Discuss in 3 pgs the Principle to Marketing class questions below on UPS’s efforts to build relationships with B-to-B customers to handle their logistics and the impact on customer relationships. Your answers should:

• The paper must be consistently formatted in APA style, APA in-text citations, and references included.
• As a general guideline, the body of your paper, meaning your answers to the three questions below (front page, possible table of contents, references, and possible appendix excluding).
• You might like to include separate chapter titles for each question.
• Short quotations from the UPS website can be used when appropriately indicated in the text and in-text cited according to the APA style, but you are not to submit a paper with the majority of its content copy-pasted from the UPS website.

QUESTIONS:

1. What are UPS’s business customers looking for when committing to work with UPS? 
2. How do UPS’ marketing and sales to business customers differ from working with its residential consumers? 
3. How does the UPS story relate to the major concepts of Kotler & Armstrong Chapter 6 (attached) on business buyer behavior?

 

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