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ABSTRACT
This paper presents results of an investigation of criteria used by bulk chemical shippers to select tank truck carriers. Findings indicate on-time pick up and delivery, equipment condition, willingness to improve service quality, and equipment availability are key selection criteria. Such findings are valuable for shippers in better definingservicerequirement.. Carriers, in turn, will be able to more effectively design service packages to accommodate shipper needs.
I. Introduction
Bulk transportation represents a significant, yet largely neglected, sector of American business. Paradoxically, empirical work has declined as need for such research has grown. Basic research with commodities moved by pipe, water, and rail was completed during the 1950s and 1960s (Cookenboo, 1955; Daggett, 1955; Johnson, 1956; Johnson, 1967). As volumes and types of bulk products being transported have increased, relevant research efforts have not kept pace. Consequently, empirical investigations are needed from which to develop a meaningful conceptual framework for bulk transportation.
Bulk transportation involves movement of dry or liquid unpackaged commodities from one location to another by all modes, except air. Because differentiation of such products (chemicals, in this case) is difficult, shippers must develop marketing strategies to better distinguish themselves from competitors and build customer loyalty (Heskett et al, 1994, pp. 164-170). To the extent transportation carriers are an integral part of that marketing effort, shipper awareness and knowledge of bulk transportation carrier service is imperative.
The purpose of this research is to examine shipper perceptions concerning the relative importance of carrier selection criteria for transporting bulk chemicals. A body of literature on transportation choice decisions, particularly with respect to carrier selection, currently exists. Survey-based research on freight transportation choice decisions has been common in transportation and logistics literature since the early 1970s (see Table 1).
As shown in Table 1, carrier selection criteria consistently identified as most important include on-time pickup and delivery, dependability, total transit time, and freight charges. Further, past studies frequently indicate that respondents consider pickup and delivery performance as most important of the various criteria used in the selection process. More recent studies also find"new" selection elements, such as equipment availability, quality of dispatch personnel, and negotiation of rates and/or service, becoming most important to various respondent groups. While these studies were designed to determine shipper perceptions...