Countertrade: Reactive or proactive?

Shipley, David; Neale, Bill

doi:10.1016/0148-2963(88)90065-3

Cited by 10 publications

(9 citation statements)

References 9 publications

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“…While some writers (e.g., Shipley & Neale, 1988;Mender-Kokkanen, 1989) advocate a proactive approach to CT, urging Western exporters to actively seek out and exploit profitable CT opportunities, the impression remains that CT is treated as a "second-best" alternative. Weigand (1980) suggests that Westerners usually enter into such arrangements reluctantly only after they are convinced traditional approaches are unworkable.…”

Section: Explanations For International Countertradementioning

confidence: 97%

“…The U.S. barter exchanges do not seem to have been systematically researched. However, comparative international data on countertrading activity was collected by Shipley and Neale (1988) in the U.K. and by Neale, Shipley, and Dodds (1991) in Canada. These studies also obtained data from domestic countertraders in order to compare their attitudes with those of overseas countertraders.…”

Section: Data Sourcesmentioning

confidence: 99%

“…First, there have been efforts to explore the structure of countertrade transactions and their advantages as forms of export marketing channels (e.g., Khoury, 1984;Verzariu, 1985;Zurawicki, 1988;Hennart, 1990 & Neale, 1988;Rabino & Shah, 1989). Third, attempts have been made to examine C T as an economic phenomenon rather than a marketing device (e.g., Parsons, 1985;Mirus & Yeung, 1986.…”

Section: Introductionmentioning

confidence: 99%

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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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Section: Explanations For International Countertradementioning

confidence: 97%

Section: Data Sourcesmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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Countertrade in international and domestic markets

Neale

Sercu

1993

The International Trade Journal

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“…The authors observed that most of the anticipated problems associated with countertrade could be lessened by using brokerage facilities. Shipley and Neale (1988) explored the traditional view of countertrade as a second-best alternative. Survey findings showed that the problems associated with countertrade included costly negotiations and lack of in-house use for countertraded goods.…”

Section: Empirical and Attitudinal Studiesmentioning

confidence: 99%

A Survey of Countertrade Practices with Eastern Europe

Kindra¹,

Stapenhurst²,

Strizzi³

1993

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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“…Revue canadienne des sciences de I'administration Canadian Journal of Administrative Sciences 14(4), 417-423 Shipley and Neale (1988).…”

Section: Main Findingsmentioning

confidence: 99%

A Survey of Canadian Countertrade Practices with Asia‐Pacific Countries

Strizzi

Kindra

1997

Can J Adm Sci

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This study explores the attitudes of Canadian executives toward countertrade with Asia‐Pacific countries. This issue is important because many emerging markets in the region that are facing domestic and international pressures to keep country risk ratios satisfactory are expected to seek non‐debt‐creating trade and financing options like countertrade. Results indicate that while Canadian executives do recognize and appreciate customers' array of motives for countertrade requests, they clearly disregard the competitive advantage of adopting a more proactive and responsive stance. This observed lack of interest in countertrade strategy warrants concern. Countertrade, it will be argued, should represent an important component of Canada's Asia‐Pacific market entry strategy if it is to make significant market share gains. Résumé La présente étude analyse les attitudes des dirigeants canadiens à l'égard du commerce de contrepartie dans les pays de l'Asie et du Pacifique. Plusieurs marchés émergents de la région, pour faire suite aux pressions intérieures et Internationales, se doivent de conserver des ratios de risque satisfaisants. Ces marchés doivent chercher à obtenir des échanges qui ne créeront pas d'en‐dettement et qui comportent des choix de financement comme le commerce de contrepartie. Les résultats indiquent que les dirigeants canadiens reconnaissent et apprécient les motifs valables des clients en demandant un commerce de contrepartie, mais qu'ils oublient de s'y engager et de réagir activement à l'aspect compétitif du marché. Le manque d'intérět pour la stratégic du commerce de contrepartie que nous avons observé, démontre qu'il y a lieu de s'inquiéter. Le commerce de contrepartie devrait représenter une composante importante de la stratégie du Canada dans sa percée sur les marchés de l'Asie et du Pacifique. Cette composante est nécessaire pour acquérir rapidement de nouvelles parts du marché.

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Countertrade: Reactive or proactive?

Cited by 10 publications

References 9 publications

Countertrade in international and domestic markets

Countertrade in international and domestic markets

A Survey of Countertrade Practices with Eastern Europe

A Survey of Canadian Countertrade Practices with Asia‐Pacific Countries

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