دانشگاه شاهد نشریه علمی راهبردهای بازرگانی 2345-220X 22 25 2025 08 23 Conceptualizing Enabling Factors for Knowledge-Based Companies in the Internationalization Process مفهوم‌پردازی عوامل توانمندساز شرکت‌های دانش‌بنیان در فرایند بین‌المللی سازی 101 120 5136 10.22070/cs.2026.21764.1485 FA بیژن رضایی دانشیار، گروه مدیریت و کارآفرینی، دانشکده اقتصاد و حسابداری، دانشگاه رازی، کرمانشاه، ایران. 0000-0002-2808-5689 خدیجه عزیزی دانشجوی دکتری کارآفرینی، گروه مدیریت و کارآفرینی، دانشکده اقتصاد و حسابداری، دانشگاه رازی، کرمانشاه، ایران. 0000-0003-0811-593X یوسف محمدی فر دانشیار، گروه مدیریت و کارآفرینی، دانشکده اقتصاد و حسابداری، دانشگاه رازی، کرمانشاه، ایران. 0000-0002-7357-0886 نادر نادری دانشیار، گروه مدیریت و کارآفرینی، دانشکده اقتصاد و حسابداری، دانشگاه رازی، کرمانشاه، ایران. 0009-0005-5907-309X Journal Article 2025 04 16 <strong>Introduction and Purpose:</strong> Knowledge-based companies (KBCs) play a crucial role in innovation, technological advancement, and economic growth in knowledge-driven economies. By transforming knowledge into high-value-added products and services, these firms contribute to improved productivity, export diversification, and national competitiveness. In recent years, many governments have emphasized the development of knowledge-based ecosystems to strengthen economic resilience and technological independence. In Iran, the number of knowledge-based companies has increased significantly as a result of supportive national policies. Despite this growth, many of these firms face major obstacles when attempting to enter international markets. Structural challenges, such as economic instability, limited access to global financial systems, export infrastructure limitations, and international sanctions, have restricted their ability to expand globally. In addition, limited international experience, weak global branding, insufficient familiarity with foreign regulatory frameworks, and difficulties in accessing international distribution networks further complicate the internationalization process. Although several studies have examined internationalization strategies, limited research has focused on the internal organizational capabilities that enable knowledge-based companies to succeed in international markets, particularly in challenging economic environments. Therefore, the purpose of this study is to identify and prioritize the key internal factors that empower Iranian knowledge-based companies to successfully internationalize and sustain their presence in global markets.<br><strong>Methodology:</strong> This research adopts a mixed-methods design consisting of qualitative and quantitative phases. In the qualitative phase, semi-structured interviews were conducted with experts, including university faculty members, managers of internationalized knowledge-based companies, and policy specialists within the innovation ecosystem. Using purposive and snowball sampling, 34 interviews were conducted until data saturation was achieved. The interview data were analyzed using inductive qualitative content analysis based on the framework proposed by Elo and Kyngäs, with the support of MAXQDA 2020 software. The analysis resulted in 91 open codes, which were categorized into 38 conceptual factors representing key organizational capabilities related to internationalization. These factors encompassed strategic orientation, innovation management, market intelligence, digital capabilities, financial mechanisms, and network development. In the quantitative phase, the Fuzzy Delphi method was used to evaluate and prioritize these factors. A panel of 20 experts assessed the importance of each factor using a five-point linguistic scale represented by triangular fuzzy numbers. The results were analyzed through defuzzification and ranking procedures, with a threshold value of 0.70 used to determine factor acceptance. The reliability of the qualitative coding was confirmed using Holsti's coefficient (0.875), indicating a high level of agreement between the coders.<br><strong>Findings:</strong> The findings show that empowering knowledge-based companies for internationalization is a multidimensional process involving strategic, organizational, technological, and financial capabilities. Among the identified factors, "organizational transformation toward international market orientation" and "management of export-related financial resources and costs" received the highest rankings, highlighting the critical role of a managerial mindset shift and financial resilience. Other highly prioritized factors include market knowledge development, technological trend analysis, product customization, professional branding, and digital marketing. Additionally, operational capabilities, such as compliance with international standards, supply chain coordination, quality improvement, and risk management, were confirmed as essential for enhancing global credibility and competitiveness. The results further emphasize the importance of digital platforms, intelligent logistics, and collaborative mechanisms, such as export consortia and joint investments, which help firms overcome structural barriers and reduce market entry risks. These findings indicate that successful internationalization requires a balanced integration of strategic vision, innovation capacity, financial agility, and network-based cooperation.