RT Article
T1 Trust, Accountability, and Sales Agents’ Dueling Loyalties
JF Business ethics quarterly
VO 6
IS 3
SP 289
OP 310
A1 Kurland, Nancy B.
LA English
PB Cambridge Univ. Press
YR 1996
UL https://www.ixtheo.de/Record/1824196288
AB This paper argues that current accountability mechanisms are inadequate to ensure that straight-commissioned agents meet their fiduciary obligations to their clients. In doing so, using agency theory, it revisits how the straight-commission compensation system creates agents’ dueling loyalties and recommends mechanisms of accountability organizations, agents, and/or clients can recognize and employ to ensure agents’ fiduciary obligations to their clients.
DO 10.2307/3857461