Shows how firms' own policies and tactics as well as the personal qualities and professional competencies of their staff can attract, or repel, Japanese customers. Based on case studies of UK firms, this work offers insight for understanding and marketing to the Japanese customer. It states that successful relatioship building with Japanese customers requires resourcefulness, quick wits, tact, patience and a high degree of business competence. Most importantly, it suggests what managing relationships with Japanese customers actually entails for firms.
Sprache
Verlagsort
Verlagsgruppe
McGraw-Hill Education - Europe
Zielgruppe
Illustrationen
ISBN-13
978-0-07-707817-1 (9780077078171)
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Schweitzer Klassifikation
Japanese customers - the gods and guests of the marketing playground; industrial interactions; case studies of Anglo-Japanese interactions - export relationships; export relationships; the geometry of subcontractor relationships; case studies of Anglo-Japanese interactions - subcontractor relationships; quality intruders from Japan; the essence of relationship development with Japanese industrial customers; towards a new marketing concept for Japan.
