Avusa Publishing (East Cape) (APEC) publishes several of the oldest and best known newspaper products in the Eastern Cape. The Eastern Province Herald is currently the oldest daily morning newspaper in South Africa and the average daily circulation of the paper is 25 000. Its main distribution is in the Nelson Mandela Bay Metropolitan area, as well as the area up to the Garden Route and as far East as Port Alfred. APEC also publishes the Weekend Post. According to the financial statements and circulation and advertisement figures of the company, the revenue generated by the company has not increased, but stayed stagnant. In addition to this, the daily circulation of the flagship publication, The Herald, has decreased from 29 000 in 2005 to 24 000 in 2008. As the company only generates revenue from two sources, namely advertising sales and the sale of newspapers, the above mentioned situation negatively affects the financial wellbeing of the company. The management dilemma that needed to be researched was how APEC's circulation and advertising income could be increased. The primary objective of this study was therefore to improve APEC's sales success by investigating the determinants of such sales success. More specifically, the study investigated the influence of determinants such as newsworthiness, value proposition, brand awareness, customer service, customer loyalty, credibility and new media on sales success, as measured by increased circulation and advertising revenue. Convenience sampling was used to select 287 employees working for the company. A mail survey was conducted among these 287 employees, but only 114 usable questionnaires were returned (a response rate of 40 percent). The empirical results revealed that brand awareness, customer loyalty and the use of new media technologies exerted a significantly positive influence on the sales success of APEC. The results further showed that newsworthiness, editorial credibility, value proposition and customer service exerted no significant influence on the APEC’s sales success. Despite the latter findings, the results revealed that there was a high level of trust and loyalty in the editorial content of APEC, as well as the perception of good value for money among both readers and advertisers. The managerial implications of these findings are discussed and areas of future research are recommended.

Thesis (MBA)--Stellenbosch University, 2000. / ENGLISH ABSTRACT: The economic viability and continuity of any publication is determined by two critical factors, being: • The circulation of the publication, thus the readership, as well as • the advertising volumes of the publication. This particular study started by the realisation by management of the publication, Paarl Post, that these two critical factors had in real terms actually been declining since 1996, albeit marginally. The theme of continuous improvement was identified as critical in the process of eliminating "highs and lows", thus certain key areas had to be addressed. Furthermore these areas had to be continously evaluated and monitored. The process of change started with a process of gathering of information by means of questionnaires and personal interviews with certain key personnel by external consultants. A two-day session was scheduled where this information was processed with the help of the consultants and key personnel and the conclusion was made that the growth in circulation and advertising volumes and ultimately the growth in the publication was a function of certain key areas to be managed in the following way: • Cost efficient • Initiatives that lead to product growth • Optimizing of service • Continuous improvement of processes • Optimal use of manpower. The key areas of Marketing, Product, Communication, Processes and Information Technology were identified as key projects, which led to certain recommendations by these project teams based on abovementioned criteria. The "final" phase in the formal process, essentially a phase which never ends, is the implementation of the recommendations, and the continuous monitoring and following-up of the initiatives which ultimately develop to a continuous process of improvement, with the result: • Continuous circulation growth and • continous growth in advertising volumes, and ultimately continuous real growth in the community publication, Paarl Post. / AFRIKAANSE OPSOMMING: Enige publikasie se ekonomiese lewensvatbaarheid en kontinuïteit word deur twee kritieke faktore bepaal, naamlik: • Sirkulasie, m.a.w. die lesergetalle van die publikasie en • advertensievolumes Hierdie studie is gebore in die bestuur van die publikasie se waarneming dat hierdie twee aspekte van die gemeenskapskoerant, Paarl Post, sedert 1996 afneem in reële terme en dus die ekonomiese kontinuïteit van die publikasie bedreig. Die tema van voordurende verbetering is geïdentifiseer as krities in die totale proses ten einde "highs and lows" uit te skakel. Dus moes sekere sleutel-areas aangespreek word, maar hierdie areas moes verder ook deurlopend geëvalueer en gemonitor word. Die proses van verandering is begin deur 'n proses waarby eksterne konsultante betrek is om die eerste fase van die proses te fasiliteer in terme van die inwin van inligting deur middel van vraelyste en persoonlike onderhoude met sleutelpersoneel soos deur bestuur geïdentifiseer. 'n Tweedag sessie is geskeduleer waarby hierdie inligting met die hulp van die konsultante en die sleutelpersoneel deurgewerk is en die slotsom bereik is, dat groei in sirkulasie en advertensievolumes en dus uiteindelik die groei van die publikasie 'n funksie is van die mate waartoe sleutelareas van die Paarl Post as volg bestuur word: • Koste--effektief • Inisiatiewe wat tot produk-groei lei • Dienslewering optimaliseer • Voortdurende verbetering van prosesse • Optimale benutting van mannekrag. Die sleutelareas van Bemarking, Produk, Kommunikasie, Prosesse en Inligtingstegnologie is as projekte geïdentifiseer, waarvan die uiteinde is dat elke projekspan sekere aanbevelings moes doen aan die hand van bogenoemde kriteria. Die "laaste" stap in die formele proses, wat uiteindelik 'n stap is wat nooit eindig nie, is die implementering van die aanbevelings, asook die voordurende monitering en opvolging van die inisiatiewe wat uiteindelik ontwikkel in 'n deurlopende proses van verbetering, met die resultaat: • Volgehoue sirkulasiegroei, asook • volgehoue groei in advertensievolumes en uiteindelik voordurende reële groei van die gemeenskapspublikasie, Paarl Post.

[Introduction] An investigation of relevant literature reveals numerous studies on the principles of effective advertising communications. These studies are based on work done overseas and may not apply to Blacks in South Africa. Pioneer advertising research into the Black market has been conducted in recent years by the University of South Africa's Bureau of Market Research (BM). The resultant data obtained indicated that communicating to the Black market should be treated separately from communicating to Whites in South Africa and further research is required on the effectiveness of advertising communications aimed at Blacks. This study was designed to supplement the research conducted by the Bureau of Market Research rather than to validate these findings.