Trustworthiness of Salespeople in the Business-to-Business Market: The Five C's

Lau, Geok Theng; Chin, H

doi:10.1300/j033v10n03_01

Cited by 8 publications

(4 citation statements)

References 35 publications

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“…Indeed, Sivadas et al (2002Sivadas et al ( -2003 discerned that manufacturing sales managers with greater relativism viewed questionable behaviors more favorably than did those lower in relativism. Also, recent research ascertained that industrial salespersons' relativism is negatively associated with their trustworthiness (Lau and Chin 2003). Implicitly, trust and ethical conduct conceivably go hand in hand.…”

Section: Relativistsmentioning

confidence: 99%

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The Influence of Moral Philosophy on Retail Salespeople's Ethical Perceptions

Dubinsky

Nataraajan

Huang

2004

Journal of Consumer Affairs

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The relatively minimal literature on ethics in a retail selling context indicates that retail sales personnel perceive that their job creates ethical dilemmas. However, what drives those beliefs is virtually unknown. Investigations in non‐retailing venues have found that employees’ moral philosophy (or ideology) influences whether they view a particular situation, action, or behavior as unacceptable (ethically inappropriate). The present study extends previous retail sales ethics research by examining the impact of retail salespersons’ moral philosophy on their perceptions of situations that are potentially ethically troublesome. Findings reveal some evidence that moral philosophy does indeed have an effect on retail salespeople's ethical beliefs. The impact of these results on the consumer is brought out through a discussion of the various implications from the vantage point of consumer welfare.

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Section: Relativistsmentioning

confidence: 99%

“…A possible rationale for this latter finding is that there was minimal variance in the sample's idealism measure. Also, a recent study discerned that businessto-business salespersons' idealism is positively associated with salesperson trustworthiness (Lau and Chin 2003).…”

Section: Idealistsmentioning

confidence: 99%

The Influence of Moral Philosophy on Retail Salespeople's Ethical Perceptions

Dubinsky

Nataraajan

Huang

2004

Journal of Consumer Affairs

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“…There are several econometric approaches in the literature for computing/predicting the market share and more generally for mathematically describing the effect of trust and loyalty on creating value within a B2B market [36][37][38][39].…”

Section: Business-to-business Marketingmentioning

confidence: 99%

A New Method for Agricultural Market Share Assessment

et al. 2018

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The Romanian market for plant protection products (PPP) is fragmented, dispersed, and very competitive. In recent years, there has been a constant decrease of farmers’ profitability, which has cascaded into the distribution of pesticides, fertilizers, and seeds. Since the structure of any market is dynamic over time, companies can determine the effectiveness of their different marketing strategies using analytical tools. As an alternative to econometric tools for predicting the market share in the farming industry, we propose the analytic network process (ANP) model, in which the market share is described as a network of nodes and clusters. Domain experts validate the ANP structure with respect to criteria and alternatives. The model allows the quantification of qualitative judgments provided by either experts or customers, through the highest eigenvalues. The eigenvalues are then further aggregated to deliver conclusive scores for the distribution of a particular market among competitors. The purpose of this research is twofold: (1) to develop an ANP-based tool for analyzing the competitive position (market share) of a company and (2) to help companies use the new tool in order to improve their business. The paper is of interest to PPP distributors, PPP manufacturers, customers, and policy-makers. The first two categories of stakeholders can use the analysis to better direct their marketing efforts, the customers can use it to select their providers, and the policy-makers can use it to evaluate and improve the control of PPP.

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“…Extrinsically motivated sales people are more concerned with self-accruing benefits (Lau and Chin, 2003). They are individuals more motivated when outside forces are involved (Kunz and Pfaff, 2002;Pullins, 2001).…”

Section: Extrinsic Motivationmentioning

confidence: 99%

Salesforce control system in high‐tech contexts: do environment and industry matter?

Lapierre

Skelling

2005

Journal of Business &Amp; Industrial Marketing

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Purpose -Aims to examine the influence exerted by two key actors -sales person and sales manager -on the salesforce control system used by high-tech industries. First, since these industries evolve in a highly turbulent environment, external conditions can be expected to modify the relationships between the antecedents and the control system. Also seeks to study the differences in two industries' reactions to an uncertain environment. Design/methodology/approach -The investigation was empirical, and a total of 200 managers were surveyed across two industries (the computer and the electrical/electronic industries) in the province of Quebec, Canada. Findings -Results suggest that both sales person and sales manager characteristics predict the control system. Second, environment uncertainty and technological turbulence modify the relationships between most of the antecedents and the control system. Third, few differences were found in how the two industries respond to a turbulent environment. The results cannot be generalized, mainly because of the geographical context of this research, meaning that their use is somewhat limited for managers in other regions. The findings nonetheless give managers insight into which characteristics influence the control system and how environment influences the relationships investigated. Originality/value -Contributes to the marketing literature since it is the only study other than Krafft's that measures the direct effects that the two key actors exert on the control system. This research is also the first to empirically show the indirect effects attributable to environment. The results are exploratory and should be replicated in other contexts to improve their external validity.

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Trustworthiness of Salespeople in the Business-to-Business Market: The Five C's

Cited by 8 publications

References 35 publications

The Influence of Moral Philosophy on Retail Salespeople's Ethical Perceptions

The Influence of Moral Philosophy on Retail Salespeople's Ethical Perceptions

A New Method for Agricultural Market Share Assessment

Salesforce control system in high‐tech contexts: do environment and industry matter?

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