A.   Marketer is ACTIVE while customer is PASSIVE.

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

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

D.   All of these

A.   Selecting a qualified agent

B.   Selecting a qualified principal

C.   Establishing a clear contract

D.   Evaluate switching costs

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

B.   Relationship-Oriented, Trust-Oriented, Commitment-Oriented

C.   Basically Coordinated, Control-Oriented, Reward-Oriented

D.   Actor Bond-Related, Network-Related, ARA Analysis

A.   Stating performance activities more clearly

B.   All of these

C.   Clarifying who controls the contract.

D.   Defining operational elements in detail.

A.   Exchange costs

B.   Transaction costs

C.   Switching costs

D.   Relationship costs

A.   Find a solution that reduces costs the most.

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

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

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

A.   One party having more money.

B.   One party not having a need for the other.

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

D.   One party being a larger organization.

A.   Switching costs

B.   Relationship costs

C.   Competitive costs

D.   Transactional costs

A.   Technical

B.   Economic

C.   Social

D.   All of these

A.   All of these

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

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

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