You are a sales manager for a regional electrical distributor. You just learned that one of your smaller, nonstrategic suppliers of copper wire has directly emailed your salespeople (without your knowledge) with details of an incentive plan that would provide your salespeople with bonuses, paid directly by the supplier, if they met certain sales requirements of their product over the next quarter.
1. Is the supplier using a push or pull strategy?
2. As the manager of the distributor, what actions would you take, if any, in response once you found out about this program? Explain your actions.