Journal of Business Ethics 9 (8):671 - 679 (1990)

Abstract
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)
DOI 10.1007/BF00383394
Options
Edit this record
Mark as duplicate
Export citation
Find it on Scholar
Request removal from index
Revision history

Download options

PhilArchive copy


Upload a copy of this paper     Check publisher's policy     Papers currently archived: 70,214
External links

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

Sour Grapes: Studies in the Subversion of Rationality.Jon Elster - 1983 - Editions De La Maison des Sciences De L'Homme.
Trust and Power.Niklas Luhmann - 1982 - Studies in Soviet Thought 23 (3):266-270.
Sincerity and Authenticity.Lionel Trilling - 1972 - Harcourt Brace Jovanovich.
Trust as a Commodity.Partha Dasgupta - 1988 - In Diego Gambetta (ed.), Trust: Making and Breaking Cooperative Relations. Blackwell. pp. 49-72.

Add more references

Citations of this work BETA

View all 13 citations / Add more citations

Similar books and articles

Analytics

Added to PP index
2009-01-28

Total views
55 ( #206,645 of 2,507,652 )

Recent downloads (6 months)
1 ( #416,871 of 2,507,652 )

How can I increase my downloads?

Downloads

My notes