Working Papers

Retail Buyer Decision-Making in Japan: What U.S. Sellers Need to Know

Frank Alpert, Michael Kamins, Tomoaki Sakano, Naoto Onzo, and John Graham

Jan 1, 1995

Provides an empirical analysis of how the Japanese distribution system serves as a non-structural barrier to entry, based on a survey of supermarket buyers in Japan about the major factors influencing their choice of suppliers; compares results with a similar survey of U.S. supermarket buyers to illuminate cross-cultural differences in decision-making.

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