Which of the following statements about the effects of a successful buyer-seller relationship on organizational structure and culture is true?
A) Only the organizational structure of the seller needs to change for a successful partnering relationship to be implemented.
B) The organizational structure and management provide the necessary support for the salespeople and buyers in a partnering relationship.
C) Local offices are not affected by partnerships created at headquarters.
D) It is only the sales force of a firm that is required to have an orientation to building partnerships.
E) Boundary-spanning employees are employees who limit their operations to their duties within the organization,rather than working with clients and vendors.

Question

Quizplus · Accepted Answer

A successful buyer-seller relationship requires support from the organizational structure and management to be sustainable and effective. This can involve changes in both the seller's and buyer's structures as well as their cultures to better serve the needs of the partnership. Local offices may also be affected depending on the scope of the partnership, and not just the sales force, but other boundary-spanning employees, may play a key role in building successful partnerships. Therefore, only option B accurately reflects the effects of a successful buyer-seller relationship on organizational structure and culture.

Which of the Following Statements About the Effects of a Successful