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Change In Countertrade Networks Over Time
Fletcher, R; Barrett, N; Wilkinson, I
In: Biemans, W G; Ghauri, P N. IMP Conference (10th): Meeting the Challenges of New Frontiers; 29 Sep 1994-01 Oct 1994; University of Groningen, Groningen, The Netherlands. IMP; 1994.
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Abstract
An earlier paper by the above authors (presented at IMP Bath, 1993), analysed three international countertrade transactions in which the principal author had been a participant, in order to study the networks of relationships between the parties involved. This analysis related to the stage at which the contracts were successfully negotiated. Some of the differences which emerged between countertrade relationships and more common interfirm relationships, related to the time involved in negotiation, the emphasis on reciprocity, the complexity of the transactions, the role of "forced marriages" and the more extensive influence of government.