Japanese customer-supplier relationships are understood as ongoing connections rather than discrete exchanges. Both parties expect relationships to continue; they invest in maintenance; they consider long-term implications. Business partnerships may span decades. Regular customers are recognized and their preferences remembered.
This long-term orientation shapes behavior: providers serve for relationship maintenance rather than single-transaction maximization; customers remain loyal rather than constantly seeking alternatives. When difficulties arise, they are addressed through adjustment to preserve relationships rather than termination. When engaging with Japanese customers or suppliers, recognize that you are entering a relationship expected to continue. Invest accordingly.
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