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)


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
Issue number3
Publication statusPublished - 13 Oct 2008


  • 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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