What is a gatekeeper in the buying center?

• A. The person who decides the final purchase alone.
• B. Those who control the flow of information to and from the buying group.
• C. The person who pays the invoices.
• D. The supplier representative who pitches products.

Answer: (B)

In a buying center, the gatekeeper is the person who controls the flow of information to and from the buying group. They act as the filter at the entry point, deciding who can speak with decision-makers, what data and proposals get through, and when meetings or communications happen. Because they control access and the visibility of options, gatekeepers can shape the buying process even though they don’t make the final purchasing decision themselves. They’re not the ones who pay invoices, nor the person who pitches products to the group, and they’re not necessarily the ultimate decision-maker. Examples include executive assistants or procurement coordinators who screen inquiries and route information.