Daniel M. Quaye

The effects of lucky draw sales promotion on brand loyalty in mobile telecommunication industry

Purpose - – The purpose of this paper is to empirically examine the relationship between lucky draw sales promotion (LDSP) and the four phases of brand loyalty in the telecommunication industry. Design/methodology/approach - – A self-administered structure questionnaire was used to collect primary data from conveniently sampled 338 lucky draw winners in the Ghanaian telecommunication industry. A response rate of 67.1 percent was obtained for data analysis using structural equation modeling approach. Findings - – It was found that LDSP positively relate to cognitive brand loyalty, and to behavioral brand loyalty through affective and conative brand loyalty. All hypothesized relationships among the sequential four-stage loyalty were confirmed, except the direct relationship between LDSP and behavioral brand loyalty. Research limitations/implications - – The findings are limited to lucky draw winners in the telecommunication industry. Practical implications - – Marketers can increase brand loyalty and profit more from their customers through targeted programs with hedonic benefits to build strong commitment level (conative brand loyalty), strong favoritism (affective brand loyalty) and strong beliefs about the superiority (cognitive brand loyalty) of a brand. Originality/value - – Theoretically, this study fills the void of empirical studies on non-price sales promotion techniques of lucky draw and customer brand loyalty in the telecommunication sector in developing economy context, and contributes to the body of knowledge in the area of customer brand loyalty and LDSP.

Impact of Demographic Factors on Technological Orientations of BOP Entrepreneurs in Ghana

The study explores relationship between technological orientations and demographics of bottom of the pyramid (BOP) entrepreneurs in Ghana. The study reviewed literature on the BOP concept. Based on the reviewed literature, hypotheses were developed for testing. Data was collected from 287 micro-entrepreneurs using a structured questionnaire. The data collected was analyzed using the analysis of variance (ANOVA) and regression analysis. The study found some relationships between technology acceptance, connectivity to networks and entrepreneurial demographics. This provides the information necessary for information communications technology (ICT) and technology companies seeking to expand to these new markets as top of the pyramid markets saturate.

Export promotion programmes and export performance: A study of selected SMEs in the manufacturing sector of Ghana

Purpose Many nations now engage in economic promotion of their countries in foreign countries. One major aspect of this activity is export promotions. This paper aims to understand the relationship between export promotional activity participation and export performance by Ghanaian manufacturing firms. Design/methodology/approach The list of manufacturing exporters was obtained from the Ghana Export Promotion Authority, and the convenience and snowballing approach was used to reach and administer research instrument. The relationship between export promotion and performance was estimated using a multiple regression. Findings The results of this study indicate that exporters should implement specific export promotion programmes if they want to enhance export performance and become successful. The findings of this study show that the programmes that have a strong positive relationship with export performance are trade fairs, foreign offices and tax and financial incentives. Originality/value The results of this study contribute to the international entrepreneurship literature in several ways. First, findings from this study contribute to the limited literature on exports in developing countries such as Ghana. Again, the study framework provides assistance to assess and monitor emerging trends in export promotion strategies. Also, export promotion, as a whole, provides a framework in which firms formulate strategies, allocates resources and seeks opportunities in a coordinated way. Finally, in the international marketplace, firms need to maintain their competitive edge, and it is important to operate efficiently and effectively using an appropriate export promotional strategy.

Brokering: Africa’s Unique Brand of Entrepreneurship

The concept of brokering has attracted intense scholarly and practitioner attention resulting in the proliferation of diverse forms of brokering. We examine the current state of literature in an attempt to identify possible link between brokering and entrepreneurship towards establishing brokering as a new form of entrepreneurship. After an evaluation of brokering and the entrepreneurship literature, there was a revelation of muted reception by scholars attempting to leverage on relational ties/or informal connections to bridge structural holes which could lead to revenue generation. The purpose of this chapter is to contribute significantly to existing literature in entrepreneurship by introducing yet another concept in entrepreneurship dubbed “brokering entrepreneurship” which is premised on informal connections to bridge structural holes. This concept is in its embryonic state; therefore, we recommend scholars to embrace the concept and advance future research in other jurisdictions since contexts play significant roles towards understanding the concept.

Impact of fraud on Ghanaian SMEs and coping mechanisms

Small and medium-scale enterprises (SMEs) are the engine of growth of most developing countries, as they employ a large number of people as opposed to large firms. Consequently, these enterprises should succeed in expanding to become significant employers and producers. However, what seems obvious at least through cursory observation is that the current state of SMEs betrays an economic loss with respect to the benefits that ought to be forthcoming from their potential. This loss can be triggered by a number of factors. The study determines the drivers of internal fraud and their impact on Ghanaian SMEs and prescribes coping mechanisms.,Primary data collected on 250 SMEs collected from various sectors across Accra, the capital of Ghana, are used for this study. Using a cross-sectional regression, the authors identify the key drivers of internal fraud that hamper the growth of Ghanaian SMEs.,The regression results show that although several fraud variables impact negatively the growth of the SME sector, it is only accounting fraud which is significant. This study also revealed that stealing, fake currency issued for the payment of goods or service and non-payment of goods or service account for almost 83 per cent of fraud cases experienced by SMEs.,The study was limited to the SMEs located in the Accra, the capital of Ghana.,The study will offer SMEs owners methods that will assist in their determination to fight fraud in the business that they manage.,The survival of SMEs is paramount to job creation. Consequently, combating fraud that stifle the growth of SMEs will allow SMEs to grow to their full potential and create more job opportunities for the unemployed. This will minimizes the social vices such as robbery, stealing, drug trafficking and prostitution that confront nations.,This study should be useful to managers of SMEs, auditors and the security agencies in developing economies in particular, in their quest to combat fraud within SMEs.