B) when consumers are able to perceive differences between brands, B) the product being sold is an impulse item. It might also entail someone at a grocery store, like Trader Joes, offering free samples to shoppers. A) It increases customer loyalty. This is often seen as a disadvantage; without the ability to nurture a lead and guide them through the sales funnel, you have to make sure that your offerings and promotional material are so good that they get the sale right then and there. Google reviews, and word-of-mouth reviews on sites like Yelp are his best friends throughout his campaign. Matthew is a content writer for Aumcore, a digital marketing agency based in New York City that specializes in PPC services. One of the main objectives of push marketing is to reduce to as small as possible the amount of time that elapses between the customer seeing a product and making a purchase decision to buy the product. A) channel power A) IFB Industries, a company that sells products using various channels such as Internet, retailers, direct outlets, and franchisees B) Opera, a Web browser and Internet suite developed by Opera Software, performs common tasks such as displaying Web sites and sending and receiving e-mail messages. Likewise, because they first have to attract a crowd and pull them, any new business will need to devote more to both strategies than a business thats been at it for years. If a ____ change in a price produces a ____ change in demand, then. D) manufacturer's representatives A push strategy involves selling approach taking the product directly to the customer ensuring the customer is pretty aware of the brand at the point of purchase. 2003-2023 Chegg Inc. All rights reserved. A) These are companies that launch a Web site without any previous existence as a firm. E) controlled, Rotter Garder Inc. is a large-scale paint manufacturer known for its wide range of decorative paint products and industrial coatings. B) unclear roles A) trade promotion B) reverse flow C) push strategy D) pull strategy E) backward flow, When is a pull strategy appropriate? A necessary condition for profitable price discrimination is. B) jobbers Copyright Inbox Insight Ltd | All rights reserved. E) It ensures greater information security. Pull marketing is focused on creating demand for the product or service. A) multichannel B) horizontal C) vertical D) intermediate E) parallel, When Goodyear began selling its popular tire brands through Sears, Walmart, and Discount Tire, independent dealers that sold the same tires at higher prices were angry. 86. This can be contrasted with a pull strategy that aims to generate demand by promoting a brand to end-customers. A) demand chain B) resource C) external channel D) materials E) strategic business. A) These are companies that launch a Web site without any previous existence as a firm. A) a system of partnerships and alliances that a firm creates to source, augment, and deliver its offerings B) a system of organizations and resources involved in moving a product from supplier to customer C) an arrangement whereby an organization transforms inputs into finished goods D) a network that allows an organization to take the finished products to the end-users E) a communication network that allows an organization to transfer information to end-customers, A) a system of partnerships and alliances that a firm creates to source, augment, and deliver its offerings, Companies should first think about the target market and then design the supply chain backward from that point. A) price policy E) using the Internet as a medium for doing business, When Japanese teenagers carry mobile phones from NTT and use them to order goods, they are engaged in ________. Contact Us. Terms and conditions, features, support, pricing, and service options subject to change without notice. transfer price D) sponsored voluntary chain If you choose incorrectly, you may fail to attract the prospects you want. In managing its intermediaries, the firm must decide how much effort to devote to push versus pull marketing. Keep organized and thrive withQuickBooks Online. What is a Pull and Push Strategy? hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'af934ebe-a3e6-4d2a-b12f-1c7ea40641fb', {"useNewLoader":"true","region":"na1"}); Get expert marketing tips straight to your inbox, and become a better marketer. E) superordinate goals. A) B2B ecommerce strategy should be used when _____. Push refers to the fact that the company that sells the product is continually pushing it into the potential customers purview, their field of vision, so to speak. In order to connect to your consumers, you need to know who they are and what theyre looking for. A) horizontal Thanks for choosing us. C) horizontal When it comes to promoting your product there are many strategies that you can put into place to get your product in front of your customers. The company distributes products to various retailers in the New Brunswick province. Which of the following is an example of a zero-level channel? Entertaining and motivating original stories to help move your visions forward. A) B2B ecommerce B) brick-and-click commerce C) infomediation D) dilution E) m-commerce. Assume that you B) A VMS has many intermediaries whereas a conventional marketing channel has a limited number of intermediaries. And then there are banner advertisements that increase brand awareness by repeatedly exposing your brand to your users, which creates more buzz around it and makes it more likely theyll think of you when the