Which element below relies on unspoken, but acknowledged power to have managements requests fulfilled?
a. Impression management
b. Silent authority
c. Coalition formation
d. Compliance
b. Silent authority
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Voice-over internet protocol (VoIP) systems enable salespeople to ________
A) access data from key partners B) deliver text messages to key customers through a short-messaging system C) track all aspects of customer interaction D) avoid the capital outlay of a CRM system E) make and receive phone calls anywhere just as though they were in the office
Core competencies may become a hindrance to innovation when
a. they are not competitively unique. b. they become rigidities. c. they are easily imitated. d. they enhance the process of creative destruction. e. All of the above
__________ are shortcuts or “rules of thumb” that allow us to make judgments and decisions quickly and efficiently.
a. Heuristics b. Satisficing c. Persuasive d. Intuition
In evaluating customer value, which of the following is MOST important?
A. high profit margins B. the market offering with the least cost to customers C. the customer's view of costs and benefits D. the price of the market offering E. a firm's understanding of customer costs and benefits