You're right. These days, unfortunately, thanks to consolidation in the industry, Music Directors and Program Directors at most Pop stations let the Record Reps do their job for them. If you only play songs that the record reps, (industry lobbyists) promote, you will miss a lot of potential hits.
If they were really Program or Music DIRECTORS they wouldn't be blind-sided by an artist who has sold over 6 million CDs, has a Number One AC single, receives airplay on most "ALICE" and "MIX" stations and sells out when she plays their market.
Again, from an insider, it's unfortunate that most PDs and MDs rarely play anything that isn't handed to them.