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Semantic Scholar Open Access 1991 267 sitasi

The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry

R. R. Lagace R. Dahlstrom Jule B. Gassenheimer
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Abstrak

There has obviously been a recent increased concern over unethical business practices. Certainly, in this era of customer-orientation and emphasis on long-term business relationships, unethical salesperson behavior would be a detriment. We extend the model of relationship quality as developed by Crosby, Evans and Cowles (1990) to include ethical salesperson behavior. In regression analyses, ethical behavior and expertise of pharmaceutical salespersons impact both trust of the salesperson and satisfaction with the exchange as reported by physicians. Implications and suggestions for the pharmaceutical industry are offered.

Topik & Kata Kunci

Business

Penulis (3)

R

R. R. Lagace

R

R. Dahlstrom

J

Jule B. Gassenheimer

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Lagace, R.R., Dahlstrom, R., Gassenheimer, J.B. (1991). The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry. https://doi.org/10.1080/08853134.1991.10753888

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Informasi Jurnal
Tahun Terbit
1991
Bahasa
en
Total Sitasi
267×
Sumber Database
Semantic Scholar
DOI
10.1080/08853134.1991.10753888
Akses
Open Access ✓