Dealing with East European Importing Organisations: A Survey of UK Exporters' Experience

Draws on previous contributions about eastern Europe which examined both the preliminary investigation of market opportunities through desk research, and one of the most advanced forms of trading practice with the Comecon countries — industrial co-operation agreements. Posits that this study complements earlier works with regard to East-West business relations and east European importing organizations. Examines eastern European countries and their practices in depth and uses survey results to expand on this, and thirty-six companies' responses to a questionnaire in late 1980 were used. Discusses principal findings and marketing implications along with suggestions for discovering relevant importing organizations. Suggests that the research findings will be useful to exporters and assist their efforts in selling in an extremely difficult market. Concludes with an example of the questionnaire used.