Conversion, Fraud and the Politics of Morality

The phenomenon of conversion is usually associated with religion. This paper points out that it has close parallels in romantic love and in political and academic life. It goes on to maintain that the salesman too is an evangelist and that the conversion of the customer or prospect is vital not only to much legitimate selling but to many successful frauds. It concludes by arguing that the conversion of prospects can have protective effects for the fraudster even when his enterprise later fails, since the truly converted are reluctant to believe that he could be a cheat Since many substantial frauds also involve elements of legitimate business activity, this increases the fraudster's chances of succeeding in the struggle for his good name in the politics of morality.