@article { author = {Ahmedzadeh, Mostfa and Naami, Abdullah and Hashemi, Seyed Mahmoud}, title = {Generating a Model of International Markets Development (Case Study: Petrochemical Products)}, journal = {Journal of Business Management}, volume = {13}, number = {2}, pages = {384-411}, year = {2021}, publisher = {University of Tehran}, issn = {2008-5907}, eissn = {2423-5091}, doi = {10.22059/jibm.2020.309822.3943}, abstract = {Objective The petrochemical industry is greatly significant because it can increase the connections between the domestic economy and the country's petroleum sector. It can also direct Iranian economy from a crude energy seller to an exporter of valuable products. The petrochemical industry has different conditions in road and marine transportation and it is impossible to pose senctions in this area due to the variety of products and customers. On the other hand, petrochemicals, such as oil, do not have traceable export bases and massive tankers. However, the vulnerability of the petrochemical industry to sanctions will be reduced as long as Iran moves towards the actualization of converting primary products into various end products. It will lead to greater foreign exchange earnings. In this regard, Iran can minimize the opposition of petrochemical sanctions by relying on the export of polymer products. The purpose of this study was to provide a model of various factors affecting the development of international markets for petrochemical products.   Methodology To achieve this goal, the factors were identified using a qualitative mixed approach i.e., the grounded theory. For this purpose, 20 petrochemical industry experts were interviewed to collect data.   Findings As a result, 106 concepts were identified, which were divided into 21 categories and 6 dimensions. Price factors, influential groups, export manager capability, geographical factors, host company’s conditions, competitive conditions, production factors, product characteristics, and finally the company's strategy and status were identified as causal factors. In addition, 5 macroeconomic factors, governmental policies, export regulations, industry-related factors, and macro-export factors were extracted as contextual conditions. Three strategies of technology leadership, market leadership, and cost leadership were also identified. The consequences and results of the development of international markets were also defined into two categories of brand image and financial performance. Moreover, the company’ life and organizational culture were recognized as interfering factors. Consequently, the development model of international markets was proposed.   Conclusion Considering the difficult economic conditions in today's world, most markets have established a dynamic nature, which requires companies to constantly strive to improve their organization. Particularly, more effort is required in response to the changing needs of foreign customers. International sanctions is regarded as one of the most important sources identified in the field of governmental policy. Reviewing the sanctions imposed on Iran shows that different aspects of the economy are the target of sanctions in terms of consumption, income, production, import of goods and services, and etc. Exports (oil and non-oil) is one of the targets of sanctions, which can have a paramount place according to the conditions of Iran. None of the countries producing and owning petrochemical industry can produce and replace about 25 million tons of petrochemical exports like in Tehran. Besides, it is relatively impossible for other countries such as Saudi Arabia and the United Arab Emirates to replace Iran.}, keywords = {Export,International Market Development,Cost Leadership Strategy,Price factors,Export challenges,Macroeconomic factors}, title_fa = {ارائه الگوی توسعه بازارهای بین‌المللی (نمونه‌کاوی: محصولات پتروشیمی)}, abstract_fa = {هدف: صادرات همواره به‌عنوان یکی از استراتژی‌های ورود به بازارهای جهانی مطرح بوده است. صنایع پتروشیمی ایران، در این حوزه از مزیت رقابتی ویژه‌ای برخوردار است. از این رو، هدف از اجرای پژوهش حاضر، شناسایی عوامل اثرگذار بر توسعه بازارهای بین‌الملل است.روش: برای تحقق این هدف، عوامل با بهره‌گیری از رویکرد ترکیبی کیفی شناسایی شدند. روش پژوهش کیفی استفاده ‎شده در این پژوهش، نظریه داده‌بنیاد بوده است. بدین منظور با 20 نفر از خبرگان صنعت پتروشیمی مصاحبه شد.یافته‌‌ها: بر اساس مدل پژوهش تعداد 106 مفهوم شناسایی شدند که در 21 مقوله و 6 بُعد جای گرفتند. عوامل قیمتی، گروه‌های اثرگذار، توانمندی مدیر صادرات، عوامل جغرافیایی، شرایط کشور میزبان، شرایط رقابتی، عوامل تولید، شرایط محصول و در نهایت، استراتژی و وضعیت شرکت به‌عنوان عوامل علّی شناسایی شدند. علاوه بر این، پنج عامل کلان اقتصادی، سیاست‌های دولتی، قوانین صادراتی، عوامل مربوط به صنعت و مشکلات کلان صادرات شرایط زمینه‌ای بودند. سه راهبرد رهبری تکنولوژی، رهبری بازار و رهبری هزینه نیز در دستۀ راهبردها قرار گرفتند.نتیجه ‎گیری: پیامدها و نتایج حاصل از توسعه بازارهای بین‌الملل، در دو مقوله تصویر برند و عملکرد مالی تعریف شدند. همچنین، متغیر طول عمر شرکت و فرهنگ سازمانی، به‌عنوان عوامل مداخله‌گر در نقش تعدیلگر شناخته شدند و بدین ترتیب مدل توسعه بازارهای بین‌الملل ارائه شد.}, keywords_fa = {صادرات,توسعه بازارهای بین‌المللی,استراتژی رهبری هزینه,عوامل قیمتی,مشکلات صادرات,عوامل کلان اقتصادی}, url = {https://jibm.ut.ac.ir/article_83341.html}, eprint = {https://jibm.ut.ac.ir/article_83341_ebf6027c174837d205ebb5a221b7248f.pdf} }