The Role of Psychological Empowerment in Enhancing Sale Performance of Salespeople of Distribution Corporations (Studied Case: Behpakhsh Corporation)

In the competitive environment of sale corporations possession of empowered sellers is considered a valuable, value adding, inimitable and irreplaceable competitive advantage. Among different determinants of sale performance, this research investigates that psychological empowerment (feeling of competence, meaningfulness, self-managing, having influence and trust) how and to some extend effect on the sale performance of sellers. The research goal is applied and its method is descriptive and survey-based. The population of the research consists of sellers of Behpakhsh Corporation in Tehran and townships, among 900 persons of them 270 subjects was selected randomly as statistical sampling. Data collection tool is a standard questionnaire that was used for the survey. Statistical tests such as confirmatory factor analysis, path analysis and T-test have been used for data analysis through the software LISREL and SPSS. The results show that all studied aspects of psychological empowerment have had positive and significant effects on the sale performance in the corporation. As well as the current status of the company's empowerment and sales performance have been appropriate

Presenting a Mathematical Model for Measuring Brand Equity

Brand plays an important role in contacting customers. Even from the customer’s viewpoint, it is a symbol of product quality. Measuring the brand equity in order to determine the brand position is of remarkable significance for companies, in particular Iranian ones. The purpose of this article is to investigate the parameters that influence Brand Equity and provide a Mathematical model for measuring it. In measuring brand equity using these parameters, it is highly essential that measurements be sensitive to environmental conditions. What’s more, such measurements should not be limited to a specific market or product. Previously existing models focused solely on one parameter. In this article, the primary focus was on basic parameters of brand equity. Finally, by providing a balance sheet and a numerical formula, a Mathematical Equation, which has been put into practice in a company, for measuring brand equity is offered

Designing organizational excellence model for cellulose industry of Iran

Nowadays organizational excellence is regarded as the world’s most effective and progressive issue and many countries and organizations are attempting in the way of applying excellence. In this way, they attempt to improve such models and according to culture and sociopolitical conditions of each country, they attempt to design several models. The present research has been conducted with principal goal of designing organizational excellence model at cellulose industry of Iran. The study determines its components and aspects, priorities the aspects and components and analyzes relationship among different aspects of organizational excellence model at cellulose industry of Iran. The present research is an applied research with respect to goal and it is a descriptive-analytical method in terms of method. Statistical population of the present research covers all experts in the field of cellulose industry of Iran in which on this basis, the number of statistical sample was 207 people from managers to specialists. Results of research indicate that organizational excellence pattern of cellulose industry is a mixture of different aspects of technical, economic, inner environment, outer environment, motivation and behavioral processes