Analyzing the factors affecting the cooperation between SMEs and EMCs using system dynamics modeling

Export management companies (EMCs) play a pivotal role in facilitating export activities, serving as a bridge between small and medium-sized enterprises (SMEs) and global markets. By providing services such as marketing, sales, and distribution, EMCs assist SMEs in penetrating foreign markets, thereby establishing crucial and beneficial relationships. However, these relationships are not without their challenges and complexities. This study aims to provide solutions for enhancing the interactions between EMCs and SMEs. By identifying the factors influencing the relationship between these two types of companies, the study seeks to develop a model for improving their collaboration. Based on a literature review and interviews with ten experts in the field of export management, the study has identified key factors influencing the relationship between EMCs and SMEs. To define the model and simulate the export process facilitated by EMCs, the study employs system dynamics simulation using Vensim software. This method identifies the influencing factors and their interrelationships, and by forecasting the interaction pattern between the two parties, it presents various scenarios to improve system performance and prevent future conflicts and disagreements. One of the most significant findings of this study is the role of trust in the relationship, which plays a crucial role in several important causal loops in the developed model. Trust is closely linked to other variables and has a significant impact on the success rate of EMC contracts. Additionally, the study identified and analyzed existing institutional voids in the system and their impact.

کلیدواژه ها:

Export Management ، Export intermediary ، Trust ، Institutional Voids ، System Dynamics