Business model design and factor evaluation for real estate construction and sales companies: an integrated Porter’s value chain and competitive environment management approach

Purpose This developmental-applied descriptive-exploratory research was conducted to investigate the design of a business model and to evaluate the factors affecting it in a real estate construction and sales company. Design/methodology/approach In the qualitative part of this study, several experts in the Iranian construction and sales industry were identified using the method of purposive judgmental sampling. Then, the primary questionnaire was first sent to three experts for the improvement of the internal validity, where each of the questions, their meanings and validity were examined. Full descriptions of the notions involved in the research were then presented to the experts for confirmability purposes before they were sent the questionnaire for the interview. Tools were then used to analyze the data and develop the model. Findings Information technology, human resources management and organizational infrastructure were chosen as the most influential factors. The marketing and sales factor was identified as the most penetrating factor, and because the business model can influence this factor, it seems logical to choose this factor. Marketing and sales have been identified as the most important factors, and investing in these factors can be effective. According to the result of this research, the most influential factors are information technology factors, human resource management, and organizational infrastructure. A deeper investigation of these factors can be suggested as the subject of future research. Research limitations/implications To continue this research, researchers can implement the factors and check the results between organizations. Also, researchers can examine each of the factors separately and research to advance strategic goals in the field of knowledge management. Practical implications A construction and sales project and even business can be extremely risky if it seems economical and profitable while no business model is formulated for its organization or implementation with notions such as competitive advantage, value chain and portfolio management. A construction company has no way but to constantly strive to achieve competitive advantage in such conditions in order to maintain its position in the business and sustainably generate added value for customers. Social implications By implementing the findings and recommendations of this study, construction and sales companies can not only improve their operational efficiency but also establish a framework within which the whole industry can operate, which will in turn establish the norms for the industry and customers. Originality/value This developmental-applied descriptive-exploratory research was conducted to investigate the design of a business model and evaluate the factors affecting it in a real estate construction and sales company, something that is original and can make a significant contribution to the industry.