SURVEY OF COUNTERTRADE PRACTICES IN AUSTRALIA

This empirical exploratory study is part of a larger comprehensive stu dy 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 countertraders and non -countertraders in Australia. Further the study reveals the major moti vating factors, the benefits derived difficulties faced and reasons fo r not countertrading by Australian firms. In addition, the study ident ifies the forms of countertrade used, the countries sewed, and the pro duct and service categories countertraded. The results are compared to earlier studies of UK and Canadian firms, and the implications for in ternational marketing managers are discussed. (C) Elsevier Science Inc ., 1997.