Investigating domestic and foreign antecedents affecting successful entry into export markets with IPA Approach

The purpose of this study is to examine the internal and external precedents affecting the successful entry of companies into export markets using the IPA approach to measure importance-performance. This research is descriptive-survey in terms of practical purpose, in terms of data collection and is quantitative research.

The statistical population of this study was the CEOs, senior managers and experts of the commercial, marketing and export departments of Maroon Petrochemical Company in Khuzestan province, whose number was estimated at 25 people. To answer the research questionnaires, 7 of these people were selected by non-random judgment. The data collection tool was a questionnaire.

IPA analysis was used to analyze the data. The results showed that among domestic developments, Maroon should improve its performance in relation to both risk factors and international experience. The company must also focus on three factors of external fluctuations: demand fluctuations, trade barriers and economic and political risk, and improve its performance in relation to these factors.