Pragmatists, on the other hand, tend to be committed long term to their profession and the company at which they work. They are very cautious about grandiose schemes because they know they will have to live with the results. All in all, it is easy to see why pragmatists are not anxious to reference visionaries in their buying decisions. Hence the chasm. This situation can be further complicated if the high-tech company, fresh from its marketing successes with visionaries, neglects to change its sales pitch.
