Exam 8: Business-To-Business CRM

R. Deshpande and J.U. Farley found the marketing orientation gap between suppliers and customers to be _________ between highly collectivist cultures than in individualist cultures.

On-demand PRM is becoming less of a requirement due, in part, to demand from mobile devices and system applications

While competitor tracking is not unique to CRM, it should be considered as a viable option and used to monitor the competition's CRM efforts as well as industry trend.

_____ are created around the needs of the customer.

In contrast to a B2C environment, B2B environments usually include all of the following EXCEPT

According to Seshardi and Mishra, contracts provide an evolving governance structure and incompleteness arises due to costs associated with contracting in the presence of difficulties in all of the following EXCEPT

Key reasons for why a salesperson would resist adopting an SFA solution include al of the following EXCEPT

Quicker and more inclusive assessment of current and potential increase in overall customer equity is a perceived benefit of SFA.

PRM attempts to optimize relationships with value delivery network partners as part of the overall CRM strategy.

An example of Cloud-based Portal would be the ability of having any update made to an Apple iPhone automatically sent to an Apple-supported server elsewhere, such as an iPad.

Return on investment, share of wallet, lifetime value and related measurement formulas can be updated automatically with response data by using a campaign management tool.

Some of the basic considerations that must be thought about when looking for an SFA solution incled all of the following EXCEPT.

Research by Ahearne, Srinvasan and Weinstein produced results, which imply that while there is a positive payoff to SFA use in CRM initiatives, the enabling effect tapers off, and the relationship between technology usage and performance is curvilinear.

R. Deshpande and J.U. Farley used _________ to frame hypotheses about market orientation and inter-organizational relationships as viewed simultaneously from the point of view of suppliers and customers. .

Relational contracting focuses on a short-term durable exchange particular to relationship marketing management

A salesperson's aversion to technology adoption is an SFA perceived benefit.

All of the following usually hold true for Internet-based B2B exchanges EXCEPT

___________ has/have been a key CRM enabler adopted by organizations wishng to automate the B2B acquisition process.

Contracts and relationships are complementary.

The sales function is still the most critical component of any B2B CRM strategy.