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Article
Publication date: 9 September 2019

Hossein Havaeji and Amir Albadvi

The purpose of this paper is to design a model in order that government hears citizen voices and welcomes people’s suggestions to improve its performance, it may be…

Abstract

Purpose

The purpose of this paper is to design a model in order that government hears citizen voices and welcomes people’s suggestions to improve its performance, it may be regarded as Management By People’s Suggestions.

Design/methodology/approach

After designing a conceptual model, collected data through the responses of 451 questionnaires from nine areas of Iran Territory Development Plan were analyzed using the structural equation model and an ANOVA.

Findings

The results indicate three directions are initiatives for the action of using citizens’ opinions to improve government performance. The directions are as follows: the direction of government strategies moving toward citizens’ needs; the direction of developing a seamless, integrated, coordinated, relationship between citizens and authorities; and the direction of centralizing citizens’ suggestions and criticisms.

Practical implications

This study suggests an approach using citizen feedback to improve government performance in Iran where it appears to be signs of a gap between people and government.

Originality/value

This paper reveals that, before any effort for citizen relationship management, investigations into effective directions which affect citizen–government relationship seems essential.

Details

International Journal of Organization Theory & Behavior, vol. 22 no. 3
Type: Research Article
ISSN: 1093-4537

Keywords

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Article
Publication date: 4 October 2019

Sajjad Shekarchian and Amir Albadvi

To gain the highest performance in technological efforts, firms have to balance their technology sourcing portfolio, i.e. they have to decide how to source the required…

Abstract

Purpose

To gain the highest performance in technological efforts, firms have to balance their technology sourcing portfolio, i.e. they have to decide how to source the required technology and whom to source from. This paper aims to tackle the issue by investigating the factors affecting the technology sourcing portfolio composition and the effect of the portfolio diversity on the performance outcome.

Design/methodology/approach

An inductive multiple case study was performed. Data of four biopharmaceutical producer firms in the period of 1998-2017 were collected. To expand the under study time span, the under study firms were all chosen from the first-comer ones. They entered the NBP arena in the 1998-2008 period, i.e. the period in which Iranian NBP industry was in its formation stage.

Findings

This paper detects the affecting technology-, firm-, industry- and national level factors in Iran biopharmaceutical industry and analyses their influencing mechanism. It is demonstrated that there are factors in a developing country, specifically Iran, which do not matter in developed countries. In addition, the synergistic effect of using various technology sources vehicles is confirmed.

Social implications

Inaccessibility to infrastructures and global communication barrier problems are features of Iran innovation system. Such features discourage the foreign firms to make long-term investments in Iran which consequently deprives Iranian firms of their knowledge and technology. The modification of these problems is suggested.

Originality/value

Factors such as access to infrastructures and global communication barrier are not prevalent in developed countries; therefore, less attention has been paid to them in the literature.

Details

Journal of Science and Technology Policy Management, vol. 11 no. 1
Type: Research Article
ISSN: 2053-4620

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Article
Publication date: 20 June 2016

Ashraf Norouzi and Amir Albadvi

Marketing/finance interface and application of its new insights in marketing decisions have recently found great interest among marketing researchers and practitioners…

Abstract

Purpose

Marketing/finance interface and application of its new insights in marketing decisions have recently found great interest among marketing researchers and practitioners. There is a relatively large body of marketing literature about incorporating modern portfolio theory (MPT) into customer portfolio context and taking advantage of it in marketing resource allocation decisions. Previous studies have modelled customer portfolio risk in the form of historical return/profitability volatility of customer base. However, the risk is a future-oriented measure, and deals with future volatility associated with return stream. This study aims to address this research problem.

Design/methodology/approach

The well-known Pareto/non-binomial distribution (NBD) approach is used to model customer purchases in a non-contractual setting of research practice. Then, the results were used to simulate the customers’ future buying behaviour and associated returns via the Monte Carlo simulation approach. Subsequently, the mean-variance portfolio optimization model was applied to find the optimal customer portfolio mix.

