Beth is part owner of a chain of auto repair shops. Her company was considering adding tire sales in some of its facilities, and
several people were slated to meet to discuss the idea. Beth gathered information about possible distributors. Her son had been laid off from a job with one of them, so she removed this company from the group she was preparing to present to the others. Here, Beth was acting in what role in the buying center?
According to my research on the different roles within organizations, I can say that based on the information provided within the question Beth was playing the role known as a Gatekeeper. This role focuses on controlling the flow and access to information. Which in this scenario Beth is standing between the possible tire providers and the people in charge of deciding which tire providers to go into business with, and she is controlling what tire providers she shows to her bosses.
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In that particular case Beth is acting in the role of Influencer, she is trying to change the result of a possible majority decition of the remaining people.
Explanation:
Excluding her son (an ex-employee of a distributor) from the group of companies that she picked to present, <u>will prevent that the remaining parts of the team believes that is a case of convenience and relative mutual benefit</u> and will be more open to the idea of selling tires.
