پژوهشنامه بازرگانی

پژوهشنامه بازرگانی

طراحی الگوی فرآیندی توسعه کسب‌وکار در شرکت‌های مهندسی، تدارکات و ساخت صنایع پایین‌دست نفت و گاز ایران

نوع مقاله : مقاله پژوهشی

نویسندگان
1 دانشجوی دکتری، مدیریت بازرگانی، دانشکده مدیریت و اقتصاد، دانشگاه تربیت مدرس، تهران، ایران
2 استاد گروه مدیریت و بازرگانی، دانشکده مدیریت و اقتصاد، دانشگاه تربیت‌مدرس، تهران، ایران
3 استاد گروه مدیریت بازرگانی، دانشکده مدیریت و اقتصاد، دانشگاه تربیت مدرس، تهران، ایران
4 دانشیار گروه مدیریت بازرگانی، دانشکده مدیریت و اقتصاد، دانشگاه تربیت مدرس، تهران، ایران
چکیده
توسعه کسبوکار در شرکتهای پروژهمحور مهندسی، تدارکات و ساخت صنعت نفت و گاز برای مزیت رقابتی بلندمدت حیاتی است و مستلزم گذار استراتژیک از اجرای صرف پروژه به قابلیتهای سطح بنگاه است. این پژوهش با هدف پر کردن شکاف نظری در تبیین سازوکارهای این تحول در بازارهای نوظهور پرتلاطم، الگوی فرآیندی جامعی برای توسعه کسبوکار در صنایع پاییندست ایران طراحی کرده است. با اتخاذ پارادایم تفسیری، دادهها از طریق مصاحبههای عمیق نیمهساختاریافته با ۱۷ خبره صنعتی و دانشگاهی جمعآوری و با استفاده از تحلیل مضمون بازتابی در سطح نهفته و تا دستیابی به اشباع نظری تحلیل شدند. تحلیلها یک الگوی فرآیندی جامع متشکل از پیشایندها، هسته اجرایی مهندسی، تدارکات و ساخت و پیامدها را آشکار کرد. عوامل زمینهای مانند تحریمها و موانع نهادی بهعنوان شکلدهندگان محیطی، بستر عملکرد مدل را تعیین میکنند.
یافتهها نشان میدهند که تابآوری نهادی بهعنوان یک متغیر میانجی حیاتی میان قابلیتهای پویا و پیامدهای توسعه کسبوکار در اقتصادهای تحت تحریم عمل میکند. همچنین، پایداری با کارکردی مشروعیتبخش، برای غلبه بر خلاءهای نهادی ظهور میکند. این مدل تأیید میکند که غلبه بر تله پروژه محوری مستلزم بهکارگیری قابلیتهای پویا برای نوآوری مدل کسبوکار است و تابآوری نهادی پیششرط یکپارچهسازی زنجیره ارزش جهانی است.
کلیدواژه‌ها
موضوعات

عنوان مقاله English

Designing a Process Model for Business Development in EPC Companies of Iran's Oil and Gas Downstream Industries

نویسندگان English

Maryam Mahdavi 1
Asadollah Kordnaeij 2
Hamid Khodadad Hosseini 3
fereshte mansouri moayed 4
1 Ph.D candidate of business management, Faculty of Management and Economics, Tarbiat Modares University, Tehran, Iran
2 Prof, Business Management Department, Faculty of Management and Economics, Tarbiat Modares University, Tehran, Iran
3 Prof, Business Management Department, Faculty of Management and Economics, Tarbiat Modares University, Tehran, Iran
4 4. Associate Prof. Business Management Department, Faculty of Management and Economics, Tarbiat Modares University, Tehran, Iran
چکیده English

Business development in Engineering, Procurement, and Construction (EPC) project-based firms operating in the oil and gas industry is essential for achieving long-term competitive advantage. It requires a strategic transition from a project execution-oriented approach toward the development of firm-level capabilities. Addressing the theoretical gap in explaining the mechanisms underlying this transformation in turbulent emerging markets, this study develops a comprehensive process model for business development in Iran's downstream oil and gas industries.
Adopting an interpretive research paradigm, data were collected through in-depth semi-structured interviews with 17 experts from industry and academia. The data were analyzed using latent-level reflexive thematic analysis until theoretical saturation was achieved.
The findings reveal a comprehensive process model consisting of three interrelated components: antecedents, the Engineering, Procurement, and Construction (EPC) execution core, and business development outcomes. Contextual conditions, particularly international sanctions and institutional barriers, shape the environment in which the model operates. The results further indicate that institutional resilience functions as a critical mediating mechanism linking dynamic capabilities to business development outcomes in sanction-constrained economies. Moreover, sustainability emerges as a source of organizational legitimacy that enables firms to overcome institutional voids. The proposed model demonstrates that overcoming the project-centric trap requires leveraging dynamic capabilities to drive business model innovation, while institutional resilience constitutes a prerequisite for successful integration into global value chains.

کلیدواژه‌ها English

: Business Development
Dynamic Capabilities
Business Model Innovation
Engineering, Procurement, and Construction (EPC) Firms
Institutional Resilience
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