Evaluation of Antecedents and Consequences of Results Evaluation for Small and Medium Companies in Iran

Aim and introduction: In recent years, the importance of small and medium-sized companies as the backbone of countries' economies has become clear to everyone. The role and position of small and medium-sized companies in the world are increasing. Until the 80s, the management literature primarily focused on large companies and their structures, management, and control. Conquering the country, along with the occurrence of several economic recessions that highlighted the inefficiency of such companies compared to larger corporations, captured the attention of academics and business professionals towards downsizing and the importance of small and medium-sized enterprises (SMEs). Exporting has been proposed as one of the strategies for market development by such companies, primarily for the purpose of ensuring continued survival and internationalization. Small and medium-sized companies are less likely to succeed than large companies due to their limitations. Therefore, patterns and models have been developed to evaluate the readiness of these companies to undertake this task. But small and medium-sized Iranian companies experience completely different conditions that require different models and patterns for their operations. Methodology: The present study has utilized a mixed method approach, incorporating exploratory composite parts - the grounded theory model - as a research strategy. This approach involves theorizing the foundation data and testing the theory using the structural equation model, with the aim of creating a model for assessing the export readiness of small and medium-sized businesses. First, in the theorizing phase, 25 top exporters were purposefully sampled in Tehran province. Interviews were conducted and analyzed based on Strauss and Corbin's systematic approach. Then, various statistical tests were performed to verify the model of different dimensions on a small sample. In the quantitative dimension, the statistical population consisted of 408 members. However, based on Cochran's formula, the sample size was estimated to be 198 members. After distributing 240 questionnaires among the community using a non-probability sampling method and excluding any defective or invalid questionnaires, the researchers ultimately included 198 questionnaires for the final analysis. In the qualitative part, to ensure the validity of the current research, the researcher conducted a thorough examination of the theoretical foundations and background of export readiness assessment. Prior to designing the interview questions, the researcher also studied the process of designing and conducting interviews. In the quantitative part, the "Goba and Lincoln method" was used to assess the reliability and trustworthiness of the conducted interviews. Cronbach's alpha was employed to calculate the reliability, and each criterion demonstrated a reliability rate exceeding 97%. The questionnaire was prepared, confirming its reliability. In this research, the grounded theory was utilized to analyze the qualitative aspect of the study. Descriptive statistics, such as averages, were employed in the analysis of demographic factors. Additionally, structural equations were utilized in the inferential statistics section to address research questions and test hypotheses. Finding: Based on the grounded theory, the model was achieved through the stages of open, central, and selective coding. This process helped identify the key dimensions and categories of the research, resulting in the extraction of the conceptual model. From the combination of key points and the extracted codes, a total of 121 codes were obtained. Additionally, 25 sub-categories and 6 main or key concepts were identified. Based on these findings, six main categories were extracted to form the research model. Based on the results of the quantitative part of the research, the desired model has successfully passed the statistical tests. The results indicate the importance of all the main factors, including: a) The main phenomenon of the research: factors related to managers and decision makers, factors related to overseas activities, factors related to the availability of production factors, factors related to the marketing mix, factors related to entry requirements in the markets. b) Causal conditions affecting the export readiness of small and medium companies: causes caused by the domestic market (6 open codes), causes caused by the foreign (export) market. c) Background factors affecting the export readiness of small and medium companies: causes caused by internal restrictions, causes caused by international restrictions. d) Intervening conditions of small and medium-sized companies' export readiness: factors related to business coordinates, business structural factors, business attitudinal and cognitive factors, business communication factors (customers, sales representatives, consultants), factors related to the field of human resources, business management factors. c) Effective strategies on the export readiness. Strategies related to small and medium-sized companies include marketing strategies, analysis of marketing strategy (Porter), human resources system strategies, analysis of the business environment strategies, and analysis of the growth matrix (Igor Ansov). Marzi had sub-categories as well as their constitutive indicators. Also, other tests conducted on small samples revealed other interesting results; c) Consequences of implementing export readiness of small and medium-sized companies: consequences related to human resources, business, marketing mix, production factors, and external activities. Marzi had sub-categories as well as their constitutive indicators. Other tests conducted on small samples revealed impressive results too. Discussion and conclusion: Finally, the results of this research can help small and medium-sized businesses to evaluate their export ability before entering international markets and if there is a difference between their ability and the export requirements of the program to develop their strategies.