The Enemy Within: Examining Salesperson Deviance and its Determinants

Until now, sales researchers have not done any empirical work in the area of deviant workplace behavior. This is surprising, given that recent survey data suggest deviant salesperson behavior is running rampant out in the field: 60 percent of sales managers have caught their reps cheating on expense reports, 47 percent suspect their reps have lied on sales calls, and 36 percent believe salesperson behavior has gotten worse in recent years. In an...