Document Type : Original Article
Authors
1
PhD Student, Department of Business Management, Emirates Branch, Islamic Azad University, Dubai, United Arab Emirates.
2
Associate Professor, Department of Business Management, Science and Research Branch, Islamic Azad University, Tehran, Iran.
3
Assistant Professor, Department of Business Management, Science and Research Branch, Islamic Azad University, Tehran, Iran
4
Professor, Department of Medicine, Iran University of Medical Sciences (School of Health Management and Information Sciences), Tehran, Iran
10.48308/jbmp.2025.239980.1687
Abstract
Purpose: The main purpose of this research is to present a marketing model for entering to the Iraqi market in the field of industrial goods with an emphasis on capital goods that can facilitate the country's export policies and their practical consequences.
Methodology: A mixed method was used, with the first part being conducted with a qualitative approach and the second part with a quantitative approach. The qualitative part was conducted with an emergent grounded theory approach based on data from academic experts, economic policymakers, and exporting companies with a total of 21 people until saturation was achieved. In data collection, a protocol and individual interviews were used, and experts were selected based on theoretical sampling with a maximum diversity strategy. The interviews were analyzed using real (open and selective) and theoretical coding using the MaxQDA software.
Findings: In open coding, 226 concepts were identified and categorized into 19 components with selective coding. Based on theoretical coding, three themes: government, university, and industries, along with the theme of export development strategies, influence the central theme of export development, and ultimately export development leads to sustainable development.
Conclusion: This study highlights the role of government support, academic centers, and industries in facilitating production and exports, and using this insight enables capital goods businesses to identify target markets and increase market penetration.
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