Quarterly Publication

Document Type : Original Article


1 Ph.D. Student, Department of Business Management, Science and Research Branch, Islamic Azad University, Tehran, Iran.

2 Assistant Professor, Department of Business Management, Science and Research Branch, Islamic Azad University, Tehran, Iran.

3 Associate Professor, Department of Business Management, Science and Research Branch, Islamic Azad University, Tehran, Iran.

4 Assistant Professor, Department of Mathematics, Qazvin Branch, Islamic Azad University, Qazvin, Iran.


Organizations enter international competitive markets because of different motivations such as gaining international fame, long-term growth, increasing profitability, taking advantage of economies of scale, maturing domestic market, the intensity of competition in a domestic market, governmental rules and regulations. However, all of the companies aim to export performance improvement. According to the oil industry situation in Iran’s vision, the 4th paragraph of general energy policies and, not having a comprehensive model of Iran’s oil products’ export performance, this research could improve and develop this industry in international markets. This research method is phenomenology, and statistical society includes export and marketing managers and experts in the oil industry. Non-probability sampling and snowball sampling methods were used in this research. A semi-structured depth interview was used to gather information for this qualitative research, and seven in-depth interviews were done regarding the saturated rule. Structure, internal, interpretive, and descriptive validity were used for the validation. For surveying reliability, revision while coding and surveying by another informed person was employed to ensure correct coding. After open, axial, selective coding, and using ATLAS.ti qualitative software, suggested antecedents of Iranian oil products’ export performance include market orientation, company resources, marketing mix, and macro environment. The items of Iranian oil products’ export performance include financial performance, customer satisfaction, and customer retention. Most previous studies have focused on positivism and quantitative research methodology, while we used the qualitative method


Main Subjects

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