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An investigation of the opportunistic relationships among shipping companies and ship-brokers

Author

Listed:
  • Angelos Pantouvakis

    (University of Piraeus, Department of Maritime Studies)

  • Stelios Krasanakis

    (University of Piraeus, Department of Maritime Studies)

  • Christos Patsiouras

    (University of Piraeus, Department of Maritime Studies)

Abstract

The aim of the paper is to present a conceptual framework which explores the application of relationship marketing in the maritime sector and especially the factors affecting shipping companies and ship-brokers’ partnerships. In particular, this survey illustrates the relations among opportunism, affective and calculative commitment and trust. A special survey instrument was developed and tested with Exploratory Factor and Regression Analyses. Data from 109 ship-brokers were collected through personal interviews. The results finally indicated that the three constructs named affective commitment; calculative commitment and trust are statistically significant for opportunism. Based on the fact that there are few publication literature exploring the principles of relationship marketing in the maritime sector, this pape aims to find out how the above mentioned constructs are linked. On the other hand, practitioners are interested in getting informed about the collaborations between shipping companies - shipbrokers in order to lead to more focused and structured partnerships.

Suggested Citation

  • Angelos Pantouvakis & Stelios Krasanakis & Christos Patsiouras, 2017. "An investigation of the opportunistic relationships among shipping companies and ship-brokers," SPOUDAI Journal of Economics and Business, SPOUDAI Journal of Economics and Business, University of Piraeus, vol. 67(1), pages 71-80, January-M.
    • Handle: RePEc:spd:journl:v:67:y:2016:i:1:p:71-80
    as

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    References listed on IDEAS

    as
    1. Geyskens, I. & Steenkamp, J.E.B.M. & Scheer, L.K. & Kumar, N., 1996. "The effects of trust and interdependence on relationship commitment : A trans-Atlantic study," Other publications TiSEM ef7c8d6c-963d-4ee7-8576-9, Tilburg University, School of Economics and Management.
    2. Jeffrey H. Dyer & Wujin Chu, 2003. "The Role of Trustworthiness in Reducing Transaction Costs and Improving Performance: Empirical Evidence from the United States, Japan, and Korea," Organization Science, INFORMS, vol. 14(1), pages 57-68, February.
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    4. Mavondo, Felix T. & Rodrigo, Elaine M., 2001. "The effect of relationship dimensions on interpersonal and interorganizational commitment in organizations conducting business between Australia and China," Journal of Business Research, Elsevier, vol. 52(2), pages 111-121, May.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Shipping B2B Marketing; Opportunism; Trust; Commitment;
    All these keywords.

    JEL classification:

    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising
    • L9 - Industrial Organization - - Industry Studies: Transportation and Utilities

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