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Relationship marketing strategies in the container shipping industry: A qualitative approach

Tepe Resul, Arabelen Gamze

Zeszyty Naukowe Akademii Morskiej w Szczecinie

2022

nr 69 (141)

76--88

Recently, technological advancements, globalization, ongoing mergers and acquisitions, and intense competition have dominated the container shipping industry. This situation has led to the formation of major container shipping lines with similar technologies, offering the same service. In such an environment, a strategic competitive advantage is no longer entirely dependent on the basic features of the service provided and customer relationships, which is more difficult to replicate, has gained importance. Container shipping lines must develop customer-centric relationship marketing strategies that cover the whole organization and marketing activities to survive, and maintain their profitability, in the current competitive environment of the industry. However, these strategies and their implementation are not precisely defined in the container shipping industry. Therefore, this study explores the relationship marketing strategies that are practiced in the container shipping industry. Data is collected via 22 semi-structured interviews with container shipping partners (i.e. container shipping lines and freight forwarders). Loyalty programs and relationship pricing are the most often mentioned relationship marketing strategies that foster customer loyalty in these interviews.

The impact of exchange rate on fisheries production: international evidence from selected countries

Tepe Resul, Kayiran Burhan, Açik Abdullah

Zeszyty Naukowe Akademii Morskiej w Szczecinie

2020

nr 63 (135)

87--96

One of the most important factors affecting international trade is exchange rate fluctuations. To date, studies that have analyzed the effect of exchange rates have shown that the effect can vary from sector to sector and from country to country. The fact that this relationship has not been extensively studied in the fisheries industry is the motivation for this study. In this regard, the aim of this study is to determine whether changes in the real exchange rates of countries affect their fisheries production levels. Accordingly, we used the causality test developed by Emirmahmutoglu and Kose (2011), which takes into account both cross-sectional dependencies and heterogeneity. The data set used in this study consisted of 27 annual observations from 38 countries from 1990–2016. The results revealed that changes in the real exchange rate affected fisheries production. This situation shows that changes in exchange rates may affect the international demand for fisheries and serve as a source of motivation for producers.