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Egt1 Task 4

In: Business and Management

Submitted By stephanieyj
Words 986
Pages 4
A.
SJ Corporation would like to expand its ladies shoes division to Japan. Understanding that the Japanese culture if different from the United States the employees have been given sensitivity training on how to relate tour Japanese counterparts.
In any negotiation conflict is inevitable it is important for us to understand how our response to conflict differs from the way the Japanese respond to conflict. The Japanese believe that the best method to resolving conflict is to avoid it at all cost. They believe harmony should exist at all times and people’s feeling should be spared. The principle of the conflict is secondary to the relationship and feelings of the people involved. Our US culture believes that conflict should be dealt with head on. We believe in verbal communication the conflict to increase the understanding of all thoughts of the disagreement to remove road blocks. One way to deal with conflict is to remove calm and positive and address the conflict in an indirect way. Try speaking with the group leader in private to resolve one and one and let him relay the resolution back to his group. This will avoid perceived lack of harmony between the groups.
Verbal communication is our primary mode of communication, body language is secondary. We believe that speaking clearly and directly with remove any possibility of a misunderstanding with the persons involved. The Japanese view that as impolite In contrast, their culture relies primarily on non-verbal body language as the preferred way of communicating. They believe that if they say 10% the listeners should be able to determine the remaining thought based on expressed emotion and body language. In order to close the communication gap should gently ask follow up questions until you have a complete understanding of the subject.
The American decision making process can be fast, employees are given levels of authority to conduct business. Those levels of authority are generally defined by a dollar amount. The employee is empowered to make with decisions without conferring with a team or business hierarchy as long as they are within their level of authority. In japan the decision making process can be long and drawn out. They tend to work in groups. The decision making process will consist of the entire group agreeing by consensus. They have high regard in doing business with friends. In order to get a favorable decision and move the process along will be to become friends with the group especially the group leader. They do not like disappointed their friends.

B.
Product-
Branding Branding in the US is what people feel and think about a product or service. For instance the AT&T Brand, when you think of AT&T you think of telephone service that you can trust. The purpose of branding is to be first company that comes to mind when a consumer has a need for a product or service. A brand creates credibility. In Japan branding is disregarded. The Japanese consumer likes Fads, they like what is new. Branding requires memorable experiences and because they are always looking for the latest and greatest branding represents what’s old.
Quality and customer service
The Japanese are very demanding consumers. Their standard of quality is linked to the service provided after the sale. In Japan, ATM’s are closed on Sunday because employees are not available to assist in the event of an emergency. In the US companies have moved toward customers helping themselves through automation. It will be important for a product to have an extensive warranty and customer service in order to influence a positive decision to purchase the product.
Price
Japan is one of the most expensive countries in Asia. Consumers are accustomed to paying top dollar, in return they expect top quality. They expect prefer the highest priced merchandise because that symbolizes the highest quality. In Japan an item that is cheap is viewed and not good quality. American’s look for discounts and dot frown upon discounted items.
Promotion
Japanese advertisements are peaceful and harmonious. They seek to gain the trust of the consumer and prefer to do business with companies they know. American advertisements are direct and stress the advantages of the product and the brand. In the US Mcdonalds ads have the golden arch’s symbol throughout the ad. The ad talks immediately introduces the product and talks about why the consumer should purchase. In Japan, Mcdonald’s has introduced a character Mr. James. They tell a happy story about Mr. James. This is to create a relationship with someone who could be the consumers friend, Then the friend talks introduces the product and its benefits.

American advertisements feature people, some are serious some are humorous. In Japan the majority of promotions are done by cartoon characters which is almost non-existent in the US. They believe wacky commercial promote a happy feeling. The ads are full of bright colors like Pink, yellow or red and are typically are riddle. In the American advertising the purpose is to only make you remember the product. In Japan the ad is about having fun, thinking about and figuring out the riddle will create a happy and lasting memory about the product.

PLACE
In the US a business can deal directly with a retailer to distribute their goods eliminating the middle man keeping cost low and profit margin higher. In Japan, the retail distribution goes through a wholesaler, who sales to a retailer who then sales to the consumer. Retail stores are very small because of the limited space they small purchases from distributors. They wholesalers make frequent deliveries to the stores. If the wholesaler was not involved, the distribution cost would increase the price of the product.

C.
In the US gift giving in business relationships can be viewed as unethical and many times illegal. In Japan it is the opposite, it is considered unethical not to give gifts.

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