A study of international modes of entry and orientation strategies used in countertrade transactions

Aviv Shoham; Dorothy A. Paun

doi:10.1300/J042v11n03_02

A study of international modes of entry and orientation strategies used in countertrade transactions

Aviv Shoham, Dorothy A. Paun

Research output: Contribution to journal › Article › peer-review

Abstract

The study's findings suggest several interesting relationships in international countertrade practices. It was found that the more numerous the modes of international entry or operation, the more successful the countertrading firm tends to be in receiving a premium price for products sold in countertrade. Additionally, firms that only respond to international countertrade offers appear to be using the greatest number of modes of entry or operation for global business activities.

Original language	English
Pages (from-to)	5-19
Number of pages	15
Journal	Journal of Global Marketing
Volume	11
Issue number	3
DOIs	https://doi.org/10.1300/J042v11n03_02
State	Published - 1997
Externally published	Yes

ASJC Scopus subject areas

Business and International Management
Marketing

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abstract = "The study's findings suggest several interesting relationships in international countertrade practices. It was found that the more numerous the modes of international entry or operation, the more successful the countertrading firm tends to be in receiving a premium price for products sold in countertrade. Additionally, firms that only respond to international countertrade offers appear to be using the greatest number of modes of entry or operation for global business activities.",

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A study of international modes of entry and orientation strategies used in countertrade transactions

Abstract

ASJC Scopus subject areas

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