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This book gives an account of concrete market situations and describes marketing strategies and distribution channels of German manufacturing firms, German and foreign trading firms and Japanese partner firms on the Japanese market in important product areas.
Japan's current shift from a manufacturing to a consumer economy is creating unprecedented opportunities for any company with the savvy to exploit this, the world's second largest market. Certainly, as the Japanese economy continues to rebound, more and more companies will continue to stake and build their presence there and use it as a springboard to enter other growing Asian markets. In Leveraging Japan, three leading authorities on market strategy and Japan present the new rules of Japanese marketing and discuss the evolution of other emerging Asian markets. These experts then share the same strategies that they've used to help American Express, Avon, Levi Strauss, and KFC, among other multinational companies, successfully establish a presence in Japan and leverage that presence to enter other Asian markets. To read the first chapter from this book, click here.
In Japanese Distribution Channels, readers have the work of Japanese marketing scholars who present in-depth and intimate knowledge of distribution in Japan. These scholars have not only closely studied these systems for many years and in numerous cases worked in them, but have also, as consumers, relied on these channels to meet their needs. This combination of scholarship and experience is an ideal synergy that is unmatched in the existing literature on Japanese distribution channels. It stands in stark contrast to other books on Japanese distribution where foreign researchers spend a few weeks or months visiting Japan and then become "instant experts" on Japanese distribution by writing about what they have seen. Although there are many misconceptions about Japanese distribution channels, this first and only guidebook in English on the subject clarifies many of these misconceptions. The authoritative contributors reveal a great depth of insight on many aspects of distribution systems in Japan, including: structure of Japanese distribution channels nature of Japanese markets public policy toward distribution changes in distribution structure environmental effects on distribution intrachannel relationships in Japan business practices in Japan effects on distribution channels from Toys "R" Us trends and problems in Japanese distribution Those who seek an understanding of Japanese distribution channels--international business executives from top to middle management, marketing managers, export managers, government officials, consultants, academics and students--benefit from reading this penetrating analysis. The depth of expertise and insight provided by Japanese research scholars who have studied, worked in, and relied on Japanese distribution channels throughout their lifetimes cannot be found in any other source. Business executives, academics, consultants, government officials, and any serious students of Japanese distribution channels can significantly enhance their knowledge from reading this authoritative book.
Global business today is played by new rules -- many of which are being written by the Japanese and their remarkably successful companies. Because the Japanese are redefining business as we know it, Western companies expecting to profit from the new global marketplace must first learn to compete and succeed against the Japanese in Japan. James C. Morgan, Chairman of Applied Materials, Inc., the leading supplier of advanced processing equipment to the worldwide semiconductor industry which does about forty percent of its business in Japan, and J. Jeffrey Morgan, who has worked in Tokyo on the "inside" at Mitsui & Co., Japan's oldest trading conglomerate, contend that apathy and ignorance have prevented many Western companies from capitalizing on the enormous opportunities for business in Japan. In this brilliant examination of Japanese markets, companies, and business practices -- with special emphasis on the establishment of Applied Materials Japan -- the Morgans, father and son, assert that success in the world of Japanese business is determined by two factors: technology and relationships. Candidly discussing their own mistakes and failures as well as their triumphs, the authors provide invaluable insights into the specific challenges facing Western companies in establishing a presence in Japan: problems in financing the venture, product design and production, marketing and distribution, and most important, creating long-term relationships or "putting on a Japanese face." The extraordinary success of Applied Materials Japan -- hailed by George Bush on the campaign trail in 1988 as "a model for all America" -- is testimony to the valuable lessons to be learned from this book. The Morgans provide a clearly written, step-by-step framework for reorienting company thinking, revising corporate strategy, and revitalizing any organization for world class competitiveness. Using vivid examples of Western companies that have both succeeded admirably and failed miserably in Japan, Cracking the Japanese Market is a straightforward examination of what it takes to compete successfully there -- and by extension in the world today.
Several years have passed since the 'store wars' over barriers to foreign products at Japanese distribution firms. Yet among English-speaking readers, how these firms operate remains a puzzle. In this book, the best Japanese scholars in their fields attempt to unravel that puzzle. Avoiding culture-based explanations, they employ a systematic and rigorous economic logic---yet, since they also avoid mathematical notation, the argument remains accessible to generalist readers.
A roadmap of how the Japanese distribution system works and how to successfully market products in Japan.