IDIS 340 FINAL EXAM REVIEW
QUESTIONS AND ANSWERS7
Strategic Relationship - ANSWERS-2 or more organizations connected legally, economically or
interpersonally such that they function according to a common interest shared by all parties
Strategic Relationships Exhibit: - ANSWERS-- genuine long term commitment and trust
-willingness to sacrifice and share
-alignment of both parties goals
-Risk: becoming dependent on partners
Strategic Relationship Commitments: - ANSWERS-- expect to be doing business for a LONG TIME
-DEFEND THEM when others criticize
-spend time with them to WORKOUT PROBLEMS
-strong sense of LOYALTY
-willing to GROW THE RELATIONSHIP
-PATIENT WITH THEIR MISTAKES
Strategic Relationship Commitments: - ANSWERS-- make LONG TERM INVESTMENTS in them
and WAIT FOR THE PAYOFF
- DEDICATE PEOPLE AND RESOURCES to grow the business
-NOT CONTINUALLY LOOKING for new business partners to replace them
-WOULD NOT DROP THIS ORGANIZATION and hesitate to take on new ones
Strategic Relationships: Manufacturer Motives - ANSWERS-- better coverage at lower cost
, - better representation
- better coordination of marketing efforts
- greater access to information
- pool of potential partners drying up (loss of distribution/power)
Strategic Relationships: Distributor Motives - ANSWERS-- dependable supply of products
- enhance marketing efforts
- cut cost
- eliminate redundancy
- differentiate themselves from competition
- discourage competition
Manufacturers and distributors are both in pursuit of... - ANSWERS-enduring competitive
advantage leading to market share and profit.
Strategic Relationships: Building Commitment - ANSWERS-- trust
- outstanding communication (active give & take of ideas)
- reputation for treating channel members fairly
- beneficial experience over time
How commitment is weighed: - ANSWERS-- past behavior
- current actions to tie themselves to you
Commitment demonstrated by a manufacturer: - ANSWERS-- dedicate personnel and facilities
- efforts to learn about operation
- coordinate reporting systems
QUESTIONS AND ANSWERS7
Strategic Relationship - ANSWERS-2 or more organizations connected legally, economically or
interpersonally such that they function according to a common interest shared by all parties
Strategic Relationships Exhibit: - ANSWERS-- genuine long term commitment and trust
-willingness to sacrifice and share
-alignment of both parties goals
-Risk: becoming dependent on partners
Strategic Relationship Commitments: - ANSWERS-- expect to be doing business for a LONG TIME
-DEFEND THEM when others criticize
-spend time with them to WORKOUT PROBLEMS
-strong sense of LOYALTY
-willing to GROW THE RELATIONSHIP
-PATIENT WITH THEIR MISTAKES
Strategic Relationship Commitments: - ANSWERS-- make LONG TERM INVESTMENTS in them
and WAIT FOR THE PAYOFF
- DEDICATE PEOPLE AND RESOURCES to grow the business
-NOT CONTINUALLY LOOKING for new business partners to replace them
-WOULD NOT DROP THIS ORGANIZATION and hesitate to take on new ones
Strategic Relationships: Manufacturer Motives - ANSWERS-- better coverage at lower cost
, - better representation
- better coordination of marketing efforts
- greater access to information
- pool of potential partners drying up (loss of distribution/power)
Strategic Relationships: Distributor Motives - ANSWERS-- dependable supply of products
- enhance marketing efforts
- cut cost
- eliminate redundancy
- differentiate themselves from competition
- discourage competition
Manufacturers and distributors are both in pursuit of... - ANSWERS-enduring competitive
advantage leading to market share and profit.
Strategic Relationships: Building Commitment - ANSWERS-- trust
- outstanding communication (active give & take of ideas)
- reputation for treating channel members fairly
- beneficial experience over time
How commitment is weighed: - ANSWERS-- past behavior
- current actions to tie themselves to you
Commitment demonstrated by a manufacturer: - ANSWERS-- dedicate personnel and facilities
- efforts to learn about operation
- coordinate reporting systems
