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The impact of general sales agents on the air cargo industry
A General Sales Agent (GSA) is an airline's outsourcing counter part that markets and manages cargo services. An empirical investigation is undertaken to ascertain whether GSAs contribute economically to the air cargo industry using three 'litmus test' indicators: · contribution to the airline's sales and profitability by expanding o perating networks · viability as a marketing option for emerging or struggling airlines to help cut operating costs to reduce prices · cost-effective GSAs were found to establish an airline's market presence through wide network coverage and good local knowledge, leading to an expansion of airline's operating networks and generating greater sales revenue. Copyright © 2012 Inderscience Enterprises Ltd.
History
Volume
13Issue
3Start Page
393End Page
416Number of Pages
24eISSN
1742-7975ISSN
1742-7967Publisher
IndersciencePublisher DOI
Full Text URL
Peer Reviewed
- Yes
Open Access
- No
External Author Affiliations
Curtin University; Aston University; Business Development and Sales United Aviation Express Pte LtdEra Eligible
- Yes
Journal
International Journal of Logistics Systems and ManagementUsage metrics
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