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 language | English |
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Pages (from-to) | 108-135 |
Number of pages | 28 |
Journal | Journal of International Marketing |
Volume | 16 |
Issue number | 3 |
DOIs | |
Publication status | Published - 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