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The Critical Success Factors (CSFs) in Export Planning

Various researches have been performed in the field of export of special goods according to the importance of export in economical issues which indicate the strategic importance of this industry in today's world. However the present research is the first one performed in the field of effective variables on increasing export in Iran whose purpose is the identification of effective variables on export. This research tries to present the effective factors on increasing the export from the standpoints of the Iranian exporters under a model. Finally four main factors influence exports which are: Individual factor (education, experience, export knowledge, public communications), economical factor (export markets, governmental subsidies, export pricing, export marketing), environmental factor (rules and regulations, culture, technology, informal communications, political factor) and product marginal factor (design and packaging, quality of products, guarantee and after-sell services, distribution canals, products' brands). The analysis of the results shows that among the effective factors on increasing the export from the standpoints of exporters in the environmental factor (rules and regulations, culture, special communications, technology, political factor), product marginal factor (guarantee and after-sell services, distribution canals, quality of products, brand, design and packaging), individual factor (public communications, export knowledge, education, working experience), economical factor (export marketing, governmental subsidies, export pricing, export markets) are important and effective respectively.