Identifying the factors affecting the selection of export destinations of Iranian pharmaceutical products

Subject Areas : business management

Ebrahim Vakil Yazdi ¹ , Rasoul Sanavifard ² , Ali Asghar Eivazi Heshmat ³

1 - Department of Business Management, Qom Branch, Islamic Azad University, Qom, Iran
2 - Department of Business Management, Qom Branch, Islamic Azad University, Qom, Iran
3 - Department of Management, Payame Noor University, Tehran, Iran

Received: 2022-04-09 Accepted : 2022-05-16 Published : 2022-12-22

Keywords: Export, International Marketing, Human Pharmaceutical Products, Export Destination Selection,

Abstract :

The purpose of this study is to identify the factors affecting the choice of export destination in the pharmaceutical industry. In the qualitative part, the Delphi method was used to extract the conceptual model. The data of this section was done through a survey of 15 academic and export experts and through judgmental sampling and snowball sampling. In the quantitative part, the data collection tool includes a questionnaire and the statistical sample consists of 283 managers, deputies, experts and experts in the field of export and experts of trade-related organizations and university professors, who through the sample method Single-stage clusters are selected. Structural equation modeling and LISREL software were used to analyze the data. The results show trade risk, economic development, attractiveness of market characteristics, technical characteristics of the product, resources and capabilities, company credibility, technological characteristics, membership in contracts and tariff barriers and restrictions. Resulting from government decisions affect the choice of export destination of the pharmaceutic.