gwd-1-35-37

lj_hq

Q35 to Q37:

      In corporate purchasing,

       competitive scrutiny is typically

       limited to suppliers of items that are

Line       directly related to end products.

  (5)      With “indirect” purchases (such as

computers, advertising, and legal

services), which are not directly

related to production, corporations

often favor “supplier partnerships”

(10)      (arrangements in which the

purchaser forgoes the right to

pursue alternative suppliers), which

can inappropriately shelter suppliers

from rigorous competitive scrutiny

(15)      that might afford the purchaser

economic leverage.  There are two

independent variables—availability

of alternatives and ease of changing

suppliers—that companies should

(20)      use to evaluate the feasibility of

       subjecting suppliers of indirect

       purchases to competitive scrutiny.

This can create four possible

situations.

(25)            In Type 1 situations, there are

many alternatives and change is

relatively easy.  Open pursuit of

alternatives—by frequent com-

petitive bidding, if possible—will

(30)      likely yield the best results.  In

Type 2 situations, where there

are many alternatives but change

       is difficult—as for providers of

employee health-care benefits—it

(35)    is important to continuously test

the market and use the results to

secure concessions from existing

suppliers.  Alternatives provide a

      credible threat to suppliers, even if

(40)     the ability to switch is constrained.

In Type 3 situations, there ate few

alternatives, but the ability to switch

without difficulty creates a threat that

companies can use to negotiate

(45)      concessions from existing suppliers.

In Type 4 situations, where there

are few alternatives and change

is difficult, partnerships may be

unavoidable.

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Q37:

According to the passage, which of the following factors distinguishes an indirect purchase from other purchases?

The ability of the purchasing company to subject potential suppliers of the purchased item to competitive scrutiny

The number of suppliers of the purchased item available to the purchasing company

The methods of negotiation that are available to the purchasing company

The relationship of the purchased item to the purchasing company’s end product

The degree of importance of the purchased item in the purchasing company’s business operations

答案给的是E，给错了吧，我觉得应该是D吧？

philikittist

D. 不知道你有没有看一下gwd的讨论链接，一般情况下，有问题的题在那都已经得到了订正。