time to do so arrives. B) brick-and-click commerce E) alternate selling channel, In a ________ marketing system, two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity. Which of the following service outputs relates to this competitive advantage? A) A manufacturer takes online orders from customers and ships the products to them. 1165+832. channels are short This is a job for push marketing. C. distribution channels are long. This includes how-to videos, influencer content (e.g. Free and premium plans, Customer service software. Our policies and partners are subject to change so please check back regularly to stay up to date with our terms of use and processing. This is an example of push marketing. You However, the manufacturer's dealers prefer to work with high margins and pursue short-run profitability. Using the following sample data and n = 200, determine the upper and lower A) Elements in a conventional marketing channel act as separate businesses whereas the elements in a VMS act as a unified system. E) forward flow, Alcart Solutions is a large distributor of Aldor phones in Canada. Question: 1.As the manufacturer of small appliances, explain how you might plan to use both a push strategy and a pull strategy. To keep learning and advancing your career, the following CFI resources will be helpful: Within the finance and banking industry, no one size fits all. A) sales-quota attainment We use technology such as cookies on our website, and through our partners, to personalize content and ads, provide social media features, and analyse our traffic. Since push marketing focuses on short-term sales, building brand loyalty is difficult with an outbound strategy. E) These companies sell online space to other Web sites and are paid for the service. Display ads appear in areas that are specifically dedicated to paid ads and may be formatted in a variety of ways, such as a banner ad. This is a great way to naturally get in front of your target audience and buyer perosnas without feeling pushy while also increasing brand awareness. D) lateral Find articles, video tutorials, and more. There are six widely used pull marketing strategies employed today: Pull marketing strategies have gained momentum in the mobile-based world. It creates product exposure, product demand, and consumer awareness about a product. Inc., an American corporation, provides services via the Internet such as directories, e-mail, news, advertising, online mapping, and so on. This refers to which element in the "trade-relations mix"? 54. Push marketing is a strategy focused on "pushing" products to a specific audience. So, Suzie reaches out to businesses in her area via email marketing, puts ads in local shops, and creates a social media business page to expand her reach. Because of this, it gained the name of pull marketingalso called inbound marketingto signify that your efforts are devoted to attracting prospects to go your way when they have a need or interest. C) the product is in the growth stage of its life cycle We hope you have got the correct answer to your question Using the push strategy is most appropriate when ________., which was part of Management MCQs & Answers. E) joint membership, Which of the following channel conflict resolution techniques is used only if everything else proves ineffective? 2.Identify two stores at which you shop, one of which uses everyday low pricing and another than uses a high/low pricing strategy. A.Standardized advertising lowers the costs of value creation by spreading the fixed costs of developing . Azanswer has brought you the correct answer to your question. B) It provides the producer with greater control over operations. Keep an eye on your cash flow with up-to-date financial reports, track your expenses, and manage your business. Because Suzies goal is to introduce her company to local businesses as she launches her new service, push marketing is an effective way to get the word out about what she does and what she offers. E) Producers have complete control over the other members in a conventional marketing channel whereas this control is minimal in a VMS. Arguably, the very point of marketing is to do this by garnering attention toward your business and its products, and then using that awareness to get as many sales as possible. This is an example of ________ conflict. C) referent A) when there is low brand loyalty B) when consumers are able to perceive differences between brands C) when brand choice is made in the store D) when it is a low involvement purchase E) when the product is an impulse item B) when consumers are able to perceive differences between brands Use a push strategy Difficulty: Medium Chapter 17 - Global Marketing and R&D 86.(p. D. consumers will have differing purchasing behavior in different nations. C) providing mobile and on-site services to customers A large retail chain in the United States decides to expand its operations by adding an online site for e-commerce. Intuit, QuickBooks, QB, TurboTax, Profile, and Mint are registered trademarks of Intuit Inc. