International Marketing Review: Volume 3 Issue 3

BECOMING A TRIAD POWER: THE NEW GLOBAL CORPORATION

Kenichi Ohmae

Three major markets — “Triad” of Japan, Europe and the United States — are emerging as the most important strategic battlefield for any company operating on a global scale. The…

JAPANESE MARKET ENTRY STRATEGY AT WORK: KOMATSU vs. CATERPILLAR

J. Taylor Sims

Elaborating on the positions of two key players in the global earthmoving and construction industry, this article discusses the Japanese market entry strategies. Also discussed…

JAPANESE MARKETING FAILURES

Johny K. Johansson

The paper discusses six Japanese marketing cases in depth. It is shown how the “success” interpretation which so often is promulgated by the firms and press alike in fact hides…

DECIPHERING THE JAPANESE CULTURAL CODE

Larry J. Rosenberg, Gregory J. Thompson

Huge US and Western European trade deficits with Japan indicate that Western firms are doing a worse marketing job in Japan than Japanese firms are doing in Western markets. One…

ACROSS THE NEGOTIATING TABLE FROM THE JAPANESE

John L. Graham, Yoshihiro Sano

The process of negotiation in Japan differs from that typical in America. Americans must adapt their approach to establishing a rapport, information exchange, persuasion, and…

GUIDELINES FOR INTERNATIONAL BUSINESS NEGOTIATIONS

Pervez N. Ghauri

Treating negotiations as a technique which can be learned and adapted to international business, this article takes a problem solving approach and endeavors to provide some…