Question 1

Value can be defined as the _____ benefits received by a customer firm in exchange for the price paid for a product offering.

Accepted Answer

A)  economic
B)  technical
C)  social
D)  all of the above
E)  (a) and (b) only

Question 2

The whale curve of cumulative probability demonstrates that the most profitable 20 percent of customers generate between 150 and 300 percent of total profits.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A)  Trust
B)  Relationship commitment
C)  Relationship marketing
D)  A strategic alliance

Question 4

Buying firms prefer a transactional relationship when there are few alternatives and the complexity of purchase is high.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

price paid...

Question 6

Relationship efficacy

Accepted Answer

A)  relates to the longevity of the relationship between a buyer and seller
B)  is created by interactions at the top levels of the two firms involved in a relationship
C)  refers to the ability of an interfirm relationship to achieve desired objectives.
D)  is not required if the firms are in an arms-length relationship
E)  none of the above

Question 7

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:

Accepted Answer

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

Question 8

Customized,high-technology products-like semiconductor test equipment-fit the transactional exchange category.

Accepted Answer

A) True 
 B)False

Question 9

For collaborative customers,the business marketer should:

Accepted Answer

A)  invest resources to build operational linkages and information-sharing mechanisms for the relationship.
B)  directly assist customers with planning and strategy development.
C)  work with a wide array of managers on strategy and coordination issues.
D)  all of the above
E)  (a) and (b) only

Question 10

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

Accepted Answer

A)  industry bandwidth
B)  value proposition
C)  marketing plan
D)  customer relationship management program

Question 11

In a collaborative exchange,the supply market dynamism would best be described as:

Accepted Answer

The answer of In a collaborative exchange,the supply market dynamism...

Exam 3: Customer Relationship Management Strategies for Business Markets

In a collaborative exchange,the supply market dynamism would best be described as:

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified
price paid...
View Answer

Buying firms prefer a transactional relationship when there are few alternatives and the complexity of purchase is high.

Correct Answer
verified

For collaborative customers,the business marketer should:

Correct Answer
verified

Customized,high-technology products-like semiconductor test equipment-fit the transactional exchange category.

Correct Answer
verified

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:

Correct Answer
verified

Value can be defined as the _____ benefits received by a customer firm in exchange for the price paid for a product offering.

Correct Answer
verified

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

Correct Answer
verified

Relationship efficacy

Correct Answer
verified

The whale curve of cumulative probability demonstrates that the most profitable 20 percent of customers generate between 150 and 300 percent of total profits.

Correct Answer
verified

Exam 3: Customer Relationship Management Strategies for Business Markets

In a collaborative exchange,the supply market dynamism would best be described as:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct Answerverifiedprice paid...View AnswerShow Answer

Buying firms prefer a transactional relationship when there are few alternatives and the complexity of purchase is high.

Correct AnswerverifiedShow Answer

For collaborative customers,the business marketer should:

Correct AnswerverifiedShow Answer

Customized,high-technology products-like semiconductor test equipment-fit the transactional exchange category.

Correct AnswerverifiedShow Answer

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:

Correct AnswerverifiedShow Answer

Value can be defined as the _____ benefits received by a customer firm in exchange for the price paid for a product offering.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Relationship efficacy

Correct AnswerverifiedShow Answer

The whale curve of cumulative probability demonstrates that the most profitable 20 percent of customers generate between 150 and 300 percent of total profits.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
price paid...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified