1 APPRAISAL OF DISTRIBUTION STRATEGIES OF PRODUCTION COMPANIES (A STUDY OF THE NIGERIAN BOTTLING COMPANY PLC IN ENUGU) BY UKWUEZE, EMMANUEL O. PG/MBA/00/31829 DEPARTMENT OF MARKETING FACULTY OF BUSINESS ADMINISTRATION, UNIVERSITY OF NIGERIA ENUGU CAMPUS, ENUGU. NOVEMBER, 2007
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1
APPRAISAL OF DISTRIBUTION STRATEGIES OF PRODUCTION COMPANIES
(A STUDY OF THE NIGERIAN BOTTLING COMPANY PLC IN ENUGU)
BY
UKWUEZE, EMMANUEL O. PG/MBA/00/31829
DEPARTMENT OF MARKETING FACULTY OF BUSINESS ADMINISTRATION,
UNIVERSITY OF NIGERIA ENUGU CAMPUS, ENUGU.
NOVEMBER, 2007
2
TITLE PAGE
APPRAISAL OF DISTRIBUTION STRATEGIES OF PRODUCTION COMPANIES
(A STUDY OF THE NIGERIAN BOTTLING COMPANY PLC IN ENUGU)_
BY
UKWUEZE, EMMANUEL O. PG/MBA/00/31829
A PROJECT REPORT SUBMITTED IN PARTIAL FULFILMENT OF THE REQUIREMENTS FOR
THE· AWARD OF A POSTGRADUATE MASTER OF BUSINESS ADMINISTRA TION (MBA) DEGREE IN
MARKETING.
DEPARTMENT OF MARKETING, FACULTY OF BUSINESS ADMINISTRATION,
UNIVERSITY OF NIGERIA, ENUGU CAMPUS, ENUGU
SUPERVISOR: ACHI, C.B.
3
NOVEMBER, 2007
4
CERTIFICATION
I, Ukwueze, Emmanuel O., a postgraduate student in the
Department of Marketing with registration number
PG/MBA/00/31829 has satisfactorily completed the
requirements for the course and research work for the Award of
Master of Business Administration (MBA) Degree, in Marketing,
Department of Marketing.
To the best of my knowledge, this work is original and has
not been submitted in part, or in full in this or any other
university or Polytechnic for Award of Degree or Diploma. ……………………………. Candidate) ……………………………. Date
5
APPROVAL PAGE
Ukwueze, Emmanuel O, a postgraduate student in the
Department of Marketing with registration Number
PG/MBA/00/31829, has satisfactorily completed the
requirements for the research work, for the Award of
Postgraduate Master of Business Administration (MBA)
Degree, in Marketing, Department of' Marketing, Faculty of
Business Administration.
Achison C.B Dr. G. Ugwuonah (Supervisor) (Head of Department) ……………………………. ……………………………. Date Date
6
DEDICATION
This research work is dedicated to the Glory of God
Almighty for His guidance and protection.
Ukwueze, Emmanuel O. PG/MBA/00/31829
7
ACKNOWLEDGEMENTS
I give thanks to God almighty for his guidance throughout
the period of this course. It is his grace and kindness that saw
me through.
I would like to recognize and acknowledge the
contributions of the following to the success of this work; first
and foremost, to my supervisor, Chief Achi, C.B., who was
more of an uncle, for his patience and encouragement. Again,
worth commending is his effort and desire to see that the
project report was completed on time, and submitted to meet
the stipulated date, this he did by painstakingly correcting all
errors (both of omission and commission) which undoubtedly
has made me realize the little I know each time I am corrected
by him.
Mention must be made of some lecturers, most
importantly, Dr. I.C. Nwaizugbo, who is currently the Head of
Department of Marketing, Prof. Ikechukwu E. Nwosu; Prof.
Okafor, F.O; Prof. Imaga, E.U.L., Dr. U.J.F. Ewurum, Dr.
8
Ikeagwu, K. Egbui(late), Chief J.A. Ezeh; H.R.H. Chief Unamka,
P.C (late), Dr. Chikeleze, B.E and host of others am unable to
mention their names.
A great and sincerely gratitude and appreciation to my,
friends and well-wishers, most especially Mr. Uzoh, Stanley
In case of soft drinks bottling company, the middlemen sort
out the broken bottles, incomplete bottles in the creates.,
uncorked bottles by corking machines at the factories etc, the
wholesales is prone to buy from various local producers, then
assemble the lot before sorting and finally selling to retailers etc.
