The current research was conducted with the aim of designing and validating the sales optimization model by implementing Enterprise Resource Planning according to the life cycle of the organization (petrochemical industry).
This research was done with an approach based on interpretative paradigm and with a deductive-inductive method. The purpose of this applied-developmental research and from the point of view of the method of data collection is descriptive research with a cross-sectional survey method.
The statistical population in the model presentation section includes managers, university professors and petrochemical industry elites, and sampling was done with a targeted method. In the validation section, the sample of petrochemical industry employees was determined by Cochran's formula and random sampling was done. In the present study, in the first step, Grounded Theory method was used to identify the main and subcategories of the research. MAXQDA software was used for qualitative analysis. The relationships of the underlying categories in this research were identified with the Interpretive Structural Model and Mic Mac software. Structural equation modeling method and LISREL software were used to validate the model.
The findings of the research showed that the sales optimization variable is considered a first-level element and a dependent variable. The variables of customer orientation and gaining competitive advantage are on the second level, the life cycle of the organization is on the third level, the variable of organizational developments management is on the fourth level, the variables of enterprise resource planning and organizational culture are on the fifth level.