Gatekeepers
Those individuals whose responsibility it is to be knowledgeable concerning the range of vendor offerings that may be useful in satisfying the needs or solving problems. They largely determine which vendors are granted the opportunity to get in touch with the decision makers involved in making a purchase.
Implications
Individuals or entities that control access to information, resources, or decision-makers within an organization or market, often playing a crucial role in influencing which products, services, or ideas reach key stakeholders.
Example
Example: In the pharmaceutical industry, healthcare providers often act as gatekeepers, deciding which medications are prescribed to patients based on their knowledge, preferences, and relationships with drug manufacturers.
Related Terms
Different from decision-makers, who have the final authority to choose, gatekeepers influence or control the flow of information and access, often shaping the decisions made by others.
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