The use of promotional tools in the motor carrier industry: An exploratory study

Transportation Journal

Volumn 38, Issue 3, 1999, Pages 42-56

  MacLeod, Mary D ^a   Garber Jr , Lawrence L ^c   Dotson, Michael J ^c   Chambers, Terry M ^b  

^a APPALACHIAN STATE UNIVERSITY   (United States)

^b Malik and Seeme Hasan School of Business   (United States)

^c NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0033247141     PISSN: 00411612     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Article

References (87)

1. 1 Thomas M. Corsi, Curtis M. Grimm, Ken G. Smith, Raymond D. Smith, "Deregulation, Strategic Change, and Firm Performance Among LTL Motor Carriers," Transportation Journal 30, No. 1 (1991), 4-13; James P. Rakowski, "Marketing Economies and the Results of Trucking Deregulation in the Less-than-Truckload Sector," Transportation Journal 27, No. 3 (1988), 12-22; John W. Snow, "The Problem of Motor Carrier Regulation and the Ford Administration's Proposal for Reform," in Paul W. McAvoy and John W. Snow, editors, Regulation of Entry and Pricing in Truck Transportation (Washington, D.C.: American Enterprise Institute, 1977), Chapter 5; George F. Stigler, "The Theory of Economic Regulation," Bell Journal of Economics (1971), 13-21.
2. 1 Thomas M. Corsi, Curtis M. Grimm, Ken G. Smith, Raymond D. Smith, "Deregulation, Strategic Change, and Firm Performance Among LTL Motor Carriers," Transportation Journal 30, No. 1 (1991), 4-13; James P. Rakowski, "Marketing Economies and the Results of Trucking Deregulation in the Less-than-Truckload Sector," Transportation Journal 27, No. 3 (1988), 12-22; John W. Snow, "The Problem of Motor Carrier Regulation and the Ford Administration's Proposal for Reform," in Paul W. McAvoy and John W. Snow, editors, Regulation of Entry and Pricing in Truck Transportation (Washington, D.C.: American Enterprise Institute, 1977), Chapter 5; George F. Stigler, "The Theory of Economic Regulation," Bell Journal of Economics (1971), 13-21.
3. 1 Thomas M. Corsi, Curtis M. Grimm, Ken G. Smith, Raymond D. Smith, "Deregulation, Strategic Change, and Firm Performance Among LTL Motor Carriers," Transportation Journal 30, No. 1 (1991), 4-13; James P. Rakowski, "Marketing Economies and the Results of Trucking Deregulation in the Less-than-Truckload Sector," Transportation Journal 27, No. 3 (1988), 12-22; John W. Snow, "The Problem of Motor Carrier Regulation and the Ford Administration's Proposal for Reform," in Paul W. McAvoy and John W. Snow, editors, Regulation of Entry and Pricing in Truck Transportation (Washington, D.C.: American Enterprise Institute, 1977), Chapter 5; George F. Stigler, "The Theory of Economic Regulation," Bell Journal of Economics (1971), 13-21.
4. 1 Thomas M. Corsi, Curtis M. Grimm, Ken G. Smith, Raymond D. Smith, "Deregulation, Strategic Change, and Firm Performance Among LTL Motor Carriers," Transportation Journal 30, No. 1 (1991), 4-13; James P. Rakowski, "Marketing Economies and the Results of Trucking Deregulation in the Less-than-Truckload Sector," Transportation Journal 27, No. 3 (1988), 12-22; John W. Snow, "The Problem of Motor Carrier Regulation and the Ford Administration's Proposal for Reform," in Paul W. McAvoy and John W. Snow, editors, Regulation of Entry and Pricing in Truck Transportation (Washington, D.C.: American Enterprise Institute, 1977), Chapter 5; George F. Stigler, "The Theory of Economic Regulation," Bell Journal of Economics (1971), 13-21.
