Selling American Medical Equipment in Japan


Journal Article

The medical equipment industry, once a source of American trade strength, is now showing a deficit in U.S.-Japan sales. While trade barriers and exchange rates have adversely affected American medical equipment sales in Japan, they are not the complete or even the primary explanations underlying trade patterns. What is interesting about this sector is that American sales of medical equipment have been increasing in Japan. The deficit has occurred because American purchases of Japanese goods have risen even faster. It is important that this innovative industrial sector improve sales in Japan. This article discusses the unique features of Japanese public policies toward the regulation and sale of medical equipment and analyzes successful corporate strategies for increasing sales in Japan. © 1989, The Regents of the University of California. All rights reserved.

Full Text

Duke Authors

Cited Authors

  • Foote, SB; Mitchell, W

Published Date

  • January 1, 1989

Published In

Volume / Issue

  • 31 / 4

Start / End Page

  • 146 - 161

Electronic International Standard Serial Number (EISSN)

  • 2162-8564

International Standard Serial Number (ISSN)

  • 0008-1256

Digital Object Identifier (DOI)

  • 10.2307/41166587

Citation Source

  • Scopus