| Tekijä: | Neale, C. W. Schmidt, R. A. |
| Otsikko: | Exporters' credit policy: an Anglo-West German comparative policy. |
| Lehti: | European Journal of Marketing
1991 : VOL. 25:5, p. 7-19 |
| Asiasana: | CREDIT EXPORT MARKETING UNITED KINGDOM FEDERAL REPUBLIC OF GERMANY |
| Kieli: | eng |
| Tiivistelmä: | The role of credit decisions in international trade is discussed. To assess the importance of export credit policy and the degree of flexibility in its implementation, an empirical study was conducted aimed at UK and West German chemical and motor vehicle companies. Structural market relationships of respondents are presented. A marked difference between countries in the respondents' credit policy is found. Credit adjustments were seen as a more important marketing device by British exporters, while German firms more frequently changed customers interest for credit taken; more British than German firms were prepared to vary credit terms; Germans considered credit and discounts as substitutes. Explanations are offered. |
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