فصلنامه چشم انداز مدیریت بازرگانی
سال بیست و یکم شماره 3 (پاییز 1401)

In a world where thousands and billions of dollars are spent to purchase pleasurable values ​​and avoid pain, it is surprising how many consumers are willing to pay for products or experiences that cause them pain. It is enjoyable that this research has been done with the aim of presenting the metacombination of presenting the painful and enjoyable marketing model.

The research method of the present study is applied in terms of purpose and qualitative in nature with an exploratory approach. The statistical population of this research includes studies that have been done jointly or separately in the field of pleasure and pain marketing. The data collection tool was selected in the form of a systematic review and library studies of literature and previous researches, with a meta-composite method to extract factors. The sampling method is also selected based on the entry and exit criteria of the prism method.

In order to answer the research questions, 32 articles were reviewed and analyzed, which led to the extraction of 11 concepts and 132 meaningful codes. First, the antecedents and consequences of the consumer's pleasurable pain were identified.

It was found that cultural, social, emotional-cognitive, neurological and physiological stimuli can cause pleasurable pains, which include sensory, nervous (imagination) and It will be psychological (spiritual). In the same way, painful and pleasurable marketing can be done through neurostrategy (nerve-based strategy), emotional marketing, turning pain into pleasure and facilitating the perception of pleasurable pain.

This research studies the effect of gamification principles on customer engagement considering to the mediating role of hope and compulsion (A study in Snapp! application). This research studies the effect of the gamification principles by considering the mediating role of “hope” and “compulsion” on the customer’s involvement which finally leads to purchase.

Therefore, the objectives, questions, and hypotheses as well as the conceptual model are provided based on the theoretical bases and empirical background of research. The statistical population of this research is users of the Snapp application, and the sample volume for the unlimited population (384 people) was determined by the Cochran formula.

the distributed questionnaire had 28 questions with a five-point Likert spectrum whose data was analyzed by SPSS 23.0 and Smart PLS 3.0.

The obtained results from this research show that all the gamification principles reinforce hope if they are used correctly. However, if they are not used correctly, they reinforce mental disorders in people. Moreover, the results show that compulsion or forced purchase has a negative effect on the customer’s involvement.

Despite the focus of modernbusinesses on responding toexisting concernsabout environmental issues and dealingwith solving its challenges based on green measures and the validity of claiming environmentalbenefits in the products of somecompanies, companies involved in the greenwashing process that mislead consumers and present positive reports despite theirpoor environmentalperformance. Therefore, the aim of this research wasto present a comprehensivemodel of the greenwashing consequences.

Along with the purpose of the research using the meta-synthesis method and through the seven steps of Sandelowski and Barroso, the results of previous researchers have been systematically reviewed and the weight of the extracted factors has been determined by Shannon-entropy method.

60 outcomes identified by analyzing the data of 47 selected studies have been classified into 14 concepts and 6 main categories.

According to the results of Shannon-entropy, the most important outcomes affected by greenwashing are: perceived risk, loyalty, trust and green purchase intention aboat the consumer outcomes; employees' value orientation, product quality, green brand legitimacy and green brand image aboat the consequences ofthe company's greenwashing; changing internal andexternal attitudes about the environmental sustainability oftheindustry; change inattitude and purchase intention towardsother green brands and products aboat the consequences relatedto other greenproducts;stakeholders perceptionsabout corporateenvironmental responsibility and theirresponse to corporateenvironmental scandals aboat the stakeholderoutcomes and ecosystem degradation and the overuse of non-renewable resources under the environmental impactsubset of corporate greenwashing. Bypresenting a consequences modelof greenwashing, this study has created a deep insight from the existing literaturethat managersof relevant organizationscan use untilprevent the greenwashing consequencesaffecting different groups.

Today, the health of consumers of agricultural and food products is endangered due to the current habits of unsustainable food production and consumption, and therefore, organic agriculture can be developed and improved as a suitable alternative due to the lack of use of food additives, chemicals, and artificial substances. find One of the most basic steps to promote the consumption of organic products is the segmentation of potential customers.

