The relationship between ethical and customer-oriented service provider behaviors

Journal of Business Ethics 13 (7):497 - 506 (1994)
  Copy   BIBTEX

Abstract

This study examines the relationship between the ethical behavior and customer orientation of insurance sales agents engaged in the selling of complex services, e.g. health, life, auto, and property insurance. The effect of ethical and customer-oriented behavior, measured by the SOCO scale (Saxe and Weitz, 1982), on the annual premiums generated by the agents is also investigated. Customeroriented sales agents are found to engage in less unethical behavior than their sales-oriented counterparts. Further, sales-oriented agents are found to perceive greater levels of unethical behavior among their significant others. Alarmingly, higher levels of sales premiums are found among those agents who engage in unethical behavior.

Other Versions

No versions found

Links

PhilArchive

    This entry is not archived by us. If you are the author and have permission from the publisher, we recommend that you archive it. Many publishers automatically grant permission to authors to archive pre-prints. By uploading a copy of your work, you will enable us to better index it, making it easier to find.

    Upload a copy of this work     Papers currently archived: 103,634

External links

Setup an account with your affiliations in order to access resources via your University's proxy server

Through your library

Similar books and articles

A Three-Country Study of Unethical Sales Behaviors.Ning Li & William H. Murphy - 2012 - Journal of Business Ethics 111 (2):219-235.

Analytics

Added to PP
2009-01-28

Downloads
61 (#373,146)

6 months
12 (#262,569)

Historical graph of downloads
How can I increase my downloads?