A furniture producer has decided to buy its upholstery cloth from new suppliers. The president has given the purchasing manager responsibility to make the final selections and negotiate the terms. The purchasing manager looks through books with samples and specifications, and then calls salespeople to make presentations to the production manager, who is concerned about how easy the cloth will be to cut and sew. In this case, the purchasing manager is

Question

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The purchasing manager plays multiple roles: as a buyer by negotiating terms, as a decider by making final selections, as an influencer by consulting with the production manager, and as a gatekeeper by controlling the flow of information and access to the decision-making process.

A Furniture Producer Has Decided to Buy Its Upholstery Cloth