5. 2 Thomas M. Corsi and Joseph R. Stowers, "Effects of a Deregulated Environment on Motor Carriers: A Systematic, Multi-Segment Analysis," Transportation Journal 30, No. 3 (1991), 4-28; L. Milton Glisson, "The Changing Face of the Motor Carrier Industry," Transportation Practitioners Journal 58, No. 4 (1991), 341-350; Rakowski, "Marketing Economies...," 12-22; James Cross and Fredrick J. Beier, "Market Planning: Status and Need in Small and Medium Class I Motor Carriers," Transportation Journal 26, No. 3 (1986), 12-19.
6. 2 Thomas M. Corsi and Joseph R. Stowers, "Effects of a Deregulated Environment on Motor Carriers: A Systematic, Multi-Segment Analysis," Transportation Journal 30, No. 3 (1991), 4-28; L. Milton Glisson, "The Changing Face of the Motor Carrier Industry," Transportation Practitioners Journal 58, No. 4 (1991), 341-350; Rakowski, "Marketing Economies...," 12-22; James Cross and Fredrick J. Beier, "Market Planning: Status and Need in Small and Medium Class I Motor Carriers," Transportation Journal 26, No. 3 (1986), 12-19.
7. 2 Thomas M. Corsi and Joseph R. Stowers, "Effects of a Deregulated Environment on Motor Carriers: A Systematic, Multi-Segment Analysis," Transportation Journal 30, No. 3 (1991), 4-28; L. Milton Glisson, "The Changing Face of the Motor Carrier Industry," Transportation Practitioners Journal 58, No. 4 (1991), 341-350; Rakowski, "Marketing Economies...," 12-22; James Cross and Fredrick J. Beier, "Market Planning: Status and Need in Small and Medium Class I Motor Carriers," Transportation Journal 26, No. 3 (1986), 12-19.
8. 2 Thomas M. Corsi and Joseph R. Stowers, "Effects of a Deregulated Environment on Motor Carriers: A Systematic, Multi-Segment Analysis," Transportation Journal 30, No. 3 (1991), 4-28; L. Milton Glisson, "The Changing Face of the Motor Carrier Industry," Transportation Practitioners Journal 58, No. 4 (1991), 341-350; Rakowski, "Marketing Economies...," 12-22; James Cross and Fredrick J. Beier, "Market Planning: Status and Need in Small and Medium Class I Motor Carriers," Transportation Journal 26, No. 3 (1986), 12-19.
9. 3 James R. Rakowski, "The Continuing Structural Transformation of the U.S. Less-Than-Truckload Motor Carrier Industry," Transportation Journal 34 No. 1 (1994), 5-14; Paul R. Murphy, Jonathan E. Smith, and James M. Daley, "Environmental Scanning Practices Among LTL Carriers of General Freight," Transportation Journal 32, No. 1 (1992), 52-60; Paul R. Murphy, Jr. and Thomas M. Corsi, "Current Status of Sales Force Management Practices Among LTL General Freight Carriers," Transportation Journal 27, No. 1 (1987), 23-35.
10. 3 James R. Rakowski, "The Continuing Structural Transformation of the U.S. Less-Than-Truckload Motor Carrier Industry," Transportation Journal 34 No. 1 (1994), 5-14; Paul R. Murphy, Jonathan E. Smith, and James M. Daley, "Environmental Scanning Practices Among LTL Carriers of General Freight," Transportation Journal 32, No. 1 (1992), 52-60; Paul R. Murphy, Jr. and Thomas M. Corsi, "Current Status of Sales Force Management Practices Among LTL General Freight Carriers," Transportation Journal 27, No. 1 (1987), 23-35.
11. 3 James R. Rakowski, "The Continuing Structural Transformation of the U.S. Less-Than-Truckload Motor Carrier Industry," Transportation Journal 34 No. 1 (1994), 5-14; Paul R. Murphy, Jonathan E. Smith, and James M. Daley, "Environmental Scanning Practices Among LTL Carriers of General Freight," Transportation Journal 32, No. 1 (1992), 52-60; Paul R. Murphy, Jr. and Thomas M. Corsi, "Current Status of Sales Force Management Practices Among LTL General Freight Carriers," Transportation Journal 27, No. 1 (1987), 23-35.
