_____ Work for a Buying Firm in the Areas Most

question 20

Multiple Choice

_____ work for a buying firm in the areas most affected by a proposed change and work with the salespeople to make the proposal successful.

• A) Influential adversaries
• B) Gatekeepers
• C) Spotters
• D) Champions
• E) Initiators

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Definitions:

Counterproductive Workplace

Behaviors or practices within a workplace that hinder or negatively impact organizational performance and productivity.

Civility

Civility refers to polite and respectful behaviors and actions that contribute to a positive and productive social or work environment.

Positive Commenting

the act of giving affirming, constructive feedback that encourages growth and improvement rather than criticism.

Cognitive Dissonance

The mental discomfort experienced by an individual who holds two or more contradictory beliefs, ideas, or values at the same time.