Survey of Countertrade Practices in Australia

This empirical exploratory study is part of a larger comprehensive study of countertrade practices in the Asia-Pacific region. A mail survey of 600 Australian international trading firms reveals that a positive attitude toward countertrade exists among both countertrades and non-countertraders in Australia. Further, the study reveals the major motivating factors, the benefits derived, difficulties faced, and reasons for not countertrading by Australian firms. In addition, the study identifies the forms of countertrade used, the countries served, and the product and service categories countertraded. The results are compared to earlier studies of UK and Canadian firms, and the implications for international marketing managers are discussed. © Elsevier Science Inc., 1997.