Added on May 20, 2016
Ray Collis
Business Case Selling , Buyer-Seller Insights , justify the decision , Purchase Justification , Ray Collis
![The Ultimate ‘NO’ and How to Overcome It The Ultimate ‘NO’ and How to Overcome It](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2016%2F05%2FSlide31.png&q=90&w=650&h=300&zc=1)
The Ultimate ‘NO’ and How to Overcome It
![The Ultimate ‘NO’ and How to Overcome It The Ultimate ‘NO’ and How to Overcome It](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2016%2F05%2FSlide31.png&q=90&w=650&h=300&zc=1)
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps a direct ‘no’ is less common than people think. Those in procurement and finance have found a more effective way of stopping buyers (and those who want to sell to them) in their tracks. It is to ask for a cost-benefit […]
Added on February 21, 2013
John O' Gorman
Buyer Involvement , Buying Process , Consultative Sale , IKEA Effect , purchase decision , Purchase Justification
![Are You Using The IKEA Effect To Help Them Buy? Are You Using The IKEA Effect To Help Them Buy?](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F02%2Fikea-effect.png&q=90&w=650&h=300&zc=1)
Are You Using The IKEA Effect To Help Them Buy?
![Are You Using The IKEA Effect To Help Them Buy? Are You Using The IKEA Effect To Help Them Buy?](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F02%2Fikea-effect.png&q=90&w=650&h=300&zc=1)
The IKEA Effect provides a clear warning to sellers – ensure the buyer is involved in the process of defining, building, or tailoring your product, or at least in the process of purchase and justification.