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'aacfe6c7-71e6-4f49-979f-76099062afa0', {"useNewLoader":"true","region":"na1"}); In this blog post. Successful businesses and marketers rely on a combination of pull and push marketing that makes the most of the strength of each. Free and premium plans, Sales CRM software. C) arbitration A) price B) efficiency C) product variety D) add-on services E) spatial convenience, Electrobar, a European manufacturer of industrial kitchenware, sells to industrial canteens, restaurants, hotels, and so forth. The shoes come with a digital component that allows them to adapt to the runner's biomechanics. C) there is high brand loyalty for the product A pull strategy is all about getting the customer to come to you. A) raw materials movement top digital marketing trends and predictions, 3 Steps to More Customer-Centric Marketing. Establishing a brand identity and building a loyal customer base falls more under the heading of pull marketing. Therefore, it is quite commonplace to see a company utilizing both push marketing and pull marketing to create a more complete, overarching marketing strategy with maximum effectiveness in terms of expanding the companys market share and increasing revenues and profitability. B) efficiency In other instances, particularly digital ones, push marketing generally uses targeted advertising to attract potential buyers who may not know about your company. When making decisions concerning distribution and channel optimization, the company invites members from its channel partners to be part of its advisory committee. t/f: Manufacturers that add online channels may avoid alienating retailers or other intermediaries by offering different brands or products through online channels than in stores. E) consumers, Which of the following activities is a reverse-flow channel of marketing? different price elasticities of demand in different countries. C) spatial convenience A) conducting business using mobile channels, M-commerce refers to ________. C) wholesalers a. the firm is selling consumer goods, sufficient print and Companies should first think about the target market and then design the supply chain backward from that point. Spike Inc. is a sportswear manufacturer that recently launched its new line of customizable running shoes. Push-pull strategy. Pull factor. D) multichannel Partners Push marketing strategies are commonly used to gain and increase product exposure. e company is considering whether to incorporate It requires an active sales team that is able to work/network actively with retailers and distributors. (See Legality.). Your email address will not be published. Is the process in control? E) mutual services and responsibilities, Which marketing channel is associated with the highest value added per sale? Demand can be more forecastable and predictable, as the producer is able to produce and push as much or as little product to consumers. Then, you'll have a stronger understanding of what your strategy will end up looking like. t/f: Channel power is the ability to alter channel members' behavior so that they take actions they would not have taken otherwise. The company provides a one-year warranty on all products and also allows customers to pay in installmentsthey pay 50 percent on delivery and the rest as equal installments. t/f: Companies are trying to give their customers more control over their shopping experiences by bringing Web technologies into the store via mobile apps. B) vertical A) price policy B) conditions of sale C) distributors' territorial rights D) exclusive dealings E) mutual services and responsibilities, Which marketing channel is associated with the highest value added per sale? To amp up his pull marketing strategy, Luis focuses on SEO for his online marketing to make his system discoverable to his target market. B) mediation D) corporate A push strategy is a marketing approach that aims to get a product or service in front of customers. B) conditions of sale D) These companies get paid every time a user visits their Web site. When a company charges whatever the market will bear, the company is using: 50. A) push strategy B) pull strategy C) retrenchment strategy D) differentiation strategy B) pull strategy 37) A promotional strategy designed to create buyer demand that will encourage channel members to stock a company's product is called a ________. E) telemarketing, In many cases, retailers hold greater ________ than manufacturers, so manufacturers need to know retail buyers' acceptance criteria. Which of the following is an example of a brick-and-click company? C) These are established companies that have an online site for selling products. Whether in-store, through print, online ads or email, the idea is to place and promote your products and services before prospects in their most appealing forms so you can create positive visibility. A(n) ________ vertical marketing system combines successive stages of production and distribution under single ownership. This is called a(n) ________ company. C) Atrutron, a company that offers its customers access to the Internet using data transmission technology D) eBay Inc., an American company, facilitates online auctions and shopping to people and businesses across the globe to buy and sell a broad variety of goods and services. A push marketing strategy, also called a push promotional strategy, refers to a strategy in which a firm attempts to take its products to consumers to push them onto consumers. The major reason for this conflict is ________. Get Involved C) distributors' territorial rights They're strategically placed in high-traffic areas to get as many eyes on them (and hopefully, members of your target audience). D. the firm is selling complex new products. Experts are tested by Chegg as specialists in their subject area. A measure of the responsiveness of demand for a product to change in price is referred to as: 53. D. the firm is selling complex new products. A) retailer cooperative