Examining the determinants of interfunctional coordination and export performance: An investigation of Brazilian exporters

Abstract

Although interfunctional coordination plays a key role in the performance of the firm, the literature has largely ignored it compared to the other two market orientation components: customer orientation and competitor orientation. The question of whether our current knowledge can be generalized to firms from the developing world has also been neglected since most studies have been conducted in developed countries. To address these issues, a model was developed here to empirically examine the relationship between interfunctional coordination and export performance as well as to identify the key determinants of both constructs. A sample of 201 senior managers of export firms in Brazil was used to test the hypotheses. The results suggest that the legal regulations and technical requirements, competitive intensity, and technological orientation of the product are positively related to interfunctional coordination. Contrary to expectations, the results also confirm that the difference in the stage of the product life cycle is negatively related to interfunctional coordination. In turn, interfunctional coordination has a positive effect on firms' export performance.

Citation

Sousa, C.M.P. and Lengler, J. (2011), "Examining the determinants of interfunctional coordination and export performance: An investigation of Brazilian exporters", Zou, S. and Fu, H. (Ed.) International Marketing (Advances in International Marketing, Vol. 21), Emerald Group Publishing Limited, Leeds, pp. 189-206. https://doi.org/10.1108/S1474-7979(2011)0000021011