12. 4 Thomas M. Corsi, Curtis M. Grimm, and Jane Feitler, "The Impact of Deregulation on LTL Motor Carriers: Size, Structure and Organization," Transportation Journal 32, No. 2 (1992), 24-31; Cecil V. Hynes, "Marketing, Strategy, and Practice in the Motor Carrier Industry," Transportation Practitioners Journal 53, No. 3 (1986), 298-308.
13. 4 Thomas M. Corsi, Curtis M. Grimm, and Jane Feitler, "The Impact of Deregulation on LTL Motor Carriers: Size, Structure and Organization," Transportation Journal 32, No. 2 (1992), 24-31; Cecil V. Hynes, "Marketing, Strategy, and Practice in the Motor Carrier Industry," Transportation Practitioners Journal 53, No. 3 (1986), 298-308.
14. 5 Lloyd M. Rinehart and Shaoming Zou, "Modeling Customer Behavior in Negotiations for Motor Carrier Contracts," Transportation Journal 31, No. 3 (1992), 39-45; Corsi, Crimm, Smith, and Smith, 4-13; Glisson, p. 341-350; Cross and Beier, 12-19.
15. 5 Lloyd M. Rinehart and Shaoming Zou, "Modeling Customer Behavior in Negotiations for Motor Carrier Contracts," Transportation Journal 31, No. 3 (1992), 39-45; Corsi, Crimm, Smith, and Smith, 4-13; Glisson, p. 341-350; Cross and Beier, 12-19.
16. 5 Lloyd M. Rinehart and Shaoming Zou, "Modeling Customer Behavior in Negotiations for Motor Carrier Contracts," Transportation Journal 31, No. 3 (1992), 39-45; Corsi, Crimm, Smith, and Smith, 4-13; Glisson, p. 341-350; Cross and Beier, 12-19.
17. 5 Lloyd M. Rinehart and Shaoming Zou, "Modeling Customer Behavior in Negotiations for Motor Carrier Contracts," Transportation Journal 31, No. 3 (1992), 39-45; Corsi, Crimm, Smith, and Smith, 4-13; Glisson, p. 341-350; Cross and Beier, 12-19.
18. 6 For reviews, see Corsi, Grimm, and Feitler, 24-31; Clifford Winston, Thomas M. Corsi, Curtis M. Grimm, and Carol A. Evans, The Economic Effects of Surface Freight Deregulation (Washington, D.C.: Brookings Institution, 1990); Donald V. Harper, "Consequences of Reform of Federal Economic Regulation of the Motor Trucking Industry," Transportation Journal 21, No. 4 (1982), 35-58.
19. 6 For reviews, see Corsi, Grimm, and Feitler, 24-31; Clifford Winston, Thomas M. Corsi, Curtis M. Grimm, and Carol A. Evans, The Economic Effects of Surface Freight Deregulation (Washington, D.C.: Brookings Institution, 1990); Donald V. Harper, "Consequences of Reform of Federal Economic Regulation of the Motor Trucking Industry," Transportation Journal 21, No. 4 (1982), 35-58.
20. 6 For reviews, see Corsi, Grimm, and Feitler, 24-31; Clifford Winston, Thomas M. Corsi, Curtis M. Grimm, and Carol A. Evans, The Economic Effects of Surface Freight Deregulation (Washington, D.C.: Brookings Institution, 1990); Donald V. Harper, "Consequences of Reform of Federal Economic Regulation of the Motor Trucking Industry," Transportation Journal 21, No. 4 (1982), 35-58.
21. 7 Roger Dale Abshire and Shane R. Premeaux, "Motor Carrier Selection Criteria; Perceptual Differences Between Shippers and Carriers," Transportation Journal 31, No. 1 (1991), 31-35; Corsi and Stowers, 4-28; Glisson, 341-350; Rakowski, 11-22; Hynes, 298-308; Martha C. Cooper and Randall L. Rose, "The Segment Competition Matrix: A Strategic Tool for the Transportation Industry," Transportation Journal 24 No. 1 (1985), 25-37.
