{"id":171,"date":"2009-01-02T18:45:41","date_gmt":"2009-01-02T17:45:41","guid":{"rendered":"http:\/\/www.elementally.co.uk\/presentation-skills-blog\/?p=171"},"modified":"2009-01-02T18:45:41","modified_gmt":"2009-01-02T17:45:41","slug":"getting-in-order","status":"publish","type":"post","link":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/getting-in-order\/","title":{"rendered":"Getting in order"},"content":{"rendered":"<p>Suppose your presentation is in the form of a sales pitch (AKA a Beauty Pageant) where there are a few of you all pitching for the same contract.  Should you try and pitch first, last or in the middle?  Or doesn&#8217;t it matter?<\/p>\n<p>Instinctively, you might suggest you want to go first or last, right?   And you&#8217;d be (mainly) right.  There&#8217;s some recent research* I&#8217;ve just seen that looked at the effect of order.  The authors observed experienced decision-makers and looked at their final decisions.  The results were interesting.<\/p>\n<ul>\n<li>If you&#8217;re precieved as a market leader you&#8217;ll do better if you&#8217;re first <strong>or<\/strong> last.<\/li>\n<li>If you&#8217;re an also-ran, you&#8217;ll improve your chances if you pitch last.<\/li>\n<li>Either way, you don&#8217;t do yourself any favours if you&#8217;re in the middle.<\/li>\n<\/ul>\n<p>Perhaps that&#8217;s an argument for making sure your presentation has as much impact as possible?  Particularly if you&#8217;re a middle-man!<\/p>\n<p>_________________________________________________________________________________________<\/p>\n<p>* Wagner J and Klein N M (2007): \u00e2\u20ac\u02dcWho wants to go first? Order effects within a series of competitive sales presentations\u00e2\u20ac\u2122, Journal of Personal Selling and Sales Management, Vol 27, No 3, pages 259-276.<br \/> &#8211; one of the downsides of 24 years research in University is that I even read things like this!:)<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Suppose your presentation is in the form of a sales pitch (AKA a Beauty Pageant) where there are a few of you all pitching for the same contract. Should you try and pitch first, last [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[9],"tags":[],"class_list":["post-171","post","type-post","status-publish","format-standard","hentry","category-presentation-tips"],"_links":{"self":[{"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/posts\/171","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/comments?post=171"}],"version-history":[{"count":0,"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/posts\/171\/revisions"}],"wp:attachment":[{"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/media?parent=171"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/categories?post=171"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.awareplus.co.uk\/presentation-skills-blog\/wp-json\/wp\/v2\/tags?post=171"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}