ABSTRACT

Drawing on three-dimensional (HS6 product-destination-year) data on delivery terms in exports from Turkey, this study comprehensively explores the determinants of INCOTERMS clauses in three dimensions: legal, financial, and strategic. We show that a larger share of foreign sales occurs on high seller risk responsibility delivery terms when the export destination has better regulations, easier customs clearance, and high financing costs. Our findings also suggest the influence of bargaining power and experience on delivery terms. That is, the share of exports transacted on high supplier responsibility terms decreases with the number of export destinations served but increases with the number of products shipped to a particular export market in the past.

摘要

本研究利用土耳其出口交货条款的三维（HS6 产品-目的地-年份）数据，从法律、财务和战略三个维度全面探讨了 INCOTERMS 条款的决定因素。我们表明，当出口目的地有更好的法规、更容易的清关和高融资成本时，更大比例的国外销售发生在高卖方风险责任交付条款上。我们的研究结果还表明了议价能力和经验对交付条款的影响。也就是说，以高供应商责任条款交易的出口份额随着服务出口目的地的数量而减少，但随着过去运往特定出口市场的产品数量而增加。