Uncertainty, the Lemon Problem, Asymmetric Information and Countertrade

Abstract A review of the International Trade literature suggests that uncertainty caused by the lack of perfect information and/or asymmetric information provides a motivation for countertrade (Hennart, 1990; Mirus & Yeung, 1986; Yavas & Vardiabasis, 1988). After presenting the most prevalent forms and examples of countertrade, this study shows how uncertainty can lead to some of the most common forms of countertrade; counterpurchase, buyback and offset. The paper compares and contrasts two strategies facing the management team of a profit-maximizing firm. The standard neoclassical mathematical model developed and presented shows that countertrade strategy may be superior to standard money-mediated trade strategy when there is uncertainty. Therefore, countertrade (particularly, buyback, counterpurchase and offset) may be a rational response to conditions that restrict standard trade. As such, countertrade can supplement standard money-mediated trade and contribute to the growth of international business.