A netbook company salesperson invites the information systems managers of its top ten customers (in terms of dollar sales)to view a demonstration of the firm's new product line so she can obtain their opinions regarding various options and configurations that could be offered. These information system managers are most Likely to be the_________ of their organizations' buying centres.
A)buyers
B)gatekeepers
C)influencers
D)reciprocity managers

Question

Quizplus · Accepted Answer

Information system managers are typically influencers within the buying centre, as they can provide technical expertise and opinions on various options and configurations that could be offered. They may not be the final decision-makers (buyers) or the ones controlling access to information (gatekeepers), but they do have an important role in shaping the decision-making process. Reciprocity managers are not relevant in this context.

A Netbook Company Salesperson Invites the Information Systems Managers of Its