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.
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| DOI | 10.1007/BF00383394 |
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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 as a Commodity.Partha Dasgupta - 1988 - In Diego Gambetta (ed.), Trust: Making and Breaking Cooperative Relations. Blackwell. pp. 49-72.
The Salesman: Ideology and Self-Imagery in a Prototypic Occupation.F. William Howton & Bernard Rosenberg - forthcoming - Social Research: An International Quarterly.
Citations of this work BETA
The Quest to Improve the Human Condition: The First 1 500 Articles Published in Journal of Business Ethics. [REVIEW]Denis Collins - 2000 - Journal of Business Ethics 26 (1):1 - 73.
An Ethical Analysis of Hierarchical Relations in Organizations.Dennis J. Moberg - 1994 - Business Ethics Quarterly 4 (2):205-220.
The Relationship Between Ethical and Customer-Oriented Service Provider Behaviors.Vince Howe, K. Douglas Hoffman & Donald W. Hardigree - 1994 - Journal of Business Ethics 13 (7):497 - 506.
Ethics, Incentives, and Conflicts of Interest: A Practical Solution. [REVIEW]Nancy B. Kurland - 1995 - Journal of Business Ethics 14 (6):465 - 475.
Competitive Irrationality: The Influence of Moral Philosophy.Dennis B. Arnett & Shelby D. Hunt - 2002 - Business Ethics Quarterly 12 (3):279-304.
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