EXPLORING THE POTENTIAL IMPACT OF RELATIONSHIP CHARACTERISTICS AND CUSTOMER ATTRIBUTES ON THE OUTCOMES OF THIRD-PARTY LOGISTICS ARRANGEMENTS

Third-party logistics arrangements are evaluated from the perspective of relationship marketing, with an especially close look at whether the outcomes of third-party logistics arrangements are influenced more by characteristics of the relationships or by certain attributes of the customer. Use of third-party logistics (3PL) contracts has grown rapidly since 1990, with about 65 percent of the Fortune 500 companies using them. Up from 40 percent in the early 1990s. This is happening in the context of a need for an agreed-upon definition of 3PL for the research literature and a better understanding of how relationship marketing applies to such arrangements. 3PL is defined for this article as a relationship between a shipper and third party with some customized elements. The study shows that, among 388 users of 3PL, relationship characteristics are much more important than customer attributes in affecting outcomes. The single most important relationship element was communication with the provider. Additional research would be helpful to determine with greater refinement the value, if any, of customer attributes, and whether niche 3PL providers are more successful.

Language

  • English

Media Info

Subject/Index Terms

Filing Info

  • Accession Number: 00989376
  • Record Type: Publication
  • Source Agency: UC Berkeley Transportation Library
  • Files: BTRIS, TRIS
  • Created Date: May 3 2005 12:00AM