The ethical behavior of salespeople is especially important in today's environment of increased customer awareness, shortened product life cycle and stiff competition. A salesperson's ethical behavior plays a critical role in forming, maintaining and sustaining long-term customer relationships....

Sales and marketing ethics systematically examines marketing variables related to 4Ps of marketing (or marketing mix) - issues such as unsafe products, deceptive pricing, discrimination in distribution and deceptive advertising. Unethical sales and marketing activity causes various problems for...

This study seeks to answer the following question: Can sales representatives enhance their performance through their acceptance of information technology (IT) tools? Using data collected from two companies, we show that despite uncertain results and the frequent resistance among salespeople to...

This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use...

In modern market conditions, customers who purchase banking products require a high level of service. In particular, they require continuous real-time service with the ability to instantly "switch" between service channels. The article analyzed the economic component of the omnichannel sales...