The impact of trust in manager on unethical intention and customer‐oriented selling

Purpose The purpose of this paper is to examine how customer‐oriented selling is linked to two important antecedents – unethical intention and the trust of salespeople in their manager. Design/methodology/approach Hypotheses are developed suggesting that “unethical intention” is inversely related to “trust in manager” and “customer‐oriented selling.” Data were collected from 345 business‐to‐business sales professionals. Structural equation...