caa a22 4500 465817572 CHVBK 20180323112127.0 cr unu---uuuuu 170327e19900801xx s 000 0 eng 10.1007/BF00383394 doi (NATIONALLICENCE)springer-10.1007/BF00383394 Oakes G. School of Business, Monmouth College, 07764, West Long Branch, NJ, USA aut The sales process and the paradoxes of trust [Elektronische Daten] [G. Oakes] This essay explores a major ethical variable in personal sales: trust. By analyzing data drawn from life insurance sales, the essay supports the thesis that the role of the agent and the exigencies of personal sales create certain antinomies of trust that compromise the sales process. As a result, trust occupies a problematic and apparently paradoxical position in the sales process. On the one hand, success in personal sales is held to depend upon trust. On the other hand, because the techniques required to form trust in personal sales nullify the conditions under which trust is possible, these instruments of trust formation are self-defeating. Kluwer Academic Publishers, 1990 Journal of Business Ethics Kluwer Academic Publishers 9/8(1990-08-01), 671-679 0167-4544 9:8<671 1990 9 10551 https://doi.org/10.1007/BF00383394 text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.1007/BF00383394 text/html Onlinezugriff via DOI NATIONALLICENCE 100 1- Oakes G. School of Business, Monmouth College, 07764, West Long Branch, NJ, USA aut NATIONALLICENCE 773 0- Journal of Business Ethics Kluwer Academic Publishers 9/8(1990-08-01), 671-679 0167-4544 9:8<671 1990 9 10551 Metadata rights reserved Springer special CC-BY-NC licence nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-springer