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Countertrade - An analysis of two business agreements from the sellers´ perspective
2002 (English)Independent thesis Advanced level (degree of Master (One Year))Student thesis
Abstract [en]

Countertrade is a phenomenon that origins from barter, which was used when money did not exist or when money was not available. Nowadays, there are many different kinds of countertrade. For example, the seller may be required to buy goods from the buyer. It is also quite common that the seller is obligated to invest or create economic growth in the buyer’s country. The purpose of this thesis has been to analyse countertrade business agreements from the seller’s perspective in order to find which actors have been involved as well as finding motives for countertrade. The purpose has further been to compare the business agreements with the aim of finding differences and similarities. We have selected two business agreements. First, the deal where India bought howitzers from Bofors and the deal where South Africa bought JAS 39 Gripen fighter jets from Saab. We used a qualitative method since we wanted to get a deeper understanding of the two occurrences. The qualitative method is suitable for such studies. We conducted interviews with people who were involved in the seller’s alliance in the two business agreements. The empirical findings from our interviews are followed by the frame of reference where we describe countertrade, motives for using countertrade, actors involved, and how culture can affect business agreements. In the analysis chapter we try to explain our empirical findings by using the frame of reference. We conclude the thesis with a summary of our findings. Finally, we discus about further studies that might be interesting and we also account for some aspects that might have influenced the credibility of the thesis.

Place, publisher, year, edition, pages
2002. , p. 54
Identifiers
URN: urn:nbn:se:kau:diva-52045Local ID: FEK D-40OAI: oai:DiVA.org:kau-52045DiVA, id: diva2:1100544
Subject / course
Business Administration
Available from: 2017-05-29 Created: 2017-05-29

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CiteExportLink to record
Permanent link

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Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf