DISTRIBUTION CHANNELS AND SALE'S VOLUME OF BAMBURI CEMENT IN LOCAL AND FOREIGN MARKET OF BAMBURI CEMENT NAIV ASHA KENYA.

TABLE OF CONTENTS

DECLARATION .......................................................................................................................................... ii

APPROVAL ................................................................................................................................................. iii

DEDICATION ............................................................................................................................................. iv

ACIZNOWLEDGEMENT ............................................................................................................................ v

LIST OF TABLES ..................................................................................................................................... viii

DEFINITION OF TERMS ........................................................................................................................... ix

CHAPTER ONE ........................................................................................................................................... I

INTRODUCTION ........................................................................................................................................ I

I .0 Introduction ............................................................................................................................................. I

1.1 Background ofthe study ......................................................................................................................... I

1.2 State1nent of the proble1n ........................................................................................................................ 3

I .3 Purpose of the study ................................................................................................................................ 3

1.4 The objectives of study ........................................................................................................................... 3

I .5 Research question .................................................................................................................................... 4.

1.6 Hypothesis ............................................................................................................................................... 4

Geographical scope ....................................................................................................................................... 4

Context scope ................................................................................................................................................ 4

Tiine scope .................................................................................................................................................... 5

1.8 Significance of study ............................................................................................................................... 5

To the Governinents ...................................................................................................................................... 5

To the Inanager .............................................................................................................................................. 6

CHAPTER TWO .......................................................................................................................................... 7

LITERATURE REVIEW .............................................................................................................................. 7

2.0. Introduction ............................................................................................................................................ 7

2.1 The theoretical review ............................................................................................................................. 7

2.2 Conceptual review ................................................................................................................................... 8

2.3 Relationship between distribution channel and sale's volume of a product ......................................... 16

1 .8 Conceptual fra1ne work ......................................................................................................................... 17

CHAPTER THREE ..................................................................................................................................... l8

vi

METHODOLOGY ............................... ............................ ..... ...................................................................... 18

3.0. Introduction .......................................................................................................................................... 18

3.1. Research design .................................................................................................................................... 18

3.2. Study population .................................................................................................................................. 18

3 .5. Data type ... ....... ........................................................... ...... ............ ... .................................... .......... ...... 19

3 .6. Data collection instrument ...................................................................................... .................. ..... ...... 20

3 .6.1. Questionnaire ....... ........ ... .......................... ...... ......... ............................. ....... .............. ....................... 20

3 .6.2. Interview .. .... .................. .. ..... ............... ....................................................................... ... .. .... ............. 20

3.8. Data analysis ........................................................................................................................................ 21

3.9. Limitation ofstudy ............... ........ ......... .. ...................................................................... .............. ......... 21

CHAPTER FOUR ................ ... .... ...... ............................... .. .... ... ..... ........ ................. ............ .......... .............. 22

RESEARCH FINDINGS ............................................................................................................................ 22

4.0 Introduction ........................................................................................................................................... 22

4.1 Profile characteristics of respondents .............. ........... ... .............. : ......................................................... 22

4.2 Distribution channels utilized by Bamburi cement Naivasha Kenya ... ...... ...... ............. ........................ 24

4.3 Level of sales volume at local market and foreign markets ............................................................ 27

CHAPTER FIVE ...... .. ................................. : ............ .... ..... ................. ...................... ................... ... ............. 32

SUMMARY, CONCLUTIONS AND RECOMMENDATIONS ............................................................... 32

5.0 Introduction ................. .............. .................................... ......32

5.3RECOMMENDATIONS ...................................................34

REFERENCE ...................... ............................................ ..... .....35