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While mail surveys continue to be a widely used research technique, relatively little empirical research exists that assesses their effectiveness among industrial (commercial) organizations. To address this literature void, the present paper reports the findings from a mail survey of international freight forwarders. More specifically, this paper investigates the influence of postcard prenotification with respect to response rates, response speed, response quality, response bias, and response cost effectiveness. The paper also discusses implications of the results and offers suggestions for further research.

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/09600039110004025. When citing the article, please cite: Paul R. Murphy, Richard F. Poist, (1991), “Skill Requirements of Senior-level Logisticians: Practitioner Perspectives”, International Journal of Physical Distribution & Logistics Management, Vol. 21 Iss: 3, pp. 3 - 14.

Presents a contemporary baseline study of US‐based international freight forwarders. Provides much needed information on industry characteristics, which should reduce the occurrences of managers making important distribution decisions based only on conjecture, subjective perceptions and commonly held assumptions. Addresses three research questions, focusing on the selected demographic characteristics of US‐based forwarders; the differences between “pure” forwarders (those concentrating primarily on consolidating shipments for international water transport) and “diversified” forwarders (those providing other intermediary services, those deriving a noticeable portion of revenues from air shipments); and the forwarders′ views as to the primary reason for shippers using their companies. Describes methodology and analyses, results and implications.

As logistics talents in both Taiwan and Hong Kong are expanding their work area to Greater China, it is best to understand the competencies that logistics talents should possess. With this in mind, this study takes Mainland China, Hong Kong and Taiwan as the study scope, as well as logistics teaching and research experts and scholars as the study objects. The research findings can not only serve as informative references for universities intent on cultivating logistics talents, but as well as enhance the scope of both Taiwan and Hong Kong talents’ competence that can pave the way to the development of the logistics business in Greater China.

International marketing practices cannot be successful without a well‐run logistics system. Because a country′s logistical “friendliness” or logistical “unfriendliness” can have a profound impact on the efficiency of cross‐border trade, one of the most important decisions in international trade involves which country(ies) to serve. Reports on a study of US exporters designed to learn about logistically friendly and logistically unfriendly countries. Logistical friendliness is important information in the development of a four‐step process for managing international logistics systems.

The present paper adds to the relatively limited empirical literature involving green logistics by comparing US and non‐US firms with respect to select propositions regarding environmental issues, practices, and strategies. For a majority of propositions evaluated, the study results indicate that US and non‐US firms tend to share similar perspectives and practices regarding the management of environmental logistics. The study results also tend to confirm literature suggestions that green concerns will broaden the scope of logistics as well as influence the way logistics managers do their jobs.

This research explores the concept of omnichannel fulfillment steering (OFS) and demonstrates how retailers can influence a consumer’s fulfillment decisions through commonly used financial incentives such as discounts, credits and the opportunity to avoid home delivery fees.

We present insights from two theoretically grounded experiments to examine how different types of financial incentives can be used by omnichannel retailers to steer consumers from home delivery toward three alternative order fulfillment methods (AOFM) – buy-online-pickup-in-store, curbside-pickup and ship-to-locker.

Our analysis suggests that an opportunity to avoid shipping fees (penalty-avoidance) is a more effective OFS nudge than offering discounts or store credits (rewards). No difference was observed between offering discounts or credits as steering mechanisms; further, no omnichannel steering benefits were observed among the tested AOFMs. Collectively, these findings provide possible justification for retailers’ prioritization of credits to foster customer in-store visits, thus encouraging greater customer engagement and facilitating cross-selling opportunities. Finally, we uncover a penalty-avoidance endowment effect for “free shipping” of purchases over the current industry-standard free shipping threshold.

Retailers might prioritize store credits over discounts as nudges to steer customers toward an AOFM, with buy-online-pickup-in-store offering the greatest benefits for most retailers. Furthermore, using penalty-avoidance OFS incentives over a typical free shipping threshold may increase AOFM selection rates but engender adverse customer reactions.

Advancing the concept of OFS, this study directly informs retailers’ omnichannel incentive programs to nudge customers back into the store. Countering intertemporal choice theory, we could not demonstrate that delayed incentives are less effective than immediate ones. Based on prospect theory, we identify a free shipping endowment effect at a specific reference point along a purchase amount continuum.

A mail survey was conducted among 535 worldwide water ports and water carriers to learn about (1) the importance of various port selection factors and (2) the influence of contemporary trade issues on international port operations. Analysis of 134 responses (25 per cent response rate) revealed general agreement among respondents in terms of port selection factors, with equipment availability and loss and damage record ranked as most important. However, there was little agreement among survey participants concerning the influence of contemporary trade issues. Comparison by respondent nationality (US, non‐US) revealed that US interests oppose an increase in the value of the US dollar; US respondents also indicate that ports are not secure from terrorist actions. Comparison by primary function (ports, carriers) found substantial disagreement on operational issues and personnel issues.

Provides results from a recent empirical study of US‐based international freight forwarders (IFFs). Compares IFF demographics with those from previous empirical research and finds that the IFF industry is still dominated by small companies and that IFFs continue to diversify their revenue bases. Presents information concerning contemporary issues affecting the forwarding industry and finds that IFFs generally view the Internet as a complement to, rather than a substitute for, EDI.

This paper provides a comparison of users and providers of third‐party logistics (3PL) services with respect to relationship marketing elements, such as trust and communication, as well as relationship marketing outcomes, such as retention and recovery.

Constructs for the relationship marketing elements and outcomes were derived from the extant literature and modified to reflect the nature of 3PL arrangements. The relevant data were collected from separate, but consistent, mail surveys that were sent to users of 3PL services as well as providers of 3PL services.

The results indicate statistically significant differences between 3PL users and providers across eight of nine relationship marketing elements, with the lone non‐significant comparison involving the communication construct. There are also statistically significant differences between 3PL users and providers for each of the four relationship marketing outcomes.

Although the present study utilized previously validated relationship marketing elements and outcomes, future research could examine other relationship marketing elements and outcomes. Future research could also investigate relationship marketing issues through dyads/matched pairs of 3PL users and providers.

This manuscript examines 3PL with respect to theories and/or frameworks that comes from outside the logistics discipline, an approach advocated by Stock. Moreover, the paper adds to Moore's 3PL/relationship marketing research by investigating relationship elements and outcomes. The current paper adds to the rather limited literature that incorporates both 3PL user and provider perspectives.