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Are Pricing Practices in Japanese Channels of Distribution Finally Changing?

Abstract There is compelling evidence that the Japanese distribution system is changing. This study develops propositions regarding the expected changes in three price-related distribution practices. Data collected from 136 Japanese manufacturers and retailers in the men's apparel industry is used to describe the future direction and extent of change expected in these distribution practices. Results suggest significant changes in the system of rebates and manufacturers' suggested price but no significant change in the practice of extended trade credit.