THE EFFECT OF ADVERTISING ON THE SALES VOLUME OF AN ORGANIZATION
TABLE OF CONTENTS
TABLE OF CONTENTS v
LIST OF TABLES viii
CHAPTER ONE 1
1.1 Back ground 1
1.2 Statement of the problem…………………………………………………………...…2
1.3 purpose of the study……………………………………………………………...……3
1.4 0bjectives of the study………………………………………………………………...3
1.5 Research questions…………………………………………………………………….3
1.6 Scope of the Study 3
1.7 Significance of the study………………………………………………………………3
CHAPTER TWO: LITERATURE REVIEW 5
2.0 Introduction 5
2.1 Advertising 5
2.1.1 Advertising objectives 6
2.1.2 forms of advertising 6
2.1.3 Advertising media 6
2.1.4 Steps in choosing an advertising media 7
2.1.5 Steps taken in setting an advertising budget 8
2.2 Sales performance 10
2.2.1 Sales 11
2.2.2 Sales process 12
2.2.3 Effective sales process 13
2.2.4 Outcomes of sales processes 13
2.2.5 The outcome of the selling process 14
2.3 Relationship between Advertising and sales performance 15
2.4 Conclusion 17
CHAPTER THREE: METHODOLOGY 18
3.0 Introduction 18
3.1 Research Design 18
3.2 Sampling Design 18
3.2.1 StudyPopulation 18
3.2.2 Sampling size 18
3.2.3 Sampling method 18
3.3 Data Collection 19
3.3.1 Data sources 19
3.3.2 Data collection instruments 19
3.4 Data processing, analysis and presentation 19
3.4.1 Data presentation 20
3.5 Limitation of the study 20
CHAPTER FOUR: PRESENTATION, ANALYSIS, AND INTERPRETATION OF THE FINDINGS 21
4.0 Introduction 21
4.1 Demographic characteristics 21
4.2 Findings on the forms of advertising used by Nigerian Bottling Company industry 24
4.3 Findings on the level of sales of Nigerian Bottling Company industry 30
4.4 Findings on the relationship between advertising and sales performance using Pearson correlation 32
CHAPTER FIVE: SUMMARY, CONCLUSION AND RECCOMENDATION 34
5.0 Introduction 34
5.1 Summary of major findings 34
5.1.1 Findings on the forms of advertising 34
5.1.2 Findings on the Level of Sales in Nigerian Bottling Company Industry 34
5.1.3 Findings on the Relationship between Advertising and Sales 34
5.2 Conclusions 35
5.2.1 forms of advertising 35
5.2.2 Establishing the Level of Sales from Nigerian Bottling Company Industry 35
5.2.3 Relationship between Advertising and Sales 35
5.3 Recommendations 35
5.3.1 Areas for further research…………………………………………………..……36
Appendices:Research Questionaire 39
LIST OF TABLES
Table 1: Annual report 2009 to 2010 2
Table 2: Number of respondents 21
Table 3: Age of respondents 21
Table 4: Gender…………………………………………………………………………..22
Table 5: Level of education 22
Table 6: Marital status 23
Table 7: Department of respondents 23
Table 8: Number of years worked for the organization 23
Table 9: organization advertising all its products 24
Table 10: Television as a means of advertising 24
Table 11: Newspapers as a means of advertising 25
Table 12: Brochures as a means of advertising 25
Table 13: Radio as a means of advertising 26
Table 14: magazines as a means of advertising 26
Table 15: stickers as a means of advertising 27
Table 16: workshops as a means of advertising 27
Table 17: mobile advertising as a means of advertising 28
Table 18: sponsoring events as a means of advertising 28
Table 19: adverts reach the intended audience 29
Table 20: Nigerian Bottling Company is allowed to advertise freely 29
Table 21: media used are accessible by the target market 30
Table 22: The level of sales has been increasing 30
Table 23: increasing sales volume is every ones responsibility 31
Table 24: the level of sales volume in Nigerian Bottling Company is declining 31
Table 25: increasing sales level is a challenge to all employees 32
Table 26: The analysis of the relationship between advertising and sales volume (From Table 8 and Table 23) 33
1.1 BACKGROUND OF STUDY
Advertiser’s primary mission is to reach prospective customers and influence their awareness, attitudes and buying behaviour. They spend a lot of money to keep individuals (markets) interested in their products. To succeed, they need to understand what makes potential customers behave the way they do. The advertisers goals is to get enough relevant market data to develop accurate profiles of buyers-to-find the common group (and symbols) for communications this involves the study of consumers behaviour: the mental and emotional processes and the physical activities of people who purchase and use goods and services to satisfy particular needs and wants. Advertising is any paid form of non personal presentation and promotion of ideas, goods, or services by an identified sponsor (Kotler and Armstrong, 2010). There are various forms of advertising like informative advertising, persuasive advertising, comparison advertising, and reminder advertising. Informative advertising is used to inform consumers about a new product, service or future or build primary demand. It describes available products and services, corrects false impressions and builds the image of the company, (Kotler, 2010).Advertising can be done through print media which includes news papers ,magazines ,brochures ,Audio media for example Radio, and visual media which includes billboards, and television (Kotler and Armstrong 2010).
