ソ　カンフン   SEO Ganghoon   徐　康勲    所属   広島修道大学  商学部    職種   准教授
発表年月日	2024/10/30
発表テーマ	The effect of sales orientation and the difficulty of subsidiary tacit knowledge transfer on inter-country coordination of Japanese exporting firms
会議名	APMAA 2024 Annual Conference
学会区分	国際学会
発表形式	口頭（一般）
単独共同区分	共同
開催地名	Vietnam Hanoi
発表者・共同発表者	Eunji Seo、Gang-Hoon Seo、Jaewook Kim,
概要	By aligning functions with overseas branches, MNCs (Multinational corporations) can serve customers more effectively and gain a competitive advantage. Such coordination between overseas functions would be influenced by the MNC’s orientation of overseas customer relationship management and knowledge transfer by overseas branches. In this study, we discuss the coordination between overseas branches and functions from the perspective of the impact of the MNC’s overseas customer relationship management on the difficulty of knowledge transfer in Japanese exporting firms. The data list for the study was extracted from Kaisha Shikihō corporate directory of Japan, which provides data on the ratio of domestic to foreign sales were used as a sample of this study. Finally, 222 responses were used in the final analysis. By using questionnaire analysis, we found that a firm’s orientation about retaining existing customers negatively affects the level of difficulty of overseas branches’ tacit knowledge transfer. Moreover, the higher the difficulty of overseas branches’ tacit knowledge transfer, the lower the inter-country coordination. Although some limitations exist, the results of this study clarified the possibility that each orientation may form a different system for accumulating overseas market information and knowledge. From such a viewpoint, the paper presents important considerations for future research and practitioners for improving inter-country coordination of Japanese firms. Keywords: international customer acquisition, customer retention, tacik-knowledge transfer, inter-country coordination, Japanese firms