Freight transportation carrier selection criteria. Identification of service dimensions for competitive positioning
Deregulation has seriously impacted the competitive climate of the transportation industry. Competition for customers has manifested itself in a recognition by transportation providers that they must understand the needs of different types of customers in order to create service attribute bundles tailored to specific customer segments. The research reported here is based on a study of a Midwest freight transportation market. A methodology for segmenting transportation markets on the salient transportation service dimensions utilized in the selection of specific providers of transportation is presented. The findings suggest that six natural groups of transportation service users exist, with the differences among the segments largely explained by five service dimensions. © 1989.
Coulter, Ronald L., William R. Darden, Mary K. Coulter, and Gene Brown. "Freight transportation carrier selection criteria: Identification of service dimensions for competitive positioning." Journal of business research 19, no. 1 (1989): 51-66.
Journal of Business Research