Year of Award
Master of Business Administration (MBA)
College of Business & Professional Studies
US, trade, barter, defense, technology, agriculture, countertrade
This paper presents a background for countertrade in general and offset in detail, relative to direct foreign defense product sales. Both types of offset, direct and indirect, as well as their impact on the primary defense product sale are thoroughly discussed. Four functional management areas of a typical defense firm are addressed relative to offset requirements, and their impacts. An approach to offset through strategic planning, at the defense group and corporate level, is also presented. As each of these topics are covered in their individual chapters, the reader is exposed to an even more increasingly complicated network of interrelationships caused by offset requirements on direct foreign defense product sales. Solutions to, and effective management of, offset may well be just as intricately woven as the impact of P offset itself. Chapter 8 provides a summary, while ‘ Chapter 9 presents the author's conclusion.
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Young, Gregory Stuart, "Identification of Management Challenges/Opportunities Created by Offset Requirements to U.S. Based Firms for Direct Foreign Sales of Defense Products" (1990). All Theses, Dissertations, and Capstone Projects. 426.
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