Sales development through internationalization drivers: The moderating role of strategic foresight

Document Type : Original Article

Authors

1 Associate Professor, Department of Management, Ilam University, Ilam, Iran

2 Assistant Professor, Department of Management, Faculty of Humanities, Hazrat Masoumeh University, Qom, Iran.

3 Student of Industrial Management, Faculty of Management and Accounting, Bakhtar University, Ilam, Iran.

Abstract

The most important unit of any business is the sales unit, and sales development is the main driver of business development. Sales development plays a key role in the continued success of a business. The main purpose of this research is to investigate the impact of internationalization drivers on sales development with regard to the moderating role of strategic foresight in exporting companies. The current research is based on the purpose, applied and based on the nature of the method, it is a descriptive-correlation research. The statistical population of this research includes the employees of export companies in Ilam province, whose number is 850 people. For sample selection, 265 people were selected based on the available sampling method according to Morgan's table. The main tool of data collection in this research is a standard questionnaire in the field of research variables. The standard questionnaire of Rinda et al. (2022) was used to measure the variables of internationalization drivers, the standard questionnaire of Hall et al. (2022) was used to measure the strategic foresight variable, and the standard questionnaire of Kai et al. The content validity of the questionnaires has been confirmed by experts, and the reliability of the questionnaires has also been confirmed using Cronbach's alpha coefficient. The results showed that; Internationalization drivers have a positive and significant effect on sales development in exporting companies. Also, market drivers, cost drivers, government drivers and competitive drivers also have a positive and significant effect on sales development in exporting companies.

Keywords

Main Subjects

References

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