Cracking the Japanese Market Strategies for Success in the New Global Economy

9780029216910

0029216915

Contents AcknowledgmentsIntroductionThe Growing ChasmWhy America Must Compete in JapanThe Tools to CompetePART IIslands in the Mist1. Sunrise Over the Pacific: The Japanese ChallengeThe Japanese Money MachineInnovators, Not ImitatorsLosing the Building BlocksSymptoms of a Larger Malaise2. The Japanese Way: Origins of a Merchant NationNihonjinronPoor Island MentalityA Group-oriented SocietyThe Quest for WaThe Status HierarchyThe Power of ObligationEducation: The Acid Test3. The Global Farmer: Inside the Japanese MarketA Nation with a MissionThe Command EconomyThe BureaucracyKeiretsu -- The Business EliteSogo ShoshaThe BanksCaptive and Affiliated Suppliers and DistributorsTechnology SpecializationHurdles in the Japanese MarketThe Capitalist Animal4. The Customer Is God: Inside the Japanese CompanyKaisha: The Corporate FamilyConsensus ManagementToward AnshinService as ReligionThe Quality ObsessionThe Loyal SupplierThe Importance of CommitmentProfile of a SalarymanPART IIDoing Business with Nihonsha5. Bushido: Way of the Samurai -- The Japanese as CompetitorsThe Quiet CompetitorsUsing Market and Trend Analysis to Nibble at the EdgesFrom Components to SystemsBurrowing, Emersion, and KnittingDeep-Pocket CommerceJapanese Strategy in ActionThe Future: Kokusaika and Inobeshion6. The Japanese Success Quotient: American Companies in JapanCharacteristics of Winners in JapanRevering the Customer as GodControlling Your Own DestinyResearching and Manufacturing the Right Product for JapanBuilding a World-Class Organization and ManagementEmbracing Cooperation and CompetitionNingen Kankei -- Human RelationsGetting Back to BasicsThe Attack/Counterattack ResponseEmphasizing Similarities/Taking Advantage of DifferencesBelieving that Success in Japan Leads to Global Excellence7. Applied Materials Japan: A Brief History of a Long JourneyInnocents AbroadApplied Materials JapanGrowth and CompetitionA BreakthroughThe Narita Technology CenterThe ''Tough Old Samari''Hard Times in TokyoPART IIISucceeding in Japan8. Kick-Starting the Global OrganizationSeeing Beyond AmericaStudy the Japanese MarketMake a Company-Wide Commitment to JapanDevelop a Japanese Market PhilosophyPresence and PeoplePioneeringPiggybackingPartneringPersistenceOther Considerations in Market Strategy9. Defining the Japan StrategyThe Market MapModes of Entry into JapanThe Distribution AgreementThe Licensing AgreementThe Joint Venture AgreementSelecting a PartnerThe Power of CooperationNegotiating for PartnershipA Word about Mergers and AcquisitionsGlobal Partnership ModelThe Japanese Subsidiary10. Growing the Japanese BusinessPeopleFacilitiesSystemsFinancingBecoming an Insider in Japan11. Becoming a World-Class CompetitorTesting Your I.Q. (International Qualities)The Global VisionThe Global Company ModelLessons from Japan on World-Class CompetitivenessContinuous, Incremental ImprovementEmpowering the WorkforceBuilding Customer LinkagesEffectively Using External ResourcesCost-Effective ProductDesign and Delivery InfrastructureSuperior Information SystemsLong-Term Thinking and Commitment12. Challenge and Opportunity: The Keys to Success in JapanA Realistic View of the Japanese ChallengeThe Keys to Success in JapanShobai wa Akinai -- ''Never Give Up''The Time to Win in Japan Is NowThe Golden Age of Global GrowthAfterword: The America That Can CompeteWhat America Can DoWhat Japan Can DoA Bright Shining FutureAPPENDIX A: Selected Foreign Company Performance in Japan, 1987-88 EstimatesAPPENDIX B: Japanese Corporations with the Most Potential for Growth in the 1990sAPPENDIX C: Economic Comparison between Japan and Other Industrial CountriesAPPENDIX D: Japan Database1. Largest Japanese Banks2. Largest Japanese Insurance Companies and Pension Funds3. Largest Private Japanese Venture Capital Finance Companies4. Research Institutes and Marketing Research Firms in Japan5. U.S. Companies Listed on the Tokyo Stock Exchange6. Selected Organizations7. Recommended Publications8. Comparison of Patent Systems in Japan, the United States, and EuropeAPPENDIX E: Largest Japanese Companies by IndustryAPPENDIX F: Japanese Business Meetings and EtiquetteAPPENDIX G: Glossary of Japanese TermsNotesBibliographyAbout the AuthorsIndex