People Who Control the Flow of Information in the Buying

question 97

Multiple Choice

People who control the flow of information in the buying center, such as technical experts and secretaries, can keep salespeople and information from reaching others in the buying center and are referred to as

• A) deciders.
• B) obstructionists.
• C) gatekeepers.
• D) filters.
• E) influencers.

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Definitions:

Situational Control

The degree to which individuals can influence or manage the conditions or environment they are in.

Fiedler’s Contingency Model

A leadership theory proposing that effective leadership depends on the match between a leader's style of interacting with subordinates and the degree to which the situation gives control and influence to the leader.

Path-Goal Leadership

A theory that emphasizes how a leader's style can influence the satisfaction and performance of their subordinates by clarifying the paths to goals and removing obstacles.

Coercion Techniques

Methods used to persuade or force someone to do something by using threats or intimidation.