TY  - JOUR
AB  - Introduction Perhaps one of the most embarrassing and painful things that can occur in dealing with another is to suggest that a person would commit an immoral act and then find that the person considers the act to be totally out of character: “I'm not that kind of person.” An industrial salesperson would certainly wish to avoid a suggestion that would violate the ethical precepts of a buyer. However, it is difficult to assess what a particular buyer might consider to be ethical.
VL  - 3
IS  - 2
SN  - 0885-8624
DO  - 10.1108/eb006053
UR  - https://doi.org/10.1108/eb006053
AU  - Fredrick Trawick I.
AU  - Swan John E.
PY  - 1988
Y1  - 1988/01/01
TI  - HOW SALESPEOPLE ERR WITH PURCHASERS: OVERSTEPPING ETHICAL BOUNDS
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 5
EP  - 11
Y2  - 2024/04/23
ER  -