The Members of the Buying Center Who Control the Flow

question 183

Multiple Choice

The members of the buying center who control the flow of information and keep vendors in or out of the process are called:

• A)users.
• B)influencers.
• C)deciders.
• D)gatekeepers.

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Definitions:

Fight-Flight Response

An acute stress response involving a physiological reaction that occurs in response to a perceived harmful event, attack, or threat to survival.

Walter Cannon

A physiologist known for his work on the fight or flight response and coining the term homeostasis to describe the body's automatic efforts to maintain a constant internal environment.

Pituitary Gland

A pea-sized gland situated at the base of the brain, known as the "master gland" because it controls several other hormone glands.

Adrenal Cortex

The outer portion of the adrenal glands that produces steroid hormones like cortisol, which are critical for stress response, metabolism, and immune function.