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An examination of small motor carrier survival techniques

M. Douglas Voss (Department of Marketing and Management, University of Central Arkansas, Conway, Arkansas, USA)
Joseph D. Cangelosi Jr (Department of Marketing and Management, University of Central Arkansas, Conway, Arkansas, USA)
Michael Rubach (University of Central Arkansas, Conway, Arkansas, USA)
S. Scott Nadler (Department of Marketing and Management, University of Central Arkansas, Conway, Arkansas, USA)

The International Journal of Logistics Management

ISSN: 0957-4093

Article publication date: 24 May 2011

682

Abstract

Purpose

The purpose of this paper is to compare small and large motor carriers to determine whether small motor carriers serve a smaller, more concentrated customer base, have owners that are more involved in the customer relationship management process, and earn higher returns usually associated with niche market players.

Design/methodology/approach

Responses from a US sample of 153 motor carrier managers are subjected to ANOVA comparing small, medium, and large motor carriers. Scale development procedures were employed and a construct measuring owner involvement in the customer relationship management process was developed.

Findings

Small motor carriers have a more concentrated customer base, their owners are more involved in managing customer relationships, and they are paid higher rates per mile compared with large motor carriers.

Research limitations/implications

This research was limited by its focus on the motor carrier industry and did not explicitly test a link between customer base concentration and owner involvement as they might engender higher rates.

Practical applications

This work illustrated motor carrier practices that may be of use to managers in formulating strategy. Managers may also consult the owner involvement construct items for guidance in their customer relationship management role.

Originality/value

This is one of the few works investigating small motor carriers. It also is one of the first works incorporating entrepreneurship into logistics research.

Keywords

Citation

Voss, M.D., Cangelosi, J.D., Rubach, M. and Nadler, S.S. (2011), "An examination of small motor carrier survival techniques", The International Journal of Logistics Management, Vol. 22 No. 1, pp. 87-103. https://doi.org/10.1108/09574091111127561

Publisher

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Emerald Group Publishing Limited

Copyright © 2011, Emerald Group Publishing Limited

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