Fed's attempts to lift rates falter as firms waver
Many companies still think they can't push through price increases, even after eight years of economic expansion
Washington
IT'S like bringing a knife to a gunfight.
That's how McKinsey & Co consultant Walter Baker describes the plight of corporate salespeople doing battle with purchasing managers in the US today.
The vendors want to charge more for the in-demand products they're selling but are afraid of losing the sale. The buyers, armed with sophisticated tools and in-depth knowledge of the competitive landscape, see no danger in refusing to pay up.
The lopsided tug-of-war goes some way to explaining why Fede…
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