In-person networks based on imperial legacies, immigrants, and general trading companies that share a common language and culture can help expand trade in differentiated goods. However, little is known regarding how such networks can facilitate deals for differentiated goods. To investigate the role played by general trading companies in this context, we study how major trading companies navigated a sensitive transaction—the procurement of distillation facilities for oil shale in Manchuria—in imperial Japan during the first age of globalization. Our archival research revealed that trading companies logistically supported Japanese buyer engineers when they met in person with engineers associated with Western suppliers, and visited plants in the West with the aim of acquiring tacit knowledge beyond the scope of written specifications. The role played by Japanese trading companies in this context involved promoting knowledge spillover from the West by providing logistic support for such in-person meetings.
