An Institutional Investigation and Analysis of the Barriers to the Development of Export Management Companies in Iran

Document Type : Research Paper

Authors

1 PhD Candidate, Department of in Public Policy, Faculty of Management and Economics, Tarbiat Modares University, Tehran, Iran.

2 Prof., Department of Public Administration, Faculty of Management and Economics, Tarbiat Modares University, Tehran, Iran.

3 Assistant Prof., Department of International Business, Faculty of Commerce and Business, School of Management, University of Tehran, Tehran, Iran.

Abstract

Objective
This study aims to examine the institutional challenges confronting Export Management Companies (EMCs) in Iran. Positioned as vital intermediaries between small and medium-sized enterprises (SMEs) and global markets, EMCs face significant institutional ambiguity, structural instability, and weak inter-agency coordination. By analyzing the interplay of institutional, organizational, and cognitive factors, this paper develops an analytical framework to redesign SME internationalization mechanisms. It proposes an integrative model that empowers EMCs by combining North–Scott’s institutional theory with the Uppsala learning model within a network-based approach.
Methods
The research was conducted through an interpretive–constructivist paradigm, employing qualitative thematic analysis. Data were collected via fourteen semi-structured interviews with EMC executives, association members, and government officials. Purposeful and snowball sampling continued until theoretical saturation was achieved. Data were analyzed using MAXQDA software in three stages: open, axial, and selective coding. Validity was ensured through member checking, peer review, and audit-trail verification. The analysis yielded 379 initial concepts, which were synthesized into 63 basic themes, 12 core themes, and ultimately 3 institutional clusters reflecting the bureaucratic, cognitive, and normative-cultural layers of Iran's trade governance system.
Results
The results reveal that the constraints facing EMCs stem from the uneven and interdependent interaction of three institutional clusters: regulative, cognitive, and normative. The regulative cluster is marked by unstable trade rules and overlapping organizational authorities, which weaken institutional trust and undermine network cooperation. The cognitive cluster is characterized by a misalignment between policymaking logic and EMC operational experience, exacerbated by technological deficiencies that obstruct learning and knowledge sharing. The normative cluster exhibits fragmented state interventions, weak professional associations, and a disconnect between commercial and diplomatic bodies, all of which erode trust norms and long-term cooperative ties. From an integrative theoretical perspective, these clusters jointly form a cycle of institutional lock-in, wherein legal instability hinders collective learning, and normative fragility obstructs the reconstruction of trust and institutional commitment.
Conclusion
This study concludes that reforming the institutional structure supporting EMCs requires coordinated action across three complementary levels. First, establishing an official recognition and accreditation system would stabilize EMCs' legal standing, reduce jurisdictional overlap, and restore regulatory coherence. Second, governmental support must shift from short-term financial incentives toward strategic investment in intangible assets—such as data-driven intelligence, shared branding, and technological innovation—to bridge the cognitive gap and reinforce organizational learning capacity. Third, a clear delineation of mandates among key bodies (e.g., the Trade Promotion Organization, Small Industries Organization, and professional associations) is essential to resolve normative inconsistency and institutionalize a sustainable framework for stakeholder dialogue. These integrated interventions are necessary to break the cycle of institutional lock-in and empower EMCs as effective catalysts for SME internationalization.

Keywords

Main Subjects

References

 
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Journal of Public Administration
Volume 18, Issue 2
2026
Pages 549-573

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