Customer Driven Marketing in the Transportation/Logistics Industry

1998 ◽  
Vol 9 (2) ◽  
pp. 99-105 ◽  
Author(s):  
Robert P. Neuschel ◽  
Dawn M. Russell
Keyword(s):  
Decision Making ◽  
Service Providers ◽  
Logistics Industry ◽  
Logistics Service ◽  
Logistics Service Providers ◽  
The Future ◽  
Transportation Logistics ◽  
Marketing Approach

Since deregulation of the airlines in 1978, and rail and truck in 1980, the transportation/logistics Industry has undergone significant changes. The trend has been one of improved efficiency and extreme price and cost pressures, requiring more of a customer driven marketing approach on the part of transportation/logistics service providers. This article identifies some of the more significant changes that have affected the industry and offers considerations for decision making to those who are tasked with making critical marketing decisions. Finally, a vision of the future of the transportation/logistics industry is presented.

Competitiveness Improvement of Indonesian Logistics Service Providers a Conceptual Model and Future Research Framework

2015 ◽  
Vol 21 (4) ◽  
pp. 1049-1052
Author(s):  
Darjat Sudrajat
Keyword(s):  
Conceptual Model ◽  
Customer Value ◽  
Service Providers ◽  
Future Research ◽  
Logistics Service ◽  
Financial Strength ◽  
Logistics Service Providers ◽  
The Future ◽  
Innovative Capabilities ◽  
And Performance

Competitiveness has been a serious problem for Indonesia logistics service providers (LSP) particularly in the context of ASEAN Economic Community in 2015. Conceptually, some previous researches showed that the competitiveness could be improved through innovative capabilities and performance improvement. Nevertheless, these researches related only two of the three variables, namely between innovative capabilities and performance, innovative capabilities and competitiveness, and performance and competitiveness. These researches did not explain that the performance can be a mediator (intervening) variable for relationship between innovative capabilities and competitiveness (relationships of three variables). Based on the gap, this research aimed to develop the conceptual model, hypothesis and its dimensions for the future research. By using explanatory research design, a conceptual model of competitiveness improvement, hypothesis, and its dimensions were developed to be verified in the future research. The dimensions of the three variables included financial strength, customer value, technology/skills, shareholder value (competitiveness); profitability and growth (performance); sensing capability, combination capability, and relational capability (innovative capabilities).

scholarly journals Segmentasi Pasar Penyedia Jasa Logistik (Third Party Logistics) di Indonesia

2010 ◽  
Vol 1 (2) ◽  
pp. 332
Author(s):  
Darjat Sudrajat
Keyword(s):  
Market Segmentation ◽  
Service Providers ◽  
Marketing Strategies ◽  
Third Party ◽  
Third Party Logistics ◽  
Logistics Industry ◽  
Logistics Service ◽  
Logistics Service Providers ◽  
Food And Beverage ◽  
Logistic Service

Market segmentation is fundamental in marketing strategy and the first step of market-based strategy preparation, to strengthen its marketing efficiency, and creating opportunities for sales growth and profits. This also applies to market segmentation logistics service providers (TPL - Third Party Logistics), the market is highly developed in the last decade, so that the logistics service providers has to develop marketing strategies properly. The purpose of this research is to gain a better understanding of different industries that exist today and map the needs of the logistics services of TPL customers. Based on exploration research conducted, it can be found in conformities relating to the logistics industry from several companies, ie appropriateness to the complexity of logistics activities of some companies and degree of investment of TPL services company in conducting the activity. Logistics service provider market segmentation can be based on variable complexity of logistics activities, whether it is high, medium or low and variable degrees of investment in the company whether minor, major, or integrated/total. Companies in different industries can have the same logistic service requirements and companies in the same industry can have different logistic service requirements. Client companies for logistics service providers which product handling are classified as semi-complex is the most attractive customer segments for being penetrated. The industries are classified into this segment is automotive, food and beverage, animal food, ceramic, and plantation. 

scholarly journals Logistics service providers' energy efficiency initiatives for environmental sustainability

