In the Context of Buying Teams, Which of the Following

question 22

Multiple Choice

In the context of buying teams, which of the following is a role of gatekeepers?

• A) To evaluate a product on the basis of how it will affect employee performance
• B) To identify the need for a product
• C) To determine which product or service will be purchased
• D) To negotiate final terms of purchase with suppliers
• E) To control the flow of information to and between vendors and other buying center members

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Definitions:

Availability Heuristic

A cognitive shortcut that relies on immediate examples that come to a person's mind when evaluating a specific topic or decision.

Availability Heuristic

A cognitive shortcut based on easily recalled examples when judging a specific area, notion, practice, or decision-making process.

Base-Rate Information

This term relates to how often an event occurs within a general population.

Representativeness Heuristic

A mental shortcut that involves making judgments about the probability of an event under uncertainty, based on how much it resembles existing prototypes.