جستجوی مقالات مرتبط با کلیدواژه "صنعت غذایی" در نشریات گروه "مدیریت"

One of the new topics that have attracted the attention of researchers in recent years is deviance behaviors of marketing. The sale is a job that is prone to deviant behavior. Despite the growing evidence of increasing deviant behaviors in the sales department and among salespeople, little attention has been paid to deviant behaviors in the sales department by researchers. The purpose of this research is to design and explain the model of negative and positive deviant behaviors in sales through a qualitative approach. In fact, the objectives of the current research can be summarized in the following cases:What are the dimensions and components of deviant behaviors (negative and positive) in the sales department of food companies?What are the antecedents and factors affecting deviant behaviors (negative and positive) in the sales department of food companies?What are the solutions for implementing deviant behaviors (negative and positive) in the sales department of food companies?What are the consequences of deviant behaviors (negative and positive) in the sales department of food companies?

Based on this, the present research is developmental-applicative in terms of purpose and exploratory in terms of approach. The data collection method of the present research is a semi-structured in-depth interview. The use of in-depth semi-structured interviews leads to a process to identify the indicators of measuring the variables and the structure of the conceptual model of the research. The interview protocol includes open questions that allow the interviewer to assess and clarify the topics during the interview. On the other hand, the interviewees can answer the questions completely freely. The statistical population of the research in the qualitative part includes two sections: The statistical population of the research includes two sections: 1) activists of food companies (marketing managers, sales managers, export managers, researchers with experience in related fields (academic and non-academic), and other experts in the desired field), and 2) university professors (having scientific, research and experimental records in the field of food industry and related to the subject) who were interviewed through purposeful (judgmental) sampling until reaching theoretical saturation with 25 of them.

Using the foundational data theory method (grounded theory) and through in-depth semi-structured interviews, the conceptual models of the research (chain models in two negative and positive dimensions including antecedents, behaviors, strategies and consequences) were designed and explained. The results of the research showed that the field of sales in the food industry is prone to negative and positive deviant behaviors. The antecedents of negative deviant behaviors include: marketing policies, job factors, specialized factors, communication factors, environmental factors, and individual factors. Negative deviant behaviors include: deviation in sales services, behavioral deviation in sales, ethical deviation in sales, and informational deviation in sales. Strategies of negative deviant behaviors include: forced sales or conditional sales, underselling physical and online, overselling physical and online, discrimination (between customers), fraud, and special sales. The consequences of negative deviant behaviors include: destruction of competitive performance, destruction of customer performance, destruction of customer trust, destruction of the market, and destruction of corporate reputation. Antecedents of positive deviant behaviors include: customer dynamics, competitive dynamics, organizational dynamics, individual dynamics, and environmental dynamics. Positive deviance behaviors include: social responsibility of sales, and citizenship behaviors of sellers. Strategies of positive deviant behaviors include: ethical selling, responsible selling, and charitable selling. The consequences of positive deviant behaviors include: citizen well-being, strengthening competitive performance, strengthening customer performance, and customer trust.

Deviant behaviors in organizations and the sales sector are increasing, and it entails many costs for organizations, employees, customers and society. This article provides a comprehensive insight and understanding on deviant behaviors of marketing and sales section in the food industry by presenting models of deviant behaviors in the sales sector in two dimensions of negative and positive. One of the neglected aspects in previous researches is the examination of positive deviant behaviors in the field of sales. One of the positive deviant behaviors whose presence (or absence) in today's competitive environment can play an important role in the success (or failure) of companies is creativity and innovation. Positive deviant behaviors such as creativity and innovation in sales can be a winning card for companies in the market. The current competitive situation requires employees with positive and constructive deviant behaviors who can continuously provide constructive ideas and have an innovative and entrepreneurial look at the issues around them and exploit opportunities in the best possible way. Despite the potential impact of creativity on organizational outcomes, salesperson creativity is understudied in the sales literature and requires further research. In this context, the current research can be a suitable starting point for a more detailed examination of positive deviant behaviors in the field of sales. In general, the results show that negative and positive deviant behaviors are very widespread and appear in different areas. Among the different departments of the organization, the sales department is one of the most prone areas for the occurrence of negative and positive deviant behaviors and has many deviant behaviors.

