The contribution of a firm's customer-relating capability to the firm's position of advantage depends on the degree to which the market offers an attractive opportunity.
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Q1: The whale curve of cumulative probability demonstrates
Q2: Buyers seek a close relationship for strategic
Q4: Customized, high-technology products-like semiconductor test equipment-fit the
Q5: All customers hold similar amounts of growth
Q6: Having a relationship orientation is critical to
Q7: For collaborative customers, the salesperson not only
Q8: While loyal customers are likely to be
Q9: Operational linkages and information-sharing mechanisms are common
Q10: Relationship commitment exists when one party has
Q11: Firing a customer may be appropriate if
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