Assemble are very pronounced in some open markets across
86
Nigeria, women are very 'commonly seen dominating this
wholesale market.
ii. Accumulation
This consists of assembling group of homogenous goods from
many different sources insufficient quantity for mass
production or mass marketing. For example, producers of
tomatoes puries buy from special wholesalers, who specialize
in buying, accumulating and supplying specialized type of
tomatoes use for the production of tinned puries. Producers
of refined palm kernel oil-have special wholesale suppliers
characteristically crushed to mill the oil there from.
iv. Allocation
This consists of separating large amount of goods into
smaller quantities suitable for resale to retailers and other
wholesalers. For instance, kerosene dealers would purchase
tanker loads of kerosene and would distribute to various small
scale street-side jerry-can dealers who finally sell to consumers.
The Nigerian Bottling Plc drivers large tucks of soft drink creates
which they distribute to small holder wholesalers are retailers who
resale to consume.
87
iv. Assortment
This is the large stage of the assortment process. Assortment
occurs when someone usually the retailers assembles diverse
supplies in a single place to meet customers demand. No one
wants to go to separate stores for milk, bread, 'sugar, butter and
meat. All retailers are in the business of building assortments.
That match the demands of the consumers who patronize their
stores. Wholesalers and retailers of Nigeria Bottling Company
ensure that different brands like coca-cola 25cl, 30cl, 15cl,
sprites, Fanta etc are available.
Marketing intermediaries or marketing channels are very
vital for the realization of organizational objectives arid its
economic importance cannot be overemphasized
88
REFERENCES
Borsodi, R. (1984): The Distribution Age; New York: o. Appleton and coy.
Clerk, F.E. (1922): Principles of Marketing,· New York: The
Macmillan Company. Dauda, O.A. (1979): Business Times, February 6. Ejioffor, N. (1979): The Business of Hoarding in Marketing In
Nigeria, Edited by J.O. Onah; London: Cassel Ltd .. El-Rufai, N.A. (1984): New Nigerian Newspaper January 27 Ezeaku, L. C. (1980):, Commerce for the Certificate Year; Enugu:
Fourth Dimension Publishing Co., Ltd. Frank, s. (1998) In Maclaughlin and Robert, C. ·P.(2000):
Quantitative Techniques for Management Decision; Boston: Houghton Mifflin Ltd.
Kotler, P. (1980): Principles of Marketing, 5th Edition; London:
Prentice International, Inc. McCarthy, J. (1981):, Basic Marketing: A Managerial Approach,
7th Edition; Homewood: III Irwin. McCarthy, J. and William D. P. Jr. (1984): Basic Marketing, -8th
Edition; Homewood: Minols Richard D. Irwin, Inc. Nnolim, D.A (1979): "Marketing as a Tool of Economic
Development" in Marketing in Nigeria, Edited by J. O. Onah; London: Cassell Ltd.,
Nwaogwu, C. (1979): "Marketing Planning and Organization in
Nigeria Enterprises " In Marketing in Nigeria, Edited by J. 0 Onah; London: Cassell Ltd.
89
Okolie, P. C. (1999): Paper on Effective Distribution of Locally Produced Items in· Nigeria (Unpublished).
Olukunle, I. (1987): "Implications of Second-Tier Foreign
Exchange Market (SFEM) for Marketing Activities". A paper presented at the Workshop of the Nigerian Marketing Association, Lagos, on 25th September.
Paul, D. (1927): "Physical Distribution Service In Industrial
Purchase Decision", Journal of Marketing, American Marketing Association.
Saundres, B. W. (1969). "Designing and Distribution System" in
Bowertox, D.J. et al, Physical Distribution Management (Book of Readings); London: Macmillan company)
Saw, W. (1916): An Approach to Business Problems; Cambridge:
Harvard University. Stanton, W.J. (1981): Fundamentals of Marketing, 6th Edition;
New York: McGraw Hill Book Company Stolle, J.F. (1967): Harvard Business Review, vol. 45, No.4 Ukwu, 1. U. Distribution in Nigeria (Unpublished work) Unertington, R, (1912). The Elements of Marketing; New York: The
Macmillan Company.
