Networking Strategies of Chinese Entrepreneurs: Multiple-Cases of Manufacturing Firms in Johor Malaysia

摘要

Nowadays, most entrepreneurs are using networking as a key feature in their marketing plan and strategies. It is found that Chinese entrepreneurs have been facing challenges in the business environment in order to be competitive in the market. This is discovered through reviewing theextant literature and preliminary personal interviews with Chinese entrepreneurs in Johor. It is found that conflicts in network, lack of management experience, and uncertainties have brought certain negative impacts to their businesses. Therefore, exploring about networking strategy amongthem is significant. The objectives of this research are twofold. First, to identify networking strategies of Chinese Entrepreneurs in Johor. Next is to identify who the Chinese entrepreneurs’ have network with, why they choose them and how they create business relationship. This qualitativestudy mainly focus on six Chinese entrepreneurs from manufacturing enterprises. In-depth interviews was employed and this study adopt a triangulation of data interview from different stakeholders of the entrepreneurs. The interview were recorded using an audio-recorder and the interview datawere transcribed and analysed manually using thematic analysis. In essence, these Chinese entrepreneurs believed that Guanxi network strategy which is a Chinese traditional business model is a must and irreplaceable element in connecting them with business environment. They emphasize thatthis network cause their business to be more competitive and profitable in the market. Nonetheless, it is found that there are six other networking strategies that have been quoted, namely personal network, business network, community network, competition network, and reputation network. Thesenetwork strategies are proved to be more relevant in enhancing the overall performance of SMEs.