The Management of Countertrade: Factors Influencing Success

Donald J Lecraw
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Donald J Lecraw: University of Western Ontario and Institute Pengembangan Manajemen Indonesia(IPMI)

Journal of International Business Studies, 1989, vol. 20, issue 1, 59 pages

Abstract: Countertrade success was found to be higher for large firms that were experienced in exporting and in countertrade operations, could accommodate countertrade takebacks and valued vertical integration, exposed high value, high visibility, complex products, had a low reputation for quality and had excess capacity. Success was also higher if the importer valued quality, had low technical proficiency, was inexperienced in exporting, faced barriers in export markets, had a high cost of forward contracts, foreign exchange constraints, and faced a disequilibrium exchange rate.© 1989 JIBS. Journal of International Business Studies (1989) 20, 41–59

Date: 1989
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