Moneyless business exchange: practitioners' attitudes to business-to-business barter in Australia

Article Abstract:

In recent years, domestic business-to-business barter has become institutionalized as an alternative marketing exchange system in Australia, and elsewhere. This article reports the findings of a survey of 164 members of Australia's largest trade exchange, Bartercard. There are few, if any, published empirical studies on this topic. This study is exploratory. Most firms surveyed are small firms in the services sectors. Although Bartercard has an extensive membership, trading withing the system is limited with most members trading less than once per week and with barter transactions contributing less than 5% of their annual gross sales. The main benefits of membership include new customers and increased sales and networking opportunities. The main limitations include the limited functionality of the trade dollar, limited trading opportunities, and practical trading difficulties. In selling, there appears to be no differential between the cash and trade prices, whereas trade "dollars" are discounted in purchasing. Participants acknowledge that business-to-business barter will remain and grow regardless of cyclical macroeconomic changes. (Reprinted by permission of the publisher.)

Australia, Barter

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Socializing behaviors in business-to-business selling: An exploratory study from the Republic of Ireland

Article Abstract:

The socializing behaviors play an important role in maintaining good business relations with clients in the corporate world. The strategies, potentials, benefits and drawbacks of socializing with clients in systematic manner that enhances the fruitful buyer relationship in business-to-business selling are discussed.

Ireland, Public affairs, Social aspects, Business networks (Social groups)

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Examining important relationship quality constructs of the focal sponsorship exchange

Article Abstract:

The nature and effects of commitment and trust on the focal sponsorship relationship are studied on two levels of economic and non-economic constructs. The results showed that trust had a positive impact in providing support on both the levels of economic and non-economic satisfaction.

Corporate sponsorship

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