Research Article
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Year 2020, Volume: 1 Issue: 1, 1 - 8, 25.06.2020

Abstract

References

  • Balci, G., & Cetin, I. B. (2020). Benefit segmentation of the container shipping market in Turkey. Maritime Policy & Management, 1-18. https://doi.org/10.1080/03088839.2020.1729436.
  • Balci, G., Cetin, I. B., & Tanyeri, M. (2018). Differentiation of container shipping services in Turkey. Transport Policy, 61, 26-35. https://doi.org/10.1016/j.tranpol.2017.10.004.
  • Bagozzi, R. P., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(1), 74–94.
  • Brooks, M. R. (1995). Understanding the ocean container market—a seven country study [1]. Journal of the History of Economic Thought, 22(1), 39–49. Collison, F. M. (1984). Market segments for marine liner service. Transportation Journal, 40–54.
  • Fanam, P. D., Nguyen, H.-O., & Cahoon, S. (2016). Selection of ocean container carriers: One countrys perspective. African Journal of Business Management, 10(23), 576–584.
  • Forina, M., Armanino, C., & Raggio, V. (2002). Clustering with dendrograms on interpretation variables. Analytica Chimica Acta, 454(1), 13-19.
  • Hair, J. F., Black, W. C., Babin, B. J., Anderson, R. E., & Tatham, R. L. (2013). Multivariate data analysis (Vol. 6). Book, Pearson Prentice Hall Upper Saddle River, NJ.
  • Ho, T.-C., Chiu, R.-H., Chung, C.-C., & Lee, H.-S. (2017). Key Influence Factors For Ocean Freight Forwarders Selecting Container Shipping Lines Using The Revised Dematel Approach. Journal of Marine Science and Technology, 25(3), 299–310.
  • Kannan, V., Bose, S. K., & Kannan, N. G. (2011). An evaluation of ocean container carrier selection criteria: an Indian shipper’s perspective. Management Research Review, 34(7), 754–772.
  • Malhotra, N. K., & Birks, D. F. (2007). Marketing Research: An Applied Approach Pearson Education (3rd ed.). London: Prentice Hall Financial Times.
  • Maloni, M. J., Gligor, D. M., & Lagoudis, I. N. 2016. Linking ocean container carrier capabilities to shipper–carrier relationships: a case study. Maritime Policy & Management, 43(8), 959-975.
  • UNCTAD, Review of Maritime Transport, United Nations Conference on Trade and Develepment, Geneva, 2019.
  • Sarstedt, M., & Mooi, E. (2014). A concise guide to market research: The Process, Data, and Methods Using IBM SPSS Statistics (2nd ed.). Heidelberg: Springer.
  • Sevgili, C., & Nas, S. (2017). Taşima İşleri Komisyoncularinin Gemi Acentelerini Tercih Ölçütleri: İzmir Limani Uygulamasi. Uluslararası Yönetim İktisat Ve İşletme Dergisi, 13(1), 155-165.
  • Smith, W. R. (1956). Product Differentiation and Market Segmentation as Alternative Marketing Strategies. Journal of Marketing, 21(1), 3–8.
  • Song, S. Y. (2011). A study on the factors of choosing the liner shipping companies using AHP method by international freight forwarder. International Commerce and Information Review, 13(2), 95-117.
  • Thai, V. V. (2008). Service quality in maritime transport: conceptual model and empirical evidence. Asia Pacific Journal of Marketing and Logistics, 20(4), 493–518.
  • Weinstein, A. (2004). Handbook of market segmentation: Strategic targeting for business and technology firms. Hawort Press, NY.
  • Wen, C.-H., & Lin, W.-W. (2016). Customer segmentation of freight forwarders and impacts on the competitive positioning of ocean carriers in the Taiwan–southern China trade lane. Maritime Policy & Management, 43(4), 420–435. Wong, P. C., Yan, H., & Bamford, C. (2008). Evaluation of factors for carrier selection in the China Pearl River delta. Maritime Policy & Management, 35(1), 27–52.
  • Woodruff, R. B. (1997). Customer value: The next source for competitive advantage. Journal of the Academy of Marketing Science, 25(2), 139–153. http://doi.org/10.1007/BF02894350.

Segmenting Freight Forwarders in Turkey

Year 2020, Volume: 1 Issue: 1, 1 - 8, 25.06.2020

Abstract

Container lines have been facing tough market conditions in recent years. Although the market has become more concentrated, the competition among container lines keeps its pace. In such a competitive and challenging environment, container lines need to better understand their customers’ needs and wants to achieve customer retention. Freight forwarders are major customers of container lines. However, most of the studies in container shipping literature focused on shippers when studying customer selection or segmentation in container shipping. Therefore, it is crucial to reveal container line selection criteria of freight forwarders. However, the expectations of customers are also heterogeneous and specific needs of different groups of customers must be identified for a more effective marketing offering. Accordingly, the purpose of this study was twofold. First, this paper aimed to investigate selection criteria of freight forwarders when choosing a container line. Second, the study aimed to classify freight forwarders based on their container line selection criteria. This paper conducted a survey study on freight forwarders in Turkey. Exploratory factor analysis and cluster analysis were carried out. According to the results, freight forwarders consider that cost and availability of shipment are the most important factors while the information technology factor is the lowest important one. The results of exploratory factor analysis revealed a total of 5 constructs that explain container line selection criteria of freight forwarders in Turkey. The cluster analysis, based on factor scores of each respondent, produced two clusters, which are Service-Focused segment and Cost-Focused Segment. Significant differences are found between the two segments.

