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.
OAKES, G. (1990): The sales process and the paradoxes of trust. In: Journal of Business Ethics: Volume 9 , 671-679. URL [Accessed: 16.04.2018]