Customers in Korea, Lobbyists in Washington: Coupang’s Unusual “Nationality” Strategy
If you’re looking for a simple explanation of Coupang in the United States, here it is: it’s not that Americans “don’t really use it.” For practical purposes, they can’t—at least not in the way Korean consumers can. Coupang doesn’t run a consumer-facing e-commerce operating base in the U.S. with the kind of local logistics, membership ecosystem, and everyday service footprint that would make it a real option for American shoppers. There’s no U.S. “Rocket Delivery” experience embedded into ordinary life, no platform habit, no mainstream consumer entry point.
And yet, in Washington, D.C., Coupang is very much alive.
That asymmetry—revenue in Korea, political energy in the U.S.—is not a minor quirk. It reads like the company’s worldview in miniature: earn in won, pay in dollars, and import leverage in the language of alliances.
A “U.S. Company,” Mainly on Paper
Structurally, Coupang often gets described as a U.S. company. Coupang Inc. owns 100% of the Korean entity, and the stock trades in the United States. At this point, “nationality” starts to look less like a cultural fact and more like a corporate document stamped by a listing venue and an ownership chart.
But wearing the outfit of a U.S.-listed company doesn’t just bring prestige. It brings a bill.
Public companies in the U.S. must explain risk to investors, and risk usually arrives with familiar faces: regulation, enforcement, politics, legal change. The more revenue Coupang stacks in Korea, the more Korea’s laws and policy shifts become not “local conditions” but formalized “risk factors.” Predictably, the company’s gaze drifts away from American consumers (who aren’t using the service anyway) and toward Korean bills, regulators, and parliamentary votes.
When Lobbying Isn’t About Entering a Market—It’s About Defending One
This is where the story flips.
Coupang’s Washington lobbying doesn’t look like the warm-up lap for U.S. consumer expansion. It looks like a full-scale defense strategy for its Korea-centered business. The goal is not to win American customers. The goal is to win a frame.
Specifically:
Translate Korean regulatory debates into U.S. digital trade language.
Repackage domestic policy disputes as non-tariff barriers or discrimination against U.S. firms.
Elevate “a Korean law question” into “a bilateral issue” that can echo through negotiations.
Once that translation succeeds, Korean policy is no longer just Korean policy. It becomes an item that can be referenced, pressured, and leveraged in venues where the rules of the game change—trade talks, diplomatic channels, congressional narratives.
In other words, lobbying buys you something better than airtime. It buys you altitude.
Congress as an Amplifier: A Letter Becomes a Shadow
In this model, U.S. Congress is not just a political institution. It’s a loudspeaker.
A single congressional letter, a hearing, a formal expression of “concern”—these are tiny objects with disproportionate weight. They can cast long shadows over Korean regulators and domestic policy processes, because once the phrase “unfair treatment of U.S. companies” enters the record, it becomes usable.
And in politics, “usable” often outranks “accurate.”
The decisive question isn’t whether every claim is perfectly faithful to local nuance. It’s whether the claim can travel—through trade frameworks, alliance rhetoric, and negotiation pressure. For a company facing regulatory risk where it actually operates and earns, borrowing the grammar of U.S. power can be more efficient than persuading domestic public opinion.
Why the Focus Tilts Toward Foreign Policy, Trade, and Legal Channels
That’s also why observers tend to read Coupang’s lobbying posture as oriented less toward everyday consumer issues—delivery standards, customer protection, retail competition—and more toward foreign policy, trade, and legal-institutional lanes.
The moment a domestic regulation is reframed as a trade barrier, the nature of the dispute changes:
“Policy” becomes “barrier.”
“Public interest” becomes “market access.”
“Domestic debate” becomes “bilateral friction.”
A platform regulation argument, once translated into digital trade terms, comes with a wider arsenal. It becomes less about compliance and more about leverage.
Public Diplomacy as a Polishing Cloth
Add the language of public diplomacy, and the surface gets even smoother.
Partnerships framed as contributing to public diplomacy initiatives can make a company look less like an interest group and more like a “policy partner.” Lobbying is no longer plain self-interest; it can be dressed in the wardrobe of shared values, cooperation, and alliance-friendly messaging.
Politics has many expensive commodities, but one stands out: the appearance of legitimacy.
And legitimacy is sometimes cheaper to acquire through official partnerships than through public trust.
The Real Question Isn’t “Why Lobby if Americans Don’t Use It?”
That question is too gentle.
A sharper version is:
Why does a company with no real U.S. consumer operating base work so hard to transact with U.S. political power?
The answer is not complicated. Coupang’s business is in Korea. Its regulatory risk is in Korea. And it may calculate that U.S. political and trade machinery can help reduce that risk—or at least reshape the battlefield.
Pay the premium in dollars. Protect the cash flow in won.
Nationality Is a Tool, Not a Place
If this still feels strange, it may be because we’re clinging to an older habit: thinking a company’s nationality is defined by where it sells and serves customers.
In the modern economy, nationality is increasingly assigned by listings and legal structures. And loyalty is often determined less by citizenship than by where the biggest regulatory risk lives.
Coupang, in that sense, looks like a company that doesn’t sell to America—but knows how to use America remarkably well.