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Management article
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Reference no. 87101
Published by: Harvard Business Publishing
Published in: "Harvard Business Review", 1987

Abstract

Many U.S. companies have written off the Japanese market, believing that Japan''s distribution system is impenetrable or that the Japanese buy only Japanese products. U.S. companies are represented in more than 85% of Japanese industrial sectors, however, and at least 12 hold the number one market position. These companies have been both creative and tenacious in obtaining this position. Their experience teaches some important lessons.

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Abstract

Many U.S. companies have written off the Japanese market, believing that Japan''s distribution system is impenetrable or that the Japanese buy only Japanese products. U.S. companies are represented in more than 85% of Japanese industrial sectors, however, and at least 12 hold the number one market position. These companies have been both creative and tenacious in obtaining this position. Their experience teaches some important lessons.

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