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Exporters′ Credit Policy: An Anglo‐West German Comparative Study

Exporters′ Credit Policy: An Anglo‐West German Comparative Study Credit is usually regarded as a minor determinant of customer patronage although it may clinch deals when other components of the marketing mix appear equally attractive. The role and determinants of trade credit policy in general are examined before focusing on the credit decision in international trade. Data from a sample of UK and West German exporters indicate that, while the role of credit is subordinate to most other components of the marketing package, it does attract particularly high ratings from UK exporters. Generally, UK firms are more likely to pursue an active and differentiated credit policy, and international differences in credit policy are more pronounced than inter‐industry differences. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png European Journal of Marketing Emerald Publishing

Exporters′ Credit Policy: An Anglo‐West German Comparative Study

C.W. Neale; Ruth A. Schmidt
European Journal of Marketing , Volume 25 (5): 13 – May 1, 1991
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Publisher
Emerald Publishing
Copyright
Copyright © 1991 MCB UP Ltd. All rights reserved.
ISSN
0309-0566
DOI
10.1108/03090569110136592
Publisher site
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Abstract

Credit is usually regarded as a minor determinant of customer patronage although it may clinch deals when other components of the marketing mix appear equally attractive. The role and determinants of trade credit policy in general are examined before focusing on the credit decision in international trade. Data from a sample of UK and West German exporters indicate that, while the role of credit is subordinate to most other components of the marketing package, it does attract particularly high ratings from UK exporters. Generally, UK firms are more likely to pursue an active and differentiated credit policy, and international differences in credit policy are more pronounced than inter‐industry differences.

Journal

European Journal of Marketing – Emerald Publishing

Published: May 1, 1991

Keywords: Consumer credit; Export; Financial management; Marketing mix

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