Processes That Focus on Upstream Interactions Between the Enterprise and Its

question 44

Multiple Choice

Processes that focus on upstream interactions between the enterprise and its suppliers are part of

• A) Customer Relationship Management (CRM).
• B) Internal Supply Chain Management (ISCM).
• C) Supplier Relationship Management (SRM).
• D) Transaction Management Foundation (TMF).

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Definitions:

Group Polarization

The phenomenon by which a group's prevailing attitudes or beliefs become more extreme following group discussions, as members tend to support more extreme positions.

Groupthink

A psychological phenomenon that occurs within a group of people in which the desire for harmony or conformity results in an irrational or dysfunctional decision-making outcome.

Door-In-The-Face

A persuasion technique involving making a large, unreasonable request that is likely to be refused in order to increase the likelihood of agreement to a smaller request later.

Lowballing

A persuasive technique often used in sales where an initially lower price is offered to get agreement from the buyer, only for it to be raised before the sale is concluded, often for reasons made to seem unavoidable.