Question

Cassidy 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 successful trucking firm, regularly buys cassidy's secretary lunch. the representative does this because she views the secretary as __________ and wants to be sure that information about her company reaches cassidy.

Answer 1

The representative sees the secretary as a gatekeeper, and assumes that because Cassidy's secretary works for her, they will pass on information about the company and about how nice they are, potentially ingratiating Yellow Roadway to Cassidy and getting their foot in the door.