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jessica Wehner ◽  
Naghmeh Taghavi Nejad Deilami ◽  
Ceren Altuntas Vural ◽  
Árni Halldórsson
Keyword(s):  
Energy Efficiency ◽  
Sustainable Development ◽  
Environmental Sustainability ◽  
Service Providers ◽  
Maturity Model ◽  
Logistics Industry ◽  
Content Type ◽  
Logistics Service ◽  
Customer Interface ◽  
Logistics Service Providers

PurposeThis paper discusses logistics service providers' (LSPs’) energy efficiency initiatives for sustainable development, both from an evolutionary perspective and based on a framework consisting of actions, processes (i.e. at the operations interface) and services (i.e. at the customer interface).Design/methodology/approachFollowing a qualitative research design, semi-structured interviews were conducted with sustainability managers at LSPs and the data were analysed via inductive coding. Based on the results and the literature, the authors developed a maturity model for LSPs' transitions to environmental sustainability.FindingsLSPs' sustainable development occurs via operational processes, services at the customer interface, and actions that support those processes and services. Energy efficiency efforts are characterised by process depth that helps LSPs to align with their customers' energy efficiency improvement processes. While services related to energy efficiency connect LSPs and their customers, actions in support vary depending on the logistics activities in which LSPs participate.Research limitations/implicationsFurther research is needed to test and verify the maturity model and to clarify the interdependency of its three dimensions.Practical implicationsBy categorising energy efficiency initiatives and proposing a maturity model for LSPs' sustainable development via energy efficiency, the authors have developed a tool for logistics actors to assess their progress towards improved sustainability.Originality/valueThe paper contributes to the literature by providing a three-pillar framework to understand the sustainability transitions of LSPs through energy efficiency. Developing a maturity model using this framework also contributes to the literature with an approach to assess sustainability advancement in the logistics industry.

scholarly journals The entrenchment strategy of logistics service providers: Towards a sequential cooperation-competition process?

2007 ◽  
Vol 1 (1) ◽  
Author(s):  
Gilles Paché ◽  
Pablo Medina
Keyword(s):  
Service Providers ◽  
Competition Model ◽  
Logistics Industry ◽  
Logistics Service ◽  
Cooperative Strategies ◽  
Logistics Service Providers ◽  
Competition Process ◽  
Modes Of Interaction

The logistics industry has been attracting the attention of researchers in management for several years. Their focus is increasingly on interorganisational relationships between logistics service providers and their customers, examining the modes of interaction occurring between them. An abundant literature emphasises the importance of cooperative strategies in the logistics industry, hinting that this is a dominant requirement, destined for inevitable development. This article presents a more qualified position and proposes that cooperative strategies are most likely a transition step between arm’s-length competition periods, and resorts to the entrenchment theory, imported from organisational finance, to propose a sequential cooperation-competition model.

scholarly journals The Mediating Role of Transportation Practices during the COVID-19 Crisis in Thailand

2021 ◽  
Vol 15 (1) ◽  
pp. 170-181
Author(s):  
Wissawa Aunyawong ◽  
Preecha Wararatchai ◽  
Mohd R. Shaharudin ◽  
Anchalee Hirunpat ◽  
Sittiporn Rodpangwan
Keyword(s):  
Supply Chain ◽  
Structural Equation ◽  
Service Providers ◽  
Driving Forces ◽  
Supply Chain Performance ◽  
Mixed Method Research ◽  
Mediation Effects ◽  
Logistics Industry ◽  
Logistics Service ◽  
Logistics Service Providers

