0 late 5 Os/early 60s. a psychological withdrawal from the
job occurs. where a minimum amount of job effort is given.
while developing interests outside work.
0 are satised by their low-order rewards. have few
nancial obligations. and
0 their customers are external and have goals and
expectations entirely different from the rep s
0 many reps operate from remote offices or from home.
0 reps must deal with large role sets in dozens of different
customer locations. especia
used in making the purchase decision. Typically. engineers
and quality control personnel.
D. Gatekeepers control the ow of information to other
people involved in the purchase decision. Two types:
--screens block the ow of information entirely from