Findings

The results illustrated the better performance of the proposed efficient portfolio versus the current customer portfolio. These results are applicable in analyzing customer portfolio composition, and can be used as a guidance to make decisions about marketing resource allocation in different segments.

Originality/value

This study proposes a new approach to analyze customer portfolio by using the customers’ future buying behaviour. Taking advantage of rich marketing literature about statistical assumptions describing the customers’ buying behaviour, this study tries to take some steps forward in the application of the MPT theory in customer portfolio management context.

Details

Management Research Review, vol. 39 no. 6
Type: Research Article
ISSN: 2040-8269

Keywords

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Article
Publication date: 23 August 2011

Amir Albadvi and Monireh Hosseini

This paper's main purpose is to provide a systematic approach for mapping the value exchange in B2B relationship marketing. This approach affords a preliminary analysis in…

Abstract

Purpose

This paper's main purpose is to provide a systematic approach for mapping the value exchange in B2B relationship marketing. This approach affords a preliminary analysis in order to distinguish business customers' different value dimensions (tangibles and intangibles) and to set sights on determining suitable metrics to evaluate and quantify the value of each customer.

Design/methodology/approach

The paper uses a combination of qualitative research approaches, namely an exploratory case study, in‐depth interviews, and consensus expert opinion. The empirical study took place over three months to maximize the proposed approach's expediency in the practitioners' B2B environment and to increase the validity of the research findings.

Findings

In addition to developing a new framework originating in the value network approach for mapping, modeling and analyzing business customers' value network (BCVN), the findings posit a proposed systematic approach for practitioners and marketing scholars to scrutinize the multi‐dimension values of business relationship marketing.

Practical implications

For companies and their business customers alike, the benefits of the systematic approach proposed in this paper are an efficient analytical system giving an opportunity to B2B marketers and managers to understand their business customers' network in detail.

Originality/value

The implicit concept of maximizing customer lifetime value within the business customers' network appeals for an applied approach to better understand and analyze the real value of business customers to retain them.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 20 July 2015

Hamidreza Koosha and Amir Albadvi

The purpose of this paper is to allocate marketing budgets in complex environments, where data are scarce and management judgment is available. In this research, marketing…

Abstract

Purpose

The purpose of this paper is to allocate marketing budgets in complex environments, where data are scarce and management judgment is available. In this research, marketing budgets are allocated, to maximize customer equity as a long-term profitability measure.

Design/methodology/approach

The researchers provide a model for allocation of marketing budgets based on both decision calculus and econometric models and combine it with the concept of Markov chain model to cope with data scarcity. Dynamic programming is used to find the optimal solution.

Findings

The authors examine the model in telecommunication industry. Applicability of the model is supported by an illustrative example. To allocate marketing budgets, researchers consider three strategies for each period: do nothing, retention-focused strategy and acquisition-focused strategy. The results show the applicability and effectiveness of the model to find the best strategy.

Research limitations/implications

As the suggested approach is based on management judgment, it is useful in situations, as the authors have experts or experienced managers to achieve reliable data. In situations which the authors do not have access to experienced managers, the results may be unreliable.

Practical implications

The suggested approach is useful in situations of data scarcity, where experienced managers are accessible. The researchers have focused on telecommunication industry cases; however, the model is useful in other industries like the insurance industry.

Originality/value

The main contribution of the research lies in the suggestion of a new approach to allocate marketing budgets in data scarcity situations in multi-period planning horizons. The researchers use both decision calculus and econometric tools to find the transition matrices of marketing plans.

Details

Journal of Modelling in Management, vol. 10 no. 2
Type: Research Article
ISSN: 1746-5664

Keywords

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Article
Publication date: 3 May 2011

Amir Albadvi and Hamidreza Koosha

The main purpose of this research is to find an optimal allocation of marketing budgets which maximizes customer equity in an uncertain environment. Since markets are…

Abstract

Purpose

The main purpose of this research is to find an optimal allocation of marketing budgets which maximizes customer equity in an uncertain environment. Since markets are naturally uncertain environments, the aim is to incorporate uncertainty into the model.

