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The impact of general sales agents on the air cargo industry

journal contribution
posted on 09.08.2018, 00:00 authored by Peter HosiePeter Hosie, MK Lim, M Chng
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

13

Issue

3

Start Page

393

End Page

416

Number of Pages

24

eISSN

1742-7975

ISSN

1742-7967

Publisher

Inderscience

Peer Reviewed

Yes

Open Access

No

External Author Affiliations

Curtin University; Aston University; Business Development and Sales United Aviation Express Pte Ltd

Era Eligible

Yes

Journal

International Journal of Logistics Systems and Management