Thanks for the message board psychological analysis.
In the example that I was loosely referring to, and are not at liberty to discuss in further detail, companies must pay to be qualified to bid on a specific type of business.
Firms that license some specific information are far more likely (on the order of 50%) to successfully bid. This information is clearly disclosed to them when they get qualified.
So they make a voluntary, significant investment to participate in a process, and then fail to take a simple step that would make them far more likely to make money. I call that dumb, but perhaps I am in fact too incompetent to make that assessment.
Sorry, I don't mean to provide an armchair psychological insight here. I'm just trying to play devil's advocate. While in your specific case your position might be justified, I think there's value in pointing out that many misunderstandings about customer behavior are due to Dunning-Kruger on the part of people selling them things :)
In the example that I was loosely referring to, and are not at liberty to discuss in further detail, companies must pay to be qualified to bid on a specific type of business.
Firms that license some specific information are far more likely (on the order of 50%) to successfully bid. This information is clearly disclosed to them when they get qualified.
So they make a voluntary, significant investment to participate in a process, and then fail to take a simple step that would make them far more likely to make money. I call that dumb, but perhaps I am in fact too incompetent to make that assessment.