11 Questions
What characterizes an interactive episode in a sales rep–customer relationship?
A discrete event with a clear beginning and end
What is composed of a series of interactions?
An episode
What is an essential aspect of each interaction within an episode?
Action and response
What is a range of communicative behaviors that can be observed in each episode?
Speech, deeds (actions), and body language
What is necessary for a relationship to exist?
Interdependence of the parties
What distinguishes a transaction from a relationship?
Interdependence of the parties
What can lead to a customer returning repeatedly to a coffee shop?
The way the coffee is prepared
What may differ between parties in a relationship?
Their ideas about the relationship
What is a characteristic of an episode in a sales rep–customer relationship?
It is time-bound
What is an essential aspect of a relationship?
Interdependence of the parties
What is not a characteristic of an interaction?
Neither action nor response
Learn about the characteristics of the commitment phase in business relationships, including increased adaptation and mutually understood roles and goals. Discover how automated purchasing processes signify commitment and what happens when relationships are terminated.
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