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?
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AThe proposed list prices would seem low to a typical buyer for the manufacturer's most important corporate customers.
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BThe capabilities of workstations suitable for given jobs are not significantly different among various manufacturers.
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CThe manufacturer's most important corporate customers employ as buyers persons who are very knowledgeable about prices for workstations for customer-aided design.
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DCustomers differ significantly in the percentage of resources they can devote to computer workstations.
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EBuyers for corporations that purchase workstations for computer-aided design receive bonuses for negotiating large discounts from the list price.
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显示答案
正确答案: E