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Fraudulent Activity in Mail Order Business INTRODUCTION This research examines the

This research examines the retail mail order business, and the potential for fraudulent activity in its operation. Underlying reasons for the increase in both mail order and mail order fraud are addressed, as are laws governing the activity.

It is estimated that the average household in the United States receives a new mail order catalogue every 4.67 days (Englander, 1989). Total mail order sales exceed $35 billion per year, and have grown approximately 50 percent over the past five years. Almost any item one can imagine is available through mail order. Both goods and services are included in the product offerings. "Increasingly, Americans like shopping at home and marketers are out to make it easier" (Sales & Marketing Management, 1985, 39). Sales & Marketing Management characterized the home marketing phenomenon as a revolution (Sales & Marketing Management, 1985).

Shopping at home takes several forms. Responding to catalogues is one major way to shop at home (Kern, 1985). Shopping by computer is another way (Riggs, 1985). Telemarketing, however, holds the promise to dominate the field (Bencin,

1 21985). Telemarketing is a method of marketing which combines characteristics of both telephone selling and direct mail selling (Kotler, 1987).

The telemarketing method generates from two to five times the initial response sales as does the direct mail method when used alone (Sales & Marketing Management, 1984). The improvement over straight telephone selling is even greater. The combination of characteristics created a potent new marketing method (Bencin, 1983).

Telemarketing has been used with great success by major organizations, such as MCI, GTE, and Sears (Sales & Marketing Management, 1984; Taylor, 1984). As the American economy continues to evolve, an ever increasing array of products and services are being sold through the use of telemarketing programs (Sales & Marketing Management, 1985...

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Fraudulent Activity in Mail Order Business INTRODUCTION This research examines the. (1969, December 31). In LotsofEssays.com. Retrieved 07:20, March 29, 2024, from https://www.lotsofessays.com/viewpaper/1700404.html