pull strategy

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‘pull’ strategy

a manufacturing and marketing approach which emphasizes ‘pulling’ products through the DISTRIBUTION CHANNELS by spending on ADVERTISING and consumer promotions (free samples etc.) to increase the final demand for the products, so that consumers' demand encourages wholesalers and retailers to stock it.

In practice, SALES PROMOTIONS campaigns usually use trade promotions as well to encourage wholesalers and retailers to ‘push’ the product. See ‘PUSH’ STRATEGY.

References in periodicals archive ?
He advocates a push-pull strategy for central planning by government--guided by experts, such as himself.
This study is the first step toward the application of the push-pull strategy as a tool in the integrated management of the medfly in grape vineyards in the northeast of Brazil.
To support the adoption of the push-pull strategy, such mechanisms must be functional to stimulate the dispersion of the insects in the area and attract them easily to a single site of control.
Out of all the diversification mechanisms, the push-pull strategy reported a consistently positive effect on production, however, this strategy was represented by only one study evaluating effects on production (study 34) (Fig.
The integrated use of repellent and attractive plant stimuli: the push-pull strategy.
They developed a push-pull strategy to control the com stemborers C.
The launch of a comprehensive sales and marketing program utilizing product and corporate branding, promotional and advertising campaigns, point of purchase marketing, push-pull strategy, and public promotions;