This paper argues that current accountability mechanisms are inadequate to ensure that straight-commissioned agents meet their fiduciary obligations to their clients. In doing so, using agency theory, it revisits how the straight-commission compensation system creates agents’ dueling loyalties and recommends mechanisms of accountability organizations, agents, and/or clients can recognize and
... [Show full abstract] employ to ensure agents’ fiduciary obligations to their clients.Nancy B. Kurland is an Assistant Professor at University of Southern California. In addition to her interest in agency, trust, and rewards, her research focuses on the social impacts of technology and stakeholder theory. She recently published a postmodern theory of stakeholder enabling (with Jerry Calton). Her other research appears in Business and Society, Human Relations, Journal of Business Ethics, and Journal of Applied Social Psychology. Before entering academia, she was a financial services agent.
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@article{BEQ:9485389,author = {Kurland,Nancy B.},title = {Trust, Accountability, and Sales Agents’ Dueling Loyalties},journal = {Business Ethics Quarterly},volume = {6},issue = {03},month = {7},year = {1996},issn = {2153-3326},pages = {289--310},numpages = {22},doi = {10.2307/3857461},URL = {http://journals.cambridge.org/article_S1052150X00012549},}
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Trust, Accountability, and Sales Agents’ Dueling Loyalties
Nancy B. Kurland (1996).
Business Ethics Quarterly , Volume 6 , Issue03 , July 1996, pp 289-310
http://journals.cambridge.org/action/displayAbstract?aid=9485389
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Trust, Accountability, and Sales Agents’ Dueling Loyalties
Nancy B. Kurland July 1996
Business Ethics Quarterly,
,Volume6,
Issue03,
July 1996,
pp 289-310
http://journals.cambridge.org/abstract_S1052150X00012549
Nancy B. Kurland
(1996).
Trust, Accountability, and Sales Agents’ Dueling Loyalties.
Business Ethics Quarterly,
6,
pp 289-310.
doi:10.2307/3857461.
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