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Capturing the value of industrial services is an issue of growing concern as services increasingly define manufacturing companies’ competitive market positions. In business markets, suppliers often create customized service packages (CSPs) to avoid difficult pricing decisions or tedious...
The present research leverages the “irrational options” theoretical framework to explore options rationality differences between salespeople and non-salespeople. Specifically, the reported research first examines (Study 1) whether or not salespeople are more likely to place a higher value on...
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