Μελέτη των σχέσεων που αναπτύσσονται μεταξύ ship-owner και shipbroker στο κύκλωμα της ναύλωσης
SubjectΝαύλωση και ναύλος ; Διαχείριση πελατειακών σχέσεων ; Πελατειακές σχέσεις ; Lay days ; Customer relations -- Management ; Customer relations
The purpose of the present paper is to explore the application of relationship marketing in the competitive maritime sector. Despite the fact that business-to-business relations have been widely studied so far, shipping relationship marketing is still in a really early stage and its further research is considered vital. A conceptual framework was developed based on the relative marketing literature and the basic research constructs were: Opportunism, trust, affective commitment and calculative commitment. All the above mentioned constructs illustrate the relations developed between ship-owners and ship-brokers. Data from 51 Greek ship-brokers operating in Greece and in United Kingdom was collected and tested with exploratory factor and regression analyses. The results indicate the antecedents and consequences of opportunistic behaviors. The present is the very first study examining the above mentioned constructs in the maritime sector and it provides elements for its future research.