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The Effects of Salesperson Compensation on Perceptions of Salesperson Honesty

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dc.contributor.authorStraughan, Robert D.
dc.contributor.authorLynn, Michael
dc.date.accessioned2020-09-12T21:03:27Z
dc.date.available2020-09-12T21:03:27Z
dc.date.issued2002-01-01
dc.description.abstractA 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.
dc.description.legacydownloadsLynn71_The_effects_of_salesperson_compensation.pdf: 752 downloads, before Aug. 1, 2020.
dc.identifier.other5032363
dc.identifier.urihttps://hdl.handle.net/1813/71570
dc.language.isoen_US
dc.relation.doihttps://doi.org/10.1111/j.1559-1816.2002.tb00239.x
dc.rightsRequired 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.
dc.subjectsalespersons
dc.subjectgender
dc.subjectcommissions
dc.subjectcompensation
dc.subjecthonesty
dc.subjectsales management
dc.titleThe Effects of Salesperson Compensation on Perceptions of Salesperson Honesty
dc.typearticle
local.authorAffiliationStraughan, Robert D.: Washington and Lee University
local.authorAffiliationLynn, Michael: wml3@cornell.edu Cornell University

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