| Abstract: | The Japanese market is changing and the sole agency route to marketing must develop and evolve alongside these changes if it is to have a future. Sole agency agreements need to redirect their focus away from merely closed market distribution agreements towards innovative sales and marketing contracts. Contracts between partners with shared objectives. The trend towards sales and marketing agreements was evident at the ALPSP Seminar on Marketing to Japan, held on 8 October 1997, from which this paper developed. |
