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...

This paper empirically examines the relationship between salespeople’s ethical conflict and their job performance. Results suggest that ethical conflict, resulting from an incongruence in ethical values between salespeople and their organizations’ top management, has a negative affect on one...