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A Conceptual Framework to Unmask the Relationship between Marketing Mix Strategies, Marketing Culture and Sales Performance of Ugandan Manufacturing Firms
Department of Marketing and International Business, Makerere University Business School, Kampala, Uganda..
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.ORCID iD: 0000-0003-0477-855x
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.ORCID iD: 0000-0002-1666-4317
Department of Marketing and Management, Makerere University Business School, Kampala, Uganda..
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2023 (English)In: Journal of Service Science and Management, ISSN 1940-9893, E-ISSN 1940-9907, Vol. 16, no 06, p. 694-710Article in journal (Refereed) Published
Abstract [en]

The purpose of this paper was to study the relationship between marketing mix strategies, marketing culture and sales performance of Ugandan manufacturing firms. The study used a cross-sectional and quantitative design. Data was collected at a particular point in time. We employed firm-level data collected by means of a questionnaire survey sent to a sample of 118 of a total population of 178 manufacturing firms. The primary data was collected, coded; correlations and regression analysis were done using SPSS Version 21. Findings revealed a significant positive relationship between marketing mix strategies and sales performance, marketing mix strategies and marketing culture, and marketing culture and sales performance; marketing culture explains more of the variation in sales performance. The use of cross-sectional and quantitative methodology limits the researcher’s ability to make causal inferences and to examine behavioural change over time. Nevertheless, the insight gained from the conceptual framework and ideas posited are useful for developing a future research agenda. There is need for manufacturing firms to promote and recognize marketing culture and marketing mix strategies among CEOs and sales representatives.

Place, publisher, year, edition, pages
Scientific Research , 2023. Vol. 16, no 06, p. 694-710
Keywords [en]
Marketing Mix Strategies, Marketing Culture, Sales Performance, Mbarara City
National Category
Business Administration
Research subject
Intelligent Industry
Identifiers
URN: urn:nbn:se:hig:diva-43642DOI: 10.4236/jssm.2023.166037OAI: oai:DiVA.org:hig-43642DiVA, id: diva2:1830310
Available from: 2024-01-22 Created: 2024-01-22 Last updated: 2024-01-23Bibliographically approved

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Osarenkhoe, AihieFjellström, Daniella

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