Indices of Internationalization of Family Businesses in Iran

The purpose of this article is to identify the internationalization indicators of family businesses. For this purpose, a two-stage qualitative research method including focus group and three-stage Delphi technique was used. The target population consisted of 10 experts with knowledge and experience on the topic of research who were purposefully selected based on snowball sampling method. Data collection tools included semi-structured interviews in focus groups and a questionnaire designed according to the findings of the first stage. By using the MAXQDA software, the collected data were coding, identified and summarized by performing open and axial coding of indicators. Then, using Delphi technique, the indicators were finally approved by experts and in the next step, using selective coding, the final model framework was formed. Based on the results, 11 components and 64 indicators were identified after the end of the third round of Delphi. According to the average obtained from the Delphi triple stages, the most important indicators are the cheap and abundant raw materials, the education of the company's employees in fields related to business and internal competition, and the use of knowledge and experience of competing companies. Also among the least importance were the indicators of long-term investment, diversity in the production of products, and the study of samples of successful products in potential target markets.