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Japanese Trading Companies: Can they Be Copied?

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  • Ravi Sarathy

    (Northeastern University)

Abstract

Analysis of Japanese trading companies suggests that would-be U.S. trading companies could be emulate Japan's special, rather than general, trading companies. Factors likely to lead to success are: offering narrow high-margin product lines in geographically diversified markets; integration with manufacturing operations having strong domestic markets; well capitalized finances with access to ample credit, perhaps achieved through partnership with large international banks; efficient working capital management consisting of liberal but controlled trade credit and tight inventories; management experienced in international markets and capable of heeding national interest considerations in many countries; and patience and a long-term outlook, since during client relationships are necessary to achieve profitability.© 1985 JIBS. Journal of International Business Studies (1985) 16, 101–119

Suggested Citation

  • Ravi Sarathy, 1985. "Japanese Trading Companies: Can they Be Copied?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 16(2), pages 101-119, June.
    • Handle: RePEc:pal:jintbs:v:16:y:1985:i:2:p:101-119
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    Cited by:

    1. Ellis, Paul, 2001. "Adaptive strategies of trading companies," International Business Review, Elsevier, vol. 10(2), pages 235-259, April.
    2. Ilgaz Arikan & Asli M. Arikan & Oded Shenkar, 2022. "Revisiting emerging market multinational enterprise views: The Goldilocks story restated," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(4), pages 781-802, June.
    3. Guillaume Daudin, 2005. "Les transactions de la mondialisation," Revue de l'OFCE, Presses de Sciences-Po, vol. 92(1), pages 221-262.
    4. repec:hal:spmain:info:hdl:2441/686 is not listed on IDEAS
    5. repec:spo:wpmain:info:hdl:2441/686 is not listed on IDEAS

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