The impact of general sales agents on the air cargo industry
Fulltext not available
MetadataShow full item record
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.
International Journal of Logistics Systems and Management
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.
Showing items related by title, author, creator and subject.
Mardaneh, Elham; Lin, Qun; Loxton, Ryan; Wilson, N. (2017)Woodside Energy Ltd (Woodside), Australia’s largest independent oil and gas company, operates multiple oil and gas facilities off the coast of Western Australia. These facilities require regular cargo shipments from supply ...
Urumsah, D.; Quaddus, Mohammed; Galbreath, Jeremy (2010)Today, the Internet story is almost all about the evolution from e-Commerce and e-Business into e-Services. Airline industry has a significant contribution in the development of information technology as well as the ...
Handley, B.; Shanka, Tekle; Rabbanee, Fazlul (2017)Purpose: The purpose of this paper is to explore Australasian students’ current perception towards a sales career. Design/methodology/approach: Data were collected through a self-administered survey from 431 students ...