The sales process and the paradoxes of trust
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, t...
| Main Author: | |
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| Format: | Electronic Article |
| Language: | English |
| Check availability: | HBZ Gateway |
| Journals Online & Print: | Drawer...
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| Fernleihe: | Fernleihe für die Fachinformationsdienste |
| Published: |
Springer Science + Business Media B. V
1990
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| In: |
Journal of business ethics
Year: 1990, Volume: 9, Issue: 8, Pages: 671-679 |
| Further subjects: | B
Sales Process
B Trust Formation B Life Insurance B Personal Sale B Economic Growth |
| Online Access: |
Volltext (JSTOR) Volltext (lizenzpflichtig) |