A holistic approach to countertrade

Article Abstract:

Countertrade is a global phenomenon that involves interaction between parties in different countries and is driven by reciprocity. The anecdotal literature and the limited descriptive and empirical research to date into countertrade largely ignore these interactions and mostly reflect the perspective of a single country. Such an approach is inadequate for understanding countertrade on a holistic basis. Furthermore, it does not provide a sufficient basis on which management can make decisions as to whether countertrade is likely to be a profitable form of international activity and, if so, which type of countertrade should be undertaken, with which countries, and which products should be involved. To arrive at a more adequate understanding, countertrade transactions reported on a world wide basis over three successive 3-year periods - 1987 to 1990, 1990 to 1993, and 1993 to 1996, were content analyzed in terms of size, countertrade type, product, and region involved. The interrelationships were further explored within the two variables where interaction is involved (i.e., products and regions). This analysis of interrelationships highlighted a number of over-all global trends in countertrade and changes that took place between the three periods. Using the examples of Australia, Japan, Malaysia, and the current and former Centrally Planned Economies, it is demonstrated that in many cases, the single-country perspective on countertrade will differ from the global norm; therefore, previous research from the perspective of single or several countries is an inadequate basis for generalizations about countertrade. A knowledge of the broad countertrade patterns that characterize the countertrade of a potential partner as well as recent global trends in countertrade will serve as a better basis for a proactive approach by management toward countertrade and its use as a vehicle for increasing firm's internationalization. (Reprinted by permission of the publisher.)

Analysis, International trade

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Brand-naming industrial products

Article Abstract:

Previous studies of branding either focused exclusively on consumer products or understated the incidence and importance of branding industrial products. This study indicates that branding provides powerful benefits for, and is practiced extensively by, industrial companies. This article attempts to reduce the gaps identified by presenting relevant findings drawn from samples of large and small manufacturers of industrial products. Specifically it develops and tests ten propositions concerning the perceived importance of brand names, the incidence of brand-name usage, brand-name strategies, brand naming processes, and managerial resource commitment to brand naming. Findings from large and small firms are compared and managerial implications are discussed. (Reprinted by permission of the publisher.)

Research, Names, Brand name products, Brand names, Consumer goods, Business names

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Industrial barter and countertrade

Article Abstract:

This study presents and discusses findings from a survey of countertraders among large British companies. Its three objectives are to add some empirical insight to the hitherto mainly descriptive countertrade literature, to demonstrate that countertrade is practiced in domestic as well as international trade, and to offer some guidance to help practitioners gain satisfactory outcomes from their countertrade involvement. (Reprinted by permission of the publisher.)

United Kingdom, International aspects, Economic policy, Surveys, Corporations, Commerce, Barter, Corporations, British

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