Carrier selection: Understanding the needs of less-than-truckload shippers

There is a substantial body of research devoted to the processes shippers use in selecting motor carriers. Using data collected from 222 less-thantruckload (LTL) shippers, the current study attempts to further extend knowledge in this area in three ways by (1) examining additional carrier selection variables that heretofore have not been investigated, (2) employing a research method that has not been used in previous studies, and (3) conducting segmentation analyses of LTL shippers in their selection of motor carriers. In addition, this study identified five distinct need-based segments of LTL shippers that assigned differential importance to the variables considered in the selection process. The authors also describe the basic demographic characteristics of each segment. Recommendations for managerial actions and future research on carrier selection are provided.