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Development of measures for the acquisition of third-party logistics (3PL) contracts – an example of a medium-sized 3PL provider with focus on East Europe

  • This thesis investigates what measures a third-party logistics (3PL) provider has to take in order to be able to acquire contracts in foreign countries for further growth of its business. This study is being carried out on behalf of a German medium-sized 3PL provider whose strategic objective is to acquire especially those contracts which have not been outsourced to other 3PL providers by the customer before. This is due to the fact that it is difficult to replace another 3PL provider owing to a customer’s high switching costs. A general global marketing process is being applied for investigation. This process is adapted to the specific case of a 3PL provider by results of expert interviews conducted with different employees at the headquarters as well as two foreign subsidiaries of the company. Based on this process, the author derives general recommendations for the company. The conclusion of this thesis is threefold. First, general recommendations including early market entry, preparation through intense market research and the creation of a competitive advantage are given. Second, a plan of action is proposed on what measures have to be taken when participating in a foreign tender. Finally, a decision tree on how foreign tenders can be evaluated with respect to the company’s strategic objective is suggested.

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Author:Denise Nagel
Advisor:Lars Binckebanck
Document Type:Bachelor Thesis
Year of Completion:2016
Granting Institution:Hochschule Furtwangen
Date of final exam:2016/06/30
Release Date:2016/07/26
Degree Program:IBM - International Business Management
Functional area:Marketing
Licence (German):License LogoUrheberrechtlich geschützt