Sales performance describes the trend of collections in terms of revenue when comparing different periods (MC Cathy, 1994). The sales may be in form of offering products or services to consumers. A service is any activity or benefit that one party can offer to another that is essentially intangible and does not result in ownership of anything (Kotler and Armstrong, 2010).Sales volume is the core interest of every organization and is based on sales and profit .When volume goes up profits rises and management in organizations is made easier.
1.1.1 ORGANIZATIONAL PROFILE
The Nigerian Bottling Company Ltd is one of the biggest companies in the non-alcoholic beverage industry in the country and is the sole franchise bottler of The Coca-Cola Company in Nigeria.
The Nigerian Bottling Company serves approximately 160 million people by producing and distributing a unique portfolio of quality brands, bringing passion to marketplace implementation, and demonstrating leadership in corporate social responsibility.
NBC Ltd started operations in Nigeria in 1951. Based in the city of Lagos, it operates 13 bottling plants across the country. In addition, we channel products through 59 warehouses and distribution centres. The company employ about 4,800 people and indirectly support the jobs of up to more than a million more in our value chain.
Nigerian Bottling Company aims to be customers’ most preferred supplier, and conduct programmes to support more than 450,000 customers who sell their products to consumers.
The company is part of the Coca-Cola Hellenic Group , one of the largest bottlers of The Coca-Cola Company’s products in the world, and the biggest in Europe. Coca-Cola Hellenic operations span 28 countries , serving more than 570 million people. The company is headquartered in Athens and listed on the Athens, New York, and London stock exchanges.
⦁ NBC produce, sell and distribute a wide range of beverages, most of which are trademark products of The Coca-Cola Company. Our product portfolio consists of:
⦁ leading brands Coca-Cola, Coca-Cola light, Fanta and Sprite
⦁ local brands such as Schweppes, Five Alive, Limca and Eva
The Nigerian Bottling Company continuously review opportunities to expand its product portfolio in order to offer consumers in Nigeria an increasing range of choices. Every measure is taken to ensure that its products are of the highest quality.
1.2 STATEMENT OF THE PROBLEM
The Nigerian Bottling Company carries out frequent advertising of their products to increase their sales volume, through taking part in charitable funds in Nigeria and even sponsoring sports .It advertises using radio, television and newspapers.
Despite its efforts in advertising regularly the sales of Nigerian Bottling Company industry have not improved to the desired targets. The sales in Nigerian Bottling Company for the past four years have not been steady.
1.3 PURPOSE OF THE STUDY
The purpose of the study was to establish the impacts of advertising on sales volume of an organization.
1.4 OBJECTIVES OF THE STUDY
1. To examine the forms of advertising used by The Nigerian Bottling Company.
2. To establish the level of sales performance in Nigerian Bottling Company.
3. To establish the relationship between advertising and sales in Nigerian Bottling Company industry
1.5 RESEARCH QUESTIONS
1. What are the forms of advertising used by Nigerian Bottling Company?
2. What is the level of sales performance of Nigerian Bottling Company?
3. What is the relationship between advertising and sales performance in Nigerian Bottling Company industry?
1.6 SCOPE OF THE STUDY
The study covered advertising as the independent variable and sales performance as the dependant variable.
The study was cantered at the Nigerian Bottling Company industry in Lagos because it is the headquarter of the industry where marketing plan is carried out, and it has large sales volume
The study looked at five financial years back that is 2006 to 2010
1.7 SIGNIFICANCE OF THE STUDY
The study will help firms understand the importance of advertising. It will also enable them structure their adverts and brands to make them more appealing in order to improve sales and lead to better performance. As this study gives a clear insight into how advertisement can influence consumer behaviour, many firms will be encouraged into using adverts to market their products. When firms start making more sales and profits as a result of advertising, the economy of Ghana will be boosted, as more income from tax will be accrued to the government of Ghana. The findings and recommendations of this study will go a long way in helping firms to adopt good advertising strategies, and appealing brand designs to help get more consumers for their products and services.
1.8 PLAN OF STUDY
Chapter one of this study includes the general introduction, background information about the study, statement of the problem, objectives of the study, research questions, scope of the study, significance of the study, and the limitation of the study.
Chapter two reviews all relevant literatures relating to the study as well as the researcher’s views concerning previous studies on the challenges of income taxation.
Chapter three includes the methodology applied in collecting and analysing data, population definition, study site, and limitations.
Chapter four presents the results of the study as well as data analysed, and the interpretation of the analysed data.
Chapter five includes a summary of the study, conclusion and recommendations based on the findings from the study.
1.9 STUDY LIMITATION
The only limitation faced by the researcher in the course of carrying out this study was the delay in getting data from the various respondents. Most respondents were reluctant in filling questionnaires administered to them due to their busy schedules and nature of their work. The researcher found it difficult to collect responses from the various respondents, and this almost hampered the success of this study..