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APPROACHES FOR SEGMENTATION OF THE CARGO FREIGHT MARKET

Svetla Tzvetkova

Abstract

In order to be competitive, cargo freight enterprises should always strive to fully satisfy consumer demands and react adequately and in a timely fashion to market changes. This stipulates the use of marketing approaches for market segmentation in accordance with its specificity and the type of transport. The present article substantiates the necessity for segmenting the cargo freight market and indicates specific approaches for that. They should include: analysis and grouping of customers according to their differences and demands about their criteria for the quality of transport services, which stipulates the use of a certain type of rolling stock, the creation of optimal freight conditions, payment conditions, requirements regarding the time and deadline of delivery, the provision of additional services, as well as guaranteed retention of the cargo’s utility value.

Keywords

approaches for segmenting the transport market; cargo freight market

JEL Codes: R40, R41, R49

References

Parvanov, H., Tzvetkova, S. (2007). Marketing of Transport Firms, University Publ. House “Stopanstvo”, UNWE, Sofia
Parvanov, H., Tzvetkova, S. (2017). Marketing of Transport and Energy, UNWE’s Publishing Complex, Sofia
Tzvetkova, S. (2014). Modern Methods of Marketing, Qualitative Changes in the Management System of Non-Industrial Firms (Science conference “Trend in the Development of Global Tourism”, UNWE), published in Scientific Journal “Infrastructure and Communications”, issue 9, May 2014, pp. 109-114
Tzvetkova, S. (2009). Marketing Management of Transport Services, University Publ. House “Stopanstvo”

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