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Human Relations
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Sales Agents and Clients: Ethics, Incentives, and a Modified Theory of Planned Behavior

Nancy B. Kurland

Department of Management and Organization, University of Southern California, School of Business Administration, Los Angeles, California 90089

Commission is popularly believed to engender unethical intentions, although little research has directly examined this relationship. This paper directly examines the influence commission, along with experience, income, professional accreditation, and a modified theory of planned behavior, has on agents' ethical intentions toward clients. The study sample was systematically drawn from a national group of financial service industry professionals. Only a modified theory of planned behavior significantly predicted agents' ethical intentions. Implications and limitations are discussed.

Key Words: incentives • straight-commission • ethics • insurance agents • theory of planned behavior

Human Relations, Vol. 49, No. 1, 51-74 (1996)
DOI: 10.1177/001872679604900103
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