90
CHAPTER THREE
3.0 RESEARCH DESIGN AND METHODOLOGY:
This research chapter will present the researcher’s
methodology and processes involved in carrying out the research
project. The chapter will be divided into sub-sections as
presented below:
3.1 RESEARCH METHOD
The type of method to be used in any research undertaking
is determined substantially by the nature of the research problem
and purpose of the study, the use of descriptive or normative
method of research is regarded by the researchers as logically
sound and adequate for getting solutions to the problem posed by
the study. The researcher therefore, applied the survey method of
research for the study.
3.2 RESEARCH DESIGN
The researcher applied the multiple data gathering technique
in order to adequately cover research questions and hypotheses
and to achieve precise and reliable result. The researcher thus
91
used questionnaire and interview schedule for the purpose of
primary data collection.
3.3 METHOD AND SOURCE OF DATA COLLECTION
The researcher employed the use of multiple, data gathering
technique in order to adequately cover research questions and
hypotheses and to achieve precise and reliable result.
The exploratory survey method which embraces questions
and interview will be used as primary and secondary data
gathering instrument, since according to Busha (1986),
researchers consider it to be' the most suitable techniques for
discerning "the kind of information needed by users as the source
on which most researchers commonly rely". The research thus,
used questionnaire and personal interview for. the purpose of
primary data collection.
3.2.1 Questionnaire
The researcher will make use of questionnaire to elicit
information from field research.
The questionnaire will be administered in two (2) categories
as follows:
92
1. For the Management & Staff of NBC Plc;
2. For the Distributors/Consumers of NBC Plc.
It will be randomly administered to a statistically determined
sample size of 245 from the entire population of the universe.
3.2.2 Interview Method
The method will be used to extract responses to questions
that were not included in the questionnaire, but which are vital to
the research, personal structured and unstructured interviews
will be conducted with some Consultants in Management,
Marketing, Communications and Public Relations.
3.2.3Libraries
Materials from libraries and other research units which
include books, journals, weeklies, unpublished projects, and
dailies will be used as secondary source of data collection. This
will be employed essentially to provide a theoretical framework for
the study. Both private .and public libraries will be used or
consulted.
These in addition to weakness of the primary data gathering
methods thereby, enhances research reliability.
93
3.4 POPULATION FOR THE STUDY:
The population for this study is made up 'of the Staff,
Management and Customers of the Nigerian Bottling Company Plc
(NBC) Enugu. Since the exact number of NBC Plc customers
cannot be easily determined (notwithstanding the 875 staff
strength of NBC Plc, Enugu, it is therefore, regarded as an infinite
population.
3.5 DETERMINATION OF SAMPLE SIZE:
To determine the sample size, the researcher conducted a
pilot survey, in which twenty (20) of the research questionnaire
were administered randomly on the Management & Staff and the
Distributors/Consumers of NBC Plc.
Out of the number administered, 16 were correctly' filled and
returned. It was therefore, taken as a positive responses. The
remaining 4 represented both the ones that were wrongly filled
and rejected. These were regarded as negative responses. The
percentage of response therefore, is 80 and, 20 respectively.
To calculate the optimum sample size, the researcher applied
the Freud and Williams model of sample size determination,
94
calculated at 95% confidence level of significance and 5%
standard error, which formula is:
N = (z)2 (pg)
e2
Where N Sample Size
P = Percentage of positive response
Q = Percentage of negative response
E = Percentage of error
Z = Normal variant for the desired level of
confidence.
Substituting and solving for "N"
N = (1.96)2 (80.20)
25
= 3.8416.1600
25
= 245
3.6 PROCEDURE FOR DATA GATHERING:
Research questionnaires will be given to the people
scientifically selected for this study. They will be requested to
either circle or tick the 'option that best suited their choice and
also fill the blank spaces, with whatever they felt were answers.
95
In order to avoid delay at the same time, ensure high
percentage return of questionnaires, they will be distributed by
respondents
3.7 VALIDITY AND RELIABILITY OF DATA INSTRUMENT
Validity as used here is the degree of extent to which an
instrument actually' measures what it is intended to measure.
Therefore, an instrument is tailored to achieve research objectives.
Thus, the instrument used for this research will be validated
by ensuring that the questions are structured in a manner that
will enable the research obtain information relevant to the
purpose and objectives of the study.
