IB Business Management HL Practice Test 2026 – Complete Exam Prep

Pull promotions focus on creating demand directly in consumers, so they request the product from retailers and drive its movement through the distribution channel. By using consumer-focused advertising, promotions, and outreach, brands generate interest and desire, prompting retailers to stock the item and push it through to shoppers. This contrasts with push promotion, which aims to persuade intermediaries to carry and push the product toward customers through trade incentives. Personal selling and public relations can support various strategies, but they aren’t the defining approach when the goal is to spark end-user demand that pulls the product through the system.