Marketing the professional ship management service

Photis M. Panayides and Richard Gray

Maritime Policy & Management, 1997, vol. 24, issue 3, 233-244

Abstract: This article aims to apply the relationship marketing concept in a professional ship management context. The dramatic growth in the ship management industry means that companies are increasingly seeking ways of ensuring competitiveness. Efforts have mainly concentrated on the improvement of the quality of the service, market entry strategies, establishment in strategic locations, and promotion. Nevertheless, it is argued that in the professional service context of ship management, the aspect of building and maintaining client relationships is of utmost importance. The building of client relationships will require investments of an economic and social nature, training of personnel and the consideration of marketing as a strategic issue. Ship management companies that build long--term client relationships will ensure client retention, reduce transaction costs and achieve differentiation and competitiveness.

Date: 1997
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DOI: 10.1080/03088839700000028

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