References

  • Balci, G., & Cetin, I. B. (2020). Benefit segmentation of the container shipping market in Turkey. Maritime Policy & Management, 1-18. https://doi.org/10.1080/03088839.2020.1729436.
  • Balci, G., Cetin, I. B., & Tanyeri, M. (2018). Differentiation of container shipping services in Turkey. Transport Policy, 61, 26-35. https://doi.org/10.1016/j.tranpol.2017.10.004.
  • Bagozzi, R. P., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(1), 74–94.
  • Brooks, M. R. (1995). Understanding the ocean container market—a seven country study [1]. Journal of the History of Economic Thought, 22(1), 39–49. Collison, F. M. (1984). Market segments for marine liner service. Transportation Journal, 40–54.
  • Fanam, P. D., Nguyen, H.-O., & Cahoon, S. (2016). Selection of ocean container carriers: One countrys perspective. African Journal of Business Management, 10(23), 576–584.
  • Forina, M., Armanino, C., & Raggio, V. (2002). Clustering with dendrograms on interpretation variables. Analytica Chimica Acta, 454(1), 13-19.
  • Hair, J. F., Black, W. C., Babin, B. J., Anderson, R. E., & Tatham, R. L. (2013). Multivariate data analysis (Vol. 6). Book, Pearson Prentice Hall Upper Saddle River, NJ.
  • Ho, T.-C., Chiu, R.-H., Chung, C.-C., & Lee, H.-S. (2017). Key Influence Factors For Ocean Freight Forwarders Selecting Container Shipping Lines Using The Revised Dematel Approach. Journal of Marine Science and Technology, 25(3), 299–310.
  • Kannan, V., Bose, S. K., & Kannan, N. G. (2011). An evaluation of ocean container carrier selection criteria: an Indian shipper’s perspective. Management Research Review, 34(7), 754–772.
  • Malhotra, N. K., & Birks, D. F. (2007). Marketing Research: An Applied Approach Pearson Education (3rd ed.). London: Prentice Hall Financial Times.
  • Maloni, M. J., Gligor, D. M., & Lagoudis, I. N. 2016. Linking ocean container carrier capabilities to shipper–carrier relationships: a case study. Maritime Policy & Management, 43(8), 959-975.
  • UNCTAD, Review of Maritime Transport, United Nations Conference on Trade and Develepment, Geneva, 2019.
  • Sarstedt, M., & Mooi, E. (2014). A concise guide to market research: The Process, Data, and Methods Using IBM SPSS Statistics (2nd ed.). Heidelberg: Springer.
  • Sevgili, C., & Nas, S. (2017). Taşima İşleri Komisyoncularinin Gemi Acentelerini Tercih Ölçütleri: İzmir Limani Uygulamasi. Uluslararası Yönetim İktisat Ve İşletme Dergisi, 13(1), 155-165.
  • Smith, W. R. (1956). Product Differentiation and Market Segmentation as Alternative Marketing Strategies. Journal of Marketing, 21(1), 3–8.
  • Song, S. Y. (2011). A study on the factors of choosing the liner shipping companies using AHP method by international freight forwarder. International Commerce and Information Review, 13(2), 95-117.
  • Thai, V. V. (2008). Service quality in maritime transport: conceptual model and empirical evidence. Asia Pacific Journal of Marketing and Logistics, 20(4), 493–518.
  • Weinstein, A. (2004). Handbook of market segmentation: Strategic targeting for business and technology firms. Hawort Press, NY.
  • Wen, C.-H., & Lin, W.-W. (2016). Customer segmentation of freight forwarders and impacts on the competitive positioning of ocean carriers in the Taiwan–southern China trade lane. Maritime Policy & Management, 43(4), 420–435. Wong, P. C., Yan, H., & Bamford, C. (2008). Evaluation of factors for carrier selection in the China Pearl River delta. Maritime Policy & Management, 35(1), 27–52.
  • Woodruff, R. B. (1997). Customer value: The next source for competitive advantage. Journal of the Academy of Marketing Science, 25(2), 139–153. http://doi.org/10.1007/BF02894350.

Details

Primary Language English
Subjects Maritime Engineering (Other)
Journal Section Research Articles
Authors

Gökçay BALCI 0000-0002-1306-5781

Onur Hüseyin DOĞU

Publication Date June 25, 2020
Published in Issue Year 2020 Volume: 1 Issue: 1

Cite

APA BALCI, G., & DOĞU, O. H. (2020). Segmenting Freight Forwarders in Turkey. Journal of Maritime Transport and Logistics, 1(1), 1-8.