States that researchers in marketing have called for investigations concerning personal selling and sales management in the international arena. Examines the influence of organizational formalization on work alienation through role stress and organizational commitment in industrial salesforces...

Reports the results of a study that examined industrial salespeople′s perceptions of organizational fairness (a measure of perceived equity) across the United States, Japan and Korea. Prior research has found that employees′ perceived equity is associated with several job‐related...

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...

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...

Purpose – The purpose of the article is to present and test a model regarding important factors that may help reduce unethical behavior (i.e. misselling) of salespeople in the financial services industry. Design/methodology/approach – To test the hypotheses, telemarketers from the life...