小威廉·D·佩罗-市场营销学基础（英文版·第18版）Chap007.pptVIP

Summary Overview There are several key dimensions that characterize a close working relationship between organizational buyers and sellers. Key Issues Cooperation treats problems as joint responsibilities. The buyer and seller work together to achieve both mutual and individual objectives. Both sides are involved in problem resolution. Both the supplier and the buyer benefit when they can share information. Types of shared information may include: It includes the exchange of proprietary cost data, discussion of demand forecasts, and joint work on new product designs. It is fast an