Developing Topic 9. Developing business relationships

jose ramon  septien
Mind Map by jose ramon septien, updated more than 1 year ago
jose ramon  septien
Created by jose ramon septien over 4 years ago
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Description

DESCRIPTION OF: Relationship between buyers and sellers. ◦Transaction based. ◦Relationship based. ◦Relationship building (include the 5 concepts).

Resource summary

Developing Topic 9. Developing business relationships
1 relationship spectrum
1.1 TRANSACTION BASED
1.1.1 short term
1.1.2 sale and Price focus
1.1.3 low interest in other
1.1.4 Low trust
1.1.5 Low commitment
1.1.6 Single transaction
1.2 RELATIONSHIP BASED
1.2.1 Low term
1.2.2 Mutual win focus
1.2.3 High interest in other
1.2.4 High trust
1.2.5 High commitment
1.2.6 Multiple transaction over time
2 RELATIONSHIP BUILDING
2.1 Awareness
2.1.1 Buyers
2.1.2 sellers identify
2.1.3 qualify potential providers
2.1.4 prospect for relationship
2.2 Exploration
2.2.1 buyers
2.2.1.1 sellers
2.2.2 sellers
2.2.2.1 explore the costs and benefit of partnering with each other
2.2.2.2 the fit between their needs and capabilities
2.3 Expansion
2.3.1 relationship
2.3.1.1 buyer
2.3.1.2 seller
2.3.1.2.1 buyer
2.3.1.2.1.1
2.3.1.2.2 deeper
2.3.2 Exchanges between the parties become more frequent
2.4 commitment
2.4.1 buyer
2.4.1.1 sharing
2.4.1.1.1 information
2.4.1.1.2 goal
2.4.1.1.3 interest
2.4.1.2 committed to achieve mutually beneficial gains
2.4.2 seller
2.4.2.1
2.4.2.2
2.5 Dissolution
2.5.1 may happen
2.5.2 may not happen
2.5.3 the relationship is terminated because of
2.5.3.1 performance problems
2.5.3.2 change in circumstances
2.5.3.3 change in circumstances
3 buyer
3.1 seller
4 seller
4.1 relationship
4.1.1 vary from
4.1.1.1 single time transactions
4.1.1.2 relationships that lasts for years and involve multiple sales
4.1.2 actuality
4.1.2.1 opposite ends of a relationship continuum
4.1.3 Transactional marketing
4.1.3.1 single activity market exchanges
4.1.3.1.1 short term focus
4.1.3.1.2 little interaction between buyer and seller
4.1.4 marketing
4.1.4.1 creating
4.1.4.1.1 ties to customers based on a long-term commitment to customer needs
4.1.4.1.2 long term
4.1.4.1.2.1 commitment
4.1.4.1.2.1.1 customer needs
4.1.4.1.2.2 customer
4.1.4.1.2.2.1 increaing their lifetime value
4.1.4.1.2.2.1.1 sum of their purchases over time
4.1.4.2 bulding
4.1.4.2.1
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