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Purchasing's Views on Countertrade
Author(s) -
Forker Laura B.
Publication year - 1992
Publication title -
international journal of purchasing and materials management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.75
H-Index - 92
eISSN - 1745-493X
pISSN - 1055-6001
DOI - 10.1111/j.1745-493x.1992.tb00559.x
Subject(s) - purchasing , business , marketing , perception , commerce , psychology , neuroscience
Countertrade is a growing practice worldwide, yet one that many purchasing professionals are unfamiliar with. This article reports the results of a nationwide survey on purchasers' perceptions of countertrade. The survey was sponsored by NAPM's Center for Advanced Purchasing Studies. Results indicate that purchasers who have participated in countertrade have a more positive attitude toward the practice than those who have not. Participants' firms also tend to be larger and more deeply involved in international purchasing than nonparticipants' firms. Firm size, familiarity with international markets, and greater receptiveness to countertrade opportunities may be important factors in determining countertrade success.