The Effects of Salesperson Compensation on Perceptions of Salesperson Honesty
MetadataShow full item record
Straughan, Robert D.; Lynn, Michael
A reputation for honesty and trustworthiness is important to success in sales. In this article, we report 2 experiments examining the effects on perceived salesperson honesty of information about how the salesperson is compensated (commissions vs. straight salary). In both experiments, commissioned salesmen were perceived as less honest than were noncommissioned salesmen, but compensation method had no effect on the perceived honesty of saleswomen. The discussion of these findings focuses on their implications for sales management.
salespersons; gender; commissions; compensation; honesty; sales management
Required Publisher Statement: © Wiley. Final version published as: Straughan, R. D., & Lynn, M. (2002). The effects of salesperson compensation on perceptions of salesperson honesty. Journal of Applied Social Psychology, 32(4), 719-731. Reprinted with permission. All rights reserved.