This Week's Herman Trend Alert

The War for Talent has
Resumed---Once Again

 

  The Herman Trend Alert

June 19, 2002

The Purchasing Reluctance Cycle

If you expect it, it will happen. It's called expectancy theory. Humans respond to stimuli from credible outside sources and behave accordingly. The stimuli are usually more emotional than logical, but can seem logical enough that we believe that maybe there's something to the possibility.

We've seen all sorts of examples of expectancy theory throughout history. And we've seen how one person's behavior or attitude can affect many others. A classic example of this situation is the fellow standing on the city street corner looking up. Someone else comes along, sees the man looking up at something-he doesn't know what-and also looks up. A third person, seeing them both, also looks up to see what's so interesting. Before long a crowd has gathered, yet no one really has any idea what they're looking at. The first man could even walk away now and leave a group of people staring into the sky. Behavior is contagious.

Have you noticed how others smile when you do? When you're cheerful, others pick up on your mood and their attitude is affected. Conversely, when you are glum, that attitude is also infectious.

This expectancy theory is actively influencing our economy today-in the United States and in other countries. In our research, and in our talking with people in many walks of life, we have sensed a common reluctance to take action in making capital investments. Business leaders acknowledge that the economy is improving; they are encouraged by the statistics they see. However, because of stock market fluctuations, uncertain international political news, and a general reluctance among their customers, many business leaders are hesitant to commit to purchases. Because they are not committing to purchasing, their suppliers are hesitant to make buying or growth decisions.

To break out of this expectancy and shared attitude cycle, some companies must begin placing more firm orders with their suppliers. As inventories continue to shrink from consumer spending, manufacturers and distributors will be re-energized. Purchases of services such as computer upgrades, consulting, training, and employee relocation will also stimulate the market and break the reluctance cycle.


© Copyright 1998- by The Herman Group, Inc. -- reproduction for publication is encouraged, with the following attribution: From "The Herman Trend Alert," by Joyce Gioia, Strategic Business Futurist. 336-210-3547 or http://www.hermangroup.com. The Herman Trend Alert is a trademark of The Herman Group, Inc."

WELCOME TO THE HERMAN TREND ALERT---NOW IN HTML
You may have noticed that last week's Herman Trend Alert looked a little different? That's because we were working on the well-programmed format (CCtoMany) you see below. Thank you for your patience with us and special thanks to my brilliant IT guy Byron Lunz for his valuable help. We have made this change, because most of you are either reading our email on computers or smart mobile devices. To contact Byron or if you feel strongly that we should return to text-only, please let me know at joyce@hermangroup.com? Thank you for your patience with us! JLG

FIND THE SKILLED PEOPLE YOU NEED
Vetjobs can help you find experienced, qualified people. Plus, you'll find a valuable list of virtual job fairs where you can advertise at http://vetjobs.com/media/upcoming-military-related-career-fairs/ Or you can post your open positions at Vetjobs.com. Mention the Herman Trend Alert for a 10% discount on your first order. Vetjobs can help you find experienced, qualified people. Plus, you'll find a valuable list of virtual job fairs where you can advertise at http://vetjobs.com/media/upcoming-military-related-career-fairs/ Or you can post your open positions at Vetjobs.com. Mention the Herman Trend Alert for a 10% discount on your first order.

LOOKING FOR A DYNAMIC SPEAKER TO INFORM AND ENTERTAIN YOUR AUDIENCE
Our Herman Trend Alert author, Joyce Gioia, is a popular speaker for a wide variety of different groups. For more information about Joyce and a sampling of the topics Joyce can cover, visit http://www.hermangroup.com/joyce.html or call Carl at 336.210.3548.

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