Phil, a Buyer for a Chain of Departmental Stores in the U.S

question 44

Multiple Choice

Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil's team has been making progress in the negotiations with the Brazilians?

• A) Lowered bargaining by the Brazilians.
• B) Sending executives of lower rank to continue the discussions.
• C) A noticeable decrease in instances of private conversations among the Brazilians.
• D) Questions that focus on the more general areas of the deal.
• E) A softening of attitudes and positions on some of the issues.

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Definitions:

Specialty Product

A product that is characterized by a unique quality, brand, or characteristic that consumers are willing to make a special purchase effort to obtain.

Shopping Product

A type of product that consumers purchase after comparing quality, price, and style from various sellers, requiring more thought and effort than routine purchases.

Discretionary Product

Products or services that are non-essential and purchased with disposable income, the demand for which tends to be more elastic and influenced by consumers' economic status.

Unsought Product

Goods or services that consumers typically do not think about buying or do not know exist until they encounter them, usually requiring aggressive sales strategies.