David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 9 (8):671 - 679 (1990)
This essay explores a major ethical variable in personal sales: trust. By analyzing data drawn from life insurance sales, the essay supports the thesis that the role of the agent and the exigencies of personal sales create certain antinomies of trust that compromise the sales process. As a result, trust occupies a problematic and apparently paradoxical position in the sales process. On the one hand, success in personal sales is held to depend upon trust. On the other hand, because the techniques required to form trust in personal sales nullify the conditions under which trust is possible, these instruments of trust formation are self-defeating.
|Keywords||No keywords specified (fix it)|
|Categories||categorize this paper)|
Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
|Through your library|
References found in this work BETA
No references found.
Citations of this work BETA
Sharon C. Bolton, Maeve Houlihan & Knut Laaser (2012). Contingent Work and Its Contradictions: Towards a Moral Economy Framework. [REVIEW] Journal of Business Ethics 111 (1):121-132.
Claudio Aqueveque & Catherine Encina (2010). Corporate Behavior, Social Cynicism, and Their Effect on Individuals' Perceptions of the Company. Journal of Business Ethics 91 (2):311 - 324.
Similar books and articles
Russell Abratt & Neale Penman (2002). Understanding Factors Affecting Salespeople's Perceptions of Ethical Behavior in South Africa. Journal of Business Ethics 35 (4):269 - 280.
Bryan W. Husted (1998). The Ethical Limits of Trust in Business Relations. Business Ethics Quarterly 8 (2):233-248.
J. B. DeConinck & D. J. Good (1989). Perceptual Differences of Sales Practitioners and Students Concerning Ethical Behavior. Journal of Business Ethics 8 (9):667 - 676.
James B. DeConinck & William F. Lewis (1997). The Influence of Deontological and Teleological Considerations and Ethical Climate on Sales Managers' Intentions to Reward or Punish Sales Force Behavior. Journal of Business Ethics 16 (5):497-506.
Thomas L. Carson (1998). Ethical Issues in Sales: Two Case Studies. [REVIEW] Journal of Business Ethics 17 (7):725-728.
Harry Hummels & Hans E. Roosendaal (2001). Trust in Scientific Publishing. Journal of Business Ethics 34 (2):87 - 100.
Rob Lawlor (2011). Organ Sales Needn't Be Exploitative (but It Matters If They Are). Bioethics 25 (5):250-259.
Norman Mooradian (2004). Information Requirements and the Characteristics of Sales Situations. Business Ethics Quarterly 14 (1):123-139.
Trudy Govier (1993). Self-Trust, Autonomy, and Self-Esteem. Hypatia 8 (1):99 - 120.
Robert C. Solomon (1998). Creating Trust. Business Ethics Quarterly 8 (2):205-232.
Added to index2009-01-28
Total downloads14 ( #122,731 of 1,139,999 )
Recent downloads (6 months)1 ( #157,514 of 1,139,999 )
How can I increase my downloads?