Commitment Phase in Business Relationships
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Questions and Answers

What is the first phase of customer-supplier relationships?

  • Expansion
  • Awareness (correct)
  • Commitment
  • Exploration

    • What happens during the exploration phase of customer-supplier relationships?

  • Parties become more distant
  • Parties explore each other’s capabilities and performance (correct)
  • The relationship is terminated
  • Interdependence increases

    • What is characteristic of the expansion phase of customer-supplier relationships?

  • Increasing interdependence (correct)
  • Termination of the relationship
  • Trial purchasing
  • Decreasing interaction

    • What may happen during the exploration phase if the trial is unsuccessful?

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

    What is a characteristic of modern business relationships?

    <p>They are more complex than simple dyads</p> Signup and view all the answers

    Why may suppliers feel they have built a relationship with corporate buying staff?

    <p>Because they have formed interpersonal relationships</p> Signup and view all the answers

    What is a characteristic of the commitment phase?

    <p>Mutually understood roles and goals</p> Signup and view all the answers

    Why might a supplier choose to exit a relationship with a customer?

    <p>Because the relationship fails to contribute to sales volume or profit goals</p> Signup and view all the answers

    What is a common reason for customers to exit relationships?

    <p>Due to repeated service failures or changed product requirements</p> Signup and view all the answers

    What is a key attribute of highly developed relationships?

    <p>Trust and commitment</p> Signup and view all the answers

    What may lead to termination of a relationship?

    <p>A breach of trust</p> Signup and view all the answers

    In what stage of relationship development is trust an issue?

    <p>Early stages of relationship development</p> Signup and view all the answers

    What is the primary role of trust in relationships?

    <p>To hold a relationship together across time and different episodes</p> Signup and view all the answers

    Which of the following is NOT a dimension of trust?

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

    What is affective commitment in relationships?

    <p>An emotional attachment to the relationship</p> Signup and view all the answers

    What is benevolence in the context of trust?

    <p>A belief that one party acts in the interests of the relationship</p> Signup and view all the answers

    What is calculative commitment in relationships?

    <p>A more rational, economic-based commitment</p> Signup and view all the answers

    What is the outcome of parties sharing experiences and interpreting each other’s motives?

    <p>Reduced risk and doubt</p> Signup and view all the answers

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