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Exploration and exploitation of business development opportunities between two countries : the case of Iran-France relations

Abstract : With regard to lack of qualitative, multidisciplinary and methodological researches on international opportunity recognition in emerging economies(IEEEs) and inspired by rounds dialogues between Iran and world powers, this thesis is an attempt to develop a framework for international opportunity recognition and international business analysis between business blocs and then implement it as a case study to explore and exploit business development opportunities between Iran and France.In chapter1, the literature is reviewed in three areas: international business, international trade and entrepreneurship. Thanks to this review, six main themes for opportunity recognition are recognized and defined in a way to be operationalized.In chapter2, methodological aspects of opportunity recognition are presented and the approach, design and method of research are selected. In brief, a qualitatively-driven mixed method is selected as the research approach, case study as the design and framework analysis approach for managing data collection and analysis. By the rest, the framework of data collection and analysis is presented. The framework, in a simple word is an n×6 matrix of the intersection between two lists, setting up as “n” rows and “6” columns. In the other word, six "themes" of international opportunity recognition(IOR) form columns and many sources of data are organized through rows of the matrix. At the end of this chapter, the choice of Iran-France business relations as the fields for case study research is justified.In chapter3, the research framework is implemented in the field, data are synthesized and results reported. To implement the framework, 26 interviews, 54 document analyses and 10 observations are conducted and their data incidents placed in the framework divided by its column. Columns of the framework(matrix) are synthesized by four qualitative techniques into problems in front of trade promotion between Iran and France, insights about the field, bilateral business opportunities and considerations for their exploitation.Methodologically, it is found out that passing a customized IOR process can be recruited for connecting the dots, pattern recognition among seemingly unrelated data, trends, events and finally recognizing business opportunities.In the case of Iran-France relations, it is concluded that international trade regime of France at least in relation to Iran is "large and fragile" while other competitors like Italians and mainly Germans have constructed a relatively "small and agile" trading system with Iran. To deal with this issue, explanations and policy proposals are extracted. In addition, insights, explanations and socio-economic analysis regarding Iran-France trade promotion are among the outcomes of framework implementation.In general, proposed framework and methodology can be used by international consultants, trade promotion agencies, chambers of commerce, conglomerates or international companies to analyze, explore, enact, evaluate and exploit international business opportunities in emerging economies or between business blocs in general.
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Submitted on : Wednesday, September 28, 2022 - 1:13:13 PM
Last modification on : Friday, September 30, 2022 - 3:07:36 AM


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Ehsan Soltanifar. Exploration and exploitation of business development opportunities between two countries : the case of Iran-France relations. Business administration. Université Grenoble Alpes, 2019. English. ⟨NNT : 2019GREAG013⟩. ⟨tel-03790480⟩



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