Purpose: The purpose of this paper is to explore the relationship between salesperson role perceptions and use of neutralization techniques, given the relationship orientation of the salesperson. Direct relationships between salesperson role conflict, role ambiguity, role task self-efficacy and...

Purpose: This study aims to examine how contractual mechanisms, trust and ethical levels impact opportunism in marketing channel relationships between manufacturers and distributors. Because the type of interactions, short-term or transaction-based vs long-term or relation-based, may also...

The purpose of this paper is to introduce a theoretical model in which salesperson ethical behavior is moderated by techniques of neutralization. Sales people are risk takers, pursue new ventures and thus deal with constant change. Such an entrepreneurial setting can make salespeople vulnerable...

Purpose – The present study is a “first look” at sales superstitions with the purpose of establishing its prevalence among professional salespeople and examining the subsequent effects on sales person expected confidence, motivation, sales call behavioral intentions, and anticipated...