Is The Failure of Ron Johnson at J.C. Penny a Sign Anchoring Wins?
10xLogistics
APRIL 10, 2013
I posted an article about Anchoring a while ago. The alternative, as I advocate all the time, is "should cost" modeling which means the buyer goes into the conversation with no preconceived notions established by the seller. The only thing the buyer brings to the table is cost data down to the lowest level possible.
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