22. 7 Roger Dale Abshire and Shane R. Premeaux, "Motor Carrier Selection Criteria; Perceptual Differences Between Shippers and Carriers," Transportation Journal 31, No. 1 (1991), 31-35; Corsi and Stowers, 4-28; Glisson, 341-350; Rakowski, 11-22; Hynes, 298-308; Martha C. Cooper and Randall L. Rose, "The Segment Competition Matrix: A Strategic Tool for the Transportation Industry," Transportation Journal 24 No. 1 (1985), 25-37.
23. 7 Roger Dale Abshire and Shane R. Premeaux, "Motor Carrier Selection Criteria; Perceptual Differences Between Shippers and Carriers," Transportation Journal 31, No. 1 (1991), 31-35; Corsi and Stowers, 4-28; Glisson, 341-350; Rakowski, 11-22; Hynes, 298-308; Martha C. Cooper and Randall L. Rose, "The Segment Competition Matrix: A Strategic Tool for the Transportation Industry," Transportation Journal 24 No. 1 (1985), 25-37.
24. 7 Roger Dale Abshire and Shane R. Premeaux, "Motor Carrier Selection Criteria; Perceptual Differences Between Shippers and Carriers," Transportation Journal 31, No. 1 (1991), 31-35; Corsi and Stowers, 4-28; Glisson, 341-350; Rakowski, 11-22; Hynes, 298-308; Martha C. Cooper and Randall L. Rose, "The Segment Competition Matrix: A Strategic Tool for the Transportation Industry," Transportation Journal 24 No. 1 (1985), 25-37.
25. 7 Roger Dale Abshire and Shane R. Premeaux, "Motor Carrier Selection Criteria; Perceptual Differences Between Shippers and Carriers," Transportation Journal 31, No. 1 (1991), 31-35; Corsi and Stowers, 4-28; Glisson, 341-350; Rakowski, 11-22; Hynes, 298-308; Martha C. Cooper and Randall L. Rose, "The Segment Competition Matrix: A Strategic Tool for the Transportation Industry," Transportation Journal 24 No. 1 (1985), 25-37.
26. 7 Roger Dale Abshire and Shane R. Premeaux, "Motor Carrier Selection Criteria; Perceptual Differences Between Shippers and Carriers," Transportation Journal 31, No. 1 (1991), 31-35; Corsi and Stowers, 4-28; Glisson, 341-350; Rakowski, 11-22; Hynes, 298-308; Martha C. Cooper and Randall L. Rose, "The Segment Competition Matrix: A Strategic Tool for the Transportation Industry," Transportation Journal 24 No. 1 (1985), 25-37.
27. 8 Lloyd M. Rinehart, "Organizational and Personal Factors Influencing the Negotiation of Motor Carrier Contracts: A Survey of Shippers and Motor Carriers," Transportation Journal 29, No. 2 (1989), 4-14.
28. 9 Fredrick J. Stephenson and Theodore P. Stank, "Truckload Motor Carrier Profitability Strategies," Transportation Journal 33 No. 2 (1994), 5-17.
29. 10 Clisson, 341-350.
30. 11 Rakowski, "Marketing Economies...," 15.
31. 12 Clisson, 341-350.
32. 13 Corsi, Grimm, Smith, and Smith, 4-13.
33. 14 Murphy, Smith, and Daley, 51-60.
34. 15 Michael R. Crum and Benjamin J. Allen, "The Changing Nature of the Motor Carrier-Shipper Relationship: Implications for the Trucking Industry," Transportation Journal 30 No. 2 (1991), 41-54.
35. 16 Rakowski, "Marketing Economies...," 12-24.
36. 17 Paul R. Murphy and Patricia K. Hall, "The Relative Importance of Cost and Service in Freight Transportation Choice Before and After Deregulation: An Update," Transportation Journal 35 No. 1 (1995), p. 30-38; Crum and Allen, 41-54.
37. 17 Paul R. Murphy and Patricia K. Hall, "The Relative Importance of Cost and Service in Freight Transportation Choice Before and After Deregulation: An Update," Transportation Journal 35 No. 1 (1995), p. 30-38; Crum and Allen, 41-54.
38. 18 Paul R. Murphy and Richard F. Poist, "The Logistics-Marketing Interface: Techniques for Enhancing Cooperation," Transportation Journal 32 No. 2 (1992), 14-23.
