We will be talking about B2B marketing and how companies build partnerships in chapter 8.
From my own experience in partnership with Pepsi, I found that it was important to have a bond of trust between me and my colleagues at Pepsi. From my research over the past 20 years, I have found that trust is based on reliability, openness, competence, and compassion, or the ROCC of Trust.
Do you agree (or disagree)?
Based on your color, which part of the ROCC of trust would you build first with a corporate partner?
I agree that trust depends in those four things and that having mutual trust in a business is a key for success. I was a green person, so I would gain trust with the creative people of the company first.
ReplyDeleteI agree that in order to have a trusting bond with somebody, it is necessary to have all of the characteristics. It does not mean they all have to be dominate, but they all need to take a part somewhere is someone's life. I was a yellow person, and I feel that compassionate is the part of the ROCC of trust that would help me build trust with another person. I like to hear what others have to say and to possibly incorporate it into the business.
ReplyDeleteI would build reliability first. Nothing is more upsetting and deterring than something disappointing you. You can have all other things, but if a you or your team, company, or product are not reliable, people are not going to want to purchase from you.
ReplyDeleteI agree that you need to have trust in B2B relationships. Trust and honesty is very important and in some cultures dishonesty is completely unexceptable. Being a blue, I would have to say reliability. You have to be honest and accurate when you tell someone what you are going to do. If you say you are going to do something, then do it and follow through until the end. I mean, if someone told you they would do something and did not follow through, would you trust them again under another task or would you be more cautious with them? If I was in that situation I would probably be more cautious; they didn't follow through the first time, what makes me believe they will do it now? Even from a selling standpoint. If you are going to say that your product is going to do something, then it better do it good.
ReplyDelete