Identifying profitable clientele using the analytical hierarchy process

Rakesh Verma, Saroj Koul and Sushanth S. Pai

International Journal of Business and Systems Research, 2016, vol. 10, issue 2/3/4, 220-237

Abstract: This paper presents an analytical hierarchy process (AHP)-based quantitative framework to help a logistics provider rank prospective partner original equipment manufacturer (OEM) companies with the view of optimising its business development approach in the fast moving consumer goods (FMCG) sector. Key decision making factors are identified using primary and secondary research. A total score is calculated for each OEM company and this ranking is used to identify which OEMs a third-party logistics (3PL) provider should align with. 3PL providers can use this framework to prioritise their business developments efforts and to focus on the right clientele to achieve profitable and sustainable growth. The value of this paper lies in identifying the critical decision making factors that drive the business and its logistics functions.

Keywords: analytical hierarchy process; AHP; quantitative modelling; third party logistics; 3PL; original equipment manufacturers; OEMs; fast moving consumer goods; FMCG; profitable clientele; sustainable growth. (search for similar items in EconPapers)
Date: 2016
References: Add references at CitEc
Citations: View citations in EconPapers (1)

Downloads: (external link)
http://www.inderscience.com/link.php?id=75758 (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ids:ijbsre:v:10:y:2016:i:2/3/4:p:220-237

Access Statistics for this article

More articles in International Journal of Business and Systems Research from Inderscience Enterprises Ltd
Bibliographic data for series maintained by Sarah Parker ().