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Trust, Accountability, and Sales Agents’ Dueling Loyalties

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  • Kurland, Nancy B.

Abstract

This paper argues that current accountability mechanisms are inadequate to ensure that straight-commissioned agents meet their fiduciary obligations to their clients. In doing so, using agency theory, it revisits how the straight-commission compensation system creates agents’ dueling loyalties and recommends mechanisms of accountability organizations, agents, and/or clients can recognize and employ to ensure agents’ fiduciary obligations to their clients.

Suggested Citation

  • Kurland, Nancy B., 1996. "Trust, Accountability, and Sales Agents’ Dueling Loyalties," Business Ethics Quarterly, Cambridge University Press, vol. 6(3), pages 289-310, July.
    • Handle: RePEc:cup:buetqu:v:6:y:1996:i:03:p:289-310_01
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    Cited by:

    1. Marko Pitesa & Stefan Thau, 2013. "Masters of the universe: How power and accountability influence self-serving decisions under moral hazard," Post-Print hal-00814565, HAL.
    2. Kennedy, Mary Susan & Ferrell, Linda K. & LeClair, Debbie Thorne, 2001. "Consumers' trust of salesperson and manufacturer: an empirical study," Journal of Business Research, Elsevier, vol. 51(1), pages 73-86, January.

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