※ 引述《young99 (结束即是开始)》之铭言： : GWD30-Q10 : A manufacturer of workstations for computer-aided design seeks to increase : sales to its most important corporate customers. Its strategy is to publish : very low list prices for workstations in order to generate interest among the : buyers for those corporations. : Which of the following, if characteristic of the marketplace, would tend to : cause the manufacturer’s strategy to fail? : A.The proposed list prices would seem low to a typical buyer for the : manufacturer’s most important corporate customers. : B.The capabilities of workstations suitable for given jobs are not : significantly different among various manufacturers. : C.The manufacturer’s most important corporate customers employ as buyers : persons who are very knowledgeable about prices for workstations for : customer-aided design. : D.Customers differ significantly in the percentage of resources they can devote : to computer workstations. : E.Buyers for corporations that purchase workstations for computer-aided design : receive bonuses for negotiating large discounts from the list price. : A:(E) 不太懂为何(E)会使得策略失败，是因为接受买方所要的bonuses，结果导致真正的 : profit下降吗，并无达到当初增加sales而增加profits的目的吗? : 我是选(C)，因为买方会雇用对於CAD有所认识的人，他们对於价格有个了解，所以 : 卖方的策略(list very low prices)是无效的。 我的理解是这样的 manufacturer的策略是 订很低的list prices来吸引buyers for those corporations 使公司的sales可以increase E的内容写到 Buyers for corporations 可以在议价过程中, 藉由谈到的很大的 discount来获得bonus, 但是题目已经表明list price已经订的很低 所以可以discount的空间就变的很低 --> Buyers很难拿到bonus 所以无法吸引buyers for those corporations --> 所以策略失败 我认为C中限定manufacturer’s most important corporate customers 不能代表全面性的结果, 论点是有点局限了 所以看到就可以优先剔除这个选项 一点浅见 ~ 参考参考 --

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