A supplier is most likely to opt for a push strategy when channel partners must be relied upon for differentiation.

Question

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With a push strategy, the supplier relies on promotional and sales efforts to push their products onto the market and onto channel partners. This strategy is most effective when differentiation is not necessary or when there is a lack of differentiation among products. In contrast, if channel partners are relied upon for differentiation, a pull strategy may be more effective as it focuses on creating demand for the product among end-users, which in turn motivates channel partners to carry the product.

A Supplier Is Most Likely to Opt for a Push