Objective: This study aimed to investigate the influence of organisational driving forces on transportation practices during the COVID-19 crisis and the effect on the sustainability supply chain performance of Thailand’s logistics service providers. Methods: The study used the explanatory-sequential mixed-method research design technique. The sample included 250 logistics service providers in Thailand. Purposive sampling was used to select the sample. A focus group discussion was conducted with three logistics experts and seven logistics service provider’s top executives, totalling ten key informants. The data gathered was analysed using structural equation modelling to perform a confirmatory factor analysis and path analysis. Results: The results found that organisational driving forces and transportation practices during the COVID-19 crisis have typically affected sustainability supply chain performance. In addition, the mediation effects of transportation practices during the COVID-19 crisis have unveiled partial mediation in the presence of a direct effect. The qualitative study was found to be consistent with the quantitative method findings from the logistics industry-specific contexts. Conclusion: Overall, the results provide support for the contention of the contingency theory. Thailand logistics service providers can use the results to plan the supply chain management works, outline the strategy of the organisation, and develop the business to be more competitive.

scholarly journals Factors Affecting Growth of Logistics Outsourcing: A Perspective of Third-party Logistics Providers in Pakistan

2019 ◽  
Vol 13 (1) ◽  
pp. 143-160
Author(s):  
Mohammad Shaiq ◽  
Masood Hassan
Keyword(s):  
Statistical Analysis ◽  
Service Providers ◽  
Business Environment ◽  
Primary Objective ◽  
Third Party ◽  
Logistics Industry ◽  
Demand And Supply ◽  
Logistics Outsourcing ◽  
Logistics Service ◽  
Logistics Service Providers

Logistics outsourcing markets are globally expanding at a breakneck pace. Like other industries, the demand and supply forces of the logistics service industry are also affected by external determinants. The primary objective of this research is to evaluate the behavior patterns of Logistics Outsourcing Market (LOM) in Pakistan in contrast to global demand and supply patterns of the logistics industry and find out the major factors, drivers and obstacles which impact the growth of logistics outsourcing in Pakistan. For statistical analysis, this study solely relied upon the perspective of logistics service providers. A sample of 180 logistics service providers was surveyed to gather information through a semi-structured questionnaire. Results confirmed that the behavior of the logistics outsourcing market in Pakistan is tilted towards local business needs and customer demands. Statistical analysis also proved that, as far as the growth of logistics market is concerned, the internal industry factors along with national business environment have more impact on the growth of logistics outsourcing than global drivers and challenges.

scholarly journals Collaborative relationships between logistics service providers and humanitarian organizations during disaster relief operations

2016 ◽  
Vol 6 (2) ◽  
pp. 118-144 ◽  
Author(s):  
Jennifer Bealt ◽  
Jair Camilo Fernández Barrera ◽  
S. Afshin Mansouri
Keyword(s):  
Decision Making ◽  
Service Providers ◽  
Disaster Relief ◽  
Collaborative Partnerships ◽  
Content Type ◽  
Logistics Service ◽  
Humanitarian Organizations ◽  
Disaster Relief Operations ◽  
Logistics Service Providers ◽  
Relief Operations

Purpose – The purpose of this paper is to explore barriers and benefits of establishing relationships between humanitarian organizations (HOs) and logistics service providers (LSPs) in order to improve humanitarian disaster relief operations (DROs). The perceptions of a variety of actors are explored to determine key factors which influence collaboration. Design/methodology/approach – This study comprises of qualitative and quantitative methodological approaches. A comprehensive literature review was undertaken alongside an online survey with a variety of respondents. Descriptive statistics, data visualization and qualitative data analysis were implemented to analyse survey results. A follow-up survey and interviews with LSPs validated the results. Findings – The research presents the opinions of a variety of actors involved in DROs and reveals barriers which affect HO/LSP collaboration. Explanations for these barriers and possible solutions to mitigate them are disclosed. The findings also uncover gaps between research and practice; providing new insights into behaviour in the humanitarian field. Practical implications – The authors provide an in-depth understanding of the barriers and challenges faced in this field and suggest a reevaluation of corporate decision making in order to increase trust between LSPs and HOs. The authors identify future research topics including the impact of donors and military organizations on HO decision making, and analysis of variables which may affect the formation of collaborative partnerships. Originality/value – The authors introduce a unique empirical insight into the perspectives of HOs, LSPs and academics and offers suggestions for mitigating the numerous barriers associated with successful collaborative partnerships between HOs and LSPs.

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