Cassidy is part of the buying center for a large manufacturer. Her field of expertise is logistics, and she is responsible for choosing transportation providers for the company. A sales representative for Yellow Roadway, a successful trucking firm, regularly buys Cassidy's assistant lunch. The representative does this because he views the assistant as a(n) ________ and wants to be sure that information about his company reaches Cassidy.
A) gatekeeper
B) decider
C) influencer
D) obstructionist
E) power broker

Question

Quizplus · Accepted Answer

The assistant is considered a gatekeeper because they control the flow of information to Cassidy, who is the decision-maker. The sales representative buys lunch for the assistant to ensure that information about his company reaches Cassidy.

Cassidy Is Part of the Buying Center for a Large