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They noticed a clear demand for baby food and were able to utilize this new and growing market to help meet and exceed their sales targets each term. The Florida team was incredibly cooperative with each other and all had a similar goal of exceeding plan by only 10%. They worried that anything beyond that would cause an increase in their sales targets in the following year which would bring undue burden on them the following year. They also never communicated this new market segment to HDQ because they felt they would get inadequate recognition for it.
Daniels’s concept of “perception error” also applies to HFP...
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