Ethical sales behavior and its impact on customer trust with a special reference to allopathic pharmaceutical industry: an empirical study

Author: 
Arun.G and Manoj Krishnan.C.G

In this extremely competitive and globalised world, it is compulsory for a Pharmaceutical Company to be ethical for building a long-lasting relationship with the customers. This article portrays about the Impact of Ethical Sales Behaviour on Trust towards the Sales Person and Trust towards the Selling Firm. It also studied about the impact of Trust towards the Salesperson on Trust towards the Selling Firm. This article says that there is a positive impact on Ethical Sales behaviour towards Trust towards the Sales Person and Trust towards the Selling Firm. This article states that the Trust towards the Sales Person has a positive impact on Trust with the Selling Firm.

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DOI: 
DOI: http://dx.doi.org/10.24327/ijcar.2017.4390.0504