Trust, Accountability, and Sales Agents' Dueling Loyalties

Business Ethics Quarterly 6 (3):289-310 (1996)
This paper argues that current accountability mechanisms are inadequate to ensure that straight-commissioned agents meet their fiduciary obligations to their clients. In doing so, using agency theory, it revisits how the straight-commission compensation system creates agents’ dueling loyalties and recommends mechanisms of accountability organizations, agents, and/or clients can recognize and employ to ensure agents’ fiduciary obligations to their clients
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DOI 10.2307/3857461
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G. Oakes (1990). The Sales Process and the Paradoxes of Trust. Journal of Business Ethics 9 (8):671 - 679.

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