TITLE

LESSONS FOR MANAGING EXPECTATIONS

PUB. DATE
June 2001
SOURCE
Financial Executive;Jun2001, Vol. 17 Issue 4, p52
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article reports on managing expectations. An example of a plan for selling some 100 widgets is given to show that plans are developed with a set of specific assumptions such as market growth, competitor activity, and possibly even the weather. The most important factor in investor confidence is management's delivery of things promised. Management teams should establish a destination and then plot a successful course to reach it with constant monitoring of the progress. However, those managers that have been unsuccessful may try what it is called channel stuffing. This is a strategy of accelerating future orders through a large discount to customers on complex purchases when the current fiscal quarter is coming to an end.
ACCESSION #
11873349

 

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