Buyer Behavior in the Japanese Travel Trade: Advancements in Theoretical Frameworks

References

• Anderson , John R. 1983 . The Architecture of Cognition. , Cambridge, MA : Harvard University Press .
   Google Scholar
• Anterasian , Cathy John , Graham , L. and Bruce Money , R. 1996 . Are U.S. Managers Superstitious About Market Share? . Sloan Management Review , 37 : 67 – 77 . Summer
   Google Scholar
• Apasu , Yao , Ichikawa , Shigeru and Graham , John L. 1987 . Corporate Culture and Sales Force Management in Japan and America . Journal of Personal Selling & Sales Management , 7 November : 51 – 62 .
   Google Scholar
• Batzer , Erich and Laumer , Helmut . 1989 . Marketing Strategies and Distribution Channels for Foreign Companies in Japan. , Boulder, CO : Westview Press .
   Google Scholar
• Bavelas , Alex . 1950 . Communications Patterns in Task-Oriented Groups . Journal of the Acoustical Society of America , 22 : 725 – 30 .
   Web of Science ®Google Scholar
• Brooks , William . 1993 . “MITFs Distribution Policy and U.S.-Japan Structural Talks,” . In The Japanese Distribution System, Opportunities and Obstacles, Structures and Practices , Edited by: Michael Czinkota , R. and Kotabe , Masaaki . 231 – 48 . Chicago : Probus .
   Google Scholar
• Brown , Jacqueline Johnson and Peter , Reingen H. 1987 . Social Ties and Word of Mouth Referral Behavior . Journal of Consumer Research , 14 November : 350 – 62 .
   Web of Science ®Google Scholar
• Carroll , Glenn R. and Albert Teo , C. 1996 . On the Social Networks of Managers . Academy of Management Journal , 39 April : 421 – 40 .
   Web of Science ®Google Scholar
• Cateora , Philip R. 1996 . International Marketing, , ninth edition , Homewood, IL : Richard D. Irwin .
   Google Scholar
• Clark , Terry . 1990 . International Marketing and National Character: A Review and Proposal for an Integrative Theory . Journal ofMarteting , 54 October : 66 – 79 .
   Web of Science ®Google Scholar
• Crotts , John C. 1998 . “ Consumer Decision making and prepurchase information search ” . In Consumer behavior in travel and tourism. , Edited by: Mansfield , Yoel and Pizam , Abe . Binghamton, NY : The Haworth Press, Inc. .
   Google Scholar
• Crotts , John C. and David Wilson , T. 1995 . An integrated model of buyer-seller relationships in the international travel trade . Progress in Tourism and Hospitality Research , 1 ( 2 ) : 125 – 39 .
   Google Scholar
• Czinkota , Michael R. and Woronoff , Jon . 1986 . Japan's Market: The Distribution System , New York : Praeger . 1986
   Google Scholar
• Dore , Ronald . 1976 . British Factory, Japanese Factory: The Origins of National Diversity in Industrial Relations. , Berkeley : The University of California Press .
   Google Scholar
• Drucker , Peter F. 1971 . “What We Can Learn From Japanese Management,” . In How Japan Works. , 3 – 10 . Cambridge, MA : Harvard Business School Press .
   Google Scholar
• Feick , Lawrence F. and Linda Price , L. 1987 . The Market Maven: A Diffuser of Marketplace Information . Journal of Marketing , 51 January : 83 – 97 .
   Web of Science ®Google Scholar
• Frazier , Gary L. , James , Gill D. and Sudhir Kale , H. 1989 . Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing County . Journal of Marketing , 53 January : 50 – 69 .
   Web of Science ®Google Scholar
• Frazier , Gary L. and Raymond , R. 1991 . The use of influence strategies in interfirm relationships in industrial product channels . Journal ofMarteting , 55 ( 1 ) : 52 – 69 .
   Web of Science ®Google Scholar
• Freeman , Linton C. , Roeder , Douglas and Robert Mullholland , R. 1980 . Centrality in Social Networks: II. Experimental Results. . Social Networks , 2 : 119 – 41 .
   Web of Science ®Google Scholar
• Frenzen , Jonathan K. and Nakamoto , Kent . 1993 . Structure, Cooperation, and the Flow of Market Information . Journal of Consumer Research , 20 December : 360 – 75 .
   Web of Science ®Google Scholar
• Gerlach , Michael L. 1992 . Alliance Capitalism: The Social Organization of Japanese Business. , Berkeley : University of California Press .
