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International countertrade: has purchasing's role really changed?
Countertrade, the exchange of goods for goods to fully or partially offset the terms of a sales transaction, is a practice as old as humankind itself. Its most basic form, barter, preceded the payment for goods and services with money (or any other medium of exchange) and allowed trade to flourish in the early civilizations. In more recent years, countertrade has been a primary concern of marketing personnel in Western firms that have sought to expand sales into nontraditional markets where hard currency has been scarce and financial creditworthiness shaky.
Countertrade is an important marketing tool because it enables firms to overcome trade barriers, obstacles of ...
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- Magazine article from: International Journal of Purchasing and Materials Management Forker, Laura B. March 22, 1992 700+ words
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- Magazine article from: International Journal of Purchasing and Materials Management Forker, Laura B. September 22, 1996 700+ words
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