Hank works at a large electronics firm. He needs a new type of software and sends in a purchasing request. The request gets approved. Gillian works as a purchasing agent and is in charge of selecting the suppliers and negotiating the terms of purchase. However, before she does so she consults with Paul, an engineer who works in IT and is highly familiar with the latest software. In this case, Hank is the ___________, Gillian is the _______________, and Paul is the _____________.
A) decider; influencer; gatekeeper
B) user; buyer; influencer
C) influencer; buyer; user
D) user; decider; gatekeeper
E) decider; gatekeeper; influencer

Question

Quizplus · Accepted Answer

Hank is the user who needs the software. Gillian is the purchasing agent or buyer who makes the final purchase decision. Paul is the influencer who provides information about the software to help Gillian in the decision-making process. Therefore, the correct answer is B: user, buyer, influencer.

Hank Works at a Large Electronics Firm