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

Kenneth C. Schneider · James C. Johnson

15 citations0/0 files storedJournal of Personal Selling and Sales Management

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Abstract

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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References

1988Ethical Behavior and Bureaucratic Structure in Marketing Research Organizations 1989Business ethics: A literature review with a focus on marketing ethics 1984Ethical Problems of Marketing Researchers 1990A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations 1989Judgments of Marketing Professionals about Ethical Issues in Marketing Research: A Replication and Extension 1989Supervising Unethical Salesforce Behavior 2013Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel 1989Judgments of Marketing Professionals about Ethical Issues in Marketing Research: A Replication and Extension

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2019Risk evaluation and mitigation of sustainable road freight transport operation: a case of trucking industry 2013Who would engage in unethical behavior? Should organizations bear the responsibility?1994Professional Notes

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