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Case Publications
Rockwell International Limited (Brazil)
P.M. Hall, J.A. Murray
published: 2006 | Case Study | International Business
Subject Area: International Business; Economics; Business Policy/Strategic Management
Key Issues: Countertrade agency; Country assessment; Marketing
Case Description: The incident focuses on countertrade as a non-conventional payment strategy. ROCKWELL was successful in negotiating an excellent agreement with Zimbabwe ("Case A") with the assistance of an international trading company. Flushed with this win, they undertake to duplicate it in Brazil, only to find that everything is not transferable.
# Case Pages: 6
Case Number: 070014-A
Teaching Note: No
revised May 23/06
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