   Google Scholar
• Glazer , Nathan . 1976 . “Social and Cultural Factors in Japanese Economic Growth,” . In Asia's New Giant: How the Japanese Economy Works , Edited by: Patrick , Hugh and Rosovsky , Henry . 816 – 98 . Washington : The Brookings Institute .
   Google Scholar
• Graham , John L. and Sano , Yoshihiro . 1989 . Smart Bargaining: Doing Business with the Japanese , New York : Harper & Row . revised edition
   Google Scholar
• Granovetter , Mark . 1973 . The Strength of Weak Ties . American Journal of Sociology , 78 May : 1360 – 80 .
   Web of Science ®Google Scholar
• Gronhaug , Kjell and John Graham , L. 1987 . International Marketing Research Revisited . Advances in International Marketing , 2 : 121 – 37 .
   Google Scholar
• Hall , Edward T. 1976 . Beyond Culture. , Garden City, NY : Anchor Press/Doubleday .
   Google Scholar
• Mildred Reed Hall . 1987 . Hidden Differences: Doing Business With the Japanese , Garden City, NY : Anchor/Doubleday .
   Google Scholar
• Hofstede , Geert . 1980 . Culture's Consequences. , Beverly Hills : Sage Publications .
   Google Scholar
• Hofstede , Geert . 1991 . Cultures and Organizations-Software of the Mind. , London : McGraw-Hill .
   Google Scholar
• Iacobucci , Dawn and Hopkins , Niguel . 1992 . Modeling Dyadic Interactions and Networks in Marketing . Journal of Marketing Research , 29 February : 5 – 17 .
   Web of Science ®Google Scholar
• Ibarra , Herminia and Steven Andrews , B. 1993 . Power, Social Influence and Sense Making: Effects of Network Centrality and Proximity on Employee Perceptions . Administrative Science Quarterly , 38 June : 277 – 303 .
   Web of Science ®Google Scholar
• Japan Travel Bureau . 1994 . All about Japanese overseas travelers , Tokyo : Japan Travel Bureau .
   Google Scholar
• Kale , Sudhir . 1986 . Dealer perceptions of manufacturer's power and influence strategies in a developing country . Journal of Marteting Research , 23 ( 4 ) : 387 – 393 .
   Web of Science ®Google Scholar
• Kahle , Lynn R. 1986 . The Nine Nations of North America and the Value Basis of Geographic Segmentation . Journal ofMarteting , 50 April : 37 – 47 .
   Web of Science ®Google Scholar
• Kluckhohn , Richard , ed. 1962 . Culture and Behavior: Collected Essays of Clyde Kluckhohn , New York : Free Press of Glencoe/MacMillan .
   Google Scholar
• Komiya , Ryutaro , Okuno , Masahiro and Suzumura , Kotaro . 1988 . Industrial Policy of Japan. , Tokyo : Academic Press .
   Google Scholar
• Labianca , Guiseppe , Daniel , Brass J. and Gray , Barbara . 1988 . Social Networks and Perceptions of Intergroup Conflict: The Role of Negative Relationships and Third Parties . Academy of Management Journal , 41 February : 55 – 67 .
   Google Scholar
• Mahajan , Vrjay , Muller , Eitan and Frank Bass , M. 1990 . New Product Diffusion Models in Marketing: A Review and Direction for Research . Journal of Marketing , 54 January : 1 – 26 .
   Web of Science ®Google Scholar
• March , James G. and Herbert Simon , A. 1958 . Organizations. , New York : John Wiley & Sons, Inc .
   Google Scholar
• March , Robert M. 1990 . Honorable Customer: Marking and Selling to the Japanese in the 1990s. , London : Pitman .
   Google Scholar
• March , Roger . 1997 . An exploratory study of buyer-seller relationships in international tourism: The case of the Japanese wholesaler and Australian suppliers . Journal of Travel & Tourism Marketing , 6 ( 1 ) : 55 – 68 .
   Google Scholar
• McGuire , William J. 1985 . “Attitudes and Attitude Change,” . In The Handbook of Social Psychology, , third edition , Edited by: Lindzey , Gardner and Aronson , Elliot . New York : Random House .
   Google Scholar
• Money , R. B. , Gilly , M. C. and Graham , J. L. 1998 . Exploration of National Culture and Word-of-Mouth Referral Behaviors in the Purchase of Industrial Services in the U.S. and Japan . Journal of Marketing , 62 October : 76 – 87 .
   Web of Science ®Google Scholar
• Morgan , James C. and Jeffrey Morgan , J. 1991 . Cracking the Japanese Market. , New York : The Free Press .