In order to maximize reliability of the instrument used for
the research, the investigator will ensure that questions will not
be ambiguously presented to respondents in a manner likely to
communicate different meaning that could generate inaccurate
and inconsistent responses. The researcher also maintain
objectivity by not fielding leading questions. A pilot survey using
the instrument will be carried out to ensure validity and
reliability.
96
3.8 METHOD OF DATA ANALYSIS
Data collected will be coded, grouped into frequencies,
computed and arranged into tables for easy references and
analysis.
Presentation method to be used will include: simple
percentages, tables and a pie-chart.
3.9 TEST OF HYPOTHESES
The main method to be used in analysing data collected in
this study will be simple percentage for testing the research
questions and Chi-Square for testing the hypotheses.
The formula for percentage is given as:
a x 100
b 1
Where a = numerator (number of respondents to an item).
b = denominator (total respondents in the simple
100 = Percentage
The acceptable criterion in 50%. Where the percentage response
is 50% and above, then the statement holds true or otherwise.
Where it is less than 50%, it hold as untrue or otherwise.
97
Formula for Chi-Square is as follows:
X2 = (nij – eij)2
Where X2 = Chi-square
nij = Observed frequencies
eij = expected frequencies
The degree of freedom is determined with the following formula:
df = (r-1) (c-1)
where r = The number of rows
c = the number of columns
df = (3-1) (2-1)
= 2 x 1 = 2
:. X2 (2) 0.05 = 5.991
98
REFERENCE
I
Ikeagwu, E (1998). Groundwork: of Research Methods and
Procedures; (UNEC): Institute for Development studies.
99
CHAPTER FOUR
4.0 ANALYSIS AND INTERPRETATION OF DATA
To analyse the data collected, this chapter is divided into two
sections viz, questionnaire administration and test of hypotheses.
These sections are hereby presented in a chronological sequence
In line with the research objectives, questions and hypotheses.
4.1 QUESTIONNAIRE ADMINISTRATION - SEX AND AGE
DISTRIBUTION OF RESPONDENTS
It was viewed that age differences of the respondents will be
considered in the distribution of the questionnaire. This was
based on the assumption that there is relationship between age
and interest in the level of appreciation. The Table below
summarizes the distribution or respondents by age and sex.
TABLE 4.1 SEX AND AGE DISTRIBUTION OF RESPONDENTS
AGE RANGE IN YEARS FEMALE MALE TOTAL
18-30 yrs 10 12.5 20 12 30 12.25
31-40 yrs 35 43.75 80 48.9 115 47
41-50 yrs 30 37.5 50 30 80 32.65
51 and above 5 6.25 15 9.1 20 8.10
100
TOTAL 80 100 165 100 245 100 SOURCE: RESPONSE TO RESPONDENTS QUESTIONS No
1 and 2.
In table 4.1 above, a summary of the distribution of
questionnaire by age consideration was tabulated. The table
indicates that 80 questionnaire were administered on men.
Further, the analysis of sex and age distribution revealed that 80
out of 245 subjects, representing 32% were female, while the
remaining 165 (68%) represented the male.
On the 'whole, the administration of the questionnaire were
used on three categories of respondents.
(i) The management and staff of NBC Plc.
(ii) The Distributors of NBC Plc
(iii) - The Consumers of NBC Plc products
The total number of respondents and questionnaire
administered were presented in table 4.2.
101
TABLE 4.2 TOTAL NUMBER OF RESPONDENTS
RESPONDENTS NBC PLC PUBLICS
NO OF COPIES
ADMINISTERED
NO OF USABLE RESPONSE
COPIES RETRIEVED
RATE %
MGT STAFF 85 80 34.70
DISTRIBUTORS 80 80 80 32.65
CONSUMERS 80 80 32.65
TOTAL 245 240 100
Table 4.2 above, shows the total number of respondents of
this research study. Out of a total of 240 subjects, 80 were the
NBC Plc MGT & Staff, while 80 each were the NBC Plc
Distributors and consumer respectively.
Furthermore, out of the. 245 questionnaires distributed to
the three segments of respondents, 240 were retrieved and found
usable. This means 98% of the questionnaires distributed were
usable.
102
TABLE 4.3: KNOWLEDGE OF THE DISTRIBUTION STRATEGIES OF NBC PLC Response Variables
Respondents Percentage MANAGEMENT DISTRIBUTION Total STAFF CONSUMERS
No % No % No %
Yes 120 100 120 100 240 100
No - - - - - -
TOTAL 120 100 120 100 240 100
SOURCE: Response to NBC Plc internal and external publics Question No.3.
