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| Author: | Foote, S. B. Mitchell, W. |
| Title: | Selling American medical equipment in Japan. |
| Journal: | California Management Review
1989 : SUMMER, VOL. 31:4, p. 146-161 |
| Index terms: | SELLING MEDICINE JAPAN USA |
| Language: | eng |
| Abstract: | The medical equipment industry, once a source of American trade strength, is now showing a deficit in USA-Japan sales. While trade barriers and exchange rates have adversely affected American medical equipment sales in Japan, they are not the complete or even the primary explanations underlying trade patterns. The deficit has occurred because American purchases of Japanese goods have risen faster than Japan purchases of American goods. The Japanese medical marketplace is characterized. The background of American success in this market is highlighted. The Japanese public policies toward the regulation and sale of medical equipment are discussed. Some successful corporate strategies for increasing sales in Japan are analyzed. |
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