Role theory espouses, and extensive empirical research has found, that role stress can have deleterious effect on work outcomes of sales personnel. The findings of these investigations, however, are predicated on U.S.-based samples of salespeople. Whether similar results would be obtained with...

This study examines ethical perceptions of industrial salespeople in the United States, Japan, and South Korea. Marketing ethics in general and selling ethics in particular have experienced increasing research attention. Many of the empirical studies have focused on ethical situations...