Profiling the customers of the e-commerce company Kalahari.net. The purpose of the study was to profile the customers of the e-commerce company, Kalahari.net which sells books, music CDs, DVDs, videos, computer software and hardware amongst others. The literature study includes a discussion of marketing management and e-commerce in South Africa. Customer profiling is discussed to indicate the need and importance of knowing the customer. The quantitative research was done amongst the customers of Kalahari.net by means of an online questionnaire in 2003. The findings concluded that the customers browse the Internet between one and five hours per week. The customers are aged between 21 and 25, mostly female, predominantly English-speaking, married, two to three people per household, have a monthly household income of more than R18 000, are well-educated and are residing predominantly in Gauteng. The study was concluded with the limitations experienced by the researcher and a short discussion of the general usability of the study. / The purpose of the study was to profile the customers of the e-commerce company, Kalahari.net which sells books, music CDs, DVDs, videos, computer software and hardware amongst others. The literature study includes a discussion of marketing management and e-commerce in South Africa. Customer profiling is discussed to indicate the need and importance of knowing the customer. The quantitative research was done amongst the customers of Kalahari.net by means of an online questionnaire in 2003. The findings concluded that the customers browse the Internet between one and five hours per week. The customers are aged between 21 and 25, mostly female, predominantly English-speaking, married, two to three people per household, have a monthly household income of more than R18 000, are well-educated and are residing predominantly in Gauteng. The study was concluded with the limitations experienced by the researcher and a short discussion of the general usability of the study. / Business Management / M. Comm. (Business Management)

Online marketing communication provides some of the cutting edge tools that can be used by guest houses to communicate their product and service offerings. The purpose of this study was to determine which online marketing communication tools can be used, and are in fact currently used by guest houses in Pretoria East. The results obtained from this study can assist guest house owner/managers in Pretoria East with decision-making on the communication of off-line and online marketing communication tools to be included in their marketing strategy. Primary data was collected by means of a survey with guest house owners/managers in Pretoria East. Specific corpographic details of guest houses in Pretoria East were identified. Furthermore, the most frequently used off-line and online marketing communication tools were identified, as well as the number of guest houses that have websites and the content of these websites. The findings suggest that guest houses in Pretoria East have to invest more time and money in implementing certain online marketing communication tools, such as social networking and use of Search Engine Optimisation (SEO). By implementing online marketing communication tools like these, guest houses in Pretoria East could enhance customers‟ awareness of a guest house. This study verified the importance of electronic tools such as the Internet and Web as an integral part of an organisation‟s marketing strategy, specifically for small businesses in the service sector, such as guest houses. / Business Management / M. Com. (Business Management)

This study is a qualitative evaluation of generated and nongenerated publicity using Unisa as a case study over a period of six months. The qualitative data were quantified through the use of content analysis. The study takes as its point of departure the importance of an integrated marketing communication approach. It indicates how an integrated marketing communication approach can secure that an organisation's publicity efforts contribute effectively to its marketing objectives. In addition, it indicates that an organisation can also deal with nongenerated, negative publicity much more effectively within such an approach. This study establishes that because Unisa did not adopt an integrated marketing communication approach, it had a detrimental effect on its efforts to generate publicity as well as on its efforts to deal with negative publicity. These findings are discussed in terms of specific criteria for generated and nongenerated publicity within an integrated marketing communication approach. / Communication Science / M. A. (Communication)

The purpose of this study was to examine the relationship between market orientation and business performance mediated by marketing resources and moderated by contextual factors. The study also examined the extent to which the conceptual model was a good fit to the sample data. A quantitative approach was used to test if there was a significant relationship between market orientation, marketing resources, and business performance. For the purpose, a cross-sectional survey was carried out to obtain data pertaining to market orientation, marketing resources, contextual factors and business performance. The unit of analysis of the study was banks consisting of 3 public and 15 private banks. A sample size of 507 consisting of 492 branch managers and 15 top level marketing managers was used in the survey. With a response rate of 87.97%, 446 questionnaires were collected of which 377 were used for data analysis. A SEM was used to test the extent to which the theoretical model fits the sample data. Mediation analysis was used to test the indirect effect of market orientation on business performance and hierarchical regression analysis was used to test whether the relationship was moderated by market dynamism, competitive intensity, and government regulation. Finally, an independent t – test was used to examine the statistical variations between public and private banks in terms of market orientation, marketing resources, and business performance. The confirmatory factor analysis revealed that the modified model was fit with the observed data in terms of chi-square and the individual indices. The total effect of market orientation on business performance was moderate with a 0.36 regression coefficient. The indirect effect was high with a 0.91 regression coefficient where complete and inconsistent mediation was found due to suppression effect. The moderation analysis revealed that the interaction effect of market dynamism, competitive intensity, and government regulation was not statistically significant. Finally the result showed that there was a statistically meaningful difference between public and private banks in terms of market orientation, marketing resources, and business performance. Banks in Ethiopia shall strive to segment the market, differentiate their services, and build a strong brand with clear identity. Banks in Ethiopia shall also build on their marketing resources to enhance their business performance. / Business Management / D.B.L.

Dissertation submitted in fulfilment of the requirements for the MTech: Internal Auditing In the Faculty of Business at the CAPE PENINSULA UNIVERSITY OF TECHNOLOGY, 2010 / The concept of Small Medium and Micro Enterprises (SMMEs) was created and implemented by the South African Government in an attempt to improve the economy of South Africa, reducing the unemployment rate and eliminating poverty. As a basic objective, SMMEs strive toward sustainability, however in recent years sustainability is at an all time low as substantial a number of these businesses fail to become viable entities. Popular literature show that Fast Moving Consumer Goods (FMCG) retail SMMEs make ineffective use of their accounting resources, resulting in them making critical business decisions without understanding and interpreting their financial performance or financial positions. These decisions have a ‘toxic’ affect on their business sustainability and as a result, it is perceived that these SMMEs make inefficient use of financial performance measures. The key objective of this research is to establish what financial performance measures sourced from accounting resources are regarded as being critical for the sustainability of FMCG retail SMMEs during the current dispensation of an economic depression in South Africa. To achieve the above dispensation, applied research will be used using ‘action research’ as the primary research paradigm supported by questionnaires for the purpose of data analysis, results of which were analysed using descriptive and inferential statistics. Recommendations culminate from the research to mitigate the research problem.

