Browsing by Author "Nabisubi, Ruth"

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    channel design, channel management technologies, channel coordination and sales performance of agents and dealers of newspapers printing and publishing houses of Uganda.
    (Makerere University Business School, 2021-11-06) Nabisubi, Ruth
    This study aimed at investigating how channel design, channel coordination and channel management technologies affect sales performance of Agents and Dealers of Newspaper Printing and Publishing Houses of Uganda. The problem was that despite its tremendous contribution, the performance of the Agents and Dealers of the publishing houses of Uganda has not grown to the expectation. Hence the research objectives were: to examine the relationship between channel design and sales performance, to examine the relationship between channel management technologies and sales performance, to examine the relationship between channel coordination and sales performance, to examine the relationship between channel design and channel coordination and to determine the relationship between channel management technologies and channel coordination. The study was based on a cross-sectional design where a sample of 248 newspaper agents was identified using simple random sampling though only 236 participated in the questionnaire survey. Findings show that both channel design and sales performance are positively related, both channel management technologies and sales performance are positively related, both channel coordination and sales performance are positively related, both channel design and channel coordination are significantly related and that both channel management technologies and channel coordination are significantly related. Based on these findings, it was recommended that the agents should meticulously undertake channel design and dealers of newspaper printing and publishing houses, and that agents and dealers of newspaper printing houses need to embrace the power of technology to boost sales performance.