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Estratégias de Entrada no Mercado de Global Forwarding: O Caso XPO Logistics
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O presente relatório, desenvolvido no âmbito do Mestrado em Direção Comercial e Marketing do Instituto Superior de Administração e Gestão, analisa as estratégias de entrada no mercado português de global forwarding, com especial enfoque na atuação da empresa XPO Logistics. O objetivo central é compreender os desafios logísticos, as oportunidades existentes e os critérios de seleção de operadores internacionais, num contexto de cadeias globais de abastecimento cada vez mais complexas. A investigação adota uma abordagem quantitativa, suportada por uma revisão de literatura especializada e pela aplicação de um questionário estruturado aplicado a 315 empresas com operações internacionais. A análise estatística permitiu identificar padrões de comportamento logístico, níveis de satisfação com os serviços atuais e perceções estratégicas relativamente à digitalização, intermodalidade e sustentabilidade. Os resultados revelam que a maioria das empresas apresenta uma posição neutra quanto à satisfação com serviços de global forwarding, mas reconhece o elevado potencial de inovação e crescimento associado à transformação digital e à integração modal. Verificaram-se diferenças estatisticamente significativas consoante do setor de atividade, da região, do volume exportado e do perfil das operações marítimas, fornecendo indicadores relevantes para a redefinição de estratégias comerciais. Conclui-se que Portugal constitui uma plataforma atrativa para operadores de global forwarding sendo, por isso, essencial reforçar práticas sustentáveis, investir em soluções tecnológicas inovadoras e adaptar os serviços às especificidades de diferentes segmentos empresariais. Este trabalho visa contribuir para a reflexão sobre a competitividade logística nacional, oferecendo recomendações práticas para operadores internacionais, como a XPO Logistics, no contexto do mercado português.
This The present report, developed within the scope of the Master’s Degree in Commercial Management and Marketing at the Instituto Superior de Administração e Gestão, analyses the market entry strategies for global forwarding in Portugal, with a particular focus on the operations of XPO Logistics. The main objective is to understand the logistical challenges, existing opportunities, and the criteria for selecting international operators, in the context of increasingly complex global supply chains.The research adopts a quantitative approach, supported by a review of specialised lit-erature and the application of a structured questionnaire administered to 315 companies with international operations. The statistical analysis enabled the identification of logisti-cal behaviour patterns, satisfaction levels with current services, and strategic percep-tions regarding digitalisation, intermodality, and sustainability.The results reveal that the majority of companies maintain a neutral stance regarding satisfaction with global forwarding services, yet recognise the high potential for innova-tion and growth associated with digital transformation and modal integration. Statistically significant differences were found according to sector of activity, region, export volume, and the profile of maritime operations, providing relevant indicators for the redefinition of commercial strategies.It is concluded that Portugal represents an attractive platform for global forwarding op-erators and, therefore, it is essential to strengthen sustainable practices, invest in inno-vative technological solutions, and adapt services to the specificities of different busi-ness segments. This study aims to contribute to the discussion on national logistical competitiveness, offering practical recommendations for international operators, such as XPO Logistics, within the context of the Portuguese market.
This The present report, developed within the scope of the Master’s Degree in Commercial Management and Marketing at the Instituto Superior de Administração e Gestão, analyses the market entry strategies for global forwarding in Portugal, with a particular focus on the operations of XPO Logistics. The main objective is to understand the logistical challenges, existing opportunities, and the criteria for selecting international operators, in the context of increasingly complex global supply chains.The research adopts a quantitative approach, supported by a review of specialised lit-erature and the application of a structured questionnaire administered to 315 companies with international operations. The statistical analysis enabled the identification of logisti-cal behaviour patterns, satisfaction levels with current services, and strategic percep-tions regarding digitalisation, intermodality, and sustainability.The results reveal that the majority of companies maintain a neutral stance regarding satisfaction with global forwarding services, yet recognise the high potential for innova-tion and growth associated with digital transformation and modal integration. Statistically significant differences were found according to sector of activity, region, export volume, and the profile of maritime operations, providing relevant indicators for the redefinition of commercial strategies.It is concluded that Portugal represents an attractive platform for global forwarding op-erators and, therefore, it is essential to strengthen sustainable practices, invest in inno-vative technological solutions, and adapt services to the specificities of different busi-ness segments. This study aims to contribute to the discussion on national logistical competitiveness, offering practical recommendations for international operators, such as XPO Logistics, within the context of the Portuguese market.
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Estratégias de Entrada Global Forwarding Logística Internacional Competitividade XPO Logistics