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Multi-dimensional nature of the phenomenon of fraud in sales organizations. Undiscovered land of research opportunity. (Wielowymiarowy charakter zjawiska defraudacji w organizacjach sprzedazy. Niezbadany obszar mozliwosci badawczych)

Krzysztof Cybulski
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Krzysztof Cybulski: Faculty of Management, University of Warsaw

Research Reports, 2018, vol. 2, issue 28, 15-25

Abstract: Ethics as well as moral values are a powerful force which can regulate the behavior of salespeople, both inside and outside of an organization. While reasonably specific and easy to understand, ethics do not exhaust the list of determining factors which determine a person’s propensity for fraud. There is a range of fraudulent activities which take place in companies which are not perceived as immoral or at least ethically doubtful. Authors of this text argue that fraud of organizational resources by salespeople is one of the most unrecognized and one of the most devastating phenomena in the modern sales force management practice. Fraud is a largely unrecognized phenomenon, and yet it deeply affects the results generated by companies, often significantly increasing the cost of doing business, as most sales executives indicate.

Keywords: organizational resource fraud; financial resource fraud; fixed asset fraud; data fraud; information fraud; customers fraud; personnel fraud; know-how fraud; reputation fraud; time fraud. (search for similar items in EconPapers)
Date: 2018
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