Distribution Keiretsu and Relation-Specific Investment

• Kikuchi Wataru

  Hannan University

Bibliographic Information

Other Title

• 自動車系列販売と特殊工具
• ―ディーラーの関係特殊的投資―
• Focusing on Special Service Tools

Abstract

The purpose of this paper is to elucidate factors underlying the long-term continuation of business relationships between auto manufacturers and auto dealers in the post-war Japanese auto industry. The paper focuses in particular on special service tools. A special service tool is a tool which cannot be purchased through distribution channels for ordinary tools, and whose use is recommended by auto manufacturers when it is difficult to carry our work with ordinary tools.<br>Special service tools were a relation-specific investment by auto dealers. That is, for auto dealers, investment in special service tools had no value for maintenance of automobiles from competing firms, but it did improve maintenance capabilities for automobiles from a specific auto manufacturer with which they had a business relationship. Toyota and Nissan in particular prepared special service tools for each model. Building a system for rapid maintenance by dealers likely contributed to the increase in vehicles sold by Toyota and Nissan. The fact that these special service tools were deployed by each manufacturer promoted the segregation of dealers, and was likely one factor which maintained distribution keiretsu in auto sales.<br>On the other hand, the different auto manufacturers created service documentation for their own automobiles, and distributed these to dealers with maintenance shops. Service documentation is material written by auto manufacturers to enable smooth maintenance. It provides detailed information on automobile structure, maintenance procedures, repair part distribution, and education/training on maintenance techniques. Apparently, Toyota distributed service documentation with top priority to dealers in its own keiretsu, and documentation was difficult to obtain for maintenance shops outside the keiretsu. This sort of relationship-specific investment in the maintenance of specific automobiles by manufac turers and dealers contributed to the high maintenance capabilities of keiretsu dealers.

Journal

• Annals of the Society for Industrial Studies, Japan

  Annals of the Society for Industrial Studies, Japan 2016 (31), 67-76, 2016

  The Society for Industrial Studies, Japan

Details

• CRID: 1390001205322990592
• NII Article ID: 130005530377
• DOI: 10.11444/sisj.2016.67
• ISSN: 18841015
• ISSN: 09187162
• Text Lang: ja
• Data Source:
  • JaLC
  • CiNii Articles
  • KAKEN
• Abstract License Flag: Disallowed