10 Questions
What may corporate buying staff think they are being in a professional procurement context?
Tough and transactional
What type of relationships are modern business relationships typically more complex than?
Dyadic relationships
How do relationships change over time?
Parties become closer or more distant
What is the first phase through which customer–supplier relationships can evolve?
Awareness
What happens during the Exploration phase?
The parties explore each other's capabilities
What happens if the trial is unsuccessful during the Exploration phase?
The relationship is terminated with few costs
What is the phase in which there is increasing interdependence?
Expansion
What happens during the Dissolution phase?
The relationship is terminated
How many general phases through which customer–supplier relationships can evolve?
5 general phases
What may happen during the Exploration phase in terms of purchasing?
Some trial purchasing may take place
Learn about the process of building trust in relationships, including how shared experiences and assessments of motives lead to reduced risk and doubt. Discover the importance of trust in holding relationships together over time.
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