Abstract
With formal trade barriers in Japan virtually eliminated, attention has turned to the structural or non-tariff barriers that might help explain persistent trade deficits with Japan that the US and many other countries have experienced. In this study, the first empirical examination of its kind, we analyze how the Japanese distribution system serves as a structural barrier to entry. To do so, we surveyed Japanese supermarket buyers about the individual and relative importance of five key factors in their choice of suppliers. In addition, we used similar data from a previous study of retail buyers in the United States to develop the first cross-cultural comparison of retailer decision-making. Important differences in the nature and conduct of business relationships in the two countries suggest several ways that US sellers - and indeed, all foreign sellers - might address the disadvantages they face in the Japanese market.
| Original language | English |
|---|---|
| Pages (from-to) | 91-112 |
| Number of pages | 22 |
| Journal | International Business Review |
| Volume | 6 |
| Issue number | 2 |
| Publication status | Published - 1997 Apr |
| Externally published | Yes |
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Keywords
- Marketing to Japan
- Retail buying
- Trade barriers
ASJC Scopus subject areas
- Business and International Management
- Marketing
Cite this
Retail buyer decision-making in Japan : What US sellers need to know. / Alpert, Frank; Kamins, Michael; Sakano, Tomoaki; Onzo, Naoto; Graham, John.
In: International Business Review, Vol. 6, No. 2, 04.1997, p. 91-112.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - Retail buyer decision-making in Japan
T2 - What US sellers need to know
AU - Alpert, Frank
AU - Kamins, Michael
AU - Sakano, Tomoaki
AU - Onzo, Naoto
AU - Graham, John
PY - 1997/4
Y1 - 1997/4
N2 - With formal trade barriers in Japan virtually eliminated, attention has turned to the structural or non-tariff barriers that might help explain persistent trade deficits with Japan that the US and many other countries have experienced. In this study, the first empirical examination of its kind, we analyze how the Japanese distribution system serves as a structural barrier to entry. To do so, we surveyed Japanese supermarket buyers about the individual and relative importance of five key factors in their choice of suppliers. In addition, we used similar data from a previous study of retail buyers in the United States to develop the first cross-cultural comparison of retailer decision-making. Important differences in the nature and conduct of business relationships in the two countries suggest several ways that US sellers - and indeed, all foreign sellers - might address the disadvantages they face in the Japanese market.
AB - With formal trade barriers in Japan virtually eliminated, attention has turned to the structural or non-tariff barriers that might help explain persistent trade deficits with Japan that the US and many other countries have experienced. In this study, the first empirical examination of its kind, we analyze how the Japanese distribution system serves as a structural barrier to entry. To do so, we surveyed Japanese supermarket buyers about the individual and relative importance of five key factors in their choice of suppliers. In addition, we used similar data from a previous study of retail buyers in the United States to develop the first cross-cultural comparison of retailer decision-making. Important differences in the nature and conduct of business relationships in the two countries suggest several ways that US sellers - and indeed, all foreign sellers - might address the disadvantages they face in the Japanese market.
KW - Marketing to Japan
KW - Retail buying
KW - Trade barriers
UR - http://www.scopus.com/inward/record.url?scp=0031116568&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=0031116568&partnerID=8YFLogxK
M3 - Article
AN - SCOPUS:0031116568
VL - 6
SP - 91
EP - 112
JO - International Business Review
JF - International Business Review
SN - 0969-5931
IS - 2
ER -