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Ramya Raghavan Nambiar
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Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey A. Moore

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“FUD factor”—the fear, uncertainty, and doubt that can plague decision makers when confronted with such an unfamiliar set of products and services. Just
Ramya Raghavan Nambiar
FUD factor
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Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers
Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers
by Geoffrey A. Moore
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