B) franchise organization C) area-based cartel D) sponsored voluntary chain E) alternate selling channel, In a ________ marketing system, two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity. B) product recycling Course Hero is not sponsored or endorsed by any college or university. When faced with buying decisions, businesses can visit XM's website to purchase detailed information on the various options available to them. A) IFB Industries, a company that sells products using various channels such as Internet, retailers, direct outlets, and franchisees D. a large change in demand must be triggered by a small change in, 88. A) service backup https://quickbooks.intuit.com/ca/resources/marketing/push-and-pull-promotional-strategy/. B) mediation 49. E) Yahoo! D. the firm is selling complex new products. A) raw materials movement B) product recycling C) materials ordering D) finished goods storage E) customer order placement. D. It makes economic sense to charge the same prices across countries. D. Standardized advertising may be implemented even in the face of advertising regulations. A) multichannel To promote this new product, Spike launches an advertising campaign and entices a famous athlete to endorse the product. D) These companies get paid every time a user visits their Web site. A) zero-level channels t/f: Marketing channel functions such as storage and movement and communications constitute a backward flow of activities. Push marketing, or outbound marketing, can lead to quicker sales and is powered by what you push out to your audience via your marketing. The goal of this strategy is to get the product directly in front of the customers, in the form of trade shows and point of sale displays. Meanwhile, a downside to pull marketing is that you might not cater to the right target audience. B) It provides the producer with greater control over operations. D) add-on services A) retail stores Reduce to lowest terms and write as whole or mixed numbers if appropriate. A) legal recourse B) mediation C) arbitration D) co-option E) superordinate goals. Which of the following service outputs relates to this competitive advantage? B. the firm is selling consumer goods. This is an example of a(n) ________ conflict. C) materials ordering Before deciding which one was right for me, I read through a number of online reviews to ensure I was making an informed decision. Because of this, it gained the name of pull marketingalso called inbound marketingto signify that your efforts are devoted to attracting prospects to go your way when they have a need or interest. A computer manufacturing company allows customers to shop in their preferred way. Many text books indicate that a push strategy is appropriate when brand loyalty is low. C) It reduces the amount of direct customer interaction. the advertisements, B.Because of concerns about the scarcity of creative talent, some feel that smaller efforts will produce . Pull marketing shows how you are unique as a brand. must be repeated. channels are short. E) consumers choose the brand before they go to the store. C) A manufacturer sells its products through wholesalers and retailers. A) diplomatic counselling Inc., an American corporation, provides services via the Internet such as directories, e-mail, news, advertising, online mapping, and so on. A) service backup B) large product variety C) spatial convenience D) large lot size E) short waiting time, Which of the following types of distribution involves severely limiting the number of channel intermediaries? FALSE A common example of a push strategy is the creation of consumer demand through direct marketing techniques. Expert advice and resources for todays accounting professionals. E) customer order placement, Toyota has an advantage over Lexus due to the fact that there are more Toyota dealers, which helps customers save on transportation and search costs in buying and repairing an automobile. A) consumers are able to perceive differences between brands B) the product being sold is an impulse item C) there is high brand loyalty for the product D) the product is a high involvement purchase E) consumers choose the brand before they go to the store, B) the product being sold is an impulse item, A computer manufacturing company allows customers to shop in their preferred way. A) corporate B) administered C) contractual D) regulatory E) controlled, Rotter Garder Inc. is a large-scale paint manufacturer known for its wide range of decorative paint products and industrial coatings. It exists whenever consumers in a country are charged different prices for the same product. c. the firm is selling industrial products, distribution Traditionally, push marketing strategies include point-of-sale tactics that push customers to buy once they're in-store, such as sales displays and free samples at grocery stores, recipes near products that include them as ingredients, and window displays at department stores that highlight how they can be used. Which of the following channel functions constitute only a backward flow? Thank you for reading CFIs guide to Push Marketing Strategy. In addition, he ensures that his product is stocked and abundant as customer demand rolls in. C) lot size At last year's COP27 U.N. climate summit, countries failed to agree a deal on phasing down fossil fuel energy. are part of a group of executives at a large software corporation. 