Sales Promotion and Customer’s Retention in Selected Foods and Beverages Companies in Lagos State Nigeria

Dr. Kabuoh Margret N.*, Smith Olufolake M., Dr. Okwu Andy T. and Erigbe Patience A.
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Dr. Kabuoh Margret N.*: Department of Business Administration and Marketing, Babcock University, Ilishan –Remo, Ogun State, Nigeria
Smith Olufolake M.: Department of Business Administration and Marketing, Babcock University, Ilishan –Remo, Ogun State, Nigeria
Dr. Okwu Andy T.: Department of Economics, Babcock University, Ilishan –Remo, Ogun State, Nigeria
Erigbe Patience A.: Department of Business Administration, Mountain Top University, Ogun State, Nigeria

The Journal of Social Sciences Research, 2020, vol. 6, issue 3, 276-285

Abstract: Organisations’ customers are the greatest asset they have to remain sustained and to retain these customers, effective sales promotion is required to push company’s products and services to various customers at satisfaction with view of making profit. However, some organisations especially those in consumable goods pay little attention to customers’ satisfaction by not imbibing effective sales promotion leading to poor sales performance and customers’ turnover. This study examines the effect of sales promotion on customer retention of selected food and beverages companies in Lagos, Nigeria. Survey research design was adopted for this study. The population of the study comprised of customers of Foods and Beverages (FandB) Companies estimated at 4,209,483 from the selected five local governments in Lagos State, Nigeria. Sample size of 1019 was derived via Krejcie and Morgan method and through simple random sampling technique. Data were elucidated from the respondents via research instrument. The Cronbach’s Alpha reliability co-efficient as well as the Kaiser-Meyer-Oklin (KMO) was established for both reliability and validity of the research instrument. Both descriptive and inferential statistics were adopted for analysis and the hypothesis was tested with simple linear regression. Result indicated that sales promotion had positive effect on  customer retention of selected Foods and Beverages Companies in Lagos State Nigeria (R2=.367; t = 22.595; P

Keywords: Companies; Customer retention; Food and beverages; Sales promotion. (search for similar items in EconPapers)
Date: 2020
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