علی حسین زاده

Nowadays, marketing researchers are constantly striving to identify consumer behavior and therefore to find appropriate solutions for better and more effective sales and increase market share. In this regard, the purpose of the present study is the role of customer clustering in designing a targeted marketing model. The research method is applied and exploratory. The statistical population of the study was in the qualitative part of sales and marketing managers of IoT companies who were selected by non-random sampling method and 15 people were interviewed. The quantitative part also included all the customers of the companies surveyed. Due to the unlimited population of Morgan Table 384 persons were selected as the sample size. Data gathering tool was interview and questionnaire, which were used to assess the validity of the questionnaire by the opinions of marketing experts and Cronbach's alpha reliability. Content analysis approach was used to analyze the data in the qualitative part and PLS2 software in the structural part. The results showed that the dimensions of the model in the four main clusters were communication factors, behavioral factors, individual factors, and economic factors. Model performance is very high performance.

Today, health tourism is a growing phenomenon, especially in developing countries, which has been greatly affected by the Covid 19 crisis. After overcoming this crisis and re-competing in this industry, our country also needs to develop capabilities. Take your marketing step and move towards being financially agile. Agility, or the ability to adapt quickly and in a timely manner to changing international markets at low cost and high added value, is therefore cost-effective. The present study was conducted with the exploratory mixed research method and the purpose of designing and validating the agile financial marketing capability model in the health tourism industry in Iran. The statistical population includes health tourism industry experts and prominent professors in the field of finance who have worked in medical centers that provide health tourism services. The research findings led to the identification of 14 main concepts that were presented in the form of a paradigm model and the central category of agile financial marketing capabilities (specialized and structural capabilities) was empirically examined with real data and confirmed.

The developments of digital marketing in the banking industry have affected the speed of changing customer demands. Therefore, the ability to quickly and agilely adapt to changes plays a key role in creating competitive advantages. Despite the significant role of agility in responding to changes, so far there is no research that identifies the agility components of the banking industry in digital marketing. Thus, based on the designing methods of qualitative research, and investigating digital marketing experimentally and theoretically, this study presents a new model for digital marketing agility in the banking industry. In this research, the key theoretical dimensions of digital marketing agility are identified and some suggestions for facilitating the model implementation are provided. The findings of this study include important results for marketing managers in the banking industry and indicate what strategic measures are needed to establish agile practices in the structure, processes and communications of their digital marketing from a practical perspective in the context of agile digital marketing.

Purpose: This research aimed at presenting the consumers’ compulsive buying pattern through internet advertisements of digital content in Iran's TV shopping industry.Method: Research Methodology was practical in terms of purpose and conducted using mixed method (qualitative-quantitative). The research community was based on the purposeful sampling method, and consisted of ten marketing experts. The research tool was interview. MAXQDA software was used to analyze data through database theory. The statistical population in the quantitative section included TV buyers in Mashhad. Based on Morgan table and random sampling, 384 samples were selected. The research tool was a researcher-made questionnaire, and the Structural Equation Method (SEM) in SmartPLS software was used for data analysis. The validity of the questionnaire was confirmed by using face, content, divergent and convergent validities, and its reliability was also confirmed using Cronbach's alpha. Both of Composite and homogeneous reliability were evaluated.Findings: "appropriate digital marketing mix design for TV sales, digital marketing capabilities, individual demographic characteristics, lifestyle, family " constitute the causal conditions in the consumer’s compulsive buying pattern in the TV shopping. According to the findings, “quick and transient purchase and irrational and emotional purchase” were identified as a central phenomenon. “TV's attractiveness from the audience's point of view, broadcasting policies, sales companies' policies, national TV belief and trust, individual awareness and knowledge about buying products and society's culture” acted as intervening conditions. In the field of buying, “intellectual structures of society and executive structures of society” identified as background conditions. Human strategies and structural and organizational strategies” acted as strategies and “Consumers outcomes; families and society outcomes” were identified as outcomes. According to the results of structural modeling, the relationships of the identified pattern were significant.Conclusion: The issue of compulsive buying is one of the most important and common issues, and buying from TV has fueled this issue, and has become the basis for its expansion and, following that, its negative consequences. In this scientific research, efforts were made to reduce the consequences of this phenomenon. The results of this study showed that although the phenomenon of compulsive purchase from TV is negative, but with proper management, useful results can be obtained from it.

This research aims to design an open banking model using a grounded theory approach in bank Saderat Khorasan Razavi. The current research is exploratory in nature and mixed-in approach. This research was carried out in two stages among the research projects of the combined method. For this purpose, it collects qualitative data first. In this section, the indicators were identified through reviewing existing documents, papers, and articles and semi-structured interviews with experts, and the grounded theory method was used to select the identified indicators. Open and axial coding was done and a visual pattern was designed. In second stage was the quantitative part of the research, after the final research model was identified in the qualitative part and the components and indicators of each component were determined, the final questionnaire included all dimensions and components of the identified model based on the five-choice Likert scale and based on dimensions and the components of open banking in the country's banking industry were compiled and distributed among sample people and data were collected. The statistical population in the qualitative part of the research and the process of identifying dimensions and components of open banking in the country's banking industry included organizational experts, these people included senior managers, deputy managers, middle managers, and senior experts. The statistical population in the quantitative part included all managers and senior experts of open banking in the country's banking industry. According to the obtained results, the consequences with an average rank of 2.63 are the priority. Intervening factors with an average rating of 2.55 are the second priority. The central phenomenon with an average rank of 2.43 is the third priority. Contextual factors with an average rank of 2.40 are the fourth priority. Strategies are in the fifth priority with an average rank of 2.39. Causal factors with an average rating of 2.38 are the last priority.