June Golden Is Part of the Buying Center for a Large

question 13

Multiple Choice

June Golden is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway (a very large trucking firm) calls on June, however her secretary thinks he is quite rude and announces that June is not available.The secretary is acting in the role of __________ for the buying center.

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

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Definitions:

Psychoanalytic

Pertaining to the theory and practice of psychoanalysis, which emphasizes unconscious psychological processes and their effects on behavior.

Gestalt

A psychological theory that emphasizes the holistic and intrinsic patterns and shapes people perceive in their visual and experiential worlds.

Training

A process designed to improve skills, knowledge, and competencies to perform specific tasks or roles effectively.

Cognitive-behavioral

A psychological approach that involves modifying dysfunctional emotions, behaviors, and thoughts through a goal-oriented, systematic procedure.