AN ASSESSMENT OF THE SALES PROMOTION TECHNIQUE PREFERENCES OF NIGERIAN CONSUMERS IN UYO, AKWA IBOM
- Project Research
- 1-5 Chapters
- Qualitative
- Library / Doctrinal Chi-Square
- Abstract : Available
- Table of Content: Available
- Reference Style: APA
- Recommended for : Student Researchers
- NGN 3000
Background Of The Study
Due to the growth of brands in many categories, fast-moving consumer goods (FMCG) in Nigeria are in a condition of hyper-competition. Utilizing consumer sales promotion to distinguish one's offer has become the norm. The budget allocated to consumer sales promotion to attract consumers is growing. Due of the little financial risk involved, consumers do not mind switching brands in response to a sales promotion offer. Consequently, the growing usage of consumer sales promotions has prompted significant interest and controversy about their effectiveness. Consumer sales promotions are unproductive because they make consumers more susceptible to promotions, resulting in long-term market share losses (Ehrenberg, Hammond, and Goodhardt, 2014; Totten and Block, 2017). Other researchers, however, have shown that sales promotions result in genuine gains in sales and profitability (Dhar and Hoch, 2016; Hoch, Dreze, and Purk, 2014). This disparity indicates that there are situations and variables that may affect the effectiveness of sales promotions. It has been shown, for instance, that consumer sales promotions are more successful when they provide advantages aligned with those of the offered product (Chandon, Wan-sink, and Laurent, 2010).
Unfortunately, very little is known about Nigerian consumers and their purchasing patterns, particularly in terms of how they react to the numerous sales promotion strategies used by marketers. Since the majority of the existing literature on these interactions stays from a Western or Asian viewpoint, there is a need for study on Nigerian consumers and Nigeria's unfamiliar environment. Understanding the behavioral reactions of Nigerian consumers to sales promotion strategies (especially with regard to environmentally friendly consumer sales promotion strategies) is essential for customer management and the creation of successful sales promotion strategies, establishing the necessity for this study.
Thus, it is vital to examine how consumers make decisions in the FMCG or low-involvement goods (LIP) categories, in which a consumer's consideration set includes many brands. This research seems to concentrate on fast-moving consumer goods or low-involvement items, which are often thought to be more sensitive to promotional techniques than high-involvement products. LIP or FMCG products are ones that are purchased often and with no effort since they are neither of crucial importance nor have a significant influence on the consumer's lifestyle (Ndubisi, 2005; Ndubisi & Chew, 2005).
1.2 Statement Of Problem
In the marketing process, it is essential for businesses to connect with their current and potential customers, as well as their internal sales team. Many organizations are focusing their efforts on promotional techniques and strategies to address the issue of declining profits (Harmon, 2014). As a kind of advertising, sales promotion is regarded to be a temporary incentive aimed primarily at attracting customers in general. However, in the Nigerian context, relatively little is known about Nigerian consumers and their buying behavior, particularly how they react to the numerous sales promotional strategies used by marketers (Lancaster, 2006). Since the majority of the existing literature on these interactions is written from a Western or Asian viewpoint, there is a need for study concentrating on Nigerian consumers and the Nigerian market.
1.3 Objectives Of The Study
The overall aim of this study is to critically assess the sales promotion technique preferences of Nigerian consumers in Uyo, Akwa Ibom State. Hence, the study will be channeled to the following specific objectives;
- Ascertain the effectiveness of sales promotions in influencing consumers’ brand preferences.
- Determine whether coupons are strong predictor of product preferences/consumer promotion effectiveness in Nigeria.
- Determine whether price-off is a significant technique in influencing consumers brand preferences/promotion effectiveness in Nigeria.
- Find out whether environmental sustainability content in a consumer sales promotion tool can stimulate product trial.
1.4 Research Hypotheses
The following hypothetical statements will be validated in the course of this study.
H01: The effectiveness of sales promotions in influencing consumers’ brand preferences is low.
H02: Coupons are not strong predictors of product preferences/consumer promotion effectiveness in Nigeria.
H03: Price-off is not a significant technique in influencing consumers brand preferences/promotion effectiveness in Nigeria.
H04: Environmental sustainability content in a consumer sales promotion tool is not a strong predictor of product trial among Nigerian consumers.
1.5 Significance Of The Study
This study will be relevant to various key players in an organization. It will help marketers to learn about consumer preferences with respect to sales promotion offers; what consumers' sales promotion schemes do Nigerian consumers prefer or which consumer sales promotional tools is more effective in the Nigeria context. Similarly, it will help to prompt a manager to consider the effectiveness of the scheme while designing a scheme.
Additionally, subsequent researchers will use it as literature review. This means that, other students who may decide to conduct studies in this area will have the opportunity to use this study as available literature that can be subjected to critical review. Invariably, the result of the study contributes immensely to the body of academic knowledge with regards to the sales promotion technique preferences of Nigerian consumers in Uyo, Akwa Ibom States.
Related Project Materials
COMPUTERIZATION OF CUSTOMER SERVICES IN NIEGRIAN BANKS
ABSTRACT
This write up is an attempt to throw more light on the computerization...
PHYSICOCHEMICAL PARAMETERS AND MACROINVERTEBRATE FUNCTIONAL FEEDING GROUPS IN RIVER CHANCHAGA, MINNA, NIGER STATE
Background to the Study
Water is necessary for human survival. This well-recognized fact is the basis for the emerging view of basic huma...
AN INVESTIGATION ON THE FUNCTIONS OF HEALTH EDUCATORS DURING PILGRIMAGES IN NIGERIA
Background to the study
The process through which people or groups learn to act in a way that is conducive to the develo...
ADAPTATION OF EMPIRICAL ELECTRIC FIELD STRENGTH MODELS FOR TERRESTRIAL TELEVISION BROADCAST IN EKITI STATE, NIGERIA
ABSTRACT
This study investigates the coverage areas of VHF and UHF signals of two television stations in Ekiti State, Nigeria by quantita...
THE ROLE OF ECONOMIC AND FINANCIAL CRIMES COMMISSION IN THE MANAGEMENT, CONTROL AND ERADICATION OF CORRUPTION IN NIGERIA
Abstract
Several years of military misrule and mismanagement had weakened the economic management processes and institut...
DESIGN AND IMPLEMENTATION OF CAR RENTAL AND TRACKING SYSTEM
Statement of the Problem
In an organization running a car rental service, the process for searching client details is sl...
MODEL-BASED USER INTERFACE DESIGN
INTRODUCTION
Considering the wide variety of devices currently available, designers face numerous challenges in developing intuitiv...
IMPACT OF ICT IN SECURITY MANAGEMENT IN UNIVERSITY OF NIGERIA NSUKKA
Background Of The Study
Insecurity in Nigeria is not a new phenomenon. High levels of insecurity have r...
THE CAUSES AND EFFECTS OF THE RUSSIAN INVASION OF UKRAINE
EXCERPT FROM THE STUDY
The Russian government’s efforts to maintain spheres of influence in the post-Soviet states...
Communicative Needs in English for Students of Science and Technology- A Study of Akanu Ibiam Federal Polytechnic Unwana
Background of the Study
The global community of science and technology has continued to advance and hence the requirements for communicat...