Table 4.3 above, indicates that both Internal and external
publics of NBC Plc distribution strategies of NBC Plc.
TABLE 4.4: PERCEPTION (FEELING/IMPRESSION) ABOUT NBC PLC DISTRIBUTION STRATEGIES
Response Respondents Percentage Variables
INTERNAL EXTERNAL TOTAL - , PUBLICS PUBLICS
No % No % No %
Positive 100 84 90 75 190 79.5
Negative 10 8 90 17 30 12.5
Don't know 10 8 10 8 20 8
103
TOTAL 120 100 120 100 240 100 SOURCE: Response to NBC Plc internal and external publics
Question No.4.
Table 4.4 above, shows that the NBC P1c publics have
positive perception about the distribution strategies. This can
be buttressed by the fact that a total of 190 respondents,
representing 97.5%gave their affirmation to the above
assertion.
And this can be represented by a pie chart.
Fig. A pie chart representing the perception of the NBC Plc
internal and external publics.
104
TABLE 4.5 DISTRIBUTION POLICIES BEING IMPLEMENTED ALONG THE LINE OF SET OBJECTIVES
Values in the big cells are observed frequencies, while those in
brackets are expected frequencies.
Computed X2 - (nij - eij]?
Where nij = observed frequencies
Eij = expected frequencies
oi Ei oi-ei (oi-e i)2 (Oi-ei)2/ ei
45 37.5 7.5 56.25 1.5
60 70 10 100 1.428
15 12.5 2.5 6.25 0.5
30 37.5 7.5 56.25 1.5
80 70 10 100 1.428
10 12.5 2.5 6.25 0.5
6.856
The degree of freedom is determined with the following formula:
df = (r- I) (C- I), Where r = the number of rows
C = the number of columns Df = (3-1) (2-1)
= 2x1=2
:.X2 (2) 0.05 = 5.991.
116
With the 2 degree of freedom at 95%level of significance is
5.991 compared with the calculated value of 6.856.
Decision Rule: Reject Ho is X2 calculated is greater than X2
given. Otherwise do not reject. Since X2 given = 5:991, we
therefore, reject Ho (Null hypotheses) and accept HI (alternative
hypotheses). The conclusion therefore, is that the chosen
channels of physical distribution. have affected the consumer
patronage of the company's products.
117
REFERENCES
Uzoh, Stanley ILEA (2002): "A Critical and comparative Analysis of the Public Relations Strategies In promoting Effective Customer Relations". An unpublished project report submitted for the Award of a postgraduate Master of business Administration (MBA) degree in Marketing, Faculty of Management Science, Awka, Anambra - State. August.
118
CHAPTER FIVE
5.0 SUMMARY OF FINDINGS, CONCLUSION AND
RECOMMENDATIONS
A successful company is not necessarily the one that
succeeds in selling the products it manufactures just for now, but
the company whose selling activities as planned and executed by
the company's sales force is self sustaining; such a sustenance
requires a high degree of creativity beyond the skills of fast
talking salesman and other antiquated confusion tactics still
evident in selling activities in Nigeria.
It is against this background that the researcher makes an
in depth investigation into the appraisal of physical distribution
policies of the Nigerian Bottling Company in Enugu.
5.1 SUMMARY OF FINDINGS
Based on the data analysis and. interpretation, the
researcher arrived at the following findings:
The Management & Staff and Distributors of NBC Plc
are knowledgeable of distribution strategies of NBC Plc;
119
NBC Plc Internal and External Publics (Management &
Staff and Distributors/Consumers) have positive
perception about the distribution strategies of NBC Plc;
The distribution policies of NBC Plc are implemented
along the line of set objectives;
The various distribution strategies used by NBC Plc for
tackling distribution problems include; multiple
distribution, selective distribution and extensive
distribution strategies;
The NBC Plc Distribution Department has gone to a
great extent in coping with short delivery of trucks;
Physical Distribution policies of NBC Plc have
encouraged their consumers' loyalty;
There is adequacy in NBC Plc Sales Department
programmes for the satisfaction of existing and
prospective customers;
The NBC Plc chosen channels of physical distribution
have made impact on the consumer patronage;
120
5.2 CONCLUSION
The importance of distribution towards attainment of the
company’s marketing goals and objectives cannot be
overemphasized. In fact, some authorities are the backbone of
marketing and commerce and that is why marketing has been
synonymous with distribution. Thus, an effective distribution
strategy is as important as product itself. This goes to support
the view that for effective and efficient distribution to occur,
product and all other departments necessary to enhance the
satisfaction of customers’ need must work as a team.
