Mendeley
TY  _  JOUR
ID  -  1396122212825101279
TI  -  Successful Strategy for Determining the Target Market of Iranian System Software Developer Knowledge Base Companies: A Case Study
JO  -   Roshd -e- Fanavari
JA  -  ES
LA  -  fa
SN  -  1735-5486
AU  -  Jafarian-Moghaddam Ahmad Reza
AU  -  Jafarian Moghaddam Hamid Reza
AU  -  Hajimoradi Mehdi
AU  -  Mohammadpour Darzi Naghibi Mohammad
AD  -  دانشگاه اصفهان
AD  -  دانشگاه امیرکبیر
AD  -  دانشگاه میبد
AD  -  دانشگاه یزد
Y1  -  2019
PY  -  2019
VL  -  58
IS  -  15
SP  -  49
EP  -  57
KW  -  Iran
Target Market
Knowledge Base
Multi-Criteria Decision Making Method (MCDM)
System Software
DO  -  
N2  -  The design and development of system software is extremely costly and time-consuming. On the other hand, system softwares have own customers. In Iran, the time between product presentation to a customer and requesting and accepting a customer to buy system software is very long. This has led to an enormous increase in sales and marketing costs of Iranian knowledge-based companies. Accordingly, The Iranian System Software Developer knowledge- base Companies need to be able to increase their sales success rate by determining the correct product target market. The present paper, using the Multi-Criteria Decision Making Method (MCDM), attempts to provide guidance on the precise determination of the system software's target market for Iranian knowledge- base companies. The proposed method has been implemented in the PDNSoft Co. as a knowledge- base company and as a case study and one of the Iranian developers of system software product. The implementation of this method showed that the target market in Iran should consist of some groups of government customers. This method has improved the customer attraction rate from 0.06 to 0.13 per month.
UR  - rimag.ir/en/Article/20660
L1  - rimag.ir/en/Article/Download/20660
ER  -  
