Barter: A Small Business Strategic Option In A Weak Economy

Authors

  • Matthew C. Sonfield Hofstra University

Abstract

This article probes the currently growing phenomenon of barter as a small business strategic tool. First, the concept of a barter exchange is explained, and the mechanics of small business membership in such exchanges are described. This is followed by a review of the literature, which indicates minimal academic analysis of this phenomenon. The research methodology of this study, involving a two-stage series of in-depth telephone interviews with owners, managers and small business members of barter exchanges, is then described. The research findings are then presented and are used to generate a set of specific guidelines for the small business owner/manager considering membership in a barter exchange. These guidelines answer the q1umions: "Will barter be applicable and beneficial for my company?"  "How should  I choose a barter exchange?"  "How can I fully benefit from barter exchange membership?"

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References

Applegale, J. (1990, Nov. 5). Businesses are trading up to a barter economy. Washington Post, p. 10.

Cohn, J. & Kaufman S. (1991, July). Where money is no object Nation' s Business, pp. 24-27. Healey, N.(1991, Spring). A beginner's guide to corporale barter. Illinois Business Review, pp. 13-15.

Kleiman, R. (1992, April). The modem-day swap. SmLJ I/ Business Reports, pp. 20-24. Nash, C. (1991, Sepl). Bartering for bargains. Black Enterprise, pp. 37-40.

Nordheimer, J. (1992, March 14). As economy goes bust, barter is booming. New York Times, Sec. MET, p. I.

Selz, M. (1990, Nov. 26). Small firms, short on cash, turn to barter. Wall Street Journal , Sec. A, p. 21.

Sievens, M.(1992, JanJFeb.). Stretch your company's cash. D&B Reports, pp. 62-63.

Sympson, R. (1992, Jan. 20). Paying with cash may be going out of style. Restaurant Business. p. 36.

Williams, T. (1992, April 5). Barter helps businesses stay afloat in bad times. New York Times, Sec. LI,p. I.

Published

1993-06-09

Issue

Section

Articles

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