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2026 Vol.59, Issue 6 Preview Page
Market entry strategies of South Korea for the United Arab Emirates water sector

한국의 아랍에미리트 물 시장 진출 전략

Yookyung Leea
,
Seungho Leeb*
이 유경a
,
이 승호b*
aAssociate Research Fellow, Department of Urban Spatial Research & AI Data Analysis Center, Yongin Research Institute, Yongin, Korea
bProfessor, Graduate School of International Studies & College of International Studies, Korea University, Seoul, Korea
a용인시정연구원 도시공간연구실 및 AI데이터분석센터 부연구위원
b고려대학교 국제대학원 및 국제대학 교수
*Corresponding Author
30 June 2026. pp. 545-559
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Abstract

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.

Keywords
United Arab Emirates
Water market
Entry strategies
NRW reduction pilot projects
Knowledge sharing project

본 연구는 한국 기업의 아랍에미리트(United Arab Emirate, UAE) 물 시장 진출 현황과 과제를 분석하고 이를 토대로 전략적 진출 방안을 제시하는 것을 목적으로 한다. 연구 방법으로는 문헌조사와 2023년 12월 및 2024년 5월 두 차례에 걸친 현지 조사를 활용하였다. 문헌조사를 통해 경쟁우위 원천, 제도적 진입 장벽, 전략적 진입 경로라는 세 가지 핵심 분석 이슈를 도출하였다. 이를 검증 및 보완하기 위해 반구조화된 심층 면담을 설계하여 아부다비 에너지부(Department of Energy Abu Dhabi, DoE), 두바이 수전력청(Dubai Electricity and Water Authority, DEWA), 에티하드 수전력청(Etihad Water and Electricity, Etihad WE) 등 현지 기관 관계자와의 심층 면담을 통해 UAE 물 시장의 실태를 파악하였다. 분석 결과, 한국 기업은 UAE 물 시장에서 해수담수화, 스마트 물관리, 하수 재이용 등의 분야를 중심으로 진출하고 있으나 대형 EPC 수주 중심의 단편적 접근에 머물러 있는 한계가 있다. Porter(1990)의 다이아몬드 모델 분석을 통해 한국의 RO 담수화 기술력, 스마트 물관리 운영 경험, 대기업 및 중소기업 산업 클러스터가 핵심 경쟁우위 원천임을 확인하였다. 반면 Kostova (1999)의 제도적 거리 개념을 적용한 결과, ICV 규정과 PPP 금융 조달 역량이라는 규제적 거리, 현지 관망 운영 지식 부재라는 인지적 거리, 현지 기업 중심 시장 구조라는 규범적 거리가 복합적 진입 장벽으로 작동하고 있음이 규명되었다. 이러한 분석을 바탕으로 본 연구는 두 가지 전략을 제안한다. 첫째, 웁살라 국제화 과정 모델과 비치헤드 전략에 근거하여 Etihad WE 관할 북부 에미리트 소도시를 대상으로 무수수량(Non Revenue Water, NRW) 저감 시범 사업을 수행하고, WASCO 방식과 정부 간 지식공유사업(Knowledge Sharing Project, KSP)을 연계한 성과 기반 계약 방식으로 진입하는 전략을 제시한다. 둘째, 정부, 대기업, 중소기업의 역할 분담과 유기적 협력을 중심으로 한 시장 탐색, 진출 준비, 시장 개척, 본격 진출의 4단계 협력 전략을 제안한다. 본 연구의 결과는 UAE 물 시장 진출을 모색하는 한국 기업 및 정책 입안자에게 이론적, 실무적 시사점을 제공한다.

키워드
아랍에미리트
물 시장
진출 전략
무수수량 저감 시범 사업
지식공유사업
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Information
  • Publisher :KOREA WATER RESOURECES ASSOCIATION
  • Publisher(Ko) :한국수자원학회
  • Journal Title :Journal of Korea Water Resources Association
  • Journal Title(Ko) :한국수자원학회 논문집
  • Volume : 59
  • No :6
  • Pages :545-559
  • Received Date : 2026-03-13
  • Revised Date : 2026-04-07
  • Accepted Date : 2026-04-08
  • DOI :https://doi.org/10.3741/JKWRA.2026.59.6.545
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