[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.

MSCAGR (Agricultural Economics) / Department of Agricultural Economics / This research aimed to assess the profitability of sweet potato production enterprises. The focus areas were on: determining differences in profitability of different sweet potato enterprises located in different villages; identifying factors that affect the profitability of sweet potato enterprises; determining differences in the sweet potato markets; and identifying marketing channels utilised by sweet potato enterprises. The study was carried out in 8 villages in Makhado and Thulamela local municipalities of the Vhembe district of Limpopo province. There were 78 sweet potato farmers identified and interviewed as respondents in the study. A gross margin analysis model was used to calculate the profitability of sweet potato enterprises, while a multiple regression model was adopted to analyse factors that affect profitability of sweet potato enterprises. The study revealed the domination of females in sweet potato production, wherein 69.2% of the respondents were females. Furthermore, the study revealed that 16.7% of the respondents were illiterate, 24% of the respondents had never received any form of agricultural training. The findings of the study revealed that sweet potato production is a viable and profitable enterprise in the study area. Farmers recorded an average gross margin of R11 329.94 per ha. Furthermore, labour cost and fertilizer cost accounted for the highest costs incurred in production contributing 45% and 32% respectively to total costs. The results of the study further revealed that six variables were statistically significant to profitability. Occupation status, farming experience, unpaid family members, and labour cost were statistically significant to profitability at the 1% level of significance; whereas tractor hire cost and chemical cost were statistically significant to profitability at the 5% level of significance. The study recommends that stakeholders involved in agriculture and community development should attend to issues such agro-processing trainings and extension services offered to the farmers in the Vhembe district.

MSCAGR (Agricultural Economics) / Department of Agricultural Economics and Agribusiness / ABSTRACT This study was carried out to determine how members of households perceive economic benefits of production and marketing of Moringa in the Thulamela Local Municipality. The study adopted the snowball sampling procedure to identify the population of members of households who produce and market Moringa. Simple random sampling procedure was adopted to select 146 participants from the identified population. The Cross tabulations and Probit regression model were used as the analytical tools for this study. The results of the study revealed amongst others, that majority of members of households who were producing Moringa had no access to Moringa markets, and most of them were aware of the economic benefits of Moringa. The statistical significant variables which influenced the perceptions of members of households regarding economic benefits of production and marketing of Moringa were level of education (p < 0.01), Moringa farming experience (p < 0.05), access to market (p < 0.05), as well as the access to information (p < 0.05) about the production and the demand of Moringa produce. The study concluded that majority of respondents perceived that the production and marketing of Moringa would help to achieve sustainable livelihood for people living in Thulamela Local Municipality, while others were of the view that Moringa has the potential to improve nutrition, boost food security and foster rural development. The study recommended that establishment of Moringa markets, formation of Moringa cooperatives and promotional campaigns to educate members of households about the economic benefits of Moringa should be enhanced. / NRF

Companies in commoditised marketplaces such as the fresh milk market in the Western Cape are seeking ways to improve sales and increase their market shares relative to the competition. This study explored differentiation as a viable competitive strategy in the Western Cape fresh milk market to increase market share and drive brand preference. Using telephonic interviews to administer a structured questionnaire to a randomly selected sample of 300 respondents, the study undertook to identify Western Cape milk consumers’ procurement behaviour, the attributes that consumers look for when selecting fresh milk and their selection criteria when choosing between fresh milk brands. The study found that nine attributes influenced the consumer’s choice of fresh milk brand, with price, consistency of taste, consistency of colour and expiry date being the most important. Brand attributes such as the company image, environmental concerns, company location, animal welfare and packaging played a less prominent role, but were also considered by consumers when selecting a brand of fresh milk. The study concluded that while price was the overriding decision-making variable, a differentiation strategy based on the nine identified attributes, or a subset thereof, will influence consumer procurement behaviour and potentially sway consumer preference. The study contributes to the existing body of knowledge on differentiation as a competitive strategy and specifically applies it to the Western Cape fresh milk market. / Marketing and Retail / M. Com. (Marketing and Retail Management)

M. Tech. (Department of Logistics Management, Faculty of Management Sciences), Vaal University of Technology. / The primary objective of this study was to investigate the supplier relationship management practices at Eskom. Currently, the challenges faced by the parastatal include diminished reserve margin, increased unplanned generation plant outages as well as coal supply and quality constraints coupled with ever-rising primary energy costs. It is, therefore, evident that as a national asset, Eskom cannot overcome the current challenges successfully without strong partnerships with key suppliers. A framework for supplier management containing four different elements was researched. The first element, which forms the basis for all supplier management operations, is the development of supplier management relationships. The framework also includes supplier collaborations and the various aspects of discovery, supplier pre-selection, and supplier selection, which relate to finding, qualifying, and choosing the best suppliers. Lastly, and also very important was the supplier development and localisation as well as the legislature thereof. A quantitative cross-company survey was conducted using a sample of 260 suppliers, who have been on the database for more than twelve (12) months and who responded to the business requests to update the data on the system. The findings of the study are largely supported by the literature. Finally, the study makes recommendations and highlights further research, managerial, and policy implications.