Influencing Factors on Export Target Market Selection in Iranian Electrical Industry

• Main Authors: Hossein Jafari, Zohreh Dehdashti Shahrokh
• Format: Article
• Language: fas
• Published: Allameh Tabataba'i University Press 2012-04-01
• Series: Muṭāli̒āt-i Mudīriyyat-i Ṣan̒atī
• Subjects: Internationalization process; Export; International marketing; Target market selection
• Online Access: http://jims.atu.ac.ir/article_4570_190ee79232a679a95131e91d26f74e9a.pdf

One of the most important concepts of international marketing is export target market selection which is the first stage of internationalization process. This paper studies the factors influencing export target market selection in Iranian electrical industry. The factors categorized in 6 dimensions such as politics, market potential, economics, culture, infrastructure and legal and were tested and prioritized from experienced exporter’s perspective. Top managers of exporting companies in the electrical industry were surveyed through census method. The ranking method was used for analyzing the data. The results showed that market potential is the most important dimension in target market selection. Legal, politics, infrastructure, economics are respectively ranked as influential dimensions. Culture dimension is reported ineffective in selecting Iranian electrical industry’s target markets.