Innovation Management in Defensive Organizations

Innovation Management in Defensive Organizations

Enhancing Innovative and Sale Performance through Customer Knowledge Management

Document Type : Original Article

Authors
Naser Asgari 1
Manouchehr Ansari 2
MAJID RASHIDI 3
Ali Sourani 4
1 Management Faculty, Shahid Sattari University of Aeronautical. Tehran. Iran
2 Associate Professor. Department of Business Administration. Faculty of Management, University of Tehran, Tehran, Iran
3 AJA University of Command and Staff
4 Supreme Defense National University
10.22034/qjimdo.2020.235227.1323
Abstract
Background and Aim: Today, knowledge resources of organizations are is considered as a powerful driver for promoting innovation and performance enhancement. Accordingly, this research is to investigate the effects of customer knowledge management on sale performance and innovative performance.
Methodology: The research method is descriptive and correlational. The population of the research consists of 900 sellers of Beh pakhsh Corporation. A sample of 270 subjects was selected as statistical sampling. The required Data are collected through questionnaire. analyzed through Structural equation model by means of LISREL and SPSS software.
Results: all studied aspects of customer knowledge have positive effects on the innovative and sale performance of the corporation. In addition, innovative performance can improve the sale performance of the distribution corporations.
Conclusion: Recognizing the needs, issues, ideas, and knowledge of customers is a valuable resource. Effective management of the knowledge can help promote sustainable productivity of organizations in competitive environments.
Keywords
Sale Performance
Innovative Performance
Customer Knowledge Management
Customer Knowledge
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