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  1. Tracing stakeholder terminology then and now: Convergence and new pathways.Jennifer J. Griffin - 2017 - Business Ethics: A European Review 26 (4):326-346.
    Over the past four decades, stakeholder research has united a chorus of voices from different disciplines using different terminology for different audiences all related to a seemingly similar topic: those that affect and are affected by business. By juxtaposing a comprehensive review of the early years of stakeholder research against more recent stakeholder research, we identify areas of common convergence as well as emergent scholarship. We develop an organizing framework consisting of three stakeholder-related themes: who or what is a stakeholder; (...)
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  • Trust, Accountability, and Sales Agents’ Dueling Loyalties.Nancy B. Kurland - 1996 - Business Ethics Quarterly 6 (3):289-310.
    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 employ to ensure agents’ fiduciary obligations to their clients.
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  • The myth of the salesperson: Intended and unintended consequences of product-specific sales incentives. [REVIEW]Tara J. Radin & Robert J. Oppenheimer - 2002 - Journal of Business Ethics 36 (1-2):79 - 92.
    Product-specific sales incentives, or "spiffs," have instigated conflict in business and sales for more than fifty years. PSIs are exactly what they sound like: incentives offered by manufacturers to salespeople to encourage them to promote certain products above those of competitors. PSIs have provoked considerable controversy. They are sometimes likened to "bribes," in that their purpose is to motivate salespeople to offer advice that might contradict what they would otherwise recommend. If a salesperson's job is to sell an array of (...)
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