2007 年 2007 巻 22 号 p. 101-111,161
The relationship between wartime regional controlled distributors called “Jihai” and postwar dealers has been said as a cause of Toyota's advantage of sales capability against Nissan. My previous research had already shown that the Toyota's domination on the competition setting up their dealers. Its evidences was the continuity as a company with trade name change between each Jihai and dealer, and rapidity of foundation of dealers. But it haven't surveyed the managerial resources inside of Jihai concretely. So in this research I focused on transfer of each executive from Jihai to postwar dealers of Toyota and Nissan.
Results of this research are below. In general, Jihai's choice which manufacturer it dealt with depended on the final consensus of whole executives. This means that each executive inside a Jihai had significant influence on the choice. This fact makes us presume that trade name change by Jihai was uneasy decision-making, and that Toyota won such a project, that is, recruiting competition of managerial human resources in number and in speed.
And the cases of 3 Toyota dealers which made those decisions very rapidly implied that they had sustainable and strong connections with, and loyalties to the previous partners throughout wartime. This is the common characteristic. 2 cases the dealers have been set up by means of trade name change of Jihai showed us the dynamically stabilized constructions of executives throughout wartime. On the other hand, from the case of dealer it hadn't been set up by trade name change of Jihai, however, we could realize the significance of Jihai as the sauce of managerial human resources again. But, the case implicated the necessity of reference to not only executives of each Jihai but also functions and business domain of them. This means that manysided survey of managerial resources of both of Jihai and newly founded dealers is quite important and meaningful for the comparative and historical research of the competition of marketing channel construction in automobile industry.