The contemporary motor carrier salesperson: An analysis of shipper and carrier perspectives |
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| Institution: | 2. Graduate Faculty, Hebei North University, Zhangjiakou, Hebei Province, China;3. Department of Information, First Affiliated Hospital of Hebei North University, Zhangjiakou, Hebei Province, China;1. Sun Yat-sen Business School, Sun Yat-sen University, No. 135 Xinggang West Road, Guangzhou, China;2. Business Section, Institute of Textile and Clothing, The Hong Kong Polytechnic University, Hung Hom, Kowloon, Hong Kong;3. Department of Management Sciences, City University of Hong Kong, Kowloon, Hong Kong;4. Department of Applied Mathematics, The Hong Kong Polytechnic University, Hung Hom, Kowloon, Hong Kong;1. Department of Civil and Environmental Engineering, William & Cloy Codiga Resource Recovery Center, Center for Sustainable Development & Global Competitiveness, Stanford University, Stanford, CA 94305-4020, USA;2. Key Laboratory for Heavy Metal Pollution Control and Reutilization, School of Environment and Energy, Peking University Shenzhen Graduate School, Shenzhen 518055, China;3. Institute of New Energy Technology, Tsinghua University, Beijing 100084, China;4. School of Natural and Built Environment, Queen’s University Belfast, Belfast BT9 5AG, Northern Ireland, UK;5. Environmental Sciences Division, Oak Ridge National Laboratory, Oak Ridge, P.O. Box 2008, TN 37831, USA;6. EXAFS Analysis, Bolingbrook, IL 60440, USA;7. Department of Civil Engineering, The University of Hong Kong, Hong Kong, China |
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| Abstract: | One of the continuing concerns of the motor carrier industry is the need to upgrade the knowledge and skills of its salespeople. The paper reports the findings of a study which attempts to identify the specific characteristics of salespeople that require upgrading or improvement. The study is unique in the sense it examines and compares the views of both shippers (i.e. “buyers”) and carriers (i.e. “sellers”) of trucking services. Overall, both the univariate and multivariate analysis indicate that shippers and motor carrier sales managers have very different perceptions regarding desirable salesperson attributes, with shippers advocating less emphasis on personal traits and more attention to service and knowledge-related attributes. This suggests that motor carriers, in general, have been slow to adapt their sales management policies and practices to the realities of the contemporary transportation environment. |
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