Estimating attributes importance for container shipping industry by closing the listening gap with maximum convergent validity

Kee Kuo Chen, Hui Ping Ho, Ching Ter Chang*

*Corresponding author for this work

Research output: Contribution to journalJournal Article peer-review

3 Scopus citations

Abstract

This paper estimates the relationship of attributes importance (AI) to prospect purchase intention by closing the listening gap between customers and managers of container shipping companies. A proposition of minimum cross entropy is proposed to find a solution to the problem with maximum convergent validity, and this proposition is used to estimate AI, in which both opinions about AI of customers and managers of container shipping companies are included. Results indicate that price, discount, personal selling, and word of mouth, are the most important attributes to prospect purchase intention, within the industry. In addition, managerial implications are also discussed.

Original languageEnglish
Pages (from-to)145-163
Number of pages19
JournalTransportation Research Part E: Logistics and Transportation Review
Volume79
DOIs
StatePublished - 01 07 2015
Externally publishedYes

Bibliographical note

Publisher Copyright:
© 2015 Elsevier Ltd.

Keywords

  • Attribute importance
  • Convergent validity
  • Minimum cross entropy
  • Prospect purchase intention
  • Revealed-stated preferences

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