39. 19 Edward J. Bardi, Prabir K. Bagchi, and T.S. Raghunathan, "Motor Carrier Selection in a Deregulated Environment," Transportation Journal 29 No. 1 (1989), 4-11.
40. 20 David L. Shrock and Mary Ann Stutts, "A Comparative Analysis of Carrier Print Advertising," Transportation Journal 20 No. 1 (1981), 77-88.
41. 21 William B. Tye, "Fundamental Elements of a Marketing Audit for a More Competitive Motor Carrier Industry," Transportation Journal 22 No. 3 (1983), 5-22.
42. 22 Helen L. Richardson, "Transitions: New Role in Carrier Selection," Transportation & Distribution, Vol. 35 No. 4 (April 1994), 41-42; David Cullen, "Good Looks Count," Fleet Owner, June 1991, p. 68-71; Murphy and Corsi, p. 23-35; Hynes, p. 298-308.
43. 22 Helen L. Richardson, "Transitions: New Role in Carrier Selection," Transportation & Distribution, Vol. 35 No. 4 (April 1994), 41-42; David Cullen, "Good Looks Count," Fleet Owner, June 1991, p. 68-71; Murphy and Corsi, p. 23-35; Hynes, p. 298-308.
44. 22 Helen L. Richardson, "Transitions: New Role in Carrier Selection," Transportation & Distribution, Vol. 35 No. 4 (April 1994), 41-42; David Cullen, "Good Looks Count," Fleet Owner, June 1991, p. 68-71; Murphy and Corsi, p. 23-35; Hynes, p. 298-308.
45. 22 Helen L. Richardson, "Transitions: New Role in Carrier Selection," Transportation & Distribution, Vol. 35 No. 4 (April 1994), 41-42; David Cullen, "Good Looks Count," Fleet Owner, June 1991, p. 68-71; Murphy and Corsi, p. 23-35; Hynes, p. 298-308.
46. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
47. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
48. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
49. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
50. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
51. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
52. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
53. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
54. 23 For examples of this research, see Murphy and Hall, p. 30-38, who review shipper choice models; Richardson, 41-42; Douglas M. Lambert, M. Christine Lewis, and James R. Stock, "Customer-Forced Strategies for Motor Carriers," Transportation Journal 32 No. 4 (1993), 21-28; Rinehart and Zou, 39-45; Michael A. McGinnis, "The Relative Importance of Cost and Service in Freight Transportation Choice: Before and After Deregulation," Transportation Journal 30 No. 2 (1990), 12-19; Bardi, Bagchi, and Raghunathan, 4-11; Hynes, 298-308; Cooper and Rose, 25-37; and Cullen, 68-71.
55. 24 Abshire and Premeaux, 31-35.
56. 25 Rakowski, "Marketing Economies...," 12-24.
57. 26 This list of promotional tools is derived from several sources. A subset of the promotional tools are collectively specified to be commonly used in the transportation industry by Henry B. Burdg and James M. Daley, "Shallow-Draft Water Transportation: Marketing Implications of User and Carrier Attribute Perceptions," Transportation Journal 24 No. 3 (Spring 1985), 55-67; David Cullen, "Good Looks Count," Fleet Owner, (June 1991), 68-71; Stephenson and Stank, 5-17;
58. 26 This list of promotional tools is derived from several sources. A subset of the promotional tools are collectively specified to be commonly used in the transportation industry by Henry B. Burdg and James M. Daley, "Shallow-Draft Water Transportation: Marketing Implications of User and Carrier Attribute Perceptions," Transportation Journal 24 No. 3 (Spring 1985), 55-67; David Cullen, "Good Looks Count," Fleet Owner, (June 1991), 68-71; Stephenson and Stank, 5-17;
59. 26 This list of promotional tools is derived from several sources. A subset of the promotional tools are collectively specified to be commonly used in the transportation industry by Henry B. Burdg and James M. Daley, "Shallow-Draft Water Transportation: Marketing Implications of User and Carrier Attribute Perceptions," Transportation Journal 24 No. 3 (Spring 1985), 55-67; David Cullen, "Good Looks Count," Fleet Owner, (June 1991), 68-71; Stephenson and Stank, 5-17;
60. A comprehensive list of promotional tools said to be used by the motor carrier industry is derived from discussions with several motor carrier representatives in our region. It includes all sixteen of the tools in the final list. In keeping with the exploratory nature of this study, it should be noted that this final list is comprehensive in the sense that it includes most any promotional tool used in any industry, as can be seen by a review of any standard advertising or marketing text, such as Thomas O'Guinn, Chris T. Allen, and Richard Semenik, Advertising, (Cincinnati, OH: Southeastern, 1998).
