Commitment Phase in Business Relationships
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Questions and Answers

What characterizes an interactive episode in a sales rep–customer relationship?

  • A series of unidentifiable interactions
  • A discrete event with a clear beginning and end (correct)
  • A continuous process with no clear beginning or end
  • A single interaction with no response

    • What is composed of a series of interactions?

  • A transaction
  • An episode (correct)
  • A relationship
  • An interaction

    • What is an essential aspect of each interaction within an episode?

  • Response without action
  • Action and response (correct)
  • Action without response
  • Neither action nor response

    • What is a range of communicative behaviors that can be observed in each episode?

    <p>Speech, deeds (actions), and body language</p> Signup and view all the answers

    What is necessary for a relationship to exist?

    <p>Interdependence of the parties</p> Signup and view all the answers

    What distinguishes a transaction from a relationship?

    <p>Interdependence of the parties</p> Signup and view all the answers

    What can lead to a customer returning repeatedly to a coffee shop?

    <p>The way the coffee is prepared</p> Signup and view all the answers

    What may differ between parties in a relationship?

    <p>Their ideas about the relationship</p> Signup and view all the answers

    What is a characteristic of an episode in a sales rep–customer relationship?

    <p>It is time-bound</p> Signup and view all the answers

    What is an essential aspect of a relationship?

    <p>Interdependence of the parties</p> Signup and view all the answers

    What is not a characteristic of an interaction?

    <p>Neither action nor response</p> Signup and view all the answers

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