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 Disincentives Programs or ways of doing business that discourage the collection and delivery of critical intelligence. Examples include asking a sales person to take the time out of a day to collect information, when at the same time only providing incentives for that individual to "close a sale." That company is sending a message that closing a sale is more important than delivering information, particularly when the company in no way rewards the individual for the information itself. See Awareness and Incentives, for related concepts. Return to Dictionary list |
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