext of 66 articles were selected to be reviewed. In the stage of extracting evidence, the contents of the articles were carefully studied and analyzed based on the research questions. In the end, in the analysis stage and based on each research question, the results of each article were summarized in tables and then each table was evaluated and classified. In order to confirm and complete the seller's performance literature and extract the dimensions, the antecedents and the consequences of the seller's performance as well as in-depth and semi-structured exploratory interviews with experts were also conducted.

Since the 1910s, various studies have been conducted on the dimensions and components of the seller’s performance, its antecedents and consequences on an individual and unidimensional level. Moreover, since the 1990s, researches have examined the antecedents and consequences of the seller's performance at various, multidimensional and interorganizational levels and there is a convergence among the components of the seller's performance, measurement method, its antecedents and consequences in moving towards systemic, inter-disciplinary and inter-organizational thinking. In studies regarding sales performance since 1918, there have been four different approaches over time. The first approach is the uni-dimensional approach which considers the seller's performance at the individual level and focuses on the exchange that considers the performance of the result. The second approach is the uni-dimensional approach which is based on relationship sales and, in addition to the performance of the result, considers the relationship performance in the buyerseller relationship. The purpose of sales in this approach is to communicate effectively with customers. The third approach is the strategic approach to sales performance which is based on participatory sales and the seller participates in the strategic decisions of the organization and acts as a consultant and guide to customers. The final approach is a multidimensional and holistic approach based on organizational sales, and the seller's performance is examined in creating shared value between different actors within the organization and outside the organization (not just customers) and inter-organizational coordination and behaviors.

Through measuring sales performance simultaneously with the results of the sales organization, sales behaviors with internal and external actors and cultural evaluations, trust and shared interests in the organization's social and formal interactions are possible. Sales performance is influenced by various factors such as role variables, motivation variables, competence and ability, individual characteristics, organizational variables, environmental variables, skill levels, seller’s behaviors (adaptive sales, customer-centeredness, value-based sales, and ethical-based sales), sales technology, personality variables, inter-duty and interorganizational activities of the seller, and the seller’s attitude and knowledge. Among them, in recent years, personality variables, seller’s understanding, sales technologies, shared value creation behaviors, coordination and inter-organizational relationships have attracted a lot of attention. It is important to know how different personality traits of salespersons and the required social and competitive intelligence in today's business environment affect sales performance. Research has shown that if sellers perform well, they will have more job satisfaction, organizational commitment, and loyalty to the organization, and their participation in the organization's strategic decisions will increase and they will be effective in creating a sales-based organizational culture. The selling performance and its measurement in a fixed and specific situation is very complex. Different sales positions should be considered in evaluation of performance, and it is likely that measuring performance in a particular situation may not be applicable to another situation.