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Westchester County Business Journal: Leveraging FUD Factor for Profitability

Jun 28, 2005, 23:30 (24 Talkback[s])
(Other stories by Stan Rosenzweig)

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"IBM's systemic FUD sales training brought it great success. Then payback came when Microsoft used FUD to scare users away from using IBM's competing operating system, PS-2 (The result: IBM's PS-2 is history). Today, the Linux community uses FUD to overwhelm us about the security dangers of Windows.

"Here's how it works. A competitor plants seeds of doubt to get his prospect's heart rate pounding with thoughts of dire consequences from dealing with the other guy..."

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