Designing a pattern of characteristics of decision-makers in order to develop sea-oriented exports of small and medium-sized companies

Paying attention to export is considered as one of the main actions of developing countries for economic growth and development. Considering the importance of small and medium-sized companies in the economy of developed countries, as well as the geographical conditions of the country in terms of access to sea routes, export is of particular importance for these companies in this way. Therefore, the purpose of this research is to design a model for the characteristics of decision makers of small and medium companies that make decisions in the development of sea-based exports.

This research is applied in terms of purpose and descriptive-exploratory in terms of execution method and it is among the qualitative researches of the foundation data method and it was carried out through the Strauss-Corbin systematic method. The data collection tool was a semi-structured interview and the information was analyzed using open coding, axial coding and selective coding. The participants were qualified subject matter experts in companies that are effectively involved in marine exports, which achieved theoretical data saturation through snowball sampling of up to 11 people.

The central phenomenon is management characteristics, which explains the management characteristics effective on export development activities in a process of underlying and intervening factors and relying on a group of causal factors.

The results of the research showed that management ability, management records, management commitment, management scientific capacity and the purposefulness of management actions are effective in the development of sea-based exports of small and medium-sized companies.