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 secretary lunch.The representative does this because she views the secretary as a(n)________ and wants to be sure that information about her company reaches Cassidy.
A)gatekeeper
B)decider
C)influencer
D)obstructionist
E)power broker

Question

Quizplus · Accepted Answer

Gatekeepers control the flow of information to others in the buying center.Purchasing personnel,technical experts,and secretaries can all keep salespeople or information from reaching people performing the other four roles.Cassidy's secretary is a potential gatekeeper.

Cassidy Is Part of the Buying Center for a Large