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Agents – the future of exclusivity

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Abstract:

The Japanese market is changing and the sole agency route to marketing must develop and evolve alongside these changes if it is to have a future. Sole agency agreements need to redirect their focus away from merely closed market distribution agreements towards innovative sales and marketing contracts. Contracts between partners with shared objectives. The trend towards sales and marketing agreements was evident at the ALPSP Seminar on Marketing to Japan, held on 8 October 1997, from which this paper developed.

Document Type: Research Article

DOI: https://doi.org/10.1087/09531519850146661

Publication date: 1998-01-01

More about this publication?
  • Editor in Chief: Pippa Smart
    North American Editor: Judy Luther

    Learned Publishing is the journal of the Association of Learned and Professional Society Publishers, published in collaboration with the Society for Scholarly Publishing. The journal is published quarterly in January/April/July/October.

    Learned Publishing articles are available free online to members of ALPSP and SSP.
    ALPSP members: log in to www.alpsp.org. If you do not have a password contact info@alpsp.org
    SSP members: log in to the Member Center using your membership username and password. Further information info@sspnet.org



    Learned Publishing will be moving to Wiley-Blackwell as of January 1, 2016. Please contact the publisher at cs-journals@wiley.com for information on how to continue access to this title.
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