نگاشت رفتار و روش‌های فرصت‌شناسی کسب‌وکارهای کوچک و متوسط خارجی در ایران؛ مطالعه موردی فرانسه، آلمان، چین و ترکیه

نوع مقاله : مقاله پژوهشی

نویسندگان

1 دانشیار گروه مدیریت، دانشکده مدیریت، دانشگاه تهران، تهران، ایران

2 دکترای مدیریت بازاریابی، دانشکده مدیریت دانشگاه تهران، تهران، ایران.

3 دانشیار گروه مدیریت، دانشکدۀ مدیریت دانشگاه تهران، تهران، ایران.

چکیده

بررسی روش‌های فرصت‌شناسی و ورود به بازارهای بین­المللی ازجمله مهم‌ترین زمینه­های پژوهشی در حوزۀ بازرگانی بین­الملل محسوب می­گردد که البته در رابطه با شرکتهای خارجی فعال در ایران کمتر مورد بررسی قرار گرفته است. پرداختن به این موضوع به ویژه در شرایط بعد از توافقنامۀ برجام از اهمیت بیشتری برخوردار می‌شود. این مقاله درصدد است تا یک مطالعۀ موردی تطبیقی میان روش‌های فرصت­شناسی شرکت‌های کوچک و متوسط از چهار کشور برگزیده در ایران را به انجام برساند. به این منظور بعد از مرور مختصری روی ادبیات موضوع، شش سؤال کلیدی تحقیق تبیین شده و با یک رویکرد کیفی 44 مصاحبۀ نیمه ساختاریافته با مدیران و نمایندگان شرکت‌ها از کشورهای برگزیده انجام شده است. سپس  داده‌های گردآوری شده با استفاده است روش تحلیل تم آنالیز شده و تم­های اصلی در مصاحبه­ها استخراج و در ادامه با ترسیم پروفایل فرصت‌شناسی شرکتها به تفکیک هر کشور امکان مقابله و مقایسه میان الگوهای رفتاری شرکتها به تفکیک هر کشور و مؤلفه های آن فرآهم شده است. بر اساس نتایج تحقیق اغلب شرکت‌های مورد مطالعه فرایند فرصت­شناسی خود را با شرکت در نمایشگاه­ها و/یا اعزام هیأت­ به ایران آغاز کرده­اند لیکن برحسب 6 مؤلفه از جمله شرایط صنعتی شرکت و کشور میهمان، میزان قرابت فرهنگی و وضعیت شبکه­سازی مسیرهای متفاوتی را ادامه داده­اند. تحقیق پیش رو می‌تواند جهت تحلیل و آسیب­شناسی ابتکارات توسعۀ تجارت میان ایران و سایر کشورهای هدف تجاری مورد استفاده قرار گیرد.

کلیدواژه‌ها


عنوان مقاله [English]

Mapping opportunity recognition among foreign SMEs in Iran: The case of France, Germany, Chine and Turkey

نویسندگان [English]

  • Manouchehr Ansari 1
  • Ehsan Soltanifar 2
  • Hashem Agazadeh 3
1 Associate Professor, Department of Management, Faculty of Management, University of Tehran, Tehran, Iran.
2 Phd Marketing, faculty of Management, University of Tehran, Teran, Iran
3 Associate Professor, Department of Management, Faculty of Management, University of Tehran, Tehran, Iran.
چکیده [English]

Investigating entry modes and methods of international companies are among common research topics in international business. However, this issue has been less noticed regarding international companies in Iran. Analyzing international companies' behaviors in Iran become more important mainly after nuclear agreement between Iran and world powers(P5+1) on 14 July 2015. This paper is aiming to do a cross-case analysis on entry modes of small and medium enterprises from four selected countries in Iran. In this regard first, we reviewed the literature and provided a primary framework in the form of 6 questions to map opportunity recognition and entry modes of foreign SMEs. Then, we conducted 44 semi-structured interviews, extracted main themes and constructed a set of tables and figures to compare foreign SMEs and map opportunity profiles divided by countries of origin. With regard to these comparisons and contrasting we found out 6 factors(including. home/host industrial structure, cultural closeness and networking conditions) that had determined different opportunity recognition behaviors among SMEs. Present research could be replicated by future researches for analyzing and developing trade with target countries.

کلیدواژه‌ها [English]

  • International Business
  • International Entrepreneurship
  • Entry Modes and Methods
  • Opportunity Recognition
  • Opportunity Recognition Mapping
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