Two sides of management in distribution system integration
Many motorcycle dealers are family businesses, and they are rather oriented to short-term sales and do not operate only on logic without an emotional stake. Harley-Davidson Japan (HDJ) set up an authorized dealership system made up only of dealers with no capital relationship and did not directly ma...
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| Format: | Article |
| Language: | English |
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Global Business Research Center
2018-01-01
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| Series: | Annals of Business Administrative Science |
| Subjects: | |
| Online Access: | https://www.jstage.jst.go.jp/article/abas/17/1/17_0171122a/_pdf/-char/en |
| _version_ | 1818734988724535296 |
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| author | Yoshiaki Yamashiro |
| author_facet | Yoshiaki Yamashiro |
| author_sort | Yoshiaki Yamashiro |
| collection | DOAJ |
| description | Many motorcycle dealers are family businesses, and they are rather oriented to short-term sales and do not operate only on logic without an emotional stake. Harley-Davidson Japan (HDJ) set up an authorized dealership system made up only of dealers with no capital relationship and did not directly manage dealers. This paper examines the period from 1991 to 2008, when Toshifumi Okui was the CEO of HDJ, during which time HDJ maintained top market share among large motorcycle companies in Japan and was a successful example of distribution system integration for other motorcycle manufacturers. For the dealers to implement HDJ’s intentions, the formal side of HDJ’s distribution system integration focused on the institutionalization of a “no control sales zero policy” and a “multilayer human relationship building policy.” However, critical to these were informal handwritten letters from the top-level management and the “Tokyo Court.” |
| first_indexed | 2024-12-18T00:14:07Z |
| format | Article |
| id | doaj.art-5ac0dbf0bd584baaad4e3e3b167913cc |
| institution | Directory Open Access Journal |
| issn | 1347-4464 1347-4456 |
| language | English |
| last_indexed | 2024-12-18T00:14:07Z |
| publishDate | 2018-01-01 |
| publisher | Global Business Research Center |
| record_format | Article |
| series | Annals of Business Administrative Science |
| spelling | doaj.art-5ac0dbf0bd584baaad4e3e3b167913cc2022-12-21T21:27:35ZengGlobal Business Research CenterAnnals of Business Administrative Science1347-44641347-44562018-01-01171112110.7880/abas.0171122aabasTwo sides of management in distribution system integrationYoshiaki Yamashiro0Graduate School of Economics, University of TokyoMany motorcycle dealers are family businesses, and they are rather oriented to short-term sales and do not operate only on logic without an emotional stake. Harley-Davidson Japan (HDJ) set up an authorized dealership system made up only of dealers with no capital relationship and did not directly manage dealers. This paper examines the period from 1991 to 2008, when Toshifumi Okui was the CEO of HDJ, during which time HDJ maintained top market share among large motorcycle companies in Japan and was a successful example of distribution system integration for other motorcycle manufacturers. For the dealers to implement HDJ’s intentions, the formal side of HDJ’s distribution system integration focused on the institutionalization of a “no control sales zero policy” and a “multilayer human relationship building policy.” However, critical to these were informal handwritten letters from the top-level management and the “Tokyo Court.”https://www.jstage.jst.go.jp/article/abas/17/1/17_0171122a/_pdf/-char/endistribution system integrationsales network reformmotor cycledealerchannel leadership |
| spellingShingle | Yoshiaki Yamashiro Two sides of management in distribution system integration Annals of Business Administrative Science distribution system integration sales network reform motor cycle dealer channel leadership |
| title | Two sides of management in distribution system integration |
| title_full | Two sides of management in distribution system integration |
| title_fullStr | Two sides of management in distribution system integration |
| title_full_unstemmed | Two sides of management in distribution system integration |
| title_short | Two sides of management in distribution system integration |
| title_sort | two sides of management in distribution system integration |
| topic | distribution system integration sales network reform motor cycle dealer channel leadership |
| url | https://www.jstage.jst.go.jp/article/abas/17/1/17_0171122a/_pdf/-char/en |
| work_keys_str_mv | AT yoshiakiyamashiro twosidesofmanagementindistributionsystemintegration |