Designing the export sales model of the oil and gas futures contract with Iran to the target countries in the conditions Sanctions

The purpose of this research is to design an export sales model for oil and gas futures contracts with Iran to the target countries under sanctions. This research is applied in terms of purpose, in terms of qualitative-quantitative research method and in terms of survey-exploratory data collection method, and in terms of collection, it is cross-sectional. In order to design the model using the Delphi method, the researcher identified the factors that played a role in the design by examining the background of the research, then prepared a protocol in the form of a questionnaire and questioned them among Delphi experts in three rounds to determine the indicators and sub-indices. . The qualitative part of the society consists of 6 managers and consultants of the oil and gas industry who answered Delphi questionnaires in three rounds. At the end of the third round, the output of the Delphi phase showed the sales model. Sampling in the first stage of the research, which is the design of the initial research model, is carried out by the snowball method and until the saturation stage is reached. In the quantitative part, the statistical population includes 55 employees of the oil industry who are knowledgeable about the research topic. Using Morgan's table, 48 people were collected as a sample size and data were collected using a pairwise comparison questionnaire. The said questionnaire was designed with 30 questions (index) in the format of 7 variables (sub-index). The validity of the questionnaires was confirmed by the experts. Cronbach's alpha method was used to check the reliability in the Delphi part, and the results are presented in the Delphi part. After the final approval of the indicators and the design of the paired comparison questionnaire, the inconsistency rate is lower than 1/. It was obtained, which indicates its reliability. After extracting the answers to convert the data of the questionnaires into a usable state, information was entered with the best decision software. In this section, questions from Delphi, entropy and Vicor methods were discussed for prioritizing variables. The output of the Delphi stage includes criteria such as paying attention to risk, minimizing the effects of external obstacles, internal factors, factors related to foreign investment, soft structural factors and hard structural factors. Hard structural factors, competitive advantage, internal factors, soft structural factors, attention to risk, factors related to foreign investment and minimizing the effects of external barriers were assigned the most important priority. In relation to the sub-indices, based on the Vicor ranking method, sub-indices such as increasing flexibility, mining and exploration, using expert experts in contracts, contracting with several countries and entering the energy exchange have the highest amount.