Exam 13: Building Partnering Relationships

Customers are the primary revenue source for companies.

The expansion stage in a relationship involves promises by both buyer and seller to work together for a single transaction.

Betty,the operations manager at Unilinks Products Co. ,is facing a lot of issues in coordinating the manufacturing operations in the company because of inventory shortage.She wants to incorporate a system that will help her identify various sources of supply.In order to streamline operations,she plans to use _____,which uses technology and statistics to improve efficiency.

Jenkins is a new sales rep for Aber Technology.His company has developed a series of sophisticated programs in conjunction with another company.However,when he tries to implement these programs in a project he is handling,he learns that these assets cannot be easily transferred.Which of the following types of assets is Jenkins trying to use?

Which of the following is NOT a phase of relationship development for a seller and a buyer?

The two types of market exchanges are:

Corning's Ceramics is a company that produces ceramic parts.Since the company reached an agreement with a cardboard box manufacturer,it has saved about $10 million in packaging costs.Additionally,the box manufacturer has also enjoyed a three-fold rise in sales.Which of the following types of relationship do these two firms have?

Shared goals help sustain a partnership when the expected benefit flows are not realized.

What is relationship marketing?

Which of the following statements about functional relationships is true?

Companies prefer buyers who are both attitudinally and behaviorally loyal.

Which of the following is the best example of a solo market exchange?

Andy,a salesperson for Fashion Seal Uniforms,tells the owner of a retirement home about the importance of caregivers having clean and attractive uniforms that will withstand countless hot water washes.Andy displays several styles of uniforms that have been washed hundreds of times to show how well his company's uniforms are made.The owner of the retirement home tells Andy that she is planning to open one new center every six months for the next three years and will need a lot of uniforms.Then the owner agrees to buy six units but with no commitment to extend the relationship.Which of the following stages of the relationship development process does this scenario exemplify?

Caitlin is a highly motivated sales executive for a company that sells business textbooks.She always strives to create personal relationships with the professors of colleges and universities.When a committee of professors at Bridgeton University was constituted to select a new marketing book,her book was selected.Her amiable relationship with the committee chairman paved the way for this selection.The committee chairman trusts Caitlin and believes that she will meet his expectations.Identify the type of relationship between Caitlin and the committee chairman in this scenario.

When someone purchases the same product out of habit over time,that pattern is known as attitudinal loyalty.

Identify the relationship type in which the time horizon factor involved is short term.

It is advisable to build strategic partnerships with large accounts exclusively because of greater economies of scale.

Which of the following is an advantage of market exchanges?

The expansion stage of the relationship development process involves efforts by both parties to investigate the benefits of a long-term relationship.

A _____ partnership occurs when the buyer and the seller have a close personal relationship that allows them to communicate effectively with each other.