The statistical population of this research is the citizens of Tehran who tend to consume organic fruits. For this purpose, using Cochran's formula, a sample size of 384 people was selected and the research data was collected through a questionnaire, the reliability of which was confirmed by Cronbach's alpha coefficient of 0.937. K-means clustering method was used to analyze the research data with a data mining approach.

Based on the research findings, potential customers in Tehran were divided into five clusters, and the demographic, behavioral, and psychological characteristics of each cluster were described. The two variables of ease of access to information and perceived quality have the greatest effect, and the two variables of the presence of organic products in the consumer food basket and subjective norms have the least effect on customer clustering.

Finally, it is suggested that policymakers should plan cultural, support, and control policies, and organic fruit producers and sellers should gain the trust of their potential customers with the help of digital marketing.

Today, businesses need tools other than the marketing mix to survive in highly innovative and sophisticated marketplaces. Gamification is one of the best tools with its potential to create behavioral change and create different values for businesses.

For this purpose, the present study was conducted to identify the gamified benefits of customer in Iranian online stores. The present study is qualitative research in which 10 semi-structured interviews were conducted with 10 marketing experts working in Iranian online stores based on the principle of theoretical saturation. The data obtained from the interviews were analyzed by theme analysis method.

The results of data analysis showed that cognitive benefits, integrated personal benefits, integrated social benefits and financial benefits are those benefits .Also, the results of data analysis showed that Gamification increases the likelihood of customers buying by making applicable and amusing.

The cognitive benefits of gamification are actually related to providing the need for learning and entertainment and pleasure in customers, the integrated personal benefits are related to providing the needs of status and reputation, self-efficacy and overcoming challenges. Also, integrated social benefits are related to meeting the needs of dating, competing with others, and sharing experiences. Finally, financial benefits of customers refer to satisfying the need for rewards, prizes and any kind of material benefits. Therefore, when using gamification, marketing specialists should pay attention to this category of gamification benefits and by covering all of them, meet more needs of customers to promote their desired behavior among customers.

Along with the evolution of customers' experience of the brand, the importance of the type of interaction between customers and the brand increases, because just as customers can use the potential of their brand knowledge and skill in creating brand value, if they are dissatisfied with it, They can destroy brand value. Therefore, it is necessary to know the type of interaction of customers with the company during their experience of the brand to identify the state of co-destruction of brand value. Therefore, this study aims to examine the concept of co-destruction of brand value in the interactive process of customer-brand experience.

This study is applied in terms of its purpose and qualitative inductive in terms of research type. In this research, the Classical ground theory method has been used to collect data.

The proposed framework of this research has been presented during three consecutive steps of customer-brand experience and by extracting 157 open codes, 34 concepts and 8 main categories, it has formed the main process of co-destruction of brand value.

The results show that the co-destruction of brand value is formed during an interactive process and its occurrence requires the evolution of the negative experience of the customers about the brand. In other words, all interactions from the time of the wrong initial conflict between the customer and the brand to the moment of their harmful cooperation in production and marketing, lead to the formation of the co-destruction process of the brand value. Therefore, according to the presented framework, companies can monitor all stages of customer-brand experience and prevent this destructive phenomenon from happening in the company by identifying their weak points in interactions.

This study was conducted to design a model of brand equity, using social media marketing activities for engagement, which is explained by the intellectual philosophy of relationism and both expectancy-value theory and social network theory.

In the qualitative phase of the research, the theoretical sampling method was conducted with deep interviews and a grounded theory strategy. In the quantitative phase, using a random sampling method, a questionnaire was distributed among 389 followers of a company's Instagram page, and structural equation modelling was done with SmartPLS software.

Social media marketing activities as causal conditions, customer knowledge management as contextual conditions, brand experience as intervening conditions, digital marketing development as a strategy and customer engagement as a consequence of the central phenomenon called brand equity are understood.

The results of the quantitative part confirmed the results of the qualitative part and showed that social media marketing activities with a relational paradigm approach in customer engagement are affected by causal conditions (social media marketing), background factors (customer knowledge management) and intervening factors (brand experience) that lead to customer engagement through appropriate policy-making and executive actions of companies.