مطالب

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.

In this study, we adopt a comprehensive model to examine how different capabilities account for organizational performance. Also, mediating effects of intellectual capital were considered. A questionnaire survey was conducted to gain information about organizational capabilities and performance. Participants were professors, experts, and general managers of the faculties of economics, management, and social sciences of Shiraz Payam Noor University. Thus, this research aims to design and present a model of internal and external organizational capabilities in universities, which was done using Structural Equation Modeling (SEM) based on Partial Least Squares (PLS).The results showed that market-sensing, audience knowledge, relational, and innovation capabilities positively influence intellectual capital at Shiraz Payam Noor University. Further, the results showed that intellectual capital has direct and significant influences on organizational performance. Finally, the results showed that intellectual capital has mediating effects on the relationships between organizational capabilities (market-sensing, audience knowledge, relational, and innovation) and organizational performance at Shiraz Payam Noor University. Intellectual capital is the mediator in the relationships between organizational capabilities and organizational performance. This study shows the mediating effects of intellectual capital on the relationships between organizational capability - both in external and internal dimensions - and organizational performance. Study findings benefit organizations that intend to increase organizational performance, especially organizational and educational.