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Title: Marketing the professional ship management service
Authors: Gray, Richard 
Παναγίδης, Φώτης 
Category: Economics and Business
Field: Social Sciences
Issue Date: 1997
Source: Maritime Policy and Management Volume 24, Issue 3, 1997, Pages 233-244
Journal: Maritime Policy and Management
Abstract: 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 the 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. © 1997 Taylor & Francis Group, LLC.
ISSN: 03088839
DOI: 10.1080/03088839700000028
Rights: © 1997 Taylor & Francis Group
Type: Article
Appears in Collections:Άρθρα/Articles

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