Question: Gatekeepers are important in the B2B buying process because they Multiple Choice provide the organization with relevant expertise in particular purchase decisions. engineer costly capital

Gatekeepers are important in the B2B buying process because they

Multiple Choice

  • provide the organization with relevant expertise in particular purchase decisions.

  • engineer costly capital equipment purchases by employing a wide range of financial tools.

  • act as a buffer between the buying center members and consumers in the buying process.

  • limit the number of vendors in a given buying process.

  • act as initiators in certain scenarios of the purchase decision process.

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