   Google Scholar
• Nairu , Tatsuhiko and Flath , David . 1993 . “The Complexity of Wholesale Distribution Channels in Japan,” . In The Japanese Distribution System, Opportunities and Obstacles, Structures and Practices , Edited by: Michael Czinkota , R. and Kotabe , Masaaki . 83 – 98 . Chicago : Probus .
   Google Scholar
• Nakane , Chie . 1970 . Japanese Society. , Berkeley : University of California Press .
   Google Scholar
• Nakata , Cheryl and Sivakumar , K. 1996 . National Culture and New Product Development: An Integrative Review . Journal of Marketing , 60 January : 61 – 72 .
   Web of Science ®Google Scholar
• Ouchi , William G. 1980 . Markets, Bureaucracies, and Clans . Administrative Science Quarterly , 25 : 124 – 41 .
   Web of Science ®Google Scholar
• Ouchi , William G. 1981 . Theory Z: How American Business Can Meet the Japanese Challenge. , Boston : Addison-Wesley .
   Google Scholar
• Pascale , Richard . 1978 . Communication and Decision Making Across Cultures: Japanese and American Comparisons . Administrative Science Quarterly , 23 March : 91 – 110 .
   Web of Science ®Google Scholar
• Pascale , Richard and Anthony Athos , G. 1981 . The Art of Japanese Management. , New York : Simon and Shuster .
   Google Scholar
• Reingen , Peter H. and Jerome Kernan , B. 1986 . Networks in Marketing: Methods and Illustration . Journal of Marketing Research , 13 November : 370 – 8 .
   Google Scholar
• Reingen , Peter H. , Jerome Kernan , B. , Brian Foster , L. , Brown , Jacqueline Johnson and Stephen Seidman , B. 1984 . ”Brand Congruence in Interpersonal Relations: A Social Network Analysis . Journal of Consumer Research , 11 December : 771 – 83 .
   Web of Science ®Google Scholar
• Ronchetto , John R. Jr , Michael , Hutt D. and Peter Reingen , H. 1989 . Embedded Influence Patterns in Organizational Buying Systems . Journal ofMarteting , 53 October : 51 – 62 .
   Web of Science ®Google Scholar
• Roth , Martin S. 1995 . The Effects of Culture and Socioeconomics on the Performance of Global Brand Image Strategies . Journal of Marteting Research , 32 May : 163 – 75 .
   Web of Science ®Google Scholar
• Ruan , Danching , Linton Freeman , C. , Dai , Xinyuan , Pan , Yunkang and Zhang , Wenhong . 1997 . On the Changing Structure of Social Networks in Urban China . Social Networks , 19 : 75 – 89 .
   Web of Science ®Google Scholar
• Sakaiya , Taichi . 1993 . What is Japan? Transformations and Contradictions , New York : Kadansha International .
   Google Scholar
• Sullivan , J. 1995 . The major players in Asia's travel industry . Travel and Tourism Analysis , : 54 – 83 . No. 1
   Google Scholar
• Sullivan , Jeremiah and Richard Peterson , B. 1988 . Factors Associated with Trust in Japanese-American Joint Ventures . International Management Review , 22 ( 2 ) : 30 – 40 .
   Google Scholar
• Takada , Hirokazu and Jain , Dipak . 1991 . Cross-National Analysis of Diffusion of Consumer Durable Goods in Pacific Rim Countries . Journal of Marketing , 55 April : 48 – 54 .
   Web of Science ®Google Scholar
• Tse , David K. , Francis , June and Walls , Fan . 1994 . Cultural Differences in Conducting Intra-and Inter-Cultural Negotiations: A Sino-Canadian Comparison . Journal of International Business Studies , 25 ( 3 ) : 537 – 56 .
   Web of Science ®Google Scholar
• Tyson , Laura D'Andrea . 1992 . Who's Bashing Whom? Trade Conflict in High-Technology Industries. , Washington : Institute for International Economics .
   Google Scholar
• Van Zandt , Howard F. 1981 . “ Learning to do Business with ‘Japan, Inc.,’ ” . In How Japan Works. , 151 – 60 . Cambridge, MA : Harvard Business School Press .
   Google Scholar
• Ward , James C. and Reingen , Peter H. 1990 . Sociocognitive Analysis of Group Decision Making among Consumers . Journal of Consumer Research , 17 December : 245 – 62 .
   Web of Science ®Google Scholar
• Williamson , Oliver E. 1975 . Markets and Hierarchies. , New York : The Free Press .
   Google Scholar