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Paradigm Model of Sales Ethics in Sports Businesses | ||
| Sports Business Journal | ||
| مقاله 4، دوره 4، شماره 2 - شماره پیاپی 10، شهریور 2024، صفحه 81-99 اصل مقاله (615.05 K) | ||
| نوع مقاله: Original Article | ||
| شناسه دیجیتال (DOI): 10.22051/sbj.2024.46466.1143 | ||
| نویسندگان | ||
| Ali Ghanbari1؛ Mohammad Soltanhoseini* 2؛ Mohsen Vahdani3 | ||
| 1MA Student of Sport Management, Department of Sport Management and Motor Behavior, Faculty of Sport Sciences, University of Isfahan, Isfahan, Iran. | ||
| 2Associate Professor of Sport Management, Department of Sport Management and Motor Behavior, Faculty of Sport Sciences, University of Isfahan, Isfahan, Iran. | ||
| 3Assistant Professor of Sport Management, Department of Sport Management and Motor Behavior, Faculty of Sport Sciences, University of Isfahan, Isfahan, Iran. | ||
| چکیده | ||
| Purpose: This study aimed to Design a paradigm model of sales ethics in sports businesses. Methodology: The qualitative research method followed a systematic grounded theory approach (Strauss & Corbin, 1997). The participants consisted of 5 professors and experts in the sports market, 1 person in ethics, 3 sports business owners, and 3 customers of sports products. Semi-structured interviews were used as the research tool. Validation was carried out using a triangulation approach, which involved using multiple sources for data (different participant groups) and having two reviewers verify emerging findings. All data was analyzed and reviewed using Maxqda software version 2020. Findings: The research's final model was structured into 5 main axes: 1- Causal conditions (laws and policies, political, cultural-social, economic), 2- Context (customer behavior, advertisement and promotion, product value (price and quality), communication interaction seller with customer, seller's beliefs and values), 3- intervening factors (media, market type and organizational atmosphere), 4- strategies (management and structure, rules and regulations, supervision, training, dissemination and promotion) and 5- The consequences are (internal satisfaction of the seller, branding, financial consequences, consequences related to the seller). Originality: The research findings indicate that managers and policymakers should focus on creating preventive strategies and promoting financial transparency. It is also advised to utilize technology-based monitoring systems to enhance performance and financial transparency. Other research highlights the importance of education and dissemination strategies. Therefore, it is essential for governing institutions to use public media and virtual platforms to promote ethical sales practices. Additionally, workshops and training courses that focus on ethical issues should be incorporated into the process of obtaining sports business licenses. | ||
| کلیدواژه‌ها | ||
| Paradigmatic Model؛ Sales Ethics؛ Sports Business | ||
| عنوان مقاله [English] | ||
| مدل پارادایمی اخلاق فروش در کسب و کارهای ورزشی | ||
| نویسندگان [English] | ||
| علی قنبری1؛ محمد سلطان‌حسینی2؛ محسن وحدانی3 | ||
| 1دانشجوی کارشناسی ارشد مدیریت ورزشی، گروه مدیریت ورزشی و رفتار حرکتی، دانشکده علوم ورزشی، دانشگاه اصفهان، اصفهان، ایران. | ||
| 2دانشیار گروه مدیریت ورزشی و رفتار حرکتی، دانشکده علوم ورزشی، دانشگاه اصفهان، اصفهان، ایران. | ||
| 3استادیار گروه مدیریت ورزشی، گروه مدیریت ورزشی و رفتار حرکتی، دانشکده علوم ورزشی، دانشگاه اصفهان، اصفهان، ایران. | ||
| چکیده [English] | ||
| هدف: هدف از این پژوهش ارائه مدل پارادایمی اخلاق فروش در کسب و کارهای ورزشی بود. روش: روش تحقیق کیفی با رویکرد گرندد تئوری سیستماتیک (اشتراوس و کوربین، 1997) بود. مشارکت‌کنندگان شامل اساتید و متخصصین حوزه بازار ورزشی (5 نفر)، اخلاق (1 نفر)، صاحبان کسب‌وکارهای ورزشی (3نفر)، مشتریان محصولات ورزشی (3نفر) بودند. ابزار تحقیق مصاحبه نیمه‌ساختاریافته بود. اعتبارسنجی با استفاده از رویکرد همسوسازی انجام شد. برای دستیابی به این منظور چند نوع همسوسازی شامل استفاده چند منبع برای داده‌ها (وجود گروه‌های مختلف به عنوان مشارکت کننده)، و چند بررسی‌کننده (دو نفر) برای تأیید یافته‌های نوظهور انجام شد. کلیه داده‌ها با استفاده از نرم‌افزار مکس کیودا نسخه 2020 تحلیل و بررسی شد. یافته‌ها: مدل نهایی تحقیق در 5 محور اصلی سازماندهی شد: 1- شرایط علّی (قوانین و سیاست‌ها، سیاسی،فرهنگی-اجتماعی، اقتصادی)، 2- زمینه (رفتارهای مشتری، تبلیغ و ترویج، ارزش محصول (قیمت و کیفیت)، تعامل ارتباط فروشنده با مشتری، باورها و ارزش های فروشنده)، 3- عوامل مداخله‌گر (رسانه ها، جور بازار و جو سازمانی)، 4- راهبردها (مدیریت و ساختار، قوانین و مقررات، نظارت، آموزش، اشاعه و ترویج) و 5- پیامدها (رضایت درونی فروشنده، برندسازی، پیامدهای مالی، پیامدهای مرتبط با فروشنده) می‌باشد. اصالت و ابتکار مقاله: نتایج این تحقیق به مدیران و سیاست‌گذاران پیشنهاد می‌دهد تا استراتژی‌های پیشگیرانه و شفافیت مالی را توسعه دهند. همچنین بهره‌مندی از از یک سیستم نظارتی مبتنی بر فناوری که شفافیت عملکرد و شفافیت مالی را بهینه می‌کند، توصیه می‌شود. نتایج دیگر تحقیق بر راهبردهای مبتنی بر آموزش و اشاعه و ترویج تاکید دارد. در این خصوص لازم است نهادهای حاکمیتی با بهره‌مندی از ظرفیت رسانه های عمومی و فضای مجازی تدابیر لازم برای اشاعه و ترویج اخلاق فروش را اتخاذ نمایند. نهایتا پیشنهاد می‌شود در زمان اخذ مجوزهای کسب و کارهای ورزشی کارگاه‌ها و دوره‌های آموزشی با محوریت مسائل اخلاقی نیز پیش‌بینی و اجرا شود. | ||
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