61. It is therefore unlikely that a promotional tool critical to promotional practice in the motor carrier industry has been omitted. With respect to lists of this sort, errors of ommision constitute a greater source of bias than do errors of commission, according to F. E. Brown, Marketing Research: A Structure for Decision-Making, (Reading, MA: Addison-Wesley, 1980) 86, 96.
62. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
63. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
64. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
65. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
66. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
67. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
68. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
69. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
70. 27 Murphy and Hall, 30-38; Richardson, 41-42; Lambert, Lewis, and Stock, 21-28; Abshire and Premeaux, 31-35; Cullen, 68-71; McGinnis, 12-19; Bardi, Bagchi, and Raghumathan, 4-11; Cooper and Rose, 25-37; Shrock and Stutts, 77-88.
71. 28 The main effects of carrier size and carrier type, and their interaction, were derived by running an analysis of variance using the "proc glm" procedure in the SAS/STAT module of the SAS System, Release 6.12. For computational details, see the SAS/STAT User's Guide, Volume 2, GLM-VARCOMP, Version 6, Fourth Edition (Cary, N.C.: SAS Institute, Inc. 1990) 893-996.
72. 29 Gopal K. Kanji, 100 Statistical Tests (Newbury Park, Ca.: Sage, 1993), 27.
73. 30 With respect to carrier size, we used annual revenues as its measure. The survey was limited to those firms with annual revenues greater than $1 million, and respondents reported the annual revenues of their firms on a five-point scale in intervals of $1-5 mm, $6-25 mm, $26-60 mm, $61-100mm, and greater than $100 mm. Smaller firms are defined as those having annual revenues ranging from $1 mm to $25 mm (101 respondents), and larger firms are defined as those having annual revenues of more than $25 mm (85 respondents). Six respondents did not answer this question. Though the $25 mm boundary that defined the larger vs. smaller division in this research was largely selected for convenience purposes - i.e., to derive groups that were roughly equal in size - there is precedent for this division. Cross and Beier, 13, similarly defined small carriers to be those with annual sales volume of $25 mm or less, medium carriers to be those with annual sales revenues of between $25 mm and $100 mm, and large carriers to be those with annual sales revenues of greater than $100 mm.
74. 31 For mathematical details, see Michael Greenacre, "Correspondence Analysis and its Interpretation," in Michael Greenacre and Jorg Blasius, editors, Correspondence Analysis in the Social Sciences (New York: Academic Press, 1994) 3-22; Shizuhiko Nishisato, Elements of Dual Scaling: An Introduction to Practical Data Analysis, (Hillsdale, New Jersey: Lawrence Erlbaum Associates, 1994); Michael Greenacre, Correspondence Analysis in Practice (New York: Academic Press, 1993); Michael Greenacre, Theory and Applications of Correspondence Analysis, (New York: Academic Press, 1984).
75. 31 For mathematical details, see Michael Greenacre, "Correspondence Analysis and its Interpretation," in Michael Greenacre and Jorg Blasius, editors, Correspondence Analysis in the Social Sciences (New York: Academic Press, 1994) 3-22; Shizuhiko Nishisato, Elements of Dual Scaling: An Introduction to Practical Data Analysis, (Hillsdale, New Jersey: Lawrence Erlbaum Associates, 1994); Michael Greenacre, Correspondence Analysis in Practice (New York: Academic Press, 1993); Michael Greenacre, Theory and Applications of Correspondence Analysis, (New York: Academic Press, 1984).
