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

Lagace, Rosemary R.; Dahlstrom, Robert; Gassenheimer, Jule B.
September 1991
Journal of Personal Selling & Sales Management;Fall91, Vol. 11 Issue 4, p39
Academic Journal
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.


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