The credit trap constraint on sales through industrial distribution channels

Article Abstract:

Trade credit promote industrial transactions. Companies that offer credit facilities to their customers not only provide benefits to the latter, but also gain opportunities for themselves to develop credit offerings that influence price competitiveness and/or differentiation. The distribution of the credit burden along industrial channels and its impact on channel performance are examined. It is found that the overall level of channel sales and, therefore, the profitability of both customers and suppliers depend on the generosity of credit terms. Analysis of data drawn from a sample of industrial distributors show that relatively ungenerous credit facilities may seriously undermine channel sales.

Marketing, Business-to-business market, Business to business market, Distribution channels, Industrial suppliers, Sales, Credit management

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Practices of treasury management in a small open trading economy: the Belgian case

Article Abstract:

There is little systematic information available on the current practices in the area of treasury management among companies outside the US. The purpose of this study is to investigate management practices in the areas of treasury management for companies located in a small open trading economy: Belgium. This article analyses and compares corporate responses in three important areas of treasury management, i.e. managing banking relations, domestic cash management, and foreign exchange management. The results presented in this article indicate that corporate practice in these areas could be much more sophisticated. (Reprinted by permission of the publisher.)

Belgium, Foreign exchange, Cash management, Corporations, Belgian

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Effects of countertrade-divergent perceptions between practitioners and non-participants

Article Abstract:

This article provides a theoretical discussion of countertrade benefits and problems. It then comments on data collected in a 1985 study of large British firms which demonstrate that actual countertraders have perceptions of the effects of this practice which differ markedly from the perceptions of companies that do not countertrade. Throughout, the findings on benefits and problems are compared as between international and domestic countertraders and non-countertraders. It is concluded that many more UK firms could benefit from participation in countertrade. (Reprinted by permission of the publisher.)

United Kingdom, Great Britain, Corporations, British, Countertrade

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