Publications
Publications
- January 1998 (Revised February 2002)
- HBS Case Collection
Funai Consulting Company, Ltd. (A)
By: Lynn S. Paine and Tomoya Nakamura
Abstract
In the summer of 1997, a consultant at Japan's Funai Consulting Co. Ltd., must decide how to respond to a client's proposal to offer "open pricing" (based on willingness to pay) to customers unable to pay the standard price for the client's product. The client, Akita Komachi Farmer's Association, markets rice and rice products to consumers and is facing increasing international competition with the opening of Japan's rice market. The case presents Funai Consulting's unusual business philosophy, which was developed by its founder and 1997 Chairman Yukio Funai. Mixing "new science" with both Japanese and Western concepts, Funai's approach is based on the goal of mutual prosperity rather than dominance in competition. Teaching purpose: To develop decision-making skills; and to develop understanding of a management and business philosophy rooted in Japanese culture.
Keywords
Business or Company Management; Price; Corporate Social Responsibility and Impact; Decisions; Agribusiness; Management Practices and Processes; Business Ventures; Consulting Industry; Japan
Citation
Paine, Lynn S., and Tomoya Nakamura. "Funai Consulting Company, Ltd. (A)." Harvard Business School Case 398-017, January 1998. (Revised February 2002.)