Main Examination Period 2021 - January - Semester A - Timed Examination

Module Code and Title: BUS096 Relationship and Network Marketing

Date of exam: 7th January 2021

Question 1

●   How does the dark side of close relationships influence B2B relationships? [25 marks]

●   Use a tension-based view to explain the dark side of business relationships and explain how tensions affect B2B relationships negatively.       [25 marks]

Question 2

●   How does Social Exchange Theory (SET) explain the mechanisms underlying business  relationships?          [30 marks]

●   What are the weaknesses of SET? Provide one example for each.                 [20 marks]

Question 3

●   How  does  Transaction  Cost  Economics  (TCE)  explain  the  mechanisms  underlying business relationships?           [30 marks]

●   What are the weaknesses of TCE? Provide one example for each.                [20 marks]

Question 4

●   What firm behaviours in business relationships does the Resource Dependence Theory (RDT) suggest, and why?         [30 marks]

●   What are the weaknesses of RDT? Provide one example for each.                 [20 marks]