شناسایی و اولویت‌بندی راهکارهای جذب، نگه‌داشت و وفاداری مشتریان تجاری و شرکتی در حساب‌های جاری بانک سپه

نوع مقاله : مقاله پژوهشی

نویسنده

1 گروه مدیریت بازرگانی-بازرایابی، رشت، گیلان، ایران.

2 کارشناس بازاریابی واحد توسعه مشتریان شرکتی و تجاری بانک سپه، رشت، گیلان، ایران.

چکیده
در هر سازمانی و با هر نوع خدمتی، دانستن شیوه‌های مختلف حفظ و نگه‌داشت مشتریان بسیار کلیدی است و ایجاد وفاداری در مشتریان برای درازمدت اقدامی هوشمندانه برای هر کسب‌وکاری است. لذا هدف اصلی این تحقیق شناسایی و اولویت‌بندی راهکارهای جذب، نگه‌داشت و وفاداری مشتریان تجاری و شرکتی در حساب‌های جاری بانک سپه در نظر گرفته شده است. تحقیق حاضر از نظر روش توصیفی (چراکه به توصیف هر آن چه که می‌باشد، بدون دخالت دادن نظر شخصی می‌پردازد) با هدف کاربردی (چون می‌خواهد مشکلی را حل کند) و از نوع اکتشافی (چون به دنبال شناسایی راهکارهای جذب، نگه‌داشت و وفاداری مشتریان تجاری و شرکتی در حساب‌های جاری بانک سپه می‌باشد) است. جامعه موردبررسی را در مرحله اول مدیران ارشد استان، روسا و معاونین شعب بانک سپه تشکیل می‌دهند. شرکت‌کنندگان در تحقیق دلفی از ۵ تا 30 نفر را شامل می‌شوند که ابتدا به پرسشنامه کیفی باز پاسخ دادند و راهکارهای ادبیات را تایید یا رد کرده و در صورت نیاز راهکارهای جدید را اعلام کردند. کمینه تعداد شرکت‌کنندگان بستگی به چگونگی طراحی روش تحقیق دارد. سپس در مرحله دوم بعد از طراحی پرسشنامه دیمتل از پاسخ‌دهندگان درخواست شد تا به ارتباطات داخلی متغیرها پاسخ دهند. بر این اساس حجم جامعه 30 نفر از خبرگان، شامل مدیران ارشد استان، روسا و معاونین شعب بانک سپه می‌باشند که درنهایت تعداد 27 پرسشنامه موردقبول قرار گرفت. در این بخش یافته‌های اصلی مطالعه (معمولا با ذکر معنی‌داری آماری) بیان می‌شوند. به معنای کاری است که شما انجام می‌‎دهید و از دیدگاه خود شما است، اگرچه ممکن است برای حمایت از استدلال خود از کارهای تحقیقاتی دیگران استدلال کنید.

کلیدواژه‌ها

موضوعات


عنوان مقاله English

Identifying and prioritizing strategies for attracting, maintaining and loyalty of commercial and corporate customers in Sepeh bank's current accounts

نویسنده English

Amir Tootchi 1 2
1 Department of Business Management-Marketing, Rasht, Gilan, Iran.
2 Marketing expert at Sepeh Bank's corporate and commercial customer development unit, Rasht, Gilan, Iran.
چکیده English

In any organization and with any type of service, knowing the different methods of keeping customers is very key; building long-term customer loyalty is a smart move for any business. Therefore, the main goal of this research is to identify and prioritize strategies for attracting, maintaining and loyalty of commercial and corporate customers in Sepah Bank's current accounts. The present research is descriptive method (because it deals with the description of whatever it is, without involving personal opinion) with practical purpose (because it wants to solve a problem) and exploratory type (because it seeks to identify the strategies of attraction, retention and the loyalty of commercial and corporate customers in Sepah Bank's current accounts. In the first stage, the investigated community is formed by the managers and assistants of Sepah Bank branches. The participants in Delphi research include from 5 to 30 people, based on a qualitative questionnaire. They answered again and confirmed or rejected the literature solutions and announced new solutions if needed. The minimum number of participants depends on how the research method is designed. Then, in the second step, after designing the DEMATEL questionnaire, the respondents were asked to answer the internal communication of the variables. Based on this, the size of the community is 30 experts, including heads and deputy heads of Sepah Bank branches, and finally 27 questionnaires were accepted. Considering that service delivery in any organization is primarily done by the human resources of that organization, therefore, employee satisfaction is very effective in the quality of service delivery and can strengthen and increase the collective motivation of employees in this field. Providing products and services, apart from being based on the important needs of customers, should have a high quality level. Originality in research mean what you are doing is from your own perspective although you may draw arguments from other research work to back up your arguments.

کلیدواژه‌ها English

Strategy
Sepah bank
Brand reputation
Current account
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