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Identifying Factors Affecting the Marketing and Sale of Iranian Crude Oil
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, Hamid Reza Saidnia *1   , Alireza Jannatabadi2 , *, Asghar Moshbaki Esfahani3 , , Hossein Vazifeh Doost4 |
1- , Islamic Azad University, Tehran, Iran. , Dr.saeednia1@gmail.com
2- , Islamic Azad University, Dubai, United Arab Emirates.
3- , Tarbiat Modares University, Tehran, Iran
4- Branch Islamic Azad University, Tehran, Iran |
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Abstract: (2706 Views) |
This study identifies affecting determinants in the marketing of Iranian crude oil. The research methodology is qualitative and quantitative simultaneously. The statistical sample includes experts, senior and executive managers, marketing directors, and the Information Systems Department of the National Iranian Oil Company. Data is collected through qualitative interviews and quantitative questionnaires. Using CVR and CVI coefficients, the data is validated. The reliability of the questionnaire is examined by Cronbach's Alpha where the obtained scores are higher than 0.7. The Grounded Theory is employed for qualitative analysis, descriptive statistics i.e. mean and variance for quantitative analysis, and inferential statistics (Pearson correlation and path analysis) to test the hypotheses. Under the country's current petroleum industry condition, "marketing" is regarded as equal to "sales" and marketing-related departments are mainly involved with contracting and selling petroleum i.e. post-marketing stages. Managers in marketing and selling believe that due to the special characteristics of the petroleum market, such as limited supply and well-known customers, there is no need for marketing Iranian crude oil. However, due to the oil market's unprecedented implications and the increasing competition of the world's oil defectors under sanctions, research to find new markets, keeping current customers, and reaching better agreements is essential.
JEL Classification: M31, C38, G15, P18, N25
Keywords: Identifying Factors Affecting, Marketing and Sales, Iranian Crude Oil. Main theory
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| Keywords: Identifying Factors Affecting, Marketing and Sales, Iranian Crude Oil. Main theory |
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Full-Text [PDF 1663 kb]
(1394 Downloads)
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Type of Study: Thesis(PhD.) |
Subject:
Oil-Market
Received: 2020/06/22 | Accepted: 2021/05/31 | Published: 2021/05/31 | ePublished: 2021/05/31
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