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Globalization and international transportation have gained prominence more than ever before in the later half of the twentieth century. The relaxation of U.S. government regulations through the deregulation of both the air and ocean industries contributed to an increase in international air and ocean cargo traffic. Coupled with emerging advancements in technology in the 1990's, there has been a significant decrease in the complexities associated with the movement, storage, and tracking of international consignments, thereby facilitating foreign trade operations. Together, both of these factors have played a vital role in the facilitation of global trade. As a result, many firms now pursue global sourcing to utilize worldwide resources and worldwide technology more efficiently to create a competitive advantage for themselves in the marketplace (Thomchick 2000). This study provides a turn-of-the-century view of the regulations that have governed rate-making so far in both the international air and ocean shipping industries. The changes that occurred in the rate making process in the post-deregulated era in both industries are identified. In the case of the air transport industry, the most recent development in regulation was that of the 'open skies' bilateral air service agreements that began in the United States in 1992 (Doganis 2001). In the case of the ocean transport industry, the Ocean Shipping Reform Act (OSRA) of 1998 was the most significant development, completely altering the way shippers and carriers conducted business with each other. These changes laid the foundation for this study. Although much research has been conducted on the impact of deregulation reforms on the air freight and ocean cargo industry, no study to date has performed an analysis of the price negotiation strategies employed by international shippers in the post-deregulated era. Thus, the objective of this study is to perform an analysis of price negotiation strategies adopted by shippers of international air and ocean transportation in the post-deregulated era. From a more micro view, the research examines the price negotiation strategies adopted by a selected sample of shippers of international air and ocean cargo. The study provides valuable information on the negotiation strategies and carrier selection practices employed by a selected sample of international shippers of diverse goods. All international shippers should benefit from this knowledge since these strategies represent current industry practices. The research began with a review of the literature on the deregulation reforms that impacted the different approaches adopted in rate making in the air freight and ocean cargo industries. A survey of international shipping firms was then conducted by sending out a structured questionnaire via email. The survey provided information on the factors that influence the carrier selection process and the price negotiation strategies adopted by the respondents. Conclusions were drawn regarding the negotiation strategies and carrier selection practices adopted by the sample. LITERATURE REVIEW International Air Transport Regulation and Cargo Pricing Until the early 1930's, air was employed primarily for the transport of passengers. The usage of air for transporting cargo began in the early 1930's when airlines started transporting airmail (Williams, 1994). National Air Transport, organized in 1926, was the pioneer that employed airlines for the transport of all property other than mail and passengers' baggage (Williams 1994). However, after the establishment of the Civil Aeronautics Board (CAB), through the passage of the Civil Aeronautics Act in 1938, many carriers began to show interest in the air freight business (Williams 1994; Taneja 1980). United Airlines initiated all-cargo service by offering the first domestic service between New York and Chicago in December 1940. …

Price negotiation strategies adopted by shippers of international air and ocean transportation