Marketing Motives in International Countertrade: An Empirical Examination

Dorothy A. Paun; Aviv Shoham

doi:10.1177/1069031x9600400304

Marketing Motives in International Countertrade: An Empirical Examination

Dorothy A. Paun, Aviv Shoham

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

Abstract

International countertrade is an unconventional marketing strategy used widely to promote global business transactions. A mail survey involving 108 countertrade practitioners from 23 countries suggests that marketing motives influence the importance of countertrade, frequency of countertrade use, firm-specific longitudinal change in countertrade sales volume, and orientation towards international countertrade.

Original language	English
Pages (from-to)	29-47
Number of pages	19
Journal	Journal of International Marketing
Volume	4
Issue number	3
DOIs	https://doi.org/10.1177/1069031x9600400304
State	Published - 1996
Externally published	Yes

ASJC Scopus subject areas

Business and International Management
Marketing

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title = "Marketing Motives in International Countertrade: An Empirical Examination",

abstract = "International countertrade is an unconventional marketing strategy used widely to promote global business transactions. A mail survey involving 108 countertrade practitioners from 23 countries suggests that marketing motives influence the importance of countertrade, frequency of countertrade use, firm-specific longitudinal change in countertrade sales volume, and orientation towards international countertrade.",

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year = "1996",

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AB - International countertrade is an unconventional marketing strategy used widely to promote global business transactions. A mail survey involving 108 countertrade practitioners from 23 countries suggests that marketing motives influence the importance of countertrade, frequency of countertrade use, firm-specific longitudinal change in countertrade sales volume, and orientation towards international countertrade.

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DO - 10.1177/1069031x9600400304

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Marketing Motives in International Countertrade: An Empirical Examination

Abstract

ASJC Scopus subject areas

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