The impact of general sales agents on the air cargo industry
General Sales Agent (GSA) is an airline’s outsourcing counterpart that markets and manages cargo services. An empirical investigation is undertaken to ascertain whether GSAs contribute economically to the air cargo industry using three ‘litmus test’ indicators: contribution to the airline’s sales an...
| Main Authors: | , , |
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| Format: | Journal Article |
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Inderscience Publishers
2012
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| Online Access: | http://hdl.handle.net/20.500.11937/47263 |
| _version_ | 1848757786052132864 |
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| author | Hosie, Peter Lim, M. Chng, M. |
| author_facet | Hosie, Peter Lim, M. Chng, M. |
| author_sort | Hosie, Peter |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | General Sales Agent (GSA) is an airline’s outsourcing counterpart that markets and manages cargo services. An empirical investigation is undertaken to ascertain whether GSAs contribute economically to the air cargo industry using three ‘litmus test’ indicators: contribution to the airline’s sales and profitability by expanding operating networks; viability as a marketing option for emerging or struggling airlines to help cut operating costs to reduce prices; cost-effective GSAs were found to establish an airline’s market presence through wide network coverage and good local knowledge, leading to an expansion of airline’s operating networks and generating greater sales revenue. |
| first_indexed | 2025-11-14T09:33:37Z |
| format | Journal Article |
| id | curtin-20.500.11937-47263 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| last_indexed | 2025-11-14T09:33:37Z |
| publishDate | 2012 |
| publisher | Inderscience Publishers |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-472632017-09-13T16:08:46Z The impact of general sales agents on the air cargo industry Hosie, Peter Lim, M. Chng, M. air cargo/freight outsourcing supply chain management general sales agent General Sales Agent (GSA) is an airline’s outsourcing counterpart that markets and manages cargo services. An empirical investigation is undertaken to ascertain whether GSAs contribute economically to the air cargo industry using three ‘litmus test’ indicators: contribution to the airline’s sales and profitability by expanding operating networks; viability as a marketing option for emerging or struggling airlines to help cut operating costs to reduce prices; cost-effective GSAs were found to establish an airline’s market presence through wide network coverage and good local knowledge, leading to an expansion of airline’s operating networks and generating greater sales revenue. 2012 Journal Article http://hdl.handle.net/20.500.11937/47263 10.1504/IJLSM.2012.049705 Inderscience Publishers restricted |
| spellingShingle | air cargo/freight outsourcing supply chain management general sales agent Hosie, Peter Lim, M. Chng, M. The impact of general sales agents on the air cargo industry |
| title | The impact of general sales agents on the air cargo industry |
| title_full | The impact of general sales agents on the air cargo industry |
| title_fullStr | The impact of general sales agents on the air cargo industry |
| title_full_unstemmed | The impact of general sales agents on the air cargo industry |
| title_short | The impact of general sales agents on the air cargo industry |
| title_sort | impact of general sales agents on the air cargo industry |
| topic | air cargo/freight outsourcing supply chain management general sales agent |
| url | http://hdl.handle.net/20.500.11937/47263 |