Exam 2: The Character of Business Marketing

Reciprocation is typically an important tool for developing the trust required for effective communication and negotiation.

Relational contracts

The use of power has no place in negotiations between members of a distribution channel.

_____ do not try to bring every future contingency up for consideration in the present,but establish means of continuous planning,adjusting and resolving conflicts.

Which of these observations is TRUE of the exploration stage of the relationship development process?

What is a JIT relationship? Write a note on its drawbacks?

This results only when BOTH parties have mutual interests in maintaining an ongoing exchange.

While trust may be initially extended as a result of expectation and/or reputation,it must be finally earned through direct experience over time.

A trading association supported principally by social bonds and habit is a:

Relationship building is simplified by the fact that buyers and sellers typically share the same interests and preferences.

The formation of a development team representing key members of all firms involved in the value chain is covered in the:

Safeguard relationships may be based on any/all of the following except:

Bringing a function or technology within the boundary of the firm is:

Initial purchases take place only after the buyer and seller have reached the commitment stage of the relationship development process.

In terms of external measures,which of the following statements is TRUE?

What is the downside of vertical integration?

Account development,cross-selling and up-selling are manifestations of the:

Interaction between the parties occurs for the first time during which stage of the relationship development process?

Often the profit impact from purchasing and logistical efficiencies outweighs that from market penetration.

_____ relationships are exchanges safeguarded by ownership or vertical integration.