Worldwide network of countertrade services

Palia, Aspy P.

doi:10.1016/0019-8501(90)90030-y

Cited by 21 publications

(8 citation statements)

References 5 publications

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“…The predominant use of in-house expertise was also found for British countertraders (Neale and Shipley, 1988a). However, Neale and Shipley's (1988a) findings conflict with Palia's (1990) findings that a majority of companies are spinning off countertrade tasks to specialized trading houses rather than establishing in-house expertise.…”

Section: Characteristics Of Social Actorsmentioning

confidence: 84%

“…A recent and comprehensive study by Palia (1990) investigated the location, services offered, products handled, regions covered and clients served of 93 service organizations spread over 62 cities in 27 countries. Countertrade service organizations are located primarily in the US (34 per cent) and UK (14 per cent) but serve all regions of the world.…”

Section: Characteristics Of Third Partiesmentioning

confidence: 99%

“…They offer a variety of services -trading, financing, negotiating, consulting and market research and can negotiate different types of countertrade arrangements. Major product categories handled include industrial goods (47 per cent), agricultural International Marketing Review 9,4 52 commodities, chemical products, consumer goods, services and aerospace and defence products (Palia, 1990).…”

Section: Characteristics Of Third Partiesmentioning

confidence: 99%

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An Application of Bagozzi′s Exchange Model to Integrate of Countertrade Research

Okoroafo¹

1992

International Marketing Review

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation.

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Section: Characteristics Of Social Actorsmentioning

confidence: 84%

Section: Characteristics Of Third Partiesmentioning

confidence: 99%

Section: Characteristics Of Third Partiesmentioning

confidence: 99%

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An Application of Bagozzi′s Exchange Model to Integrate of Countertrade Research

Okoroafo¹

1992

International Marketing Review

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“…Weigand (1980) suggests that Westerners usually enter into such arrangements reluctantly only after they are convinced traditional approaches are unworkable. However, with experience comes expertise; a "global countertrade service industry" (Palia, 1990) has arisen to carry the risks of CT, and many firms now operate specialist CT units. But why do they use CT rather than orthodox trading channels?…”

Section: Explanations For International Countertradementioning

confidence: 99%

Countertrade in international and domestic markets

Neale

Sercu

1993

The International Trade Journal

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The motivation to countertrade (CT) can be attributed to many factors including circumventing credit and foreign exchange problems, surmounting barriers to otherwise closed markets, hiding price cuts, or simply the need by exporters to remain competitive. However, C T arrangements essentially constitute packages of buying, selling, and financing contracts. Hence, to explain C T requires explanation of why package deals are preferred to a set of component contracts. Examination of domestic C T with "international ramifications" stripped out suggests the inherent rationales are wishes to hide price cuts and to overcome cash shortages, motivations that are consistent with data collected from U.K. and Canadian firms, which also stress problems of contracting complexity and offinding uses for the countertraded goods.

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“…But when has exporting been anything other than risky? Moreover, much or all of the CT risk has been alleviated with the development of a global countertrade service infrastructure (Palia 1990). There is now a plethora of service firms offering specialist banking, brokerage, legal, insurance and marketing capabilities to the proactive countertrader (Carter and Gagne 1988).…”

Section: Explanations For Countertradementioning

confidence: 99%

Motives for and the management of countertrade in domestic markets

Neale

Shipley

Sercu³

1992

Journal of Marketing Management

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The emergence and persistence of modern countertrade (CT) is attributed to many factors including circumventing credit and foreign exchange problems, surmounting barriers to otherwise closed markets, hiding price cuts or simply exporters' need to remain competitive. Because CT arrangements comprise bundles of buying, selling and financing contracts, explaining why firms conduct CT requires explanation of why a package deal is preferred to a set of component contracts. Examination of domestic CT stripped of "international ramifications" reveals the inherent rationale for CT as a desire to hide price discounts and to overcome cash shortages. Questionnaire data obtained from UK and Canadian firms broadly support this. If CT is worth undertaking, it requires effective management. The paper concludes by discussing the implications of CT for marketing strategy and planning.

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Worldwide network of countertrade services

Cited by 21 publications

References 5 publications

An Application of Bagozzi′s Exchange Model to Integrate of Countertrade Research

An Application of Bagozzi′s Exchange Model to Integrate of Countertrade Research

Countertrade in international and domestic markets

Motives for and the management of countertrade in domestic markets

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