Podcast
Questions and Answers
What is the first phase of customer-supplier relationships?
What is the first phase of customer-supplier relationships?
- Expansion
- Awareness (correct)
- Commitment
- Exploration
What happens during the exploration phase of customer-supplier relationships?
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?
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?
What may happen during the exploration phase if the trial is unsuccessful?
What is a characteristic of modern business relationships?
What is a characteristic of modern business relationships?
Why may suppliers feel they have built a relationship with corporate buying staff?
Why may suppliers feel they have built a relationship with corporate buying staff?
What is a characteristic of the commitment phase?
What is a characteristic of the commitment phase?
Why might a supplier choose to exit a relationship with a customer?
Why might a supplier choose to exit a relationship with a customer?
What is a common reason for customers to exit relationships?
What is a common reason for customers to exit relationships?
What is a key attribute of highly developed relationships?
What is a key attribute of highly developed relationships?
What may lead to termination of a relationship?
What may lead to termination of a relationship?
In what stage of relationship development is trust an issue?
In what stage of relationship development is trust an issue?
What is the primary role of trust in relationships?
What is the primary role of trust in relationships?
Which of the following is NOT a dimension of trust?
Which of the following is NOT a dimension of trust?
What is affective commitment in relationships?
What is affective commitment in relationships?
What is benevolence in the context of trust?
What is benevolence in the context of trust?
What is calculative commitment in relationships?
What is calculative commitment in relationships?
What is the outcome of parties sharing experiences and interpreting each other’s motives?
What is the outcome of parties sharing experiences and interpreting each other’s motives?
