Designing a Business Model in Construction and Sales Engineering Companies Based on Porter's Five Competitive Forces and Value Chain Models

Utilization of business models in different companies increases the likelihood of business success and reduces the risk of failure. Since no suitable business model has yet been provided for construction and sales companies, in the present paper attempts are made to design a business model according to the Porter’s five competitive forces (competitive rivalry, bargaining power of suppliers, bargaining power of customers, the threat of new entrants, the threat of substitutes) and the Porter’s value chain model (including primary and secondary activities). Two conceptual models were presented according to the experts' judgments and the literature. Three main hypotheses and ۴۸ sub-hypotheses were also formulated based on the models. A questionnaire was developed and distributed among eligible individuals who were recruited through snowball sampling. Although it is recommended in the literature to recruit ۹۰ participants to complete the questionnaire, the researchers used ۱۱۲ adequately completed questionnaires as the basis to test the hypotheses. Construct validity and divergent validity were also tested. Partial least squares as well as the SPSS and Smart PLS software were used to analyze the relationship between research variables and research models. Finally, all the three hypotheses and ۴۳ out of the ۴۸ sub-hypotheses were supported.

کلیدواژه ها:

Business model ، construct sales industry ، Porter's five forces ، Porter's value Chain