La Jolla Software

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Case Study Analysis: Case 10-2 La Jolla Software, Inc.
Kenneth Schiff
BUS 600: Management Communication with Technology Tools
Professor Sherrie Lewis
12/ 12/2011

Case Study Analysis: Case 10-2 La Jolla Software, Inc
LaJolla Software recently received a fax from Masahiro Fudaba, a senior Vice President of Ichi Ban Heavy Industries in Japan. For several months LaJolla Software Inc. executives were targeting several Japanese firms for a joint venture that would permit the company to distribute its famous "S-4" supply chain management software in Japan and, perhaps, throughout much of Asia (O'Rourke, 2010, p. 293). The fax explained that the multiple stakeholders of Ichi Ban have an
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More importantly, we must earn the trust of Ichi Ban. In my experience, trust is the most important aspect of any relationship, whether personal or professional. These issues involved are interdependent upon one another. If LaJolla Software can successfully apply their knowledge and adapt to Japanese culture, then we will earn the trust of Ichi Ban. Furthermore, if we earn the trust of Ichi Ban, we can successfully come to an agreement regarding our joint venture. In this analysis I will, examine the issues I have described, and provide a solution that will reduce their anxieties, eliminate their fears, and earn a level of mutual trust. Based on my research of Japanese custom and culture, I have developed key recommendations that are important for us to consider if we want to earn their trust and achieve our goal. First, we must be aware of our cultural differences. O'Rourke (2010) explains that, "Being culturally sensitive is essential to your success." Considering, most of the transition team has never been to the United States, we need to make them feel welcome. In order to make them feel welcome we should consider various questions; how would you feel if we had to go to Japan? Should we plan out each day for them? Will they give us suggestions as to what they want to do? If we make them feel welcome by promoting cultural sensitivity, then we will reduce their anxiety. If we are aware of our cultural differences, then we will
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