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...

Purpose The purpose of this paper is to attempts to better understand the role of ethical leadership in the business-to-business customer value creation process. Drawing on job demands-resources theory (Bakker and Demerouti, 2007; Demerouti et al. , 2001), this paper develops and tests a model that...