Fraud Psychology: How Fraudsters Manipulate Others

Popular uses of emotion to influence decisions are well-known, especially from the emerging science…

Georgia (Jan 24, 2014) — Popular uses of emotion to influence decisions are well-known, especially from the emerging science of persuasion. Marketing and sales professionals routinely use emotions to excite consumers about a product or service. This can best be called an attempt at persuasion.  And few
of such uses are truly manipulative, let alone criminal.

Publication

Link To Article

http://www.kennesaw.edu/ur/files/WCC12-13F.pdf

 

Key difference: Many fraudsters use a combination of initial excitement followed by fear to frighten us about losing our money…and thereby persuade us to give it to them willingly.

 

Example: There have been frequent E-mail scams and phishing incidents in which, after the initial promise of "found money," a threat is falsely

amplified, and the victims are persuaded that by giving out their personal information, their fear alleviated.

 

INSTITUTIONAL VICTIMS

Fraud is a particularly pernicious and diabolical manipulation of emotions. It is a human act that is not hidden -- it happens openly in the books and records—it is there for all to see (despite efforts—often quite successfully—to conceal such schemes, or the audit trail of incriminating evidence).

 

Key: C-suite fraudsters, who may have engaged in management override of internal controls, strive to distract those who would discover the crime by essentially dismissing their inquiries as small-minded and/or by discrediting the auditing profession as "bean counters." …

 

 

MIND OF THE FRAUDSTER



A leader in innovative teaching and learning, Kennesaw State University offers more than 150 undergraduate, graduate and doctoral degrees to its approximately 38,000 students. With 13 colleges on two metro Atlanta campuses, Kennesaw State is a member of the University System of Georgia and the third-largest university in the state. The university’s vibrant campus culture, diverse population, strong global ties and entrepreneurial spirit draw students from throughout the region and from 92 countries across the globe. Kennesaw State is a Carnegie-designated doctoral research institution (R2), placing it among an elite group of only 6 percent of U.S. colleges and universities with an R1 or R2 status, and one of the 50 largest public institutions in the country. For more information, visit kennesaw.edu.

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