IDEAS home Printed from https://ideas.repec.org/a/ids/ijbsre/v10y2016i2-3-4p220-237.html
   My bibliography  Save this article

Identifying profitable clientele using the analytical hierarchy process

Author

Listed:
  • Rakesh Verma
  • Saroj Koul
  • Sushanth S. Pai

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.

Suggested Citation

  • Rakesh Verma & Saroj Koul & Sushanth S. Pai, 2016. "Identifying profitable clientele using the analytical hierarchy process," International Journal of Business and Systems Research, Inderscience Enterprises Ltd, vol. 10(2/3/4), pages 220-237.
    • Handle: RePEc:ids:ijbsre:v:10:y:2016:i:2/3/4:p:220-237
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=75758
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijbsre:v:10:y:2016:i:2/3/4:p:220-237. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=206 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.