Despite the growing body of research acknowledging that strong brands are critical for firms' long - term competitiveness, little research examines how firms should manage their brands internally to maximize their value and the brand performance. The aim by present study is to examine the role the role of market orientation, brand management and marketing innovation in improving brand performance. Population of study consists of active firms in the country's food industry and size of sample is 222 obtained through stratified random sampling way. Data gathering toll is the standard questionnaire, for whose reliability Cronbach alpha was applied. Present study is an applied study in terms of purpose and in terms of collecting data it is regarded as a descriptive survey. Considered model was studied using structural equations modeling. The findings show that brand management system helps companies achieve brand performance better than competitors, and market orientation and marketing innovation are two of the key constituents of the system's development. In this study, the brand management system was considered as an intermediate variable for achieving better brand performance.

During the previous decade, SMEs’ failure in transforming into established businesses, in food industry has been one of the major concerns. Thus the aim of this research is responding to this concern :what is the SMEs growth factores in Iran food industry? for this reason, researchers use qualitative strategy and Grounded Theory. data collection has done by depth interview instrument(13 entrepreneur).The analysis of data shows that core factor is “continues entrepreneurial passion” that lead to growth outcomes. If some casual conditions influence on entrepreneurial passion, we can observe SME’s growth, by strategies, environmental and mediator factores.with regard to this process the story and propositions are written.

Introduction Competitiveness currently is a main in issue all over the world and is used as a means for achieving desired economic growth and sustained development. Considering the importance of these industries in high job creation (0/015 occupation in industry) and direct and indirect participation in the production of national income (almost 0/03/5 of the gross domestic production (GDP) and more than 0/015 of the value added in industry), one of the priorities and work programs in industry, mining, and business must be paying special attention to these industries. Iran has exported more than one billion and 575 million dollars foodstuffs in 1394 (Trade Promotion Organization of Iran, 1395). However, food industry in Iran doesn’t enjoy strong brands in the international markets. So, to reinforce this strategy in international markets, at first, brand competitiveness power should rise (food industry strategic plan, 1395). Having desired brand performance and increasing brand competitiveness power for food industry are issues that can create export boom for the country. No doubt, since foreign countries are seeking for known brand goods with high quality, enhancing brand performance for Iranian food industry improves exports. Thus, the main aim of the present study, with regard to branding and brand performance in today’s competitive economic conditions is examining the effect of brand performance on brand competitiveness with clarifying the role of technological opportunism among top exporter food industry companies.
Case study Research population includes managers and marketing experts in top exporter food industry companies. Population size is 36 based on Iran’s trade promotion organization list.
Materials and Methods The standard questionnaire (Santos-Vijande et al (2013), Voola et al (2012) and Xiangming & Haimei (2011)) was used as a data gathering tool and its validity and reliability was approved by nominal validity and Cronbach's alpha coefficient, respectivelyThe present study, in terms of purpose and data collection was functional and descriptive, respectively. Structural equation modeling approach was used to examine the hypothesis and conceptual model confirming.
Discussion and Results Results show that the conceptual model has overall validity and all key paths are statistically significant in the model. The model provides a good description of the brand performance and brand competitiveness. The obtained significant results show that branding has a vital role in the overall model and brand performance, is a suitable measure for the final performance.
The results also show that brand performance has a significant positive effect on brand competitiveness (α= 2/39) and technological opportunism has α= 4/00; technological opportunism with the Alpha Coefficient of 2/39 has also a significant positive effect on brand competitiveness among these firms; brand performance via technological opportunism (α=15/2) has more effect on brand competiveness. The reason is that opportunism in technology is a company potential, in which special and complex processes are involved and imitating them is difficult for other firms. Consequently, they are advantageous resources for competition and cause brand competitiveness improvement in these companies in comparison with competitors. The results confirm the vital role of branding in the international marketing. The first result was that one of the main factors in brand competitiveness is brand performance which represents branding role in overall performance evaluation of an international company.
Moreover, it is very important that companies complement information gathered from identifying and reacting to customers’ needs (brand market performance) with information obtained from identifying and reacting to technology (opportunism in technology) with developing appropriate processes. The reason is that being complementary; these variables will affect strategic decisions related to adopting new technologies in international business.
Conclusion The results show that brand performance has a significant positive effect on brand competitiveness and technological opportunism; technological opportunism has also a significant positive effect on brand competitiveness of these companies. Brand performance via technological opportunism has more effect on brand competitiveness.

According to the importance of exporting in today's competitive economic and in to the aim of reaching to the export borders of 105 trillion rials in the vision document in 1404 (Statistical Report Trade Promotion Organization of Iran, 1395), this study aimed at investigating the performance effect of export-oriented entrepreneurial behavior with clarifying the role of competitive advantage among food export companies.