Japanese-Style Partnerships: Giving Companies a Competitive Edge

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Are supplier relationships critical to Japanese firms' success? And why are Japanese suppliers more cooperative and willing to take risks than U.S. suppliers? Using their research on supplier-automaker relationships in the United States and Japan, the authors focus on the advantages of the Japanese approach and suggest ways to adopt the practice for American companies.   

Jeffrey H. Dyer is assistant professor of management, Wharton School, University of Pennsylvania. William G. Ouchi is professor of management, Anderson Graduate School of Management, UCLA.

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