ارائه چارچوب قابلیت های رایزنی بازرگانی خارجی (مقاله علمی وزارت علوم)
درجه علمی: نشریه علمی (وزارت علوم)
آرشیو
چکیده
رایزنی بازرگانی خارجی به عنوان یک فعالیت کلیدی در توسعه تجارت بین المللی نیازمند مجموعه مشخصی از قابلیت ها در سطح های فردی و سازمانی است؛ از این رو پژوهش حاضر با هدف ارائه یک چارچوب قابلیت استراتژیک رایزنی بازرگانی خارجی صورت گرفته است. روش این پژوهش از نوع کیفی با استفاده از روش نظریه داده بنیاد با رویکرد گلیزری و نیز از نوع توسعه ای است. جامعه این پژوهش شامل متخصصان و خبرگان حوزه رایزنی بازرگانی از جمله رایزنان بازرگانی و سُفراست. مشارکت کنندگان شامل 12 نفر هستند که به روش قضاوتی هدفمند انتخاب شده اند. ابزار گردآوری داده ها مصاحبه نیمه ساختاریافته است. در این مطالعه برای اعتبارسنجی یافته های پژوهش از ضریب کاپا بین کدگذاران استفاده شده که با توجه به مقدار آن که 73/0 بود، یافته های پژوهش اعتبار مطلوبی داشته است. یافته های این پژوهش نشان می دهد که قابلیت های لازم برای موفقیت در رایزنی بازرگانی خارجی در دو سطح فردی و سازمانی طبقه بندی می شود. در سطح فردی، قابلیت های دانش و تخصص، مهارت های ارتباطی و بین فردی، مهارت های فنی و مهارت های رهبری و مدیریتی اهمیت ویژه ای دارد. در سطح سازمانی، ساختار و منابع، فرهنگ سازمانی و فرآیندها و سیستم ها به عنوان عوامل کلیدی در موفقیت رایزنی بازرگانی خارجی شناسایی شده است. همچنین، ارائه ارزش و روابط خارجی به عنوان دو عامل مهم در سطح بین سازمانی مطرح شده است. این چارچوب می تواند به عنوان یک ابزار مدیریتی برای سازمان هایی که در حوزه بازرگانی بین المللی فعالیت می کنند، استفاده شود.Providing a Framework of Foreign Trade Consulting Capabilities
Foreign trade consultancy plays a crucial role in the advancement of international trade, requiring a distinct set of capabilities at both individual and organizational levels. This research aimed to develop a strategic capability framework for foreign trade consultancy. Employing a qualitative methodology, the study adopted a grounded theory approach from a Glaserian perspective and was fundamentally developmental in nature. The study population consisted of experts and professionals in foreign trade consultancy, including trade counselors and ambassadors. 12 participants were selected through purposeful judgmental sampling and data were collected using semi-structured interviews. To ensure the validity of the findings, inter-coder reliability was assessed using the Kappa coefficient, resulting in a value of 0.73, which indicated a satisfactory level of reliability. The results categorized the capabilities essential for success in foreign trade consultancy into two levels: individual and organizational. At the individual level, key capabilities included knowledge and expertise, communication and interpersonal skills, technical skills, and leadership and management abilities. At the organizational level, critical factors encompassed structure and resources, organizational culture, and processes and systems. Furthermore, value proposition and external relationships were highlighted as significant factors at the inter-organizational level. This framework can serve as a valuable management tool for organizations engaged in international trade. IntroductionIn recent decades, the landscape of international trade and diplomacy has undergone significant transformation characterized by the growing influence of non-state actors, globalization of economic relations, and the emergence of new geopolitical dynamics. Within this context, foreign commercial diplomacy has become increasingly vital for promoting economic growth, fostering international cooperation, and protecting national interests. The effectiveness of foreign commercial diplomacy relies heavily on the capabilities and resources available to diplomatic missions and their personnel. This paper aimed to present a comprehensive framework for assessing these capabilities. By exploring various factors, such as institutional structure, human resources, financial resources, and strategic planning, this study sought to provide a valuable tool for policymakers, diplomats, and scholars to evaluate the effectiveness of foreign commercial diplomacy initiatives. Moreover, the proposed framework would enhance understanding of the challenges and opportunities confronting foreign commercial diplomacy in today’s global environment. Materials & MethodsThis research was developmental-applied in focus and employed a qualitative methodology. The method utilized was grounded theory, specifically through expert interviews. The research population comprised professionals in the field of commercial diplomacy, including diplomats and ambassadors, all of whom had several years of experience in this domain. Participants were selected using a judgmental sampling method, continuing until theoretical saturation was achieved, which occurred with the 11th and 12th participants. Data collection was conducted through semi-structured interviews. To assess the reliability of the research findings, the Kappa coefficient of agreement was calculated, yielding a value of 0.73. This indicated that the qualitative research tool demonstrated sufficient reliability. Research FindingsThis study revealed that the competencies essential for a successful foreign trade diplomat could be categorized into 3 primary groups: individual, organizational, and value proposition. At the individual level, a foreign trade diplomat had to have a comprehensive knowledge base and expertise in areas, such as international economics, foreign trade, market analysis, and foreign languages. Moreover, strong communication skills, negotiation abilities, adaptability, and teamwork were critical qualities for success in this field. Proficiency in information technology and data analysis tools, along with the ability to draft professional reports and presentations, as well as leadership and management skills, were also highly valued. On the organizational level, several factors contributed to the effectiveness of foreign trade diplomacy services. These included a flexible organizational structure, specialized teams, adequate financial resources, an innovative and learning-oriented culture, and well-defined, documented processes. Additionally, the ability to tailor services to meet client needs and collaborate with other organizations and stakeholders have paramount importance. Finally, delivering value to customers through a diverse array of services, providing innovative solutions, and establishing extensive networks with governments, international organizations, and foreign companies were critical success factors in foreign trade diplomacy. In conclusion, the findings of this research indicated that success in foreign trade diplomacy required a blend of individual, organizational, and value proposition capabilities. Given the complexity and intense competition in global markets, foreign trade diplomats had to continuously update their knowledge and skills while leveraging emerging technologies to enhance their performance.Discussion Results & ConclusionThe proposed framework for the capabilities of foreign commercial diplomacy provided a multifaceted perspective on the competencies essential for successful international business endeavors. The intricate interplay among individual, organizational, and external factors highlighted the complexity of the modern commercial landscape. While individual capabilities—such as knowledge, skills, and experience—served as the foundation of effective diplomacy, organizational structures, cultures, and processes significantly enhanced these individual contributions. Importantly, the focus on value proposition and external relations underscored the necessity of understanding market dynamics, cultivating strategic partnerships, and adapting to evolving global trends. This framework not only served as a roadmap for individuals aspiring to careers in foreign commercial diplomacy, but also offered valuable insights for organizations aiming to improve their international business operations. In conclusion, the findings of this research emphasized the dynamic nature of foreign commercial diplomacy and the need for a holistic approach that integrated both individual and organizational capabilities. The identified competencies, ranging from technical skills to strategic thinking, reflected the multidisciplinary essence of the field. Additionally, the focus on value proposition and external relations highlighted the importance of grasping market dynamics and fostering strong relationships with key stakeholders. By developing a comprehensive framework, this research contributed to the existing body of knowledge on international business and provided a valuable resource for policymakers, practitioners, and academics alike. Future research could investigate the specific impacts of these capabilities on various performance outcomes, such as market penetration, revenue generation, and overall organizational success.
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