Retail buyer decision-making in Japan: What US sellers need to know

Frank Alpert*, Michael Kamins, Tomoaki Sakano, Naoto Onzo, John Graham

*この研究の対応する著者

研究成果査読

13 被引用数 (Scopus)

抄録

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.

本文言語English
ページ(範囲)91-112
ページ数22
ジャーナルInternational Business Review
6
2
DOI
出版ステータスPublished - 1997 4
外部発表はい

ASJC Scopus subject areas

  • ビジネスおよび国際経営
  • 財務
  • マーケティング

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