Total cost of ownership illuminates exactly what activities are associated with serving a particular customer and how these activities are linked to revenues and the consumption of resources.
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Q11: Firing a customer may be appropriate if
Q12: Transactional exchange centers on the timely delivery
Q13: The cost of serving a long-standing customer
Q14: Buying firms prefer a transactional relationship when
Q15: Buyer-seller relationships that arise for important purchases
Q17: Collaborative exchange features very close information, social,
Q18: When supply needs are complex, the buying
Q19: Buying firms prefer a more collaborative relationship
Q20: Relationship commitment involves a partner's belief than
Q21: _ reflect(s) the degree to which the
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