The value of long‐term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of future sales consequences and customer‐oriented selling) and their effects on the usage of long‐term...

Purpose – The purpose of this paper is to examine how customer‐oriented selling is linked to two important antecedents – unethical intention and the trust of salespeople in their manager. Design/methodology/approach – Hypotheses are developed suggesting that “unethical intention” is...

Because salespeople operating under an outcome‐based control system are likely to be motivated by self‐interest, sales quotas are believed to drive salespeople to perform unethical behavior, particularly if this behavior is deemed necessary to achieve quota. Accordingly, this article...

Sales quotas typically “drive” sales organizations. As such, the ability of the sales organization, both individually (the salesperson) and the group (the total collection of the sales professionals), to accomplish its quota has a significant impact on the performance of the sales and...

Purpose – The purpose of this paper is to determine if transformational leadership has an effect on business‐to‐business salespeople's trust in the organization, whether trust in the organization affects moral judgment and if moral judgment in turn affects salesperson performance,...