Intra- and interfirm coordination of export manufacturers: A cluster analysis of indigenous chinese exporters

Chun Zhang, Zuohao Hu, Fang Gu

Research output: Journal article publicationJournal articleAcademic researchpeer-review

25 Citations (Scopus)

Abstract

Export manufacturers face challenges associated with intrafirm coordination among functional units and interfirm coordination with foreign distributors. The majority of research on export coordination examines intra- and interfirm coordination strategies separately. Consequently, limited insights have been gained into how export manufacturers combine the various intra- and interfirm coordination strategies to achieve export success. Using a cluster analysis, the authors incorporate both intra- and interfirm coordination strategies as inputs to identify profiles of export manufacturers. They identify? four distinct profiles: balanced coordinators, interactive coordinators, flexibilityonly coordinators, and unfocused coordinators. The authors find that the best performers are balanced coordinators, or the export manufacturers that concurrently deploy multiple intra- and interfirm coordination strategies. American Marketine Association.
Original languageEnglish
Pages (from-to)108-135
Number of pages28
JournalJournal of International Marketing
Volume16
Issue number3
DOIs
Publication statusPublished - 13 Oct 2008

Keywords

  • Clustering analysis
  • Export
  • Interfirm coordination
  • Intrafirm coordination
  • Relationship management

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

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