Having seen the benefits or rather, the crucial role an
efficient physical distribution system can play, it then become
imperative that the Nigerian bottling Company Plc should
maintain and even improve on the existing physical distribution
policies. This will enable the company to be in a better position in
a more efficient manner which will then enhance its repeat
purchase/patronage motive/objective.
The Nigerian Bottling Company will continue to be a clear
leader in soft drink manufacturing by employing a planned,
coordinated and controlled physical distribution system to serve
121
her distributors and consumers in every nook and cranny in
Enugu metropolis.
The Nigerian Bottling Company will therefore, benefit more
to continue with the present distribution policies of
mass/intensive/multiple, selective and exclusive. With such well
defined and coordinated organizational physical distribution
channels the company will continue to be clear leader in soft
drink manufacturing.
5.3 RECOMEMNDATIONS
Based on the above findings, the researcher therefore,
recommends the following measures to make the prevailing
physical distribution policies of the Nigerian Bottling Company
Plc ill Enugu more effective.
1. For effective and efficient distribution system to take
place, there must be a corporate planning of all the
marketing and purchasing should all work as a team to
plan how customers' can be satisfied best without
bottlenecks. , .
122
2. More powers or authority should be given to the depots
managers to allow for effective operation instead of a highly
centralized system of management. This will enable them to
use their own initiatives whenever the need arises, instead
of sticking to the rigidly established guidelines.
3. The company should device a more effective and efficient
way of monitoring the activities of their distributors.
Establishing more depots to allow for direct dealings with
the real consumers can do this. The various managements
should also provide management services such as training,
inventory management study, as well as sending sales
people to help develop' the marketing programmes (display
arrangements, location decisions and so on) for the
distributors. This will help the distributors to maintain the
required inventory as well as operate efficiently.
Furthermore, disciplinary measures such as terminating
their distributorship rights or curtailing their quota should
be meted to erring ones.
123
4. There should be positive and clear out approach for
appointing distributors of which honesty, integrity and
code of ethics be developed for distributors. Educational
backgrounds should also form part of the qualifying
criteria for appointing distributors.
In summary, it is envisaged that the present physical
distribution policies of the Nigerian Bottling Company in Enugu
metropolis will improve if the above recommendations are
implemented.
124
BIBLIOGRAPHY
Borsodi, R. (1984): The Distribution Age; New York: O. Appleton and coy.
Clerk, F.E. (1922): Principles of Marketing; New York: The
Macmillan Company. Daucla, O.A. (1979): Business Times, February 6. Ejioffor, N. (1979): The Business of Hoarding in Marketing In
Nigeria, Edited by J.O. Onah; London: Cassel Ltd. El-Rufai, N.A. (1984): New Nigerian Newspaper January 27 Ezeaku, 1. C. (1980): Commerce for the Certificate Year,
Enugu: Fourth Dimension Publishing Co., Ltd. Frank, S. (1998) In Maclaughlin and Robert, C. P. (2000):
Quantitative Techniques for Management Decision; Boston: Houghton Mifflin ltd.
Ifezuca, AN. (1990): Basic Marketing; Enugu: ABIC Publishers
Ltd Ikeagwu E. (1998): Groundwork: of Research Methods and
Procedures; (UNEC): Institute for Development Studies.
Kotler, P. (1980): Principles of Marketing, 5th Edition; London:
Prentice International, Inc. Kotler, P. (1980): Marketing Management, 2nd Edition; New
York: McGraw hill Inc. McCarthy, J. (1981): Basic Marketing: A Managerial Approach,
7th Edition; Homewood: III Irwin.
125
McCarthy, J. and William D. P. Jr. (1984): Basic Marketing; 8th Edition; Homewood: Minols Richard D. Irwin, Inc.
Nnolrn, D. A. (1979): "Marketing as a Tool of Economic
Development" in Marketing in Nigeria, Edited by J.O.Onah; London: Cassell Ltd.,
Nwaogwu, C. (1979): "Marketing Planning and Organization in
Nigeria Enterprises" In Marketing in Nigeria, Edited by J.O Onah; London: Cassell Ltd .
