Reference no: EM132727756

Mr. Abdel-Fattah completed his two-week trip in the cities of the middle of the Delta, which aimed to review the accounts of the current and potential clients of the company. Abdel Fattah, Director of Marketing at the Middle East Industrial Company, and this trip was for all the data to prepare for a plan to activate sales and to increase the number of potential customers for the company, knowing that the company's customers are companies that use the company's products. Mr. Abdel-Fattah was surprised, when he discovered that most of the accounts of potential customers are fake, and it seems that the salesmen in the cities of the middle of the Delta have kept reports, invoices and field visits, fake customers, and by reviewing the accounts of 32 customers who were contacted by phone, it was found that only 6 accounts are correct. Mr. Abdel-Fattah wrote in his report that about 80% of the communications from potential customers are false, and that when he examined the records of the salesmen, he found them all following this disgraceful behavior.

How can theories of learning, expectation, goal setting, and fairness explain this phenomenon?

How can you explain that all salesmen are embroiled in this behavior?