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《孟子·尽心上》中指出:“引而不发,跃如也。”意思是说,善于射箭的人,拉满了弓,不射出去,却摆出跃跃欲射的样子,叫学射的人体会。后来“引而不发”被引伸为一种引导别人不知不觉按自己的策划行事或深藏不露、持重待机的谋略。把它应用到企业经营中而形成的“引而不发,待机制胜”谋略,是指企业在其经营活动中,事先采取某种措施吸引顾客、吊起交易对方胃口,但不马上满足顾客或交易对方被激发的某种需求,而是点到为止,使其自觉或不自觉的自主行事,恰恰走入自己设置的轨道,然后再采取果断行动,去满足他们的需求,从而达到拓展市场、战胜对手的目的。在中外企业经营的历史上,有不少企业曾成功地运用过这一谋略,取得了令人意想不到的效果。
In Mencius’s Heart of Heart, he pointed out: “They do not send, and leaps as well.” This means that someone who is good at archery is full of bows and doesn’t shoot out, but he puts on the look of eagerness to shoot. meeting. Later, “introduction without sending” was extended as a strategy to guide others to unknowingly follow their own plans or to hide and hold on standby. Applying it to the business operations and forming the strategy of “inviting no rewards and waiting for the mechanism to win” means that the company has taken some measures in advance to attract customers and lift the appetite of the counterparty in its business activities, but does not immediately satisfy the customer or the transaction partner is Inspire some kind of demand, but it’s time to make it consciously or unconsciously act on its own, and it is precisely on its own set track, and then take decisive action to meet their needs, so as to reach the market and overcome the opponent. purpose. In the history of the operation of Chinese and foreign companies, many companies have successfully used this strategy and achieved unexpected results.