※ 引述《young99 (結束即是開始)》之銘言： : 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) 不太懂為何(E)會使得策略失敗，是因為接受買方所要的bonuses，結果導致真正的 : profit下降嗎，並無達到當初增加sales而增加profits的目的嗎? : 我是選(C)，因為買方會雇用對於CAD有所認識的人，他們對於價格有個了解，所以 : 賣方的策略(list very low prices)是無效的。 我的理解是這樣的 manufacturer的策略是 訂很低的list prices來吸引buyers for those corporations 使公司的sales可以increase E的內容寫到 Buyers for corporations 可以在議價過程中, 藉由談到的很大的 discount來獲得bonus, 但是題目已經表明list price已經訂的很低 所以可以discount的空間就變的很低 --> Buyers很難拿到bonus 所以無法吸引buyers for those corporations --> 所以策略失敗 我認為C中限定manufacturer’s most important corporate customers 不能代表全面性的結果, 論點是有點侷限了 所以看到就可以優先剔除這個選項 一點淺見 ~ 參考參考 --

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