Document Type : Original Article

Authors

• Zohreh Arastehfard ¹
• Mohammad Aidi ²
• Kambiz Hamidi ³
• Ali Asghari Sarem ⁴

¹ Ph.D. Candidate, Department of Management, Hamedan Branch, Islamic Azad University, Hamedan, Iran

² Assistant Professor, Department of Business Administration, Faculty of Human Sciences,Ilam University, Ilam

³ Assistant Professor, Department of Management, Hamedan Branch, Islamic Azad University, Hamedan, Iran

⁴ Assistant Professor, Department of Management, Faculty of Management & Accounting, Bu-Ali Sina University, Hamedan, Iran

Abstract

Purpose: The purpose of the research was to understand the cross media electronic marketing process. In fact, with the emergence of virtual organizations, social network media marketing has become a basic need for the possibility of movement and continued development
Method: this research conducted using Grounded theory analysis. Snowball or targeted sampling is utilized to gather the required data. The qualitative part of this study was conducted based on the viewpoints of 24 university professors, marketing activists, experts, elites, managers, and employees of insurance companies. Collected interviews were analyzed in MAXQDA software. To achieve this goal, the collected interviews are evaluated using different coding methods as the main process. The interviews were entered into the MAXQDA software. Coding in data theory methodology is a process of conceptual abstraction by assigning general concepts (codes) to individual occurrences in the data.
Findings: Based on the analysis, 104 primary codes, 18 core categories have been identified in 6 categories of the foundation's data. With the emergence of electronic commerce, organizations are changing their business. The proposed model shows that the digital era has changed the expectations of customers from communication with brands. Before social networks, mass media communication channels such as television and radio to brand managers. It allowed them to communicate with consumers
Conclusion: In the present research, based on the participants' viewpoints, the categories of management factors challenge, financial potential, communication potential, customer characteristics and welfare and comfort, finally, marketing techniques have been identified and it has been related to another broader category called causal conditions. Information technology and targeted marketing were identified as background conditions. Environmental factors and psychological factors of the clients were identified as intervening conditions. Research strategies include business improvement, knowledge and education, and finally innovation and creativity. Outcomes include customer loyalty, sustainability in customer relationships with the product and social media, beneficial word-of-mouth and viral advertising, customer satisfaction, and purchase intent.

Keywords

• E-marketing
• Cross media
• Insurance industry
• Omnichannel