Okolie, P. C. (1999): Paper on Effective Distribution of Locally
Produced Items in Nigeria (Unpublished). Olukunle, I. (1987): "Implications of Second-Tier Foreign
Exchange Market (SFEM) for Marketing Activities". A paper presented at the Workshop of the Nigerian Marketing Association, Lagos, on 25th September.
Paul, D. (1927):"Physical Distribution Service In Industrial
Purchase Decision", Journal of Marketing, American Marketing Association.
Saundres, B. W. (1969). "Designing and Distribution System" in
Bowertox, D.J. et al, Physical Distribution Management (Book of Readings); London: Macmillan company,
Saw, W. (1916): An Approach to Business Problems;
Cambridge: Harvard University Stani on, W.J. (1981): Fundamentals of Marketing, 6th Edition;
New York: McGraw Hill Book Company Stolle, J.F. (1967): Harvard Business Review, vol. 45, No.4 Udeagha, O.A. (1996): Principles of Marketing; Enugu: OptimumPublishers ltd.
Ukwu, 1. U. Distribution in Nigeria (Unpublished work)
126
Uner ington, R. (1912). The Elements of Marketing; New York:
The Macmillan Company.
127
APPENDIX 1
INTERVIEW SCHEDULE
INTERVIEWER INTERVIEWER
QUESTIONS RESPONSES
1 What is your name? …………………….
2 What is your educational qualification …………………….
3 Do you have adequate knowledge of NBC
Plc distribution strategies?
…………………….
4 What IS your perception of NBC
distribution strategies?
…………………….
5 Are the distribution policies of NBC Plc
implemented along the line of set
objectives?
…………………….
6 What are the various strategies employed
by the Warehouse Department to tackle
the distribution problems of NBC Plc
…………………….
7 To what extent has the sales
Department gone in coping with short of
delivery trucks/vehicles etc?
…………………….
8 Have physical distribution policies of
128
BNC Plc encouraged consumer loyalty to
their products?
…………………….
9. Are the sales Department programmes
meant to satisfy the existing and
prospective customers adequate?
…………………….
10. Have the chosen channels of physical
distribution affected the consumer
patronage of the company’s produce?
…………………….
129
APPENDIX II
Department of Marketing Faculty of Business Administration University of Nigeria Enugu - Campus Enugu November, 2007
Sir/Madam,
Please find the enclosed - a questionnaire for your
completion and return to the address above.
The questionnaire is in connection with the Award of
Postgraduate, Master of Business - Administration (MBA) Degree
in Marketing, by the Department of Marketing, Faculty of
Business Administration, University of Nigeria, Enugu Campus.
Any information supplied here, will be treated with the utmost
confidentiality. Please feel free to select any question of your
choice and complete the box provided by ticking ( ) accordingly.
Thanks.
130
QUESTIONNAIRE ADMINISTRATION FOR THE INTERNAL PUBLICS OF NBC' PLC (MANAGEMENT AND STAFF) AND EXTERNAL PUBLICS (DISTRIBUTORS AND CONSUMERS).
1. Sex: (a) Male (b) Female
2. Age: (a) 18 - 30 yrs (b) 31 - 40yrs
(c) 4 1 - 50 yrs (d) Above 50 yrs
3. Do you have knowledge of NBC Plc distribution strategies?
(a) Yes (b) No
4. What is the perception of NBC Plc distribution strategies?
(a) Positive (b) Negative (c) Don't know 5. Are t he distribution policies of NBC Plc implemented' along
the line of set objectives? '
(a) Yes (b) No (c) Don't know
6. What are the various strategies employed by the Warehouse
Department to tackle the distribution problems of NBC Plc?
i. ……………………………………………………………………..
ii. ……………………………………………………………………..
iii. ……………………………………………………………………..
iv. ……………………………………………………………………..
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7. To what extent has the sales Department gone in copping
with short of delivery trucks, vehicle etc
(a) Very great extent
(b) Great extent
(c) Little extent
8. Have physical distribution policies of NBC Plc encouraged
consumer loyalty to their product?
(a) Yes (b) No (c) Don't know
9. Are the sales Department programmes meant to satisfy the
existing and prospective customers adequate?
(a) Yes (b) No (c) Don't know
10. Have the chosen channels of physical distribution affected the