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Success Factors in Offset Deals: A Case Study Based Examination

Author

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  • Heinz Kirchwehm

    (Faculty of Business Administration Turiba University 68 Graudu Street, Riga, LV-1058 , Germany)

Abstract

The requests for offset obligations occurs primarily in the area of arms imports and covers the full range of industrial and commercial benefits that companies provide to foreign governments as inducements or conditions for the purchase of military goods and services. Increasingly, all major contracts ask for offset obligations. They are now key differentiators in major contracts and it is a fast growing market. For the suppliers, offsets are a key differentiator in earning new business and therefore should be accepted that much accurateness is put on the successful execution of the offset projects. Nevertheless, it comes to problems during the project phase and sometimes we’ve the situation that a offset project failed. The aim of this paper is to exam which success- giving factors are exists in the offset related interaction between buyer, seller and participating industry. The data for this investigation were obtained from secondary sources which were mainly accessible via internet. After data collection, an analysis was performed which was based on the context of this paper and also in connection with the chosen case study: Saudi Arabia. As a result of this analysis can be derived several success factors, which could be also seen as the foundation for an optimized execution of offset obligations. The paper concludes with a reflection of the investigation approach and as well with a classification of the subject offset. Furthermore the results of the analyzes are summarized and an outlook for further researches is given.

Suggested Citation

  • Heinz Kirchwehm, 2014. "Success Factors in Offset Deals: A Case Study Based Examination," International Journal of Business Research and Management (IJBRM), Computer Science Journals (CSC Journals), vol. 5(2), pages 28-40, April.
    • Handle: RePEc:aml:intbrm:v:5:y:2014:i:2:p:28-40
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    References listed on IDEAS

    as
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    More about this item

    Keywords

    Offset; Success Factors; Case Study; Saudi Arabian Offset Projects.;
    All these keywords.

    JEL classification:

    • M0 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - General

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