درخت حوزه‌های تخصصی

To fulfill customers' expectations in the food distribution industry, empowering salespeople is important. Therefore, this study aims to identify salespeople's competencies and construct a competency model. This research is an applied research from the perspective of its objectives, and it is conducted with a mixed method (qualitative-quantitative, respectively). Grounded theory has been used for model presentation in the qualitative section and Semi-structured interviews were conducted to collect information. The data set was organized in 172 codes that included initial propositions, 16 categories at the first level, 7 categories at the second level, and 3 categorical clusters. The final result was prepared in the form of an initial theory and finally, hypotheses was tested by means of quantitative techniques, such as structural equations, descriptive statistics, and confirmatory factor analysis. A researcher-made questionnaire collected the quantitative data provided by a statistical population of 214 active salespeople in food distribution companies of Iran.

The primary reasons for this review are ID, displaying and positioning of variables impacting the brand disdain. To do this, mixed approaches of qualitative and quantitative have used. In the qualitative approach, the grounded theory method has considered. Hence, the opinions of 18 sale managers in the field of home appliance, as experts, collected and analyzed. The results of analyzing in 3 steps of grounded theory with MAXQDA software revealed that 14 variables affect the brand hate which are placed in 3 groups of casual condition, external factors and main variables. The results of this section was approved by 10 indicators of Strauss and Corbin. In the next section, for understanding the importance and rank of each variables in brand hate, MADM method has used. The results of this section showed that among main variables, experimental avoidance; among casual condition, marketing and advertisement and among external factors, competition had highest importance.

In this research, using Analytic Hierarchy Process (AHP) and TOPSIS method (TOP) based on financial criteria, earnings per share, dividend per share, operating cash flow growth, earnings per share growth, beta (systematic) risk, volatility Operating profit, stock liquidity and price-to-earnings ratio selected according to the opinions of investment experts, formed a portfolio. Then, the criteria for evaluating the performance of risk-adjusted portfolios according to modern portfolio theory (Sharp, Trainer and Alpha Jensen) were calculated based on monthly stock prices during the 5-year period from 1393 to 1397 and com-pared with the criteria for evaluating portfolio performance according to Marko-witz model. The results showed that the selection of stock portfolio using the mentioned financial criteria and using the Analytic Hierarchy Process (AHP) model leads to the acquisition of adjusted returns with more risk than the Marko-witz optimization model and the TOPSIS model (TOP).

INTRODUCTION: After the approval of the country's crisis management law, the upstream documents related to this law, including the preparedness and response programs at the national and provincial levels, are among the tasks assigned to increase the efficiency of the crisis management processes. METHODS: This study presents a general framework for developing a provincial crisis response program. The proposed process has been used to develop the crisis response program of Hamadan province. In the phase of understanding the current situation, questionnaires and in-depth interviews were used to collect field data and determine the challenges presented to crisis management in Hamadan province. Moreover, a method for allocating the specialized functions of the response phase to the provincial organizations has been presented using the national crisis documents. FINDINGS: In general, the findings of this research can be assigned to three groups. The first group pertained to the project method, including the stages of understanding the current situation and developing the response program of the provinces. The second group of findings was the summary of the analysis of field data collected regarding the state of preparedness and response in Hamadan province. The third group encompassed determining and allocating specialized crisis response functions in Hamadan province. The functions of the provinces (n=32) and after their compliance with the national functions, the crisis management law, and the capabilities of the existing organization in the province, 56 specialized sub-functions were identified in the provinces, and the responsible, collaborating, and supporting institutions were determined. CONCLUSION: As evidenced by the obtained results, in the process of function allocation, some problems have been identified due to the shortage of information in the upstream documents, which are suggested to the crisis management organization for better planning.