AGENTS - THE FUTURE OF EXCLUSIVITY

The Japanese market is changing and the sole agency, route to marketin g must develop and evolve alongside these changes if it is ro have a f uture. Sole agency agreements need to redirect their focus away from m erely closed market distribution agreements towards innovative sales a nd marketing contracts. Contracts between partners with shared objecti ves. The trend towards sales and marketing agreements was evident at t he ALPSP Seminar on Marketing to Japan, held on 8 October 1997, from w hich this paper developed.