Main factors in choice of delivery terms. A multiple case study of Japanese and Russian importers in seafood trade with Norway.

Abstract

Export–import relationships are very complex and are regulated by different legal instruments. Incoterms 2000 is one of the most important issues in the international seafood trade. Its use varies depending on business environments, countries and companies involved. The most common factors affecting the choice of delivery terms from Incoterms 2000 are volume/value of the consignment, control over delivery, common practice, legislation obstacles, etc. Countries participating in seafood trade have different practices in the use of terms of delivery that can be stipulated by various factors such as location of the country itself and its suppliers, economical and legal regulations, and others. Seafood importers in each country have a unique set of factors that are crucial for the choice of delivery terms. Accordingly, identifying these factors is important for understanding the relationships and the decision making processes in the exporter-importer dyads. Relationship quality may be also associated with the choice of Incoterms 2000, because it plays a significant role in decision making. This is especially important when the decisions concern risk distribution and risk transfer from the exporter to the importer in supply chains, in other words the choice of delivery terms. This paper deals with investigating the factors influencing the choice of terms of delivery in seafood export from Norway to Japan and Russia. Special attention is paid to the evaluation of the perceived relationship quality by the importers and the association of the relationship quality with its possible influence on the use of Incoterms 2000.