한국의 아랍에미리트 물 시장 진출 전략

초록

This study analyzes the current status and challenges of Korean companies' entry into the UAE water market and proposes strategic approaches for market penetration. The research employed a mixed-method approach combining literature review and two field works conducted in December 2023 and May 2024, including semi-structured in-depth interviews with officials from key local institutions such as the Department of Energy Abu Dhabi (DoE), Dubai Electricity and Water Authority (DEWA), and Etihad Water and Electricity (Etihad WE). The literature review identified three core analytical issues – competitive advantages, institutional entry barriers, and strategic entry pathwats – which were subsequently examined through field interviews designed to validate and contextualize these findings. The findings indicate that Korean companies have primarily focused on seawater desalination, smart water management, and wastewater reuse, yet remain limited to a fragmented approach centered on large-scale EPC contracts. Using Porter's (1990) Diamond Model, the study identifies Korea's RO desalination technology, smart water management experience, and industrial clusters as key competitive advantages. Meanwhile, applying Kostova's (1999) institutional distance framework reveals compound entry barriers encompassing regulatory, cognitive, and normative dimensions. Based on these analyses, the study proposes two strategies: first, implementing NRW reduction pilot projects in the Northern Emirates through performance-based contracts integrating the WASCO model with the Knowledge Sharing Project (KSP), grounded in the Uppsala model and beachhead strategy; second, a four-stage cooperative strategy emphasizing role allocation among the government, large corporations, and SMEs. The findings offer theoretical and practical implications for Korean companies and policymakers targeting the UAE water market.

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