求助gwd-30-10

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?

1. The proposed list prices would seem low to a typical buyer for the manufacturer’s most important corporate customers.
2. The capabilities of workstations suitable for given jobs are not significantly different among various manufacturers.
3. The manufacturer’s most important corporate customers employ as buyers persons who are very knowledgeable about prices for workstations for customer-aided design.
4. Customers differ significantly in the percentage of resources they can devote to computer workstations.
5. Buyers for corporations that purchase workstations for computer-aided design receive bonuses for negotiating large discounts from the list price.

E是什么意思?谢谢

就是说 买cad的人是要吃回扣的。他们砍的价越多，回公司之后老板给他们的奖金也就越多。 所以他们希望看到的是高价格（如果价格比较虚的话，这样砍的空间多阿）

就是说买者由于受bounses的驱动，还会狂砍价的，但是list price已经很底了，所以商家是做不出来的