June Golden Is Part of the Buying Center for a Large

question 178

Multiple Choice

June Golden 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 very large trucking firm) regularly buys June'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 June.

• A)gatekeeper
• B)decider
• C)influencer
• D)obstructionist
• E)power-broker

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Definitions:

Strategic Alliance

A formal agreement between two or more parties to pursue a set of agreed-upon objectives while remaining independent organizations.

Infrastructure

The fundamental facilities and systems serving a country, city, or area, including transportation, communication, utilities, and public services.

Network Solutions

A company or service that provides internet hosting, domain registration, and other online services necessary for establishing and maintaining a web presence.

Franchise Agreement

A legal contract whereby a franchisor allows a franchisee to use its business model and brand for a specified period in exchange for a fee.