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The Industrial Marketing Implications of Perceptual Differences between Shippers and Motor Carriers

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 February 1993

79

Abstract

Focusses on the identification of the significant differences in the assessment of the importance of 35 carrier selection variables by both carriers and shippers. The results indicate that significant perceptual differences do exist for those surveyed, and it is quite possible that such differences also exist in the general population. Industrial marketing managers involved in satisfying shipper needs must gain an appreciation of actual shipper needs in order to develop service mixes which will satisfy those needs more thoroughly.

Keywords

Citation

Premeaux, S.R., Abshire, R.D., Huston, C.R. and Premeaux, S. (1993), "The Industrial Marketing Implications of Perceptual Differences between Shippers and Motor Carriers", Journal of Business & Industrial Marketing, Vol. 8 No. 2, pp. 16-23. https://doi.org/10.1108/08858629310041384

Publisher

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MCB UP Ltd

Copyright © 1993, MCB UP Limited

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