Exam 11: Relationship Management

Contractual agreement has been described as the foundation for effective SCM because it promotes collaboration, risk taking, and both shared information and shared resources. .

Customer, supplier, and service provider relationships should be classified based on their strategic relevance and importance.

Trust in negotiations only exists when both sides agree that it does.

All of the following are phases of an alliance relationship development except ________.

One of the most important activities in relationship building is negotiation.

A major reason why negotiations fail is that the negotiators fail to consider their counterpart's needs.

All supply chain relationships merit the time and attention invested in developing strategic alliances.

Fill in the Blank(s) -Competitive pressures often lead to behavior that undermines_______ .

Generally, partnerships benefit the customer by enhancing responsiveness, decreasing order fulfillment times, speeding innovation, and yielding more productive use of resources while typically holding costs steady and no improvement in product quality.

Despite the allure of strategic alliances, great alliances are rare.

Alliances are the building blocks of supply chain teams.

A supplier relationship characterized by an arm's length approach regarding relationship intensity would be considered ____________.

One of the major causes of not achieving an alliance relationship development is __________.

_______ are the building blocks of successful supply chain teams.

Fill in the Blank(s) -Outstanding alliance performance requires careful _____________and execution.

Fill in the Blank(s) -Good SC relations begin with a company philosophy that says _______SC members should be treated fairly and in a way that supports a mutually satisfying arrangement.

The fundamental tenet of win-win negotiating is that by working closely together, both the buyer and supplier can improve their competitiveness and profitability.

Fill in the Blank(s) -Because both the world and competitive imperatives change, SC managers must continually evaluate the alliance's_________ and look for renewal opportunities.

________ is the formal communication process where two or more individuals meet to discuss an issue or issues and come to a mutually satisfactory agreement.

Many companies rely excessively on leverage to govern supply chain relationships.