Quarterly Scientific-Research Goljaam

Abstract: The main objective of this research is to identify the factors affecting the importers' decision to buy Iranian handmade carpet  . This research is applied and is qualitative in terms of the type of data used. The research data were collected using interview with Iranian handmade carpet importers in the European ::union:: who were present at The 25th International Handmade Carpet Exhibition in Tehran. The sampling method was accessible, and the sequential method was used to determine the sample size. Accordingly, with14 Iranian handmade carpet importers to the European ::union:: were interviewed, that of which 11 persons were originally European and 3 persons Iranians residing in Europe. Data analysis was performed using qualitative content analysis. The content analysis results led to the identification of 233 primary codes that were categorized as 62 selective codes. By reviewing and filtering selective codes, 38 sub themes were identified, which were ultimately classified into 5 main themes. Some of the indicators have a positive effect and some have a negative influence on the decision to buy Iranian carpet. The ten main identified themes are: product, price, distribution, promotion, and environmental factors. Some of the indicators identified in this research, such as ordering capability in production, supply quality, negative media space against Iran, uniqueness of carpet, having a reliable business partner in Iran, provide international credentials, economic situation in the destination country, and etc. ,for the first time  and from the perspective of importers were mentioned; which illustrates the distinction of this research with previous research on carpet marketing.