Tricks of the Trade: Motivating Sales Agents to Con Older Adults | Zendy

Marguerite DeLiema | Zendy; Yongjie Yon | Zendy; Kathleen H. Wilber | Zendy

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Tricks of the Trade: Motivating Sales Agents to Con Older Adults

Author(s) -

Marguerite DeLiema,

Yongjie Yon,

Kathleen H. Wilber

Publication year - 2014

Publication title -

the gerontologist

Language(s) - English

Resource type - Journals

SCImago Journal Rank - 1.524

H-Index - 138

eISSN - 1758-5341

pISSN - 0016-9013

DOI - 10.1093/geront/gnu039

Subject(s) - alliance , business , marketing , deception , purchasing , incentive , persuasion , public relations , psychology , economics , social psychology , political science , law , microeconomics

Financial fraud is estimated to cost consumers approximately $50 billion annually. To examine how new hires are trained to engage in fraud, this study analyzed a sales training transcript from Alliance for Mature Americans (Alliance). In 1996, Alliance was charged with using deception and misrepresentation to sell more than $200 million worth of living trusts and annuities to 10,000 older adults in California.

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