International Journal of Purchasing and Materials Management

International Countertrade: Has Purchasing's Role Really Changed? Members Only Content

Countertrade is an important marketing tool that has enabled companies to overcome trade barriers, obstacles of inconvertible currencies and borrowing constraints, and to enter otherwise saturated markets. Purchasing traditionally has played an after-the-fact role in countertrade transactions, most often being brought in after the deal has been consummated, when the details of valuation and disposal of reciprocal goods must be worked out. Countertrade has often led to problems with the disposal of goods taken as payment, a concern for purchasing, since one of purchasing's traditional functions is to find uses for reciprocal purchase obligations.

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