Sales Promotion and Consumer Loyalty: A Study of Nigerian Tecommunication Industry

In today’s competitive business world customers are considered to be kings. Customers have several choices to make among alternative products, and they exercise a high level of influence in the market with respect to product size, quality and price. Hence, it is important for producers to meet the needs of customers in order to stay competitive. One of the marketing communication tools that is used in attracting the attention of the customer and build their loyalty is sales promotion. The aim of this paper therefore is to determine the effect of sales promotion on customer loyalty in the telecommunication industry. In this study, the survey method was used in gathering information from the respondents. Simple random sampling was used to select a sample size of 310, while descriptive and inferential statistical analyses were conducted with the aid of SPSS software. Producers spend a large part of their total marketing communication expenses on sales promotion. Hence, this paper attempts to find the effect of sales promotion on customer loyalty using a sample of customers of mobile telecommunication services. The paper found that, there is positive relationship between sales promotion and customer loyalty. More importantly, it was discovered that non-loyal customers are more prone to switch to competing products as a result of sales promotion than loyal customer

THE EFFECTS OF SALESPERSON TRAINING PROGRAM QUALITY ON SALESPERSON COMPETENCY AND MANAGEMENT OF THE DISTRIBUTION AREA TO INCREASE SALESPERSON PERFORMANCE (Differences Study on Distribution Pharmacy Company in Central Java, Indonesia)

A quality training program for sales persons will optimize sales persons’ performance through several variables, which are the competence of sales persons and the quality of distribution territory management. The problem of this research is how does the improvement of sales persons’ competence affecting the improvement of seller territory management quality is able to fill the gap between sales persons’ training program and sales persons’ performance. The samples were 166 respondents who are sales persons and have followed training program from various pharmaceutical distributor companies in Central Java. In addition, data was analyzed using the Structural Equation Modeling (SEM) of AMOS 23 program. To improving the performance of sales persons, their competence is significantly affected by sales persons training program, and the quality of distribution territory management is also significantly affected by sales persons' competence, while the performance of sales persons is significantly affected by the quality of distribution territory management. Meanwhile, the competence of sales persons provides neither major nor significant effect on the performance of sales persons

A Retail Sales / Sales Tax Paradox

Small communities experiencing slow to negative growth sometimes increase their local sales tax rate in order to maintain or expand public services. A cross-sectional, time series model is used to investigate possible unintended consequences. Negative elasticities are found for tax rates above the norm, resulting in reduced retail trade.community development, sales tax, Community/Rural/Urban Development, Public Economics, Q00, R51,

Sales Proses Dalam Mengindentifikasi, Memahami Dan Membuat Prioritas Bagi Nasabah Segmen Small Medium Enterprise (Sme)

Bank Customers have become more critical in choosing banks to transact with, in line withthe increasing needs of their businesses. On the other side, Banks are faced with a moreintense competition. In managing the banking sector, then the role of a bank's staff inindentifying, understanding and prioritizing the segment to be served is of significant issue in contributing to the growth of the banking business. In the effort of retaining and tocontinuously increase the growth of lending and funding outstanding as well as the numberof customers, the company is faced with constraints in the form of decreasing lending andfunding outstanding from day to day, due to loan payoffs arising from loan maturity, excessfund or even customers moving to other banks. In this regard, strategies in prospecting newcustomers, exploring more into the customers' potential are needed.Based on the analysis of the survey result employing the descriptive survey method, in order to make sure that the process of identification of prospective customers in Small and Medium Enterprises (SME) segment by Relationship Officers (ROs) running well, focused and appeared to be truly professional in the eye of the customers, then the ROs must be equipped with a set ofstructured questions and be prepared with interview form in order to progress to the nextprospecting steps. Marketing team, i.e. ROs, in understanding and making SME customer orprospective customer priorities, need to classify SME customers or prospective customers into Porcupine, Rabbit, Rhino, Buffalo, so that the feasibility and impact (profitability) from the respected customers or prospective customers can be measured in order to contribute

Sequential Specification Tests to Choose a Model: A Change-Point Approach

Researchers faced with a sequence of candidate model specifications must often choose the best specification that does not violate a testable identification assumption. One option in this scenario is sequential specification tests: hypothesis tests of the identification assumption over the sequence. Borrowing an idea from the change-point literature, this paper shows how to use the distribution of p-values from sequential specification tests to estimate the point in the sequence where the identification assumption ceases to hold. Unlike current approaches, this method is robust to individual errant p-values and does not require choosing a test level or tuning parameter. This paper demonstrates the method's properties with a simulation study, and illustrates it by application to the problems of choosing a bandwidth in a regression discontinuity design while maintaining covariate balance and of choosing a lag order for a time series model

Statistical Properties of Business Firms Structure and Growth

We analyze a database comprising quarterly sales of 55624 pharmaceutical products commercialized by 3939 pharmaceutical firms in the period 1992--2001. We study the probability density function (PDF) of growth in firms and product sales and find that the width of the PDF of growth decays with the sales as a power law with exponent $\beta = 0.20 \pm 0.01$. We also find that the average sales of products scales with the firm sales as a power law with exponent $\alpha = 0.57 \pm 0.02$. And that the average number products of a firm scales with the firm sales as a power law with exponent $\gamma = 0.42 \pm 0.02$. We compare these findings with the predictions of models proposed till date on growth of business firms

Apportioning Basis: Partial Sales, Bargain Sales and the Realization Principle

The Internal Revenue Code generally taxes appreciation in the value of property only on realization, defined to mean when property is sold or exchanged. In measuring gain on a sale or exchange, an allowance must be made for the return of capital, referred to as basis. Basis offsets the amount realized-that is, the price received for property-in order to calculate taxable gain

Assessing consumer acceptance of organic sausage products without curing agents

This paper presents and comments the results of sales experiments on newly developed organic meat products. The main goal of a research study was to examine the issue of consumer acceptance of organic sausage products with no curing agents. The sales experiment lasted over 12 weeks and was run in six supermarkets offering several variants of organic sausages of which three were produced without curing agents and therefore looked different to the variants produced with nitrite. The results allow an analysis of the consumer acceptance for organic meat products produced with and without curing agents as well as a description of the influence of the introduction of organic sausage variants without nitrite on the share of total sales of organic and conventional sausages. Results show a significant increase in sales of organic sausages and even of total sales of sausages and therefore contradict often heard judgements of German market actors that an additional offer of sausages without curing agents would confuse consumers and would lead to a decrease of organic sales