Verso una migliore comprensione dei percorsi di marketing relazionale delle imprese italiane high-tech in Giappone

Author/s Simone Corsi, Alberto Di Minin, Andrea Piccaluga, Ilaria Sangalli, Stefania Trenti
Publishing Year 2014 Issue 2014/2
Language Italian Pages 24 P. 43-66 File size 107 KB
DOI 10.3280/POLI2014-002003
DOI is like a bar code for intellectual property: to have more infomation click here

Below, you can see the article first page

If you want to buy this article in PDF format, you can do it, following the instructions to buy download credits

Article preview

FrancoAngeli is member of Publishers International Linking Association, Inc (PILA), a not-for-profit association which run the CrossRef service enabling links to and from online scholarly content.

This paper aims at providing a first base of knowledge for the analysis of the strategies adopted by the Italian companies investing in Japan in high technology industries. Despite the Italian industrial system being only marginally present in the Japanese market, in comparison to other European countries, interesting interaction dynamics are detectable between Japanese and Italian industrial companies active in medium and high-tech technology sectors. By adopting the Uppsala model for internationalization and the IMP Group relationship marketing perspective, four case studies of Italian companies who successfully invested in Japan are addressed. Beyond analyzing companies’ activities in Japan and their integration in local supply chains adopting a stage-based approach, the paper offers a view of Japan as a "learning market" for the investing firms, especially in terms of acquired competitive advantages and potential gains to be exploited also in other attractable markets for their business.

