Hochstein, B., Bonney, L, Clark, M., “Positive and Negative Social Labeling of Salesperson Deviance,” Journal of Marketing Theory and Practice, 23 (3), 2015, 303-320.

Qualitative methods are used to gain a broader understanding of overall dimensions of      salesperson deviant behaviors. Then reactions to the behaviors by others are explored and contingent factors are identified that lead to both positive or negative social reactions and labels. This important aspect of salesperson deviance is explored to understand why some deviant behaviors are admired and others are shunned.

Bryan Hochstein,
Jun 22, 2015, 5:25 AM