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LA GENTE ACQUISTA SOLO SE C’E’ REPUTAZIONE

L’altro giorno ho tenuto una lezione in Università Cattolica di Piacenza come Visiting Professor. Il fatto mi emoziona sempre. Cerco di dire cose che abbiano senso logico, di ottenere l’interazione con gli studenti, ma ne esco sempre con un pizzico di delusione.

Ho cercato di coinvolgere gli studenti sottoponendo loro quesiti di vita quotidiana. Come acquistano, che cosa acquistano, che riflessioni fanno quando acquistano, queste sono solo alcune delle provocazioni che ho fatto.

Mia intenzione era di portarli  a  convenire con me che oggi si acquista dove, come, ciò che si vuole, per ragioni proprie e non per le ragioni di chi vende.  Volevo portarli a concludere insieme che il cliente ha una grande autonomia di giudizio. Non solo, ha assunto un potere di scelta non idifferente.

In definitiva il cliente acquista perché ha deciso di riconoscere nel venditore una buona dose di Reputazione.

Ma che fatica. Dopo tanti anni mi sono reso conto che gli studenti universitari continuano ad andare all’università come andrebbero al liceo o alle scuole medie. Il loro atteggiamento non é cambiato, mai. Rimangono studenti di scuole medie. Non si riesce a farli interagire. Sembra che non abbiano opinioni.

Eppure il mondo esterno cambia, eccome. Lo sviluppo dell’ICT e la Grande Crisi che stiamo attraversando stanno rovesciando il mondo.

Come mai gli studenti universitari attuali continuano a comportarsi come studendi di scuole medie? Quando si porranno i problemi di sopravvivenza nella vita, quando si porranno il problema di capire che saranno loro stessi a decidere che cosa vogliono dalla vita?

Le poche volte che  mi è capitato di insegnare all’estero ho incontrato situazioni ben diverse. Ho sempre incontrato studenti  aggressivi, incalzanti, a volte impietosi. Che vivacità!

Così sì che c’é gusto ad insegnare. Lì, addirittura, si impara dagli studenti.

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