A producer of disposable diapers is planning to introduce a new brand of diapers that is specially designed for large babies who are hard to fit with regular diapers.The company mails coupons for the new brand to all the consumers in its database of disposable diaper users.The coupons offer consumers a $2 discount off the regular price of a pack of diapers.The company sends an accompanying letter advising consumers to bring the coupons to their favorite store and use them.If the brand is not in stock,the letter encourages consumers to ask the store manager to stock the new brand.This promotion effort by the company is an example of
A)pushing in the channel.
B)pulling by customers.
C)integrated marketing communications.
D)buyer-initiated communication.
E)None of these answers is correct.

Question

Quizplus · Accepted Answer

Most producers focus a significant amount of promotion on customers at the end of the channel.This helps stimulate demand and pull the product through the channel of distribution.Pulling is getting customers to ask intermediaries for the product.

A Producer of Disposable Diapers Is Planning to Introduce a New