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Networking as the basis for value proposition of transport companies in the railway transit market

Author

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  • Marina Yu. SHERESHEVA

    (Lomonosov Moscow State University)

  • Svetlana O. DUNAEVA

    (Lomonosov Moscow State University)

Abstract

The article considers the issues of transport companies’ value proposition in the sphere of railway transit transportation. The methodological basis of the study includes strategic marketing theory, the concepts of value proposition and inter-firm networking. The authors detect the dominant trends in transport services within international transport corridors applying data analysis of international trade flows, railway transportation volumes and the main shifts in the industry. The research results emphasize that there exists multidimensional space of alternative management decisions, where a company’s choice made in accordance with the actions of other actors in the market constructs a particular scenario of business development. The paper finds that Russia is a key country in the field of inland container transportation among economies of Europe and Asia. Improvements in transport services provided have a significant positive impact on the position of partner countries in cross-border relationships. The research results justify the network nature of relationships between market stakeholders and unveil key factors in improving the value proposition for customer. These factors embrace ensuring supply reliability, reducing delivery time, increasing delivery time predictability, providing a more flexible service delivery system with a focus on the end customer interests, as well as offering a faster solution to emerging issues due to established relations with foreign partners.

Suggested Citation

  • Marina Yu. SHERESHEVA & Svetlana O. DUNAEVA, 2019. "Networking as the basis for value proposition of transport companies in the railway transit market," Upravlenets, Ural State University of Economics, vol. 10(3), pages 47-57, July.
  • Handle: RePEc:url:upravl:v:10:y:2019:i:3:p:47-57
    DOI: 10.29141/2218-5003-2019-10-3-5
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    References listed on IDEAS

    as
    1. James E. Anderson & Eric van Wincoop, 2004. "Trade Costs," Journal of Economic Literature, American Economic Association, vol. 42(3), pages 691-751, September.
    2. Markus Hesse & Jean‐Paul Rodrigue, 2006. "Global Production Networks and the Role of Logistics and Transportation," Growth and Change, Wiley Blackwell, vol. 37(4), pages 499-509, December.
    3. Baggio Rodolfo & Sheresheva Marina, 2014. "Network approach in economics and management: The interdisciplinary nature," Working Papers 0011, Moscow State University, Faculty of Economics.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    transit freight market; transport company; value proposition; network relations; stakeholder; competitive advantage.;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm
    • L84 - Industrial Organization - - Industry Studies: Services - - - Personal, Professional, and Business Services
    • L92 - Industrial Organization - - Industry Studies: Transportation and Utilities - - - Railroads and Other Surface Transportation

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