Podcast
Questions and Answers
Which phase of the relationship development process is characterized by the parties' exchanging of significant resources?
Which phase of the relationship development process is characterized by the parties' exchanging of significant resources?
- Exploration
- Expansion
- Commitment (correct)
- Attraction
What is the lasting desire to maintain or preserve a valuable, important relationship called?
What is the lasting desire to maintain or preserve a valuable, important relationship called?
- Norm
- Distribution pledge (correct)
- Contract
- Behavior
In the commitment phase, what happens to the association between the buyer and seller?
In the commitment phase, what happens to the association between the buyer and seller?
- The association moves from one of testing and probing to one of enlarging rewards and the scope of exchange (correct)
- The parties probe
- They may exchange employees in order to fully identify with the trading partner
- The supplier may collect information about product specifications, buying process and the like at the prospective customer
Which of the following is NOT a type of MRO item?
Which of the following is NOT a type of MRO item?
Which of the following is a key raw material for technology-driven companies?
Which of the following is a key raw material for technology-driven companies?
Compared to individual consumers, business customers are:
Compared to individual consumers, business customers are:
Compared to the typical household buying, the organizational purchasing process:
Compared to the typical household buying, the organizational purchasing process:
Which of the following statements about buyer-seller relationships in business marketing is TRUE?
Which of the following statements about buyer-seller relationships in business marketing is TRUE?
In business marketing, large customer size and use of direct channels increase the importance of:
In business marketing, large customer size and use of direct channels increase the importance of:
These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.
These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.
Why is the demand for business products dependent ultimately on individual consumers?
Why is the demand for business products dependent ultimately on individual consumers?
According to the text, what is one of the limitations of online auctions?
According to the text, what is one of the limitations of online auctions?
According to the text, what is the primary concern of a buyer in an auction?
According to the text, what is the primary concern of a buyer in an auction?
According to the text, what is the value of any system dependent on?
According to the text, what is the value of any system dependent on?
According to the text, what do OEM buyers establish with suppliers to eliminate costly inventories and frequent handling costs?
According to the text, what do OEM buyers establish with suppliers to eliminate costly inventories and frequent handling costs?
Which stage of the relationship development process is marked by partners adapting and resolving disputes internally in order to sustain the relationship?
Which stage of the relationship development process is marked by partners adapting and resolving disputes internally in order to sustain the relationship?
What is the BEST analogy for a good strategic relationship?
What is the BEST analogy for a good strategic relationship?
Which term refers to the degree to which the interaction between buyer and seller yields them net payoffs in excess of some minimum level?
Which term refers to the degree to which the interaction between buyer and seller yields them net payoffs in excess of some minimum level?
What is the belief that a party's word or promise is reliable and a party will fulfill his/her obligations in an exchange relationship called?
What is the belief that a party's word or promise is reliable and a party will fulfill his/her obligations in an exchange relationship called?
Which of the following is an example of a social objective in government purchasing?
Which of the following is an example of a social objective in government purchasing?
In business markets, products are generally classified based on:
In business markets, products are generally classified based on:
What is an important difference between accessory and capital equipment in marketing?
What is an important difference between accessory and capital equipment in marketing?
What are products purchased for use in a firm's operations usually called?
What are products purchased for use in a firm's operations usually called?
Which of the following is NOT part of the marketing mix?
Which of the following is NOT part of the marketing mix?
Which of the following is a key characteristic of business customers compared to individual consumers?
Which of the following is a key characteristic of business customers compared to individual consumers?
Which of the following is the correct definition of derived demand?
Which of the following is the correct definition of derived demand?
Which of the following is the correct definition of value?
Which of the following is the correct definition of value?
Which of the following statements about buyer-seller relationships in business marketing is TRUE?
Which of the following statements about buyer-seller relationships in business marketing is TRUE?
In business marketing, large customer size and use of direct channels increase the importance of:
In business marketing, large customer size and use of direct channels increase the importance of:
These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.
These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.
When a company purchases a product or service to be included in its own final product, the company is called a(n)
When a company purchases a product or service to be included in its own final product, the company is called a(n)
Which of the following is a social objective in government purchasing?
Which of the following is a social objective in government purchasing?
In business markets, products are generally classified based on:
In business markets, products are generally classified based on:
What is an important difference between accessory and capital equipment in marketing?
What is an important difference between accessory and capital equipment in marketing?
Products purchased for use in a firm's operations are usually called:
Products purchased for use in a firm's operations are usually called:
