Libraries at University of Nebraska-Lincoln

 

Date of this Version

2018

Abstract

Purpose: Preliminary investigation into the management of petroleum marketing companies in Oyo State revealed that the sales performance of managers in petroleum industry is drastically poor and the industry is facing a lot of challenges in the Nigerian environment. Consequently, the study investigates the level of self-knowledge, business information preference and use as determinants of sales performance of managers in petroleum marketing companies in Oyo state, Nigeria.

Methodology: The study adopted the descriptive research design to determine the direction and degree of relationship between variables. The target population for the study was the managers in petroleum marketing companies. Total enumeration sampling techniques with a structured questionnaire was used for data collection on a population size of 232 managers out of which 220 managers responded giving a response rate of 94.8 percent. Data were analysed using descriptive statistics, percentages, one-way analysis of variance, correlation and multiple regression analysis. Combination of self-knowledge, business information preference and use had significant positive relationship with sales performance of managers in petroleum marketing companies. It shows a coefficient of multiple correlation ( r=.8031) and (R2=1658).

Findings: However, the study found out that self-knowledge (r =0.306, P <.05); business information preference (r = 0.401, P < 0.05) and business information use (r=0.548, P < 0.05) of the respondents were found to be significant predictors of sales performance.

Recommendations: Management of petroleum marketing companies should continually seek appropriate business information on innovative products and services in order to compete favorably with competitor in the industry. The management should invest in human capital development in the organisation to increase customer satisfaction and increase profitability.

Originality: The research work is original and Nobel in addressing issues as regards the topic addressed.

Share

COinS
 
 

To view the content in your browser, please download Adobe Reader or, alternately,
you may Download the file to your hard drive.

NOTE: The latest versions of Adobe Reader do not support viewing PDF files within Firefox on Mac OS and if you are using a modern (Intel) Mac, there is no official plugin for viewing PDF files within the browser window.