Journal of  Entrepreneurship and Innovation Research

Journal of Entrepreneurship and Innovation Research

Presenting the marketing model in generation z using the combined method of fuzzy Delphi and AHP

Document Type : Original Article

Authors
Ph.D. Candidate, Department of Business Management, Qazvin Branch, Islamic Azad University, Qazvin, Iran.
Abstract
Objective: This article examines the factors influencing the marketing of ideas to Generation Z (born between 1997 and 2012). Generation Z is recognized as the first digital-native generation, distinguished from previous generations by their reliance on technology, preference for visual and short-form content, and extensive use of digital platforms such as Instagram and YouTube. The primary goal of this research is to provide a comprehensive and practical model for marketing ideas to this generation.

Research Method: This study employed a mixed-method approach (qualitative–quantitative) and was conducted in two phases. In the first phase, the Fuzzy Delphi Technique was used to identify and screen the key indicators influencing communication with Generation Z, with the participation of domain experts. In the second phase, the validated indicators were prioritized using the Analytic Hierarchy Process (AHP). The statistical population in this phase consisted of 59 high school counselors from the city of Fardis, selected through purposive sampling.

.Findings: The results indicate that five main criteria—consumer behavior, psychology, communication, marketing techniques, and technology—are effective in marketing to Generation Z. Sub-criteria of consumer behavior, such as variety and choice, digital interactions, personalization, and ease of use, have the most significant impact on the acceptance of ideas.

Conclusion: The use of digital media, social interactions, and product personalization are among the effective strategies for engaging this generation. This research suggests that sales and marketing managers adapt their strategies to the needs and preferences of Generation Z using this model to achieve greater success in the market.
Keywords

Subjects


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