Please use this identifier to cite or link to this item: https://hdl.handle.net/20.500.14279/14577
Title: Marketing the professional ship management service
Authors: Gray, Richard 
Παναγίδης, Φώτης 
Major Field of Science: Social Sciences
Field Category: Economics and Business
Issue Date: 1997
Source: Maritime Policy and Management,1997, vol. 24, no. 3, pp. 233-244
Volume: 24
Issue: 3
Start page: 233
End page: 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.
URI: https://hdl.handle.net/20.500.14279/14577
ISSN: 03088839
DOI: 10.1080/03088839700000028
Rights: © Taylor & Francis
Type: Article
Affiliation : University of Plymouth 
Publication Type: Peer Reviewed
Appears in Collections:Άρθρα/Articles

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