The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry
Open accessAbstract
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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Citations
Cites
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Relationship Quality in Services Selling: An Interpersonal Influence Perspective
Crosby, L. A., Evans, K. R., & Cowles, D. (1990) · Journal of Marketing · doi:10.1177/002224299005400306 · Cited by 4,763
Cited by
Relationship quality as a predictor of B2B customer loyalty
Rauyruen, P., & Miller, K. E. (2007) · Journal of Business Research · doi:10.1016/j.jbusres.2005.11.006 · Cited by 1,123
Elbeltagi, I., & Agag, G. (2016) · Internet Research · doi:10.1108/intr-10-2014-0244 · Cited by 232
Leonidou, L. C., Kvasova, O., Leonidou, C. N., & Chari, S. (2013) · Journal of Business Ethics · doi:10.1007/s10551-012-1267-9 · Cited by 138
Effects of e-CRM on customer–bank relationship quality and outcomes: The case of Thailand
Sivaraks, P., Krairit, D., & Tang, J. C. S. (2011) · The Journal of High Technology Management Research · doi:10.1016/j.hitech.2011.09.006 · Cited by 98
Metadata
- Authors
- Lagace, R. R., Dahlstrom, R., & Gassenheimer, J. B.
- Venue
- Journal of Personal Selling & Sales Management
- Publisher
- Informa UK Limited
- Published
- 1991-01
- Volume
- 11
- Issue
- 4
- Pages
- 39-47
- ISSN
- 0885-3134 (ISSN-L)
- 1557-7813
- OpenAlex
- W1485094927
- Cited by
- 262
- References
- 2
- FWCI
- 1.45
- Type
- journal article
- Language
- en
- Open access
- hybrid
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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. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.1991.10753888
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
