18 Questions
What is the first phase of customer-supplier relationships?
Awareness
What happens during the exploration phase of customer-supplier relationships?
Parties explore each other’s capabilities and performance
What is characteristic of the expansion phase of customer-supplier relationships?
Increasing interdependence
What may happen during the exploration phase if the trial is unsuccessful?
The relationship is terminated with few costs
What is a characteristic of modern business relationships?
They are more complex than simple dyads
Why may suppliers feel they have built a relationship with corporate buying staff?
Because they have formed interpersonal relationships
What is a characteristic of the commitment phase?
Mutually understood roles and goals
Why might a supplier choose to exit a relationship with a customer?
Because the relationship fails to contribute to sales volume or profit goals
What is a common reason for customers to exit relationships?
Due to repeated service failures or changed product requirements
What is a key attribute of highly developed relationships?
Trust and commitment
What may lead to termination of a relationship?
A breach of trust
In what stage of relationship development is trust an issue?
Early stages of relationship development
What is the primary role of trust in relationships?
To hold a relationship together across time and different episodes
Which of the following is NOT a dimension of trust?
Commitment
What is affective commitment in relationships?
An emotional attachment to the relationship
What is benevolence in the context of trust?
A belief that one party acts in the interests of the relationship
What is calculative commitment in relationships?
A more rational, economic-based commitment
What is the outcome of parties sharing experiences and interpreting each other’s motives?
Reduced risk and doubt
Learn about the characteristics of the commitment phase in business relationships, including increased adaptation and mutually understood roles and goals. Discover the signs of commitment, such as automated purchasing processes, and the potential risks of relationship termination.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
