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Ethical Dilemmas Faced in the Selling of Complex Services: Significant Others and Competitive Pressures

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References

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1989Supervising Unethical Salesforce Behavior

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181 cited

1984Correlates of salespeople's ethical conflict: An exploratory investigation169 cited

Cited by

2000An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods70 cited
2012Determinants of telemarketer misselling in life insurance services43 cited
2015Rogues in the ranks of selling organizations: using corporate ethics to manage workplace bullying and job satisfaction42 cited
2020Business Ethics Training in Human Resource Development: A Literature Review37 cited
2017Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions36 cited
2002The Influence of Compensation on Product Recommendations Made by Insurance Agents34 cited
2021Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate32 cited
2019A New Direction for Sales Ethics Research: The Sales Ethics Subculture30 cited
2005Choice or Perception: How Affect Influences Ethical Choices Among Salespeople29 cited
2018A narrative on Islamic insurance in Bangladesh: problems and prospects20 cited
2011The Personal Selling Ethics Scale: Revisions and Expansions for Teaching Sales Ethics18 cited
2014Brand knowledge transfer via sponsorship in the financial services industry17 cited
2016Issues and Problems in Ethical Practices amongst Takaful Agents16 cited
1997An Essay on When to Fully Disclose in Sales Relationships: Applying Two Practical Guidelines for Addressing Truth-Telling Problems15 cited
2013Who would engage in unethical behavior? Should organizations bear the responsibility?14 cited
2011Blurred Promises: Ethical Consequences of Fine Print Policies in Insurance13 cited