Quiz Ch 3

A  a function of the number of alternatives and how differentiated the suppliers are from each other.

B  Where need uncertainty is high a buyer is likely to adopt ore protracted buying processes in order to help reduce the uncertainty.

C  a managerial approach to marketing based on the ideas that the buyer and seller operate independently.

D  All of these

A  Economic

B  Social

C  Technical

D  All of these

A  Switching costs

B  Transactional costs

C  Relationship costs

D  Competitive costs

A  One party not having a need for the other.

B  One party being a larger organization.

C  One party having more money.

D  A shift of dependence of one party on the other.

A  Find a way to work with a partner that creates the most economically efficient transaction.

B  Determine which costs can be assigned to large transactions and which are uneccesary.

C  Find a solution that reduces costs the most.

D  Consideration only the minimum costs in making a decision to acquire goods or services.

A  Relationship costs

B  Exchange costs

C  Switching costs

D  Transaction costs

A  Stating performance activities more clearly

B  Defining operational elements in detail.

C  All of these

D  Clarifying who controls the contract.

A  Social-Exchange Theory, Principal Agent Theory, Transaction Cost Theory

B  Actor Bond-Related, Network-Related, ARA Analysis

C  Basically Coordinated, Control-Oriented, Reward-Oriented

D  Relationship-Oriented, Trust-Oriented, Commitment-Oriented

A  Selecting a qualified principal

B  Selecting a qualified agent

C  Evaluate switching costs

D  Establishing a clear contract

A  Marketer and Customer operate separately and are at odds with each other.

B  All of these

C  Marketing process is to study buying behavior, research customer need, create offer and influence purchase decision.

D  Marketer is ACTIVE while customer is PASSIVE.