Design/methodology/approach

Researchers have developed a mathematical programming model which employs customer equity as an objective function in order to allocate marketing budgets. The robust optimization approach is employed to tackle the proposed model, which deals with uncertainty.

Findings

The solution of the robust model is shown to be feasible and satisfactory in all uncertain situations. The robust solutions (of the presented model) are stable in volatile situations; while if the solution of deterministic models is used, it may be suboptimal or even infeasible. Sensitivity analysis of the deterministic solution only describes how stable is the suggested solution, but a robust optimization approach always provides a stable solution.

Research limitations/implications

The presented model will be most effective where uncertainty is high; if uncertainty is not a matter of concern or estimates are reliable, deterministic models are also effective.

Practical implications

Companies periodically decide on marketing budgets in order to achieve predefined marketing targets in future periods. The results of this research may be useful and applicable in marketing departments for allocating marketing budgets, especially in uncertain environments.

Originality/value

The main contribution of this research lies in providing an approach to allocate marketing budgets in uncertain environments. Unlike previous studies, the presented method takes into account the uncertainty of parameters in a systematic way. Hence, in case of high degrees of uncertainty, the use of robust optimization is strictly recommended.

Details

Management Decision, vol. 49 no. 4
Type: Research Article
ISSN: 0025-1747

Keywords

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Article
Publication date: 19 October 2015

Elham Akhondzadeh-Noughabi and Amir Albadvi

– The purpose of this paper is to detect different behavioral groups and the dominant patterns of customer shifts between segments of different values over time.

Abstract

Purpose

The purpose of this paper is to detect different behavioral groups and the dominant patterns of customer shifts between segments of different values over time.

Design/methodology/approach

A new hybrid methodology is presented based on clustering techniques and mining top-k and distinguishing sequential rules. This methodology is implemented on the data of 14,772 subscribers of a mobile phone operator in Tehran, the capital of Iran. The main data include the call detail records and event detail records data that was acquired from the IT department of this operator.

Findings

Seven different behavioral groups of customer shifts were identified. These groups and the corresponding top-k rules represent the dominant patterns of customer behavior. The results also explain the relation of customer switching behavior and segment instability, which is an open problem.

Practical implications

The findings can be helpful to improve marketing strategies and decision making and for prediction purposes. The obtained rules are relatively easy to interpret and use; this can strengthen the practicality of results.

Originality/value

A new hybrid methodology is proposed that systematically extracts the dominant patterns of customer shifts. This paper also offers a new definition and framework for discovering distinguishing sequential rules. Comparing with Markov chain models, this study captures the customer switching behavior in different levels of value through interpretable sequential rules. This is the first study that uses sequential and distinguishing rules in this domain.

Details

Management Decision, vol. 53 no. 9
Type: Research Article
ISSN: 0025-1747

Keywords

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Article
Publication date: 25 July 2008

Neda Abdolvand, Amir Albadvi and Zahra Ferdowsi

The purpose of this paper is to propose how to minimize the risks of implementing business process reengineering (BPR) by measuring readiness. For this purpose, the paper…

Abstract

Purpose

The purpose of this paper is to propose how to minimize the risks of implementing business process reengineering (BPR) by measuring readiness. For this purpose, the paper proposes an assessment approach for readiness in BPR efforts based on the critical success and failure factors.

Design/methodology/approach

A relevant literature review, which investigates success and failure indicators in BPR efforts is carried out and a new categorized list of indicators are proposed. This is a base for conducting a survey to measure the BPR readiness, which has been run in two companies and compared based on a diamond model.

Findings

In this research, readiness indicators are determined based on critical success and failure factors. The readiness indicators include six categories. The first five categories, egalitarian leadership, collaborative working environment, top management commitment, supportive management, and use of information technology are positive indicators. The sixth category, resistance to change has a negative role. This paper reports survey results indicating BPR readiness in two Iranian companies. After comparing the position of the two cases, the paper offers several guidelines for amplifying the success points and decreasing failure points and hence, increasing the rate of success.

