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Exploring the Potential Impact of Relationship Characteristics and Customer Attributes on the Outcomes of Third‐party Logistics Arrangements

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  • A. Michael Knemeyer
  • Paul R. Murphy

Abstract

This article uses a relationship marketing perspective as the basis for evaluating third‐party logistics arrangements. In particular, the study investigates whether 3PL relationship outcomes (e.g., customer retention, service recovery) are influenced by select relationship characteristics (e.g., communication, reputation) and/or select customer attributes (e.g., firm size, number of outsourced logistics functions). The article reports the findings from a study of 388 users of third‐party logistics services that investigated these potential linkages. Regression analyses were applied to the constructs of interest in order to learn about the degree of influence. The findings suggest that “substance trumps style” in the sense that relationship characteristics, rather than customer attributes, have the more significant impacts on relationship outcomes.

Suggested Citation

  • A. Michael Knemeyer & Paul R. Murphy, 2005. "Exploring the Potential Impact of Relationship Characteristics and Customer Attributes on the Outcomes of Third‐party Logistics Arrangements," Transportation Journal, John Wiley & Sons, vol. 44(1), pages 5-19, January.
    • Handle: RePEc:wly:transj:v:44:y:2005:i:1:p:5-19
    DOI: 10.2307/20713587
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    References listed on IDEAS

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    1. Coviello, Nicole E. & Brodie, Roderick J. & Munro, Hugh J., 2000. "An investigation of marketing practice by firm size," Journal of Business Venturing, Elsevier, vol. 15(5-6), pages 523-545.
    2. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
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    2. Wesley S. Randall & Stephan P. Brady & David R. Nowicki, 2012. "Business Case Analysis and the Confounds of Innovation Driven by Performance‐Based Postproduction Support Strategies," Transportation Journal, John Wiley & Sons, vol. 51(1), pages 33-58, January.
    3. Ricardo Santa & Mario Ferrer & Thomas Tegethoff & Annibal Scavarda, 2022. "An investigation of the impact of human capital and supply chain competitive drivers on firm performance in a developing country," PLOS ONE, Public Library of Science, vol. 17(12), pages 1-24, December.
    4. Chin‐Shan Lu & Ching‐Chiao Yang, 2006. "Evaluating Key Logistics Capabilities for International Distribution Center Operators in Taiwan," Transportation Journal, John Wiley & Sons, vol. 45(4), pages 9-27, September.
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    6. Tobias Schoenherr & Vincent A. Mabert, 2014. "Goal Orientation and Preparation Process in Online Reverse Auctions:," Transportation Journal, John Wiley & Sons, vol. 53(4), pages 381-423, October.

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