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    The impact of general sales agents on the air cargo industry

    Access Status
    Fulltext not available
    Authors
    Hosie, Peter
    Lim, M.
    Chng, M.
    Date
    2012
    Type
    Journal Article
    
    Metadata
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    Citation
    Hosie, Peter and Lim, Ming K. and Chng, Marcus. 2012. The impact of general sales agents on the air cargo industry. International Journal of Logistics Systems and Management. 13 (3): pp. 393-416.
    Source Title
    International Journal of Logistics Systems and Management
    DOI
    10.1504/IJLSM.2012.049705
    ISSN
    1742-7967
    URI
    http://hdl.handle.net/20.500.11937/47263
    Collection
    • Curtin Research Publications
    Abstract

    General Sales Agent (GSA) is an airline’s outsourcing counterpart that markets and manages cargo services. An empirical investigation is undertaken to ascertain whether GSAs contribute economically to the air cargo industry using three ‘litmus test’ indicators: contribution to the airline’s sales and profitability by expanding operating networks; viability as a marketing option for emerging or struggling airlines to help cut operating costs to reduce prices; cost-effective GSAs were found to establish an airline’s market presence through wide network coverage and good local knowledge, leading to an expansion of airline’s operating networks and generating greater sales revenue.

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