Professionalism and Ethical Standards Among Salespeople in a Deregulated Environment: A Case Study of the Trucking Industry

Schneider, Kenneth C.; Johnson, James C.
January 1992
Journal of Personal Selling & Sales Management;Winter92, Vol. 12 Issue 1, p33
Academic Journal
Case Study
Passage of the 1980 Motor Carrier Act signaled a significant change in the direction of government regulation in the trucking industry, resulting in a substantially more competitive industry. Not surprisingly, the Act led to significant changes within the trucking industry, some positive and others negative. The purpose of this article is to examine the extent to which deregulation led to an increase or decrease in professionalism and ethical. conduct among trucking company salespeople. Using results from a survey of domestic shippers, it is concluded that deregulation heightened professionalism and ethical standards among carrier sales representatives.


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