search query: @author Kurland, N. B. / total: 2
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| Author: | Kurland, N. B. |
| Title: | Sales agents and clients. Ethics, incentives, and a modified theory of planned behaviour |
| Journal: | Human Relations
1996 : JAN, VOL. 49:1, p. 51-74 |
| Index terms: | |
| Freeterms: | ARBEITSETHIK, VERSICHERUNGSBETRIEBE, SOZIOLOGIE, AGENTUREN |
| Language: | eng |
| Abstract: | Commission is popularly believed to engender unethical intentions, although little research has directly examined this relationship. This paper directly examines the influence commission, along with experience, income, professional accreditation, and a modified theory of planned behaviour on agents' ethical intentions toward clients. The study sample was systematically drawn from a national group of financial service industry professionals. Implications and limitations are discussed. |
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