FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 3: Customer Relationship Management Strategies for Business Markets

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 41

Multiple Choice

Review LaterAdd Note

Review Later

Collaborative relationships:

A) are emphasized by buying firms when the purchase is deemed important to the organization.
B) are emphasized by buyers when the complexity is high.
C) are more likely to involve operational linkages.
D) all of the answer choices

Correct Answer

verified

Show Answer

Question 42

Multiple Choice

Review LaterAdd Note

Review Later

When a business marketer demonstrates special skills in managing relationships with key customers or by developing innovative strategies with alliance partners, they are trying to create:

A) a collaborative advantage.
B) an equal advantage.
C) an arm's length transaction.
D) a transactional exchange.
E) None of the answer choices.

Correct Answer

verified

Show Answer

Question 43

Multiple Choice

Review LaterAdd Note

_____ involves a partner's belief that an ongoing relationship is so important that it deserves maximum efforts to maintain it.

_____ illuminates exactly what activities are associated with serving a particular customer and how these activities are linked to revenues and the consumption of resources.

Which of the following statements about transactional relationships is(are) true?

The cost of serving a long-standing customer is often more than the cost of acquiring a new customer.

_____ occur in between the two extremes on the relationship continuum, where the focus of the selling firm shifts from attracting customers to keeping customers.

Relationship commitment exists when one party has confidence in a partner's reliability and integrity.

The contribution of a firm's customer-relating capability to the firm's position of advantage depends on the degree to which the market offers an attractive opportunity.

When business marketers are assessing which of their current customers represent the best opportunities for growth, which of the following factors should be considered?

Operational linkages and information-sharing mechanisms are common features of collaborative relationships.

A(n) _____ represents the products, services, ideas, and solutions that a business marketer offers to advance the performance goals of the customer organization.

Value is best defined as the economic, technical, service and social benefits received by a customer firm in exchange for the:

There is a gravitational pull that moves buyers toward the transactional side of the exchange spectrum because:

Firing a customer may be appropriate if the customer is not profitable, not new, and shows little or no opportunity for learning.

In regards to factors that influence the profitability of individual customers, an alternative approach involves process improvements.​