A motivação de um potencial cliente por uma interacção será tanto mais forte quanto mais forte for a pressão para resolver o seu problema. Três factores podem afectar essa pressão:
"The consequence of success or failureThe pressure to solve a problem will vary according to the perceived importance of fulfilling a task. If the execution of a task promises significant contributions to goal achievement, the exchange partner will try harder to solve the problem. ... The more important are the anticipated consequences of failing to solve the problem, the greater is the pressure for solution.
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Complexity of the task and the availability of means of solution
The more complex the task is perceived to be, the greater the pressure and effort required to find a solution.
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Limits on the resources available, financial or human, also increase the difficulty and pressure involved in finding a problem solution. This is because compromises have to be made with respect to budgets or the quality of the problem solution.
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Time pressure
The shorter the time available to solve a problem, the greater the pressure to find a solution. Time pressure may mean some options are not available, as when the time to submit a tender expires due to unexpected technical problems in tender preparation, or when costs will increase significantly if overtime rates have to be paid to extend working hour to complete a job on time."
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