Match List I with List II List I (Stage of byers-seller relationship)List II (Characterised by the…
In David Ford's (1980) Industrial Marketing and Purchasing (IMP) model of buyer-seller relationship development, the Pre-relationship stage is characterized by customer…
Choose your answer
Match List I with List II
| List I (Stage of byers-seller relationship) | List II (Characterised by the following) |
|---|---|
| A. Pre-relationship stage | I. Political supplies attempting to reduce risk of change and to to shift risk. |
| B. Early stage | II. Shared muted dependence and high levels of commitment. |
| C. Development stage | III. Customer concers about risk of change and its destence between validity and the potential supplies. |
| D. Long-term stage | IV. Reduction, uncertainty and distance. |
Answer and explanation
Correct answer C
In David Ford's (1980) Industrial Marketing and Purchasing (IMP) model of buyer-seller relationship development, the Pre-relationship stage is characterized by customer concern over the risk of change and large social/technological distance (A-III); the Early stage involves potential suppliers working to reduce the risk of change (B-I); the Development stage features a progressive reduction of uncertainty and distance as deliveries scale up (C-IV); and the Long-term stage exhibits shared mutual dependence and high commitment (D-II).
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UGC NET Commerce