Final answer:
In a push strategy, personal selling is the primary promotional element utilized, with personal selling being key for products that require detailed explanations or are of high value. This aligns with the central route to persuasion, which is effective for analytical audiences interested in detailed product information. The correct answer is option 3.
Step-by-step explanation:
A push strategy in marketing heavily relies on promoting products through channels to push them onto customers. The most emphasized promotional element in a push strategy is personal selling. Though other elements like coupons, advertising, and cold calling play roles in various marketing strategies, personal selling involves a direct interaction between the sales force and the customer, making it a critical component of the push strategy. This is especially effective when products require explanation or are of high value, such as in the sale of electronics, where features and quality are paramount.
Regarding the central route to persuasion, products that require a high level of engagement and information processing, such as high-end computers, benefit from this approach. The target audience here, including small business owners, would be influenced by detailed explanations of the product's value proposition, including its processing speed and memory capacity, offering them a justified investment for their business needs.