Two sides of management in distribution system integration

Y. Yamashiro
{"title":"Two sides of management in distribution system integration","authors":"Y. Yamashiro","doi":"10.7880/ABAS.0171122A","DOIUrl":null,"url":null,"abstract":": 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.”","PeriodicalId":52658,"journal":{"name":"Annals of Business Administrative Science","volume":null,"pages":null},"PeriodicalIF":0.0000,"publicationDate":"2018-02-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"3","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Annals of Business Administrative Science","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.7880/ABAS.0171122A","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
引用次数: 3

Abstract

: 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.”
查看原文
分享 分享
微信好友 朋友圈 QQ好友 复制链接
本刊更多论文
配电系统集成管理的两个方面
许多摩托车经销商都是家族企业,他们更倾向于短期销售,而不是只凭逻辑而没有感情。哈雷-戴维森日本公司(Harley-Davidson Japan, HDJ)建立了一种仅由经销商组成的授权经销商制度,没有资本关系,也不直接管理经销商。本文考察了1991年至2008年期间,大井俊美担任HDJ的CEO,在此期间,HDJ在日本大型摩托车公司中保持了最高的市场份额,并成为其他摩托车制造商分销系统整合的成功范例。对于经销商来说,为了贯彻HDJ的意图,HDJ分销系统整合的正式方面主要集中在制度化的“无控制销售零政策”和“多层次的人际关系建设政策”。然而,对这些至关重要的是来自高层管理人员和“东京法院”的非正式手写信件。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
求助全文
约1分钟内获得全文 去求助
来源期刊
自引率
0.00%
发文量
7
审稿时长
5 weeks
期刊最新文献
The type of network structure to target varies depending on the stage of advertising objectives Adjusting the ratio between idea-driven development and data-driven development in product updates Interdependence in buyer–supplier relationships An encounter with the Nadler–Tushman congruence model and organizational ambidexterity On the “yarisugoshi” phenomenon found in the situation where “decision making by flight” of the garbage can model occurs
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
×
提示
您的信息不完整,为了账户安全,请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
现在去查看 取消
×
提示
确定
0
微信
客服QQ
Book学术公众号 扫码关注我们
反馈
×
意见反馈
请填写您的意见或建议
请填写您的手机或邮箱
已复制链接
已复制链接
快去分享给好友吧!
我知道了
×
扫码分享
扫码分享
Book学术官方微信
Book学术文献互助
Book学术文献互助群
群 号:481959085
Book学术
文献互助 智能选刊 最新文献 互助须知 联系我们:info@booksci.cn
Book学术提供免费学术资源搜索服务,方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。
Copyright © 2023 Book学术 All rights reserved.
ghs 京公网安备 11010802042870号 京ICP备2023020795号-1