Suppliers can gain power from a number of sources in the buyer / supplier relationship. When a buyer has access to knowledge, information and skills desired by the supplier, this is called a(n) ________ source of power.
A) expert
B) reward
C) referent
D) coercive

Question

Quizplus · Accepted Answer

When a buyer has access to knowledge, information and skills desired by the supplier, this is called an expert source of power. The supplier may depend on the buyer's expertise to deliver high-quality goods or services, or to improve their own operations. This can give the buyer leverage in negotiations and the ability to influence the supplier's decisions. Reward, referent, and coercive sources of power are not relevant to this scenario.

Suppliers Can Gain Power from a Number of Sources in the Buyer