Lori Is the Sales Representative for a Major Textbook Publisher

question 109

Multiple Choice

Lori is the sales representative for a major textbook publisher. When she calls on the business faculty at Bishop University, her first stop is to chat with David, the business department administrative officer. From David, Lori learns which professors have left the university or have newly arrived. David also helps Lori make appointments to see professors to discuss textbook choices. David acts as the ________ in the business department buying center.

• A)buyer
• B)initiator
• C)influencer
• D)user
• E)gatekeeper

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Definitions:

Katz's Skills Approach

A leadership model proposing that effective leadership depends on three basic personal skills: technical, human, and conceptual.

Mumford Skills Model

A framework that outlines the competencies, knowledge, skills, and personal attributes that contribute to effective leadership, developed by researcher Michael Mumford.

Style Approach

A perspective in leadership studies focusing on the behavior of the leader and identifying how leaders interact with, motivate, and manage followers.

Environmental Influences

External factors that affect an individual's development, behavior, and lifestyle, ranging from the physical environment to social and cultural contexts.