1. ___ is a methodology used to optimize relationships with a company's value delivery network members as part of an overall CRM strategy.

a.Network Relationship Marketing (NRM)

b.Social CRM

c.Multichannel Relationship Management (MRM)

d.Partner Relationship Management (PRM)

e.Business-to-Business Optimization Strategy

2. Based on the Lussier and Hall (2018) study on cooperation in B2B relationships, which of the following statements is FALSE?

a.The researchers carried out a study of dyads that included salespersons and their

customers. T

b.In B-2-B relationships, salespeople's customer orientation is positively related to

perceived cooperation. T? HYPOTHESIS

c.The researchers anchored the study in social exchange theory, which focuses on the

concept of reciprocity.T

d.Perceived cooperation in B-2-B relationships increases when a salesperson possesses

high levels of self-efficacy.

e. In B-2-B relationships, the longer the duration of a relationship, the higher the level of

perceived cooperation.

3. Murphy and Sashi (2018) examined how traditional and new communication media impacted satisfaction in business-to-business (B2B) relationships. Which of the following is not among the specific direct relationships they examined?

a.Formal communication mode and relationship satisfaction

b.Social interaction and relationship satisfaction

c.Reciprocal feedback and relationship satisfaction

d.Communication mode and social interaction

e.Communication mode and reciprocal feedback