Building Trust in Relationships
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Questions and Answers

What may corporate buying staff think they are being in a professional procurement context?

  • Fair and transparent
  • Friendly and relational
  • Tough and transactional (correct)
  • Honest and reliable

    • What type of relationships are modern business relationships typically more complex than?

  • Dyadic relationships (correct)
  • Complex networks
  • Simple partnerships
  • Triadic relationships

    • How do relationships change over time?

  • Parties become closer or more distant (correct)
  • They remain static and unchanging
  • They become less complex
  • They always end in dissolution

    • What is the first phase through which customer–supplier relationships can evolve?

    <p>Awareness</p> Signup and view all the answers

    What happens during the Exploration phase?

    <p>The parties explore each other's capabilities</p> Signup and view all the answers

    What happens if the trial is unsuccessful during the Exploration phase?

    <p>The relationship is terminated with few costs</p> Signup and view all the answers

    What is the phase in which there is increasing interdependence?

    <p>Expansion</p> Signup and view all the answers

    What happens during the Dissolution phase?

    <p>The relationship is terminated</p> Signup and view all the answers

    How many general phases through which customer–supplier relationships can evolve?

    <p>5 general phases</p> Signup and view all the answers

    What may happen during the Exploration phase in terms of purchasing?

    <p>Some trial purchasing may take place</p> Signup and view all the answers

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