FUD Factor

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FUD Factor

In sales, hesitancy that a potential customer feels due to fear, uncertainty, and/or doubt. A capable salesperson convinces the customer to overcome the FUD factor and buy the product anyway.
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References in periodicals archive ?
If men operate out of fear and greed, then women work from fear, uncertainty and doubt. This is what author Ginita Wall, CPA, CFR calls "the FUD Factor." Some women fear money will make them bad people.
On April 28 1999, Caldera published a mammoth Statement of Facts, outlining its claims that Microsoft used fear, uncertainty and doubt (FUD), vaporware announcements, exclusionary licenses and technological tying to eliminate DR-DOS as a technical threat to its own MS- DOS.
With Y2K, a company either deals with the Fear, Uncertainty and Doubt or goes into an irreversible decline.
Caldera, which inherited DR-DOS from Novell Corp, says Microsoft systematically used vaporware announcements, fear, uncertainty and doubt, exclusionary licenses, intentionally created incompatibilities, blacklists and illegal tying in its efforts to crush the rival to its MS-DOS.