[9급 국가직 영어 2019년 16번]

Visionaries are the first people in their industry segment to see the potential of new technologies. Fundamentally, they see themselves as smarter than their opposite numbers in competitive companies ― and, quite often, they are. Indeed, it is their ability to see things first that they want to leverage into a competitive advantage. That advantage can only come about if no one else has discovered it. They do not expect, (A) , to be buying a well-tested product with an extensive list of industry references. Indeed, if such a reference base exists, it may actually turn them off, indicating that for this technology, at any rate, they are already too late. Pragmatists, (B) , deeply value the experience of their colleagues in other companies. When they buy, they expect extensive references, and they want a good number to come from companies in their own industry segment.