فصلنامه چشم انداز مدیریت بازرگانی
سال نهم شماره 3 (پاییز 1389)

The aim of this paper is to evaluating consumer decision making styles based on Sproles and Kendall Model. This research was done among Sepah chain store customer in Tehran city. What is the priority and importance of eight consumer decision is making styles among Sepah chain store customer was the main research question. The sample were constitutes of 180 Sepah chain store customers whom were selected by clustering method. Data gathering was used by selfreport questionnaire. Results showed that five from eight styles were confirmed. These are: Perfectionistic, Recreational and Hedonistic, Price-Conscious, Confused-by-Overchoice and Habitual.

Todays, competition is so high in which the companies dont withdraw even from less amounts investments. In the situation, Advertising is one way of strengthening competitive Power. According to importance of advertising in this competitive market, we will face this question that if we put the expenditures on advertising will it be right to put it in financial expenses, will it have any influences on market value of the company? This research investigates the relationship between advertising expenditure and market value. For examine research's presumption, we use information of financial statements corporation expected in Tehran stock exchange for period 1381 to 1385. The results have shown that a meaningful positive relation exists between advertising expenditures and market value. Therefore can suggested advertising expenditures disclosure one of intangible assets.

The main purpose of this study is to analyze the relationship between the extent of enforced behavior based control and extent of performance and effectiveness of sales unit personnel. In this research sales management control system is controlling sales unit personnel for achieving nominative goals that applies leadership style, coaching style and common strategy. Behavior-based sales management control is characterized by” high levels of supervisor monitoring, direction and intervention in activities, and subjective and more complex methods of evaluating performance, typically centered on the salesperson’s job input”. Population of this descriptive and correlated research is sales manager of companies in Food Industry accepted in Tehran Stock Exchange. Tools of data gathering were questionnaire and literature survey. Also for testing hypothesis regression and path analysis have been used. Research conclusion shows that the behavior-based control have positive effect on behavior performance, outcome performance and effectiveness of sales unit personnel. Also the direct effect of behavior-based control on effectiveness of sales unit personnel is more than indirect effect of behaviorbased control by behavior and outcome performance.

Customer loyalty is amongst factors that today, relationship marketing, especially in industry market, lay emphasis on its. One factor that plays a role in the formation of loyalty is corporation brand. Hence, the present study examined the relationship between customer loyalty with factors of brand is paid. In order to achieve this goal, the relations of satisfaction, value, resistance against change, feel, trust, brand equity with customer loyalty based on the research conceptual model, hypothesis was made and the necessary information were collected randomly in by using a questionnaire. The population and size sample of interest involves centers of Xerox and printing services provider in the region 22 Triple Tehran and 150 samples. Our hypothesis was examined by using Spearman correlation coefficient test and structural equations analysis. Results indicate that brand equity and trust are the most important factors affecting behavior and attitude patterns of customer loyalty. While there is also evidence that the models underlying the formation of behavioral versus attitudinal forms of customer loyalty may vary across research settings.

In this paper we have considered one of the important research gaps in the field of relationship between IT and development. One can say that there are many studies on the relationship between information technology and growth on the basis of national or firm-level data. But not on the national development and firm-level IT payoffs. We used meta-analysis to measure firm-level IT payoffs and UNDP data for countries economic development for different years. Correlation coefficient has been used to calculate the relationship between two variables because literature does not contain an agreement about the direction of the relationship. The results show a positive and significant relationship between firm-level IT payoffs and country economic development. Our results is a new answer to one of the important questions in IT management named productivity paradox, saying that GDP per capita is one of the causes for productivity paradox.

The purpose of all service institutions, including banks, is providing appropriate services that satisfy customers. Whereas all financial organizations and especially banks, work in an environment with indistinct products, quality of services is the first weapon of competition for them. This study was performed with the aim of identifying factors that affecting service quality in banks. In this regard, after two stage distribution of questionnaires and analyze the results obtained from them, 50 indicators were obtained as the most important indicators that affecting bank service quality. After inserting these 50 indicators in the final questionnaire anddistributing it, factor analysis method for data analysis and reduction of variables were used. The results of factor analysis showed that about %65 of the total variance of variables explained by nine factors and about %35 of the rest of the variance explained by other factors, that were not be measured. As a result, nine factors were identified as the most important factors affecting bank service quality. These nine factors in sequence are: 1) employees behavior; 2) employee's competency and skills; 3)innovation in banking services; 4)benefits and facilities; 5) the way of responding and delivering banking services; 6) the physical facilities of the bank; 7)reliability; 8) diversity in services and 9) ease in services.

In the current organizational and management studies, there is an idea that the concept of the spirituality in work can be a response and a solution for decreasing organizational dysfunctions like alienation, stress, too much compromise and depersonalization. In this research, researchers intend to introduce a comprehensive model for explanation of effective factors on spirituality and factors affected from spirituality. Thus researchers with reviewing and analyzing of past researches has reached a comprehensive conceptual model for explanation of effective factors on spirituality, spirituality and factors which effected from spirituality. Then tested it on ABFA,S corporation in Tehran with questionary.The research method is descriptive and in the kind of structural equation modeling. The result of research has showed that interactional justice between justice dimensions has highest effect on spirituality and spirituality (itself) has positive meaningful effect on job satisfaction, organizational commitment and organizational citizenship behavior. Also, the result has showed that distributive justice, procedural justice and unity at work are unsuitable.