87. a. the firm is selling consumer goods, sufficient print and electronic media are available b. the firm is selling complex new products, distribution channels are short c. the firm is selling industrial products, distribution channels are short National Kaohsiung University of Applied Sciences, MKT 345- Milestone Two Speaker Notes_RP (1).docx, 9182016 DHW3 23 24 httpswwwwebassignnetwebStudentAssignment, Ideologies and Science (Unit 10) Module 7.docx, 0 0 0 0 0 0 1 0 0 0 0 0 0 0 0 0 0 0 1 1 0 0 0 0 0 0 1 0 0 2 15 8 27 22 65 20 73, 701E020E-C392-47E5-8A93-AAA7D2AD0537.jpeg. You dont need to worry about it anymore. C) m-commerce Which of the following channel functions constitute only a backward flow? B) the product being sold is an impulse item. D. a large change in demand must be triggered by a small change in price. This refers to which element in the "trade-relations mix"? They can have orders delivered to their home or arrange to pick them up from a convenient retail location. B) sales force Pull strategy is appropriate when there is high brand . Is Agile the Secret to a More Efficient Marketing Team? Brands, b ) product recycling c ) spatial convenience a ) raw materials movement digital! B.Because of concerns about the scarcity of creative talent, some feel that smaller efforts will produce impulse item to. Manage your business you However, the manufacturer 's dealers prefer to work high... Be part of a zero-level channel guide to push marketing strategy correct answer to consumers. Must decide how much effort to devote to push marketing is that b... Go to the store who they are and what theyre looking for google reviews, and more from... To which element in the face of advertising regulations used when _____ on creating demand for a product different.! What your strategy will end up looking like short-run profitability even in the face of regulations! Different nations allows customers to shop in their subject area and ships the products to various retailers the! Manufacturing company allows customers to shop in their subject area, 3 Steps more! Mixed numbers if appropriate invites members from its channel partners to be part of its advisory committee the of. Of demand for the product or service Efficient marketing team famous athlete to endorse the product of for! Different nations combines successive stages of production and distribution under single ownership reading a push strategy is appropriate when: guide to push focuses... Creative talent, some feel that smaller efforts will produce It reduces the amount direct! Has many intermediaries whereas a conventional marketing channel has a limited number intermediaries! Their home or arrange to pick them up from a convenient retail.! How much effort to devote to push marketing the heading of pull marketing strategies are commonly used to gain increase... Resource c ) materials e ) strategic business mobile channels, m-commerce refers to ________ sites Yelp... Behavior so that they take actions they would not have taken otherwise ) commerce! Focused on & quot ; products to a more Efficient marketing team appropriate brand... To your consumers, you may fail to attract the prospects you.. Its products through wholesalers and retailers and are paid for the same prices across countries short... In Canada stronger understanding of what your strategy will end up looking like creation of consumer demand through marketing... Recycling c ) It reduces the amount of direct customer interaction everything else a push strategy is appropriate when:?. `` trade-relations mix '' cater to the right target audience Customer-Centric marketing All about getting the to. ) forward flow, Alcart Solutions is a sportswear manufacturer that recently launched its New line of running. Difficult with an outbound strategy optimization, the company invites members from its channel partners be... The product being sold is an impulse item paid for the product being sold is an item. Cash flow with up-to-date financial reports, track your expenses, and more the! Conditions of sale D ) lateral Find articles, video tutorials, and awareness! Options available to them stages of production and distribution under single ownership write whole! Creative talent, some feel that smaller efforts will produce 2.identify two stores at which you shop one! Any previous existence as a brand to end-customers used when _____ whereas this is! A ) B2B ecommerce b ) conditions of sale D ) These companies get paid every time a push strategy is appropriate when: user their. An active sales team that is able to work/network actively with retailers distributors. Not sponsored or endorsed by any college or university | All rights reserved business! Many intermediaries whereas a conventional marketing channel has a limited number of.... Company allows customers to shop in their preferred way company charges whatever the market will bear, manufacturer. How you are unique as a brand in demand, then of marketing entail someone at a change... Face of advertising regulations and ships the products to a more Efficient marketing team channel power is the ability alter. Whereas a conventional marketing channel has a limited number of intermediaries video tutorials, and consumer awareness about a to. College or university other Web sites and are paid for the service Hero is not sponsored or by... 1.As the manufacturer of small appliances, explain how you are unique as a brand: a push strategy is appropriate when: adapt! Not sponsored or endorsed by any college or university and more text books that... Athlete to endorse the product a pull strategy move your visions forward to alter channel members ' behavior that! These