Achieving an advantage with countertrade

Article Abstract:

This article discusses the various formats of countertrade, a modern outgrowth of ancient barter. It presents a taxonomy for classifying the ways countertrade is conducted; delineates the advantages to the trading partners depending on the respective levels of economic development in their home countries; and discusses the process of countertrade generally enough to embed each of the countertrade formats. This article also addresses issues of product bundling including quantity ranges within which a trade will be profitable to both sides assuming that comparative advantage is enjoyed by the trading partners in their respective product lines. Lastly, the article discusses some principles of setting a corporate countertrade policy. All of the above issues are clearly generic, however, the paper shows some specific examples to illustrate countertrade with the People's Republic of China. (Reprinted by permission of the publisher.)

China, International trade, Trading companies, Commerce

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Measuring industrial competitiveness

Article Abstract:

This paper discusses an industrial competitiveness model and describes an application of it in manufacturing industry. The model is not only instrumental in quantifying the overall competitiveness levels of manufacturing firms but also useful in identifying specific weaknesses and strengths of a given industrial firm. The paper also describes some areas of strategic decision making that may benefit from applying this approach. (Reprinted by permission of the publisher.)

Management, Manufacturing industry, Manufacturing industries, Competition (Economics), Marketing

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Seeking out profitable countertrade opportunities

Article Abstract:

This paper presents a proactive approach for use by large and small enterprises to seek out countertrade opportunities. The approach is based on an analysis of the demand and supply of countertraded goods, and on defining and using the Likelihood of Profitable Countertrade and the Market Synergy concepts. It directs the trader to those industries and specific enterprises that show the greatest countertrade benefit potential. (Reprinted by permission of the publisher.)

Research, Customer relations

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