Rather Than Adopting the Approach of "One Design Fits All

question 31

Multiple Choice

Rather than adopting the approach of "one design fits all," the astute marketer matches the strategy to the product and market conditions that surround a particular relationship. Which of the following statements is(are) true?

• A)It is unwise for marketers to make specialized investments in transactional relationships.
• B)For transactional customers, the salesperson should center primary attention on the purchasing staff.
• C)Transactional customers display less loyalty to a particular supplier and can easily switch part or all of their purchases from one vendor to another.
• D)all of the answer choices

---

Definitions:

Mistrust

Lack of trust or confidence in someone or something, often resulting from experiences or perceptions of deceit or failure.

Interests

The desires, concerns, or needs that individuals or parties aim to address through negotiation or action.

Opening Positions

The initial stances or demands that parties bring to a negotiation, usually expected to undergo adjustments as discussions progress.

Integrative Negotiation

A negotiation approach aimed at finding solutions that satisfy the interests of all parties involved, stressing win-win outcomes.