... manufacturing, a study by Bellamy and Basole (2013) shows that closeness centrality and in-degree centrality can enhance firm performance (Bellamy and Basole, 2013). In Japan, market-driven collaboration with supply chain partners in the construction machinery industry has created significant value for all...

... account managers working for an MNC based in Japan. Design/methodology/approach Following a critical literature review, including a discussion of sales management in Japan, an exploratory case study is conducted of a chemical supplier that claims to be making the transition toward GAM. Findings...

... manufacturers' intention to extend the relationship. It was also found that the intention to extend the relationship is reduced by distributors' opportunism. These findings are supported by a case study of the automobile industry in the USA and Japan. Originality/value While most previous relationship...

... in Japan, senior managers in the overseas retailing organisation need to be aware of the structure of the Japanese retailing industry and the impact that legislation has on retailing operations (Davies and Itoh, 2001). This is because the overseas company needs to conform to the norms of the Japanese...

... – and subsequent repeat attendance – will allow trade shows to become a more effective customer relationship management tool in today’s business environment where face‐to‐face sales opportunities are increasingly difficult. International marketing Trade fairs Business‐to‐business marketing Japan...

... to these countries. However, measurement equivalence issues are rarely addressed in studies of marketing practices in Africa. Accordingly, this study examines the equivalence of core marketing concepts based on interviews of 459 marketing managers from Kenya, Nigeria, Japan and the USA. The results show that optimal...

... to the distribution system in the future, data were collected from 136 Japanese manufacturers and retailers. Results suggest significant future changes in the number of retailers, specialty stores, general merchandise stores, discount stores, and non‐store retailing. The prevailing retail store formats in Japan...

..., and suggests that a comparison of major Japanese companies individually, not collectively, is a rich area of research into buyer‐supplier relationships. Building on the above discussion, we will compare the supplier relationships of four major automotive manufacturers in Japan. Table III presents...

... culture. Comments on future implications are made. © MCB UP Limited 1998 Innovation Japan National cultures Product development Product management A new product development team, consisting of members with diverse backgrounds and temperaments, is hand picked by top management...