Which Group Is Most Likely Offered Functional Discounts by Manufacturers

question 55

Multiple Choice

Which group is most likely offered functional discounts by manufacturers?

• A) trade-channel members that perform sales tasks
• B) consumers who buy products in large quantities
• C) buyers who pay their bills before the due date
• D) buyers who purchase merchandise out of season
• E) retailers that participate in advertising programs

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Definitions:

Coercive Power

A form of power that is based on the ability to deliver punishments or impose penalties for noncompliance.

Networking

The act of building and maintaining professional or social relationships, often to share information, find opportunities, or support one another.

Referent Power

A form of influence based on identification with, attraction to, or respect for the leader.

Expert Power

Expert power is a form of influence based upon the perception of special knowledge, skills, or expertise that an individual possesses.