Scenario 20.2 Use the Following to Answer the Questions

question 156

Multiple Choice

Scenario 20.2
Use the following to answer the questions.
The BASF Chemical Company in Germany has developed a new rubberized coating.The product has an application for cell phones and other hand-held electronic devices that gives them protection from falls and scratches.BASF plans to market the product directly to businesses that manufacture the casings for these types of products.BASF currently uses a system of salespeople headquartered in Germany,while its primary business customers are in China.
-Refer to Scenario 20.2.If BASF were to employ pricing that includes the price at the factory plus freight charges from a chosen point nearest the buyer,this would be an example of ____ pricing.

• A)factory plus
• B)dispersion
• C)base-point
• D)freight absorption
• E)uniform geographic

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Definitions:

Negotiating Parties

Individuals or groups engaged in discussions to reach a mutual agreement.

Negotiators

Individuals who engage in dialogue with the intent to reach an agreement or compromise on a matter of mutual interest.

Within A Culture

Pertaining to the practices, beliefs, values, and norms shared by a group of people in a specific social context.

Attitudinal Structuring

Techniques or approaches used to shape or influence the attitudes, beliefs, or perceptions of individuals or groups.