76. 31 For mathematical details, see Michael Greenacre, "Correspondence Analysis and its Interpretation," in Michael Greenacre and Jorg Blasius, editors, Correspondence Analysis in the Social Sciences (New York: Academic Press, 1994) 3-22; Shizuhiko Nishisato, Elements of Dual Scaling: An Introduction to Practical Data Analysis, (Hillsdale, New Jersey: Lawrence Erlbaum Associates, 1994); Michael Greenacre, Correspondence Analysis in Practice (New York: Academic Press, 1993); Michael Greenacre, Theory and Applications of Correspondence Analysis, (New York: Academic Press, 1984).
77. 31 For mathematical details, see Michael Greenacre, "Correspondence Analysis and its Interpretation," in Michael Greenacre and Jorg Blasius, editors, Correspondence Analysis in the Social Sciences (New York: Academic Press, 1994) 3-22; Shizuhiko Nishisato, Elements of Dual Scaling: An Introduction to Practical Data Analysis, (Hillsdale, New Jersey: Lawrence Erlbaum Associates, 1994); Michael Greenacre, Correspondence Analysis in Practice (New York: Academic Press, 1993); Michael Greenacre, Theory and Applications of Correspondence Analysis, (New York: Academic Press, 1984).
78. 32 Shizuhiko Nishisato and Wolfgang Gaul, "An Approach to Marketing Data Analysis: The Forced Classification Procedure for Dual Scaling," Journal of Marketing Research 27 No. 3 (1990), 354-360; Donna L. Hoffman and George R. Franke, "Correspondence Analysis: Graphical Representation of Categorical Data in Marketing Research," Journal of Marketing Research 23 No. 3 (1986), 213-217.
79. 32 Shizuhiko Nishisato and Wolfgang Gaul, "An Approach to Marketing Data Analysis: The Forced Classification Procedure for Dual Scaling," Journal of Marketing Research 27 No. 3 (1990), 354-360; Donna L. Hoffman and George R. Franke, "Correspondence Analysis: Graphical Representation of Categorical Data in Marketing Research," Journal of Marketing Research 23 No. 3 (1986), 213-217.
80. 33 For an example, see Eugene Kaciak and Jordan Louviere, "Multiple Correspondence Analysis of Multiple Choice Experiment Data," Journal of Marketing Research 27 No. 3 (November 1990), 455-465; Greenacre, "Theory and Applications of...," 263-266; Nishishato and Gaul, 354-360.
81. 33 For an example, see Eugene Kaciak and Jordan Louviere, "Multiple Correspondence Analysis of Multiple Choice Experiment Data," Journal of Marketing Research 27 No. 3 (November 1990), 455-465; Greenacre, "Theory and Applications of...," 263-266; Nishishato and Gaul, 354-360.
82. 33 For an example, see Eugene Kaciak and Jordan Louviere, "Multiple Correspondence Analysis of Multiple Choice Experiment Data," Journal of Marketing Research 27 No. 3 (November 1990), 455-465; Greenacre, "Theory and Applications of...," 263-266; Nishishato and Gaul, 354-360.
83. 34 L. Lebart, A. Morineau, and K.M. Warwick, Multivariate Descriptive Statistical Analysis: Correspondence Analysis and Related Techniques for Large Matrices, (New York: Wiley, 1984).
84. 35 Michael Greenacre, SIMCA, Version 2, Personal Computer Software for Correspondence Analysis, (Irene, South Africa: Micheal J. Greenacre, 1990).
85. 36 In the course of selecting this format, we also factor analyzed the twenty-two attitudinal statements and prepared four separate maps. The map we present shows promotional factors with attitudinal statements. The alternative maps we also considered for presentation were promotional factors with attitudinal factors; promotional tools with attitudinal statements; and promotional tools with attitudinal factors. We selected the promotional factors with attitudinal statements because we felt it offered the best combination of readability and information.
86. 37 SAS/Stat User's Guide, Volume 1, ANOVA-FREQ, Version 6, Fourth Edition (Cary, N.C: SAS Institute, Inc., 1989), 782.
87. 38 E. Jerome McCarthy and William D. Perreault, Jr. Basic Marketing: A Global-Managerial Approach, 11th Ed., (Boston, MA: Irwin, 1993).