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Wilfrid Laurier University School of Business & Economics
April 16, 2014
Canadian Excellence


Case Publications

Rockwell International Limited (Brazil)

P.M. Hall, J.A. Murray

published: 2006 | Case Study | Economics

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:

Teaching Note:    No

revised May 23/06

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