Trust, Accountability, and Sales Agents’ Dueling Loyalties

Nancy B. Kurland

Business Ethics Quarterly, 1996, vol. 6, issue 3, 289-310

Abstract: 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.

Date: 1996
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