Validation of an Oil Products Marketing Model under Sanctions for Target Market Development in a Petrochemical Trading Company
Keywords:
Marketing, petroleum products, sanctions, market development, structural equation modelingAbstract
Iran has faced extensive oil and non-oil sanctions over recent decades, conditions that have significantly impacted the export, pricing, and marketing networks of oil products. Therefore, designing an efficient marketing model under sanctions represents a strategic necessity for the continuity and sustainability of the national economy. The present study was conducted using a mixed-methods (qualitative–quantitative) approach. In the qualitative phase, employing Sandelowski and Barroso’s (2007) meta-synthesis method, 32 published articles from 2014 to 2024 were analyzed, resulting in 53 key themes categorized into 11 main domains: strategies and tactics, contracts and transactions, refineries and storage facilities, market and pricing, relationships and diplomacy, risk coverage and security, sales and exchange, customers and new markets, exports and global markets, projects and investments, and refining and extraction technology. Based on the qualitative results, a questionnaire was developed and distributed among 151 employees of the petrochemical trading company using stratified random sampling. The data were analyzed using structural equation modeling (SEM) and the SMARTPLS software. The results indicated that the proposed conceptual model had good fit, and all study variables demonstrated acceptable validity and reliability. Ultimately, this research provides a comprehensive model for marketing oil products under sanctions and offers practical guidance for managers in the oil and petrochemical industry, as well as economic policymakers, in developing strategies to counter international restrictions and expand target markets.
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Copyright (c) 2025 Ahmadreza Saffary (Author); Alireza Nobari; Alireza Afsharnejad, Maryam Majidi (Author)
This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.
