Identifying Factors Affecting the Marketing and Sale of Iranian Crude Oil
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Abstract:
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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Journal title
volume 17 issue None
pages 25- 65
publication date 2021-05
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