<br><strong>Discussion and Conclusion:</strong> The results indicate that successful internationalization requires an integrated set of organizational capabilities. Strategic transformation toward a global perspective serves as the foundation that enables firms to effectively leverage other resources, such as innovation capacity, market knowledge, and digital marketing tools. Organizational learning and innovation capabilities help firms adapt their products to international market demands and respond to rapid technological changes. In addition, digital platforms, data-driven marketing, and online communication channels provide new opportunities for firms to overcome geographical and institutional barriers while reducing market entry costs. Financial resilience and collaborative networks also play an important role in overcoming structural limitations. Mechanisms such as strategic partnerships, export consortia, technology alliances, and innovative financing methods can facilitate international market entry and reduce operational risks. Furthermore, strengthening human capital, developing internationally oriented managerial competencies, and fostering collaboration with research institutions and innovation networks can significantly enhance the global readiness of knowledge-based firms. Continuous capability development, knowledge sharing, and strategic learning from international experience will further support sustainable export growth. Additionally, policymakers can facilitate this process by designing targeted support programs, improving access to international markets, and strengthening innovation ecosystems. Such supportive policies can enhance the international competitiveness of knowledge-based firms and accelerate their integration into global value chains. Overall, empowering knowledge-based companies for internationalization requires a comprehensive and coordinated approach that integrates strategic orientation, organizational learning, technological innovation, digital transformation, and financial capability. The findings of this study provide practical insights for policymakers and managers seeking to strengthen the global competitiveness of knowledge-based firms and promote sustainable knowledge-based exports. <span lang="FA">شرکت‌های دانش‌بنیان نقش تعیین‌کننده‌ای در توسعه اقتصادی و ارتقای رقابت‌پذیری جهانی دارند. بااین‌حال بسیاری از شرکت‌های ایرانی در مسیر بین‌المللی‌سازی با چالش‌های مالی، مدیریتی و زیرساختی مواجه‌اند. تقویت توانمندی‌های درونی و بازآرایی راهبردی سازمان، پیش‌نیاز دستیابی به مزیت رقابتی پایدار در بازارهای جهانی است. هدف این پژوهش، شناسایی و اولویت‌بندی عوامل کلیدی داخلی مؤثر بر موفقیت فرایند بین‌المللی‌سازی شرکت‌های دانش‌بنیان بود. این پژوهش با رویکرد آمیخته (کیفی</span> <span lang="FA">–</span> <span lang="FA">کمی) انجام شد. در بخش کیفی، از طریق مصاحبه‌های عمیق با خبرگان، ابعاد و مؤلفه‌های اصلی استخراج شد و در بخش کمی، با بهره‌گیری از روش دلفی فازی، عوامل کلیدی غربال و اولویت‌بندی شدند. یافته‌ها نشان داد که تحول سازمانی با جهت‌گیری بین‌المللی و اصلاح نگرش مدیریتی نسبت به رقابت جهانی، به‌عنوان پیشران اصلی، در کنار مدیریت مالی صادرات‌محور، توسعه دانش بازارهای هدف، سفارشی‌سازی محصولات و برندسازی حرفه‌ای، از ارکان کلیدی موفقیت پایدار در بازارهای بین‌المللی هستند. همچنین، نتایج بیانگر آن است که توسعۀ قابلیت‌های نوآورانه، بهره‌گیری از ابزارهای دیجیتال در بازاریابی بین‌المللی، ایجاد شبکه‌های همکاری راهبردی و ارتقای مهارت‌های سرمایۀ انسانی، نقش مکمل و تقویت‌کننده‌ای در فرایند ورود و تداوم حضور در بازارهای خارجی دارند. یکپارچگی میان جهت‌گیری راهبردی، یادگیری سازمانی و مدیریت منابع مالی می‌تواند میزان ریسک‌های ناشی از عدم قطعیت‌های محیط بین‌المللی را کاهش دهد. افزون بر این، هم‌سویی سیاست‌های حمایتی دولت با نیازهای واقعی شرکت‌های دانش‌بنیان و تسهیل دسترسی به منابع مالی و بازارهای هدف، می‌تواند اثربخشی این قابلیت‌ها را افزایش داده و فرایند بین‌المللی‌سازی را تسریع کند. دستاورد این پژوهش، ارائه چارچوبی عملیاتی برای هدایت شرکت‌های دانش‌بنیان در مسیر بین‌المللی‌سازی و بازطراحی سیاست‌های حمایتی با تمرکز بر توانمندسازی مدیریتی و مالی است؛ چارچوبی که می‌تواند زمینه‌ساز تقویت جایگاه ایران در اقتصاد دانش‌بنیان بین‌المللی باشد.</span> https://cs.shahed.ac.ir/article_5136_0e79548081b4bd0df3c77c5ba2c23289.pdf