The interplay of industrial policy and international strategy: Japan's machine tool industry

Article Abstract:

Japanese firms obtained a dominant share of the U.S. numerical control (NC) machine tool market due to a carefully planned and executed long-term global strategy. Japanese industrial policy was helpful, primarily through MITI encouragement to the industry to refocus product line on new technology machine tools, with funding for joint research and encouragement of mergers and product-line rationalization. In turn, Japan's largest machine tool companies initiated firm-level strategies of continued upgrading of capital equipment through investment, with a concurrent reduction in the use of labor, leading to lowered costs and increased productivity. They evolved into low-cost, high-volume producers and, just as important, introduced new lines of inexpensive, standardized, off-the-shelf NC machine tools particularly suited to the needs of smaller businesses. These machines were then introduced in the U.S., taking advantage of delivery periods of over a year for tools ordered from U.S. manufacturers. By 1986, machine tool imports accounted for over 50% of U.S. demand, even as Japanese manufacturers began establishing a manufacturing presence in the U.S. Possible corporate and U.S. government responses are examined. (Reprinted by permission of the publisher.)

Foreign operations, Japan, Corporations, Tool industry, Corporations, Japanese

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Understanding the cultural environment: U.S.-U.S.S.R. trade negotiations

Article Abstract:

Trade negotiations between the U.S. and the Soviet Union are complex because of cultural and commercial-practice differences between the two nations. The U.S. has often painted a negative picture of Soviet trade negotiation practices and has employed such descriptions as "unprofessional" and "tight lipped". For more successful negotiations, the U.S. must overcome its own ethnocentrism and develop an understanding of Soviet negotiators within a Soviet context.

United States, International relations, Soviet Union

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High technology exports from newly industrializing countries: the Brazilian commuter aircraft industry

Article Abstract:

Embraer, the Brazilian state-owned aerospace company has one-third of the U.S. market for turboprop aircraft. This share was gained through advantages the company enjoyed through subsidized financing. U.S. competitors must develop strategies for competing successfully with such companies.

Case studies, Brazil, Market share, Technology, Aircraft industry, Embraer S.A.

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