Originality/value

High‐failure rate of BPR has been introduced as a main barrier in reengineering processes. In addition, it makes a fear, which in turn can be a failure factor. This paper tries to fill the gap in the literature on decreasing risk in BPR projects by introducing a BPR readiness assessment approach. In addition, the proposed questionnaire is generic and can be utilized in a facilitated manner.

Details

Business Process Management Journal, vol. 14 no. 4
Type: Research Article
ISSN: 1463-7154

Keywords

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Article
Publication date: 12 April 2013

Mina Ranjbarfard, Mohammad Aghdasi, Amir Albadvi and Mohammad Hassanzadeh

The aim of this paper is to develop, test and improve a method that draws upon business process improvement literature and combines it with knowledge management approaches…

Abstract

Purpose

The aim of this paper is to develop, test and improve a method that draws upon business process improvement literature and combines it with knowledge management approaches for modeling and analyzing knowledge‐intensive business processes.

Design/methodology/approach

Analyzing and integrating previous meta models served in knowledge oriented business process researches, a preliminary meta model was developed for modeling knowledge‐intensive business processes. Then an initial version of Proper Arrangement of Knowledge Management Processes (PAKMP) framework was developed according to the knowledge management processes approaches. Third round of interviews with process 137 members were conducted in order to test applicability and completeness of both preliminary meta model and initial version of PAKMP framework in order to improve them. In addition, a five‐steps analysis method achieved through case study which is based on the application of both final Meta model and PAKMP framework. In fact this five‐steps method was applied in Tehran's Municipality which redounded to improve preliminary meta model and initial version of PAKMP framework and endorsed the applicability of the proposed method in real world.

Findings

This paper has a contribution in enriching the literature related to integrating KM efforts and BPM efforts by presenting a five‐steps analysis method and testing it in a real case. This method considers both KM and business process management points of view.

Research limitations/implications

The general applicability of the method due to the weak generalization of the single case study is a limitation.

Originality/value

This paper combines the advantages of the business process improvement and knowledge management approaches and suggests a practical method for modeling and analyzing the knowledge management status in knowledge‐intensive business processes. After analysis, managers should put emphasis on improving the arrangement of KM processes for critical knowledge objects which led to improve the performance of knowledge‐intensive business process trough removing KM problems. The paper concludes by suggesting some topics for future research.

Details

Business Process Management Journal, vol. 19 no. 2
Type: Research Article
ISSN: 1463-7154

Keywords

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Article
Publication date: 6 March 2017

Xiaodong Wang and Jianfeng Cai

For some specific multi-criteria decision-making (MCDM) problems, especially in emergency situations, because of the feature of criteria and other fuzzy factors, it is…

Abstract

Purpose

For some specific multi-criteria decision-making (MCDM) problems, especially in emergency situations, because of the feature of criteria and other fuzzy factors, it is more appropriate that values of different criteria are expressed in their correspondingly appropriate value types. The purpose of this paper is to build a multi-criteria group decision-making (MCGDM) model dealing with heterogeneous information based on distance-based VIKOR to solve emergency supplier selection in practice appropriately and flexibly, where a compromise solution is more acceptable and suitable.

Design/methodology/approach

This paper extends the classical VIKOR to a generalized distance-based VIKOR to handle heterogeneous information containing crisp number, interval number, intuitionistic fuzzy number and hesitant fuzzy linguistic value, and develops an MCGDM model based on the distance-based VIKOR to handle the multi-criteria heterogeneous information in practice. This paper also introduces a parameter called non-fuzzy degree for each type of heterogeneous value to moderate the computation on aggregating heterogeneous hybrid distances.

Findings

The proposed distance-based model can handle the heterogeneous information appropriately and flexibly because the computational process is directly operated on the heterogeneous information based on generalized distance without a transformation process, which can improve the decision-making efficiency and reduce information loss. An example of emergency supplier selection is given to illustrate the proposed method.

Originality/value

This paper develops an MCGDM model based on the distance-based VIKOR to handle heterogeneous information appropriately and flexibly. In emergency supplier selection situations, the proposed decision-making model allows the decision-makers to express their judgments on criteria in their appropriate value types.

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