MARKETING THE PROFESSIONAL SHIP MANAGEMENT SERVICE

This article aims to apply the relationship marketing concept in a professional ship management context. The dramatic growth in the ship management industry means that companies are increasingly seeking ways of ensuring competitiveness. Efforts have mainly concentrated on the improvement of the quality of service, market entry strategies, establishment in strategic locations, and promotion. Nevertheless, it is argued that in the professional service context of ship management, the aspect of building and maintaining client relationships is of utmost importance. The building of client relationships will require investments of an economic and social nature, training of personnel and the consideration of marketing as a strategic issue. Ship management companies that build long-term client relationships will ensure client retention, reduce transaction costs, and achieve differentiation, and competitiveness.

• Availability:
  • Find a library where document is available. Order URL: http://worldcat.org/oclc/2899960
• Corporate Authors:

  Taylor & Francis

  4 Park Square, Milton Park
  Abingdon,   United Kingdom  OX14 4RN
• Authors:
  • Panayides, P M
  • Gray, R
• Publication Date: 1997-7

Language

• English

Media Info

• Features: References; Tables;
• Pagination: p. 233-244
• Serial:
  • Maritime Policy & Management
  • Volume: 24
  • Issue Number: 3
  • Publisher: Taylor & Francis
  • ISSN: 0308-8839
  • EISSN: 1464-5254
  • Serial URL: http://www.tandfonline.com/loi/tmpm20

Subject/Index Terms

• TRT Terms: Clients; Competition; Economic development; International trade; Marketing; Ship management; Shipping
• Uncontrolled Terms: Business development; Relationships
• Old TRIS Terms: Shipping industries
• Subject Areas: Economics; Marine Transportation; Operations and Traffic Management;

Filing Info

• Accession Number: 00738404
• Record Type: Publication
• Files: TRIS
• Created Date: Jul 14 1997 12:00AM