IDEAS home Printed from https://ideas.repec.org/a/nap/nijbmr/2019p48-61.html
   My bibliography  Save this article

Pricing Strategy As A Factor For Sales Performance Of Consumable Goods: Evidence From Consumable Goods Dealers In Wukari Local Government Area, Taraba State, Nigeria

Author

Listed:
  • Onyeaghala Obioma Hyginus

    (Department of Business Administration, Federal University Wukari, Nigeria)

  • Danladi Sule Wabuji

    (Department of Business Administration, Federal University Wukari, Nigeria)

  • Amadi Christian

    (Department of Business Administration, Federal University Wukari, Nigeria)

Abstract

The major objective of this study is to find out the impact of pricing strategy on sales performance of consumable goods. This study adopted the survey design method. The population of the study comprised of staff of six enterprises that deal on consumables goods in Wukari, totaling thirty-two (32). The researchers used purposive sampling because the selected enterprises are the major dealers in consumable goods in the area. In addition, because the population of the enterprises is manageable, the researcher used the entire population as the sample size. Questionnaire served as instrument for data collection. Validity of the data collection instrument was established and its reliability ascertained. The researcher adopted both descriptive and inferential statistics using tables with frequencies and percentages to present data and the Pearson Product Moment correlation to test the formulated hypotheses aided by the Statistical Package for Social Scientists (SPSS). Cost-plus, mark-up and competitors-oriented pricing strategies were the measured dimensions of the independent variable whereas, sales performance served as the dependent variable. Findings from data analysis shows that cost-plus pricing strategy has no influence on sales performance of consumable goods; mark-up pricing strategy has no influence on the sales performance of consumable goods; competitors’ pricing strategy has an influence on the sales performance of consumable goods. Based on the findings, the following recommendations were made by the researchers: consumable goods dealers should adopt cost-plus pricing strategy with caution since it does not influence sales performance. They should not depend on mark-up pricing strategy as it does not influence sales performance. Since competitors-oriented pricing strategy influences sales performance of consumable goods, dealers should at all times watch out for their competitors’ prices. This is to enable them to optimize sales performance.

Suggested Citation

  • Onyeaghala Obioma Hyginus & Danladi Sule Wabuji & Amadi Christian, 2019. "Pricing Strategy As A Factor For Sales Performance Of Consumable Goods: Evidence From Consumable Goods Dealers In Wukari Local Government Area, Taraba State, Nigeria," Noble International Journal of Business and Management Research, Noble Academic Publsiher, vol. 3(3), pages 48-61, March.
    • Handle: RePEc:nap:nijbmr:2019:p:48-61
    as

    Download full text from publisher

    File URL: https://www.napublisher.org/pdf-files/NIJBMR-519-48-61.pdf
    Download Restriction: no
    File URL: https://www.napublisher.org/?ic=journal&journal=8&month=03-2019&issue=3&volume=3
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. David D. Friedman, 1990. "Price Theory: An Intermediate Text," Online economics textbooks, SUNY-Oswego, Department of Economics, number prin13.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. A.C.M. Webb, 1997. "Unlimited and Double Liability Banking in the Cape Colony," South African Journal of Economics, Economic Society of South Africa, vol. 65(3), pages 173-184, September.
    2. Victor Olkhov, 2023. "Economic Theory as Successive Approximations of Statistical Moments," Papers 2310.05971, arXiv.org.
    3. Victor Olkhov, 2021. "To VaR, or Not to VaR, That is the Question," Papers 2101.08559, arXiv.org, revised Oct 2021.
    4. Victor Olkhov, 2021. "Three Remarks On Asset Pricing," Papers 2105.13903, arXiv.org, revised Jan 2024.
    5. Santiago Mejia, 2023. "The Normative and Cultural Dimension of Work: Technological Unemployment as a Cultural Threat to a Meaningful Life," Journal of Business Ethics, Springer, vol. 185(4), pages 847-864, July.
    6. Victor Olkhov, 2020. "Volatility Depend on Market Trades and Macro Theory," Papers 2008.07907, arXiv.org.
    7. Azimov, Abror, 2010. "Scientific-Technological Progress Of Uzbekistan: Problems And Prospects," Perspectives of Innovations, Economics and Business (PIEB), Prague Development Center (PRADEC), vol. 5(2), pages 1-2, July.
    8. John J. Donohue & Abhay Aneja & Kyle D. Weber, 2019. "Right‐to‐Carry Laws and Violent Crime: A Comprehensive Assessment Using Panel Data and a State‐Level Synthetic Control Analysis," Journal of Empirical Legal Studies, John Wiley & Sons, vol. 16(2), pages 198-247, June.
    9. Victor Olkhov, 2022. "Market-Based Asset Price Probability," Papers 2205.07256, arXiv.org, revised Feb 2024.
    10. Gorecki, Paul K., 2009. "The Recession, Budgets, Competition, and Regulation: Should the State Supply Bespoke Protection?," Papers BP2010/2, Economic and Social Research Institute (ESRI).
    11. Felipe Núñez Forero, 2017. "Servicios públicos domiciliarios, telecomunicaciones e infraestructura (instituciones, regulación y competencia)," Books, Universidad Externado de Colombia, Facultad de Derecho, number 947, December.
    12. John J. Donohue, 2022. "The Effect of Permissive Gun Laws on Crime," The ANNALS of the American Academy of Political and Social Science, , vol. 704(1), pages 92-117, November.
    13. G. Toscani & C. Brugna & S. Demichelis, 2012. "Kinetic models for the trading of goods," Papers 1208.6305, arXiv.org.
    14. Geoffrey Black & D. Allen Dalton & Samia Islam & Aaron Batteen, 2014. "The Coasean Framework of the New York City Watershed Agreement," Cato Journal, Cato Journal, Cato Institute, vol. 34(1), pages 1-32, Winter.
    15. Powdthavee, Nattavudh, 2009. "I can't smile without you: Spousal correlation in life satisfaction," Journal of Economic Psychology, Elsevier, vol. 30(4), pages 675-689, August.
    16. Abror Azimov, 2010. "Scientific-Technological Progress Of Uzbekistan: Problems And Prospects," Perspectives of Innovation in Economics and Business (PIEB), Prague Development Center, vol. 5(2), pages 111-112, June.
    17. Ludwig Van Den Hauwe, 2000. "The Case for Supply-Side Economics Revisited: The Effect of Time Preference," European Journal of Law and Economics, Springer, vol. 10(2), pages 139-160, September.
    18. Jeffrey Rogers Hummel, 2008. "Toward a Libertarian Reconstruction of Neoclassical Welfare Theory," Journal of Private Enterprise, The Association of Private Enterprise Education, vol. 24(Fall 2008), pages 119-130.
    19. repec:esr:chaptr:jacb200962 is not listed on IDEAS
    20. José Antonio Manuel Aguirre Sotelo & Walter E. Block, 2014. "Indifference Curve Analysis: The Correct And The Incorrect," Oeconomia Copernicana, Institute of Economic Research, vol. 5(4), pages 7-43, December.
    21. Olkhov, Victor, 2022. "Price and Payoff Autocorrelations in the Consumption-Based Asset Pricing Model," MPRA Paper 112255, University Library of Munich, Germany.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:nap:nijbmr:2019:p:48-61. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Managing Editor (email available below). General contact details of provider: https://www.napublisher.org/?ic=journal&journal=8&info=aims .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.