Keywords: Japan, internationalization, Uppsala model, relationship marketing

Jel codes: F23, M16

  1. Ahmadjian C.L., Lincoln J.R. 2001. Keiretsu, governance and learning: case studies in change from the Japanese automotive industry. Organization Science, 61 (6): 683-701, DOI: 10.1287/orsc.12.6.683.10086
  2. Albert M. 1993. Capitalismo contro capitalismo. il Mulino: Bologna.
  3. Berger S. 2006. Mondializzazione: come fanno per competere?. Garzanti: Milano.
  4. Berger S., Dore R. 1998. Differenze nazionali e capitalismo globale. il Mulino: Bologna.
  5. Buckley P.J. 1990. Problems and developments in the core theory of international business. Journal of International Business Studies, 21 (4): 657-665, DOI: 10.1057/palgrave.jibs.8490346
  6. Buckley P.J., Casson M. 1985. The Economic Analysis of the Multinational Enterprise: Selected Papers. Macmillan: London.
  7. Coase R.H. 1937. The nature of the firm. Economica, 4: 18-33, DOI: 10.1111/j.1468-0335.1937.tb00002.x
  8. Cyert R.M., March J.G. 1963. A Behavioral Theory of the Firm. Prentice Hall: Englewood Cliffs.
  9. Dunning J.H. 1980. Towards an eclectic theory of international production: some empirical tests. Journal of International Business Studies, 11 (1): 9-31, DOI: 10.1057/palgrave.jibs.8490593
  10. Dwyer F.R., Schurr P.H., Oh S. 1987. Developing buyer-seller relationships. Journal of Marketing, 51 (2): 11-27.
  11. Dyer J.H. 1994. Dedicated assets: Japan’s manufacturing edge. Harvard Business Review, 72 (6): 174-178.
  12. Dyer J.H. 1996. Does governance matter? Keiretsu alliances and asset specificity as sources of Japanese competitive advantage. Organization Science, 7 (6): 649-666, DOI: 10.1287/orsc.7.6.649
  13. Echeverri-Carroll E.L. 1999. Knowledge flows in innovation networks: a comparative analysis of Japanese and US high-technology firms. Journal of Knowledge Management, 3 (4): 296-303, DOI: 10.1108/13673279910304041
  14. Eisenhardt K.M. 1989. Building theories from case study research. Academy of Management Review, 14 (4): 532-550, DOI: 10.5465/Amr.1989.4308385
  15. Florida R. 2005. The world is spiky. The Atlantic Monthly, 296 (3): 48-51.
  16. Ford D. 1982. The development of buyer-seller relationships in industrial markets, in Håkansson H. (ed.) International Marketing and Purchasing of Industrial Goods. John Wiley & Sons: New York.
  17. Grandinetti R., Rullani E. 1996. Impresa transnazionale ed economia globale. Carocci: Roma.
  18. Håkansson H. 1982. International Marketing and Purchasing of Industrial Goods: An Interaction Approach. John Wiley & Sons: New York.
  19. Håkansson H. 1987. Industrial Technological Development. A Network Approach. Croom Helm: Beckenham.
  20. Håkansson H., Johanson J. 1992. A model of industrial networks, in Axelsson B., Easton G. (eds.) Industrial Networks. A New View of Reality. Routledge: London.
  21. Håkansson H., Snehota I. 1995. Developing Relationships in Business Networks. Routledge: London.
  22. Hecksher E., Ohlin B. 1933. Interregional and International Trade. Harvard University Press: Cambridge (Mass.).
  23. Hymer S. 1976. The International Operations of National Firms: a Study of Direct Foreing Investment. MIT press: Cambridge (Mass.).
  24. Johanson J., Vahlne J.E. 1977. The internationalization process of the firm. A model of knowledge development and increasing foreign market commitments. Journal of International Business Studies, 8 (1): 23-32, DOI: 10.1057/palgrave.jibs.8490676
  25. Johansson J., Vahlne J.E. 2003. Business relationship learning and commitment in the internationalization process. Journal of International Entrepreneurship, 7 (1): 83-101, DOI: 10.1023/A:1023219207042
  26. Johansson J., Vahlne J.E. 2006. Commitment and opportunity development in the internationalization process: a note on the Uppsala internationalization process model. Management International Review, 46 (2): 165-178, DOI: 10.1007/s11575-006-0043-4
  27. Johansson J., Vahlne J.E. 2009. The Uppsala internationalization process model revisited: from liability of foreignness to liability of outsidership. Journal of International Business Studies, 40 (9): 1411-1431, DOI: 10.1057/jibs.2009.24
  28. Kindleberger C.P. 1969. American Business Abroad. Yale University press: New Haven.
  29. Levitt T. 1983. The globalization of markets. Harvard Business Review, 61 (3): 92-101.
  30. Lincoln J.R., Ahmadjian C.L., Mason E. 1998. Organizational learning and purchase supply relations in Japan: Hitachi, Matsushita and Toyota compared. California Management Review, 40 (3): 241-264.
  31. Mansfield E. 1988. The speed and cost of industrial innovation in Japan and the United States: external vs internal technology. Management Science, 34 (10): 1157-1168, DOI: 10.1287/mnsc.34.10.1157
  32. Miyamoto T. 2010. Comparative inquiry into the axiom of business relationship management: insights from Japanese and Australian manufacturers. 26th IMP Conference. Budapest, 2-4 September.
  33. Miyamoto T., Rexha N., Grainger R. 2002. The antecedent and roles of three attributes of customer trust in Japanese manufacturer-supplier relationships. 18th IMP Conference. Perth, 11-13 December.
  34. Morgan R.E., Katsikeas C.S. 1997. Theories of international trade, foreign direct investment and firm internationalization: a critique. Management Decision, 35 (1): 68-78, DOI: 10.1108/00251749710160214
  35. Nesset E., Engelseth P. 2009. Markets and business relationships in supply networks: paradoxical or complementary? The case of supplying fish from Norway to Japan. 25th IMP Conference. Marseille, 3-5 September.
  36. Nonaka I. 1990. Managing innovation as a knowledge-creation process: a new model for a knowledge-creating organization. paper presented at new York University, Stern School of Business, International Business colloquium.
  37. Ricardo D. 1817. Principles of political economy, in Sraffa P. (ed.) The Works and Correspondence of David Ricardo. Cambridge University Press: London.
  38. Rogers W.M. 2000. Third Millennium Capitalism: Convergence of Economic, Energy, and Environmental Forces. Quorum Books: Westport.
  39. Sheth J.N., Parvatyiar A. 1999. Handbook of Relationship Marketing. Sage publications: Thousand Oaks.
  40. Smith A. 1776. An Inquiry into the Nature and Causes of the Wealth of Nations. Methuen: London.
  41. Vaccà S. 1995. L’impresa transnazionale tra passato e futuro. FrancoAngeli edizioni: Milano.
  42. Vaccà S. 1996. L’internazionalizzazione del capitalismo occidentale e lo sviluppo delle economie emergenti dell’estremo oriente. Economia e Politica Industriale, 23 (91): 9-34.
  43. Varaldo R., Dalli D., Resciniti R., Tunisini A. 2009. Un tesoro emergente. Le medie imprese italiane dell’era globale. FrancoAngeli edizioni: Milano.
  44. Vernon R. 1966. International investment and international trade in the product cycle. Quarterly Journal of Economics, 80 (2): 190-207, DOI: 10.2307/1880689
  45. Vogel S.K. 2006. Japan Remodeled. How Government and Industry are Reforming Japanese Capitalism. Cornell University press: New York.
  46. Wang Y., Hosoi K., Takemura M. 2007. What is trust to Japanese companies? Assurance versus trust. 23rd IMP Conference. manchester, 30 August-1 September.
  47. Williamson O.E. 1975. Markets and Hierarchies: Analysis and Antitrust Implications. Free press: New York.
  48. Yin R.K. 2003. Applications of Case Study Research. Sage publications: Thousand Oaks.

Simone Corsi, Alberto Di Minin, Andrea Piccaluga, Ilaria Sangalli, Stefania Trenti, Verso una migliore comprensione dei percorsi di marketing relazionale delle imprese italiane high-tech in Giappone in "ECONOMIA E POLITICA INDUSTRIALE " 2/2014, pp 43-66, DOI: 10.3280/POLI2014-002003