Crisis-driven Salesperson Network Formation: Case in Point- Leadership Implications for Kagome Co. Ltd. and Their Regional Marketing Strategy*

URI http://harp.lib.hiroshima-u.ac.jp/hue/metadata/12153
File
Title
Crisis-driven Salesperson Network Formation: Case in Point- Leadership Implications for Kagome Co. Ltd. and Their Regional Marketing Strategy*
Author
氏名 Tsuye Kenneth Ichiro
ヨミ
別名
氏名 細井 謙一
ヨミ ホソイ ケンイチ
別名 Hosoi Kenichi
Subject
Relationship selling
Industrial sales
social network
leadership
Abstract

In 2011, “The Great East Japan Earthquake” impacted large changes within a multitude
of Japanese business networks. In particular, Kagome Co. Ltd., a Japanese food
manufacturer, was one firm that suffered dramatic changes within their traditional business
networks. This narrative case analysis will discuss how such network changes triggered
substantial business opportunities far beyond normal product development expectations and
what salespersons should do after incurring such an acute reorganization. In this case,
salespersons or managers like M who performed a central role in adapting said networks.
We conclude the paper by discussing the implications of this case.

Journal Title
広島経済大学経済研究論集
Volume
37
Issue
2
Spage
49
Epage
57
Published Date
2014-09-30
Publisher
広島経済大学経済学会
ISSN
0387-1436
NCID
AN00212083
Language
eng
NIIType
Departmental Bulletin Paper
Text Version
出版社版
Set
hue