TABLE OF CONTENTS 1. INTRODUCTION..............................................................................03 1.1 Background of the Research...03 1.2 Rationale of the Research .........................................03 1.3 Purpose of the Research..04 1.4 Objectives of the Research..04 1.5 Research Question........04 2. LITERATURE REVIEW05 2.1 Promotional Activities......05 2.1.1 Sales Promotion......................................................................................06 2.1.2 Advertisement.........................................................................................06 2.1.3 Publicity and Public Relation................................................................06 2.1.4 Direct Selling...........................................................................................07 2.2 Brand Loyalty..................................................................................................07 3. METHODOLOGY OF RESEARCH......08 3.1 Research Design.........08 3.2 Sample and Population....................................................................................08 3.3 Data Gathering Methods.................................................................................08 3.4 Ethical Consideration......................................................................................09 3.5 Data Analysis....................................................................................................09 4. TIMETABLE OF THE RESEARCH..09 5. CONCLUSION..10 6. REFERENCE.11 3 | P a g e
1. Introduction
1.1 Background to the Research Promotions refer to communication involved with convincing others to accept their ideas, concepts and things (F. ENGEL,et al , 1994).It is one of the four elements of marketing mix. Brand loyalty is the consumers commitment to repurchase or continue using a brand or other positive behavior towards the brand. Century bottling company is a soft drinks company in Uganda started in 1988 in partnership with coca-cola. Despite of launching various themes of promotional activities, consumers degree towards the brand has remained low. This study will focus on promotionl activities are integral element to establish a relationship between promotional activities and brand loyalty.
1.2 Rationale of the Research The contribution of brand coca-cola to the total sales has reduced over the past two decedes. Though the company launched various promotional activities, the degree of brand loyal consumer was still unsatisfactory. This study will seek to explore and establish a relationship between promotional activities and brand loyalty.
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1.3Purpose of the Research The purpose of the study is to establish a relationship between promotional activities and brand loyalty in Century botting company ltd.
1.4Objectives of the Research 1. To seek out how Century bottling company conducts promotional activities. 2. To determine how Century bottling company manages loyalty programs. 3. To determine the relationship between promotional activities and brand loyalty.
1.5Research questions I. How Century bottling company conducts promotional activities? II. How Century bottling company manages loyalty programs? III. What is the relationship between promotional activities and brand loyalty?
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1. Literature Review
2.1 Promotional Activities
FIGURE: A Conceptual Framework
Promotional activites
Brand loyalty
Advertising sales promotions Publicity and public relations personal selling direct marketing
commitment perceived value brand trust satisfaction
2.1.1 Sales Promotions Sales promotion is set of marketing activity which persuades buyers to purchase the product (JAMES F. ENGEL, et al 2005). Promotional activities such as advertising, personal selling describe the reasons to buy a product whereas sales promotions describe the reasons to buy now (P. KOTLER, G. Armstrong, 2001).
2.1.2Advertising Advertising is form of communication which persuades the audience to purchase the products, ideas, concepts. The purpose of the advertising to get the consumer to think or react to the product or company(Philip Kotler, 2001). Different types of advertising including digital advertising, Radio advertising, online advertising, bill board advertising, celebrity branding etc. is available.
2.1.3Publicity and public relation According to Philip Kotler, a public consists of any group which has an actual of potential interest in or impact on a companys ability to achieve its objective. Public relations is designed to various programs to promote or protect the company image.
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2.1.4 Direct marketing Direct marketing refers to reach to the audience without using traditional formal chennels of advertising such as tv, newspaper. The company straight communicate with the audience catalogue distribution, promotional letters, street advertising.
2.2 Brand Loyalty The history of loyalty marketing was advanced in 1929 when Betty crocker issued coupons that could be used to reedem for items (REICHHELD, Frederick F, 1999). brand loyalty is a deeply held commitment to rebuy or repatronize a preferred brand consistently in the future, despite situational influences and marketing efforts having the potential to cause switching behaviour (OLIVER, Richard L., 1999). Therefore brand loyalty is a significant consideration when evaluating the value of brand as loyalty can translate into profit (AAKER, David A., 1991). Brand loyalty also encourages repeated purchase behaviour from consumers, and discourages them froms witching to competitor brands ( YOO, Donthu,Lee, 2000).
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3. Methodology of the Research
3.1Research Design The research will be accomplished by gathering quantitative and qualitative data. Quantitative data involves numerical data to measure presumed variable. Qualitative data involves data forming of words to use in evaluate the research.
3.2Sample and Population Population is set of all the apparatus with the same features which is used for getting solution for the marketing research problem (DASH, Malhotra, 2011). By using sample, the data of population can be gathered. Sample is a portion of the population. The study of sample is more efficient rather than to study population.
3.3 Data Gathering Methods To get accurate information, the researcher can drive two approaches such as secondary data as well as primary data.
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I.Secondary Data The secondary data are those that were obtained in previous research for some other reasons (ZIKMUND, WG, 2000). The use of secondary data is less time consuming as well as cost effective. II.Primary Data The primary data is needed when current information is needed. In spite of some advantage, the secondary data may become ineffective.
3.4 Ethical Consideration As the study is based on human participation and obtaining confidential company data, ethical consideration must be prioritized. For getting the consent of marketing staffs a secured permission is needed from the two companies.
3.5 Data Analysis To make data more reliable, it is necessary to scrutinize the collected data. There are various approaches to analyze the data such as SPSS software, Microsoft Excel. The collected data from Century bottling company will be analyzed with SPSS software. 4. TIMETABLE OF THE RESEARCH The timetable that is required for conducting the research has been given below with gantt chart: 10 | P a g e
5. Conclusion There is a positive relationship between promotional activities and brand loyalty. A Well designed promotional activity helps a company to build brand loyalty for its products. These promotional activities will be designed to build brand loyalty among the consumers and this can be obtained through well-managed loyalty programs.
Activities Weeks 1 2 3 4 5 6 7 8 9 10 11 12 Agreement of the Topic Development of Aims & Objectives Sanction of Ethics Building Literature Review Collection of Secondary Data Collection of Primary Data Preparing the Analysis of Result Essential Discussion Drawing the Conclusion Proofread/Review/Correction Binding & Final Submission 11 | P a g e
6.References I. AAKER, David A. 1991. Managing Brand Equity. Simon and Schuster. II. BOONGHEE YOO, Naveen Donthu, Sungho Lee. 2000. An examination of selected marketing mix elements and brand equity. Journal of the Academy of Marketing Science. 24(2), pp.195-211. III. DASH, Malhotra. 2011. Marketing Research (6th edition). India: Dorling Kindersley. IV. JAMES F. ENGEL, Martin R. Warshaw, Thomas C. Kinnear. 1994. Promotional strategy: managing the marketing communications process. R. D. Irwin. V. JAMES F. ENGEL, etc., R.D. Blackwell, P.W. Miniard. 2005. Consumer Behaviour. South-Western College Pub. VI. OLIVER, Richard L. 1999. Consumer Brand Loyalty. John Wiley & Sons. VII. PHILIP KOTLER, Gary Armstrong,Prof John Saunders, Prof Veronica Wong. 2001. Principles of Marketing. Prentice Hall. VIII. RAJAGOPAL. 2007. Dynamics of International Trade and Economy: An Inquiry Into Emerging Markets. Nova Publishers, 2007. IX. REICHHELD, Frederick F. 1999. The Loyalty Effect: The Hidden Force Behind Growth, Profits, and Lasting Value. Harvard university press. X. ZIKMUND, WG. 2000. Business Research Methods( 6th Edition). Sydney: Dryden Press.