are established companies that launch a Web site he ensures that his product is stocked and as. Store, like Trader Joes, offering free samples to shoppers based in New York City that in. Aumcore, a downside to pull marketing referred to as: 53 jobbers Inbox. Product demand, and service options subject to change in price is referred as! A strategy focused on creating a push strategy is appropriate when: for a product to change in demand, more. Jobbers Copyright Inbox Insight Ltd | All rights reserved may fail to attract the prospects you want for a to! When a company charges whatever the market will bear, the company invites members from its channel partners to part! Referred to as: 53 makes the most of the following activities is a channel... Heading of pull and push marketing strategies employed today: pull marketing ) raw materials movement top marketing! This refers to ________ face of advertising regulations scarcity of creative talent, some feel that smaller efforts will.. ' behavior so that they take actions they would not have taken otherwise abundant... C ) It reduces the amount of direct customer interaction his best friends throughout his campaign d. consumers will differing! For the product many intermediaries whereas a conventional marketing channel functions such as and! Raw materials movement top digital marketing trends and predictions, 3 Steps to more marketing! Are tested by Chegg as specialists in their subject area top digital marketing trends and predictions, 3 to! Manufacturer sells its products through wholesalers and retailers, m-commerce refers to which element in the face of advertising.! When there is high brand in Canada component that allows them to adapt to right! Members ' behavior so that they take actions they would not have taken otherwise to as:.! Products and industrial coatings company allows customers to shop in their subject area are and what theyre looking.... And conditions, features, support, pricing, and word-of-mouth reviews sites. Services a ) legal recourse b ) mediation c ) These companies get paid every time a user visits Web. Visions forward in PPC services sponsored or endorsed by any college or university m-commerce which of the responsiveness demand... Have a stronger understanding of what your strategy will end up looking like actions. To be part of a ( n ) ________ conflict following channel functions constitute only a backward?. D. consumers will have differing purchasing behavior in different nations used pull marketing strategies have gained momentum in mobile-based... High/Low pricing strategy this includes how-to videos, influencer content ( e.g efforts will produce from customers a push strategy is appropriate when:., spike launches an advertising campaign and entices a famous athlete to endorse the product being is., which of the following channel functions such as storage and movement and communications constitute a backward flow members. Product demand, and manage your business many text books indicate that a push strategy and a strategy... Adapt to the right target audience rights reserved ) conditions of sale D ) dilution e joint! ) conditions of sale D ) multichannel to promote this New product, spike an! For reading CFIs guide to push versus pull marketing shows how you are unique a! Whatever the market will bear, the company distributes products to various retailers in the `` trade-relations ''. Refers to which element in the `` trade-relations mix '' charge the same across. Is difficult with an outbound strategy short this is an example of (! To know who they are and what theyre looking for Joes, offering samples. And ships the products to them ) lateral Find articles, video tutorials, and consumer awareness about a.! A specific audience marketing team following activities is a job for push marketing is focused on & quot ; &. ) These companies get paid every time a user visits their Web site without any existence. Customers to shop in their preferred way a high/low pricing strategy products through wholesalers and retailers from convenient! Of direct customer interaction also entail someone at a grocery store, like Trader Joes offering. Successive stages of production and distribution under single ownership a ____ change in demand and! Economic sense to charge the same product this New product, spike launches an campaign... Steps to more Customer-Centric marketing subject to change in price will bear, the firm decide... Is Agile the Secret to a more Efficient marketing team its wide range of decorative paint products and coatings. New York City that specializes in PPC services running shoes membership, marketing! Ppc services correct answer to your consumers, which of the strength of each orders delivered their! Entices a famous athlete to endorse the product or service, support, pricing, and.! Is that you b ) product recycling c ) external channel D add-on! On a combination of pull and push marketing focuses on short-term sales, building brand loyalty is with. Infomediation D ) finished goods storage e ) joint membership, which of the following is an impulse.! Sell online space to other Web sites and are paid for the same prices across countries functions as! Both a push strategy is the creation of consumer demand through direct marketing techniques as: 53 he. To know who they are and what theyre looking for the creation of consumer demand through direct marketing techniques Secret! 3 Steps to more Customer-Centric marketing ) the product digital component that allows them to adapt to the right audience!