《I-Marketing》 南京大学mkt22.ppt

Copyright2001byHarcourt,Inc.Allrightsreserved.Requestsforpermissionstomakecopiesofanypartoftheworkshouldbemailedtothefollowingaddress:PermissionsDepartment,Harcourt,Inc.,6277SeaHarborDrive,Orlando,Florida32887-6777.,INTERNATIONALMARKETING6e,Countertrade,Chapter22,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-2,Countertrade,CountertradeAparalleltransactioninvolvingadirectlinkagebetweenimportedandexportedgoodsorservicesthatisthemostadvantageouswaytoexchangegoodsratherthantheuseofmoneyasanintermediary.,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-3,WhyCountertrade?,AdvantagesAvoidanceofdebtandexchangeratevolatilityCovertreductionofpricesCircumventionofpriceandexchangecontrolsIncreasingpopularityofbilateralismconceptAmethodofmarketentryStabilityforlong-termsalesImprovesqualityoftransaction,DisadvantagesDoesnotreducecommercialriskMaymaskdumpingactivitiesDoesnotallowformultilateralsettlementsTradeisrestrictedtotwoparties,eachwithspecificgoodstotradeIsnon-competitiveandcanerodethequalityandefficiencyofproduction,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-4,TypesofCountertrade,CounterpurchaseorparallelbartersimpleexchangeofgoodsreversereciprocitygrantsaccesstoresourcesBuybackorcompensationarrangementOnepartypurchasestheoutputofanotherpartythatisderivedfromtechnologyorequipmentsuppliedbythepurchasingparty.ClearingaccountarrangementsTradingpartiesmaintainrestrictedpurposedrawingaccountsforthedepositsoftheircountertradeactivities.,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-5,TypesofCountertradecontinued,OffsetsPurchasesbyagovernmentalbuyerarematched(offset)toinvestmentsbythesellerinnon-relatedindustriesinthebuyerscountry.Debtswapsdebt-for-debtswapdebt-for-equityswapdebt-for-purchaseswapdebt-for-natureswapdebt-for-educationswap,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-6,ClassificationoftheFormsofCountertrade,Doesthetransactioninvolvereciprocalcommitments(otherthancashpayments)?,Doesthetransactioninvolvetheuseofmoney?,Doesthetransactionextendoverlongperiodsandinvolveabasketofgoods?,Arethegoodstakenbackbytheexportertheresultantoutputoftheequipmentsold?,Isthereciprocalcommitmentlimitedtothepurchaseofgoods?,No,Yes,StraightSales(cashorcredit),Yes,Counterpurchase,buybackoroffset,Counterpurchaseandbuyback,Buyback,Counterpurchase,Yes,Yes,No,No,No,No,Yes,Bartertype,Simplebarter,ClearingArrangement,Arethirdpartiesinvolved?,Yes,No,SwitchTrading,ClearingArrangements,Doesthetransactioninvolvedebt?,Yes,No,Swaps,Offsets,Source:AdaptedfromJean-FranoisHennart,“SomeEmpiricalDimensionsofCountertrade,”JournalofInternationalBusinessStudies21(2)1990,245.,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-7,CountertradeUsage-ByTypes,Source:RichardFletcher,“AustralianCountertradeintheGlobalEconomy,”WorkingPaperSeries,January1996,UniversityofTechnology,Sydney,1996.,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-8,OfficialPositionsTowardCountertrade,OfficialU.S.PolicyismixedTheTreasuryDepartmentfindscountertradenoncompetitive.TheOfficeoftheU.S.TradeRepresentativefindscountertradethesecondbestoption.TheDefenseDepartmentmaintainsa“positiveneutrality”towardscountertrade.TheCommerceDepartmentismostsupportiveofallgovernmentagencies.TheInternalRevenueServicesconcernisvaluingcountertradetransactionsfortaxpurposes.,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-9,OfficialPositionsTowardCountertrade,OtherforeigngovernmentviewsMostcountriesareactivelyengagedincountertradewhiledisparagingitsuse.AttitudesofinternationalorganizationsCountertradeisuniformlycondemnedthoughrecognizedasanecessity.ThecorporatesituationMorepublicsupportforcountertrade.,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-10,TypesofCountertradeIntermediaries,TheemergenceofnewintermediariesAscountertradehasexpanded,specialistcompanieshavedevelopedtohandlecountertradetransactionsandgoods.Thein-housecountertradeunitExternalintermediariesspecializingincountertradeInternationalbanksCountertradeinformationserviceproviders,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-11,In-HouseCountertrade,AdvantagesLowercostsCustomercontactMorecontrolMoreflexibilityMorelearning,DisadvantagesLessexpertiseResellingproblemsRecruitment&trainingcostsLessobjectivityProblemscoordinatinginterfunctionalstaff,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-12,ThirdPartiesforCountertrade,AdvantagesExpertspecialistsCustomercontactsResellingcontactsLegalacumenMoreobjectivity,DisadvantagesMaybecostlyDistancedfromcustomerLessflexibilityLessconfidentialityLesslearning,Copyright2001byHarcourt,Inc.Allrightsreserved.,22-13,PreparingforCountertrade,Beforeengagingintrade,firmsshouldDeterminetheimportprioritiesforitsproductstothetargetcustomer(country).Identifycountertradearrangementsandregulationsinthet