People Who Control the Flow of Information in the Buying

question 56

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)power brokers.
• E)influencers.

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Definitions:

Disclosure Reciprocity

The tendency for one individual to match the level of personal information disclosed by another during conversations.

Traumatic Experiences

Events or situations that cause significant levels of distress or fear, often leading to long-lasting psychological effects such as post-traumatic stress disorder (PTSD).

Positive Aspect

A favorable or beneficial quality, characteristic, or component of a situation or individual.

Solitude

Solitude involves being alone without feeling lonely, often leading to self-awareness, creativity, and inner peace.