University of Nigeria Research Publications

OBIANYI, Kenneth Chidi

Aut

hor

PG/MBA/95/18912

Title

Appraisal of the Promotional Strategy Adopted by Rental- Entertainment Industries in Enugu ( A

Case Study of Valenino Rentals Ltd.)

Facu

lty

Business Administration

Dep

artm

ent

Marketing

Dat

e June, 1998

Sign

atur

e

( A CASE STIJDY OF VAI,l.;NT'INO RENTALS I,INITED,ENUCU) '

- A RESEARCH PJI0JF:CT SUnTclITTED I N

P Z T U " P.E FULFULMENT OF THE REQUIFZEMEKI'S FOR TRE AWARD OF A MhSTER O F n1JSJNESS ADFlINJSTRATION (PEW)

DEGREE TN PIARKETING

KENNETH CHI DX On1 ANY I

DEPARTMENT OF MARKETING

ThCCTJ.TY OF T)USINESS AD111 N'I STRATION

IJNTVERSITY OF NIGERIA

SUPKRVTSOR; P17OF. C . S . ONYEBUAGU

CERTIFICATION -.

KF:NNI?TH CIIX?31 OnTANYI, a postffraduate s tudent

o f the Department o f Mnrketing w i th R e g i s t r a t i o n

Numbcr ~;/XRA/95/189 12 hns s n t i s f n c t o r i l y completed -

t h e rcrluirem-nt f o r course and resenrch work f o r t h e

(Marketing),

T h e work cmbodi c d , l n t h i s p r o j e c t i s o r i g i n a l

nnd has not been snbmit . tcd for nny other degree of

t h i s or nny other Univers i . ty . I t URS carr i ed out

r~rilirr the s u ~ l c r v i s i o n of the undersigned,

I

Prof, C.S. Onyebuagu

P r o j e c t Supervisor ,

D r . A.N. Ifczue

HEAD OF DEPARTMENT

A pro,jc.ct n t t.hi s n n t t ~ r e d e f i n i t e l y demands

~l i c i ti nlr; i nformntion from numerous sources , I nm

t h ~ v r f n r c grrnt l y indebted to n l 1 thoac who s t ~ p p l i e d

1 h~ nccrq-nry jnforma t i o n s w i t h o u t which the preparnt-

i c n n f this work \qol~id not have been p o s s i b l e ,

C.S. ONYERUAGU, my l c c turer / supcrv i sor f o r h i s p ~ t i e n c c

?IS nyrprrcintion also ~ o c s t o t h e e n t i r e staff nnd

? ? : l r : : r ~ ~ ~ n i c . r ~ t , cspcc i a 11 -y t hc Gcncrnl Mnnager of Vnlent ino

r - n i . I ~ q t r?o nrlmcrous t o mention, I. a l s o wish t o thnnk

scni or Evnngr.1 l s t S, Akcccl.~, s e n i o r Evangelist James

! ) I srmoh (J-P) , n l l t h e c l crcy and more dear ing ly Mr,T,A,

or. ji t \ l l r , cont,r*ihutcd i n no s n l n l i mensure t o t h e successful.

cnrnpl ~t i an of t his w o r k ,

PREFACE d'

The importance o f Promot iona l i n t e r p l b y i n any

o r ~ n n i r a t i o n cannbt be o v e r emphasized. T h e r e f o r e

t h e r n t i o n a l e behind t h e e x e a u t i o n of t h i a p + o j e c t

i s t o f i n d o u t , a y d t c m a t i c n l l y and emper i ca l ly ; t h e

i nf 1 ucnce o f v a r i o u ~ Promot iona l Strategies on

errs tomers p a t r o n a ~ e d?ccisions w i t h g a r t i c u l . a r r e f e r e -

nce t o V a l c n t i n o R e n t ~ l s L imi t ed , Enugn, Promofion

n s a marke t ing mix, when i n t e r a c t i n g w i t h o t h e r mark-

e t i n ~ mix such as pro&tc t , p r i c e and p l a e e on a wall

fir t i cr l la ted and co-ordincmted mthrketi ng program,& h e l p s

i n n e h i c v i n ~ o r g a n l z ~ t i o n a l g o a l s .

I The e n t i r e work i s d i v i d e d i n t o f i v e c h a p t e r s .

Ctmptcr one i n t r o d u c e s t h e t o p i c . F u r t h e r t h e problem

i s d e f i n e d find t h e o b j e c t i v e s , h y p o t h e s i s , scope;

1 i m i i ntions of s t u d y nnd s j . g n i f i c a n c e of t h e s t u d y

wcrc s t a t e d ,

Chnpter two d e a l t w i t h t h e l i t e r a t u r e ra=%a* scd

t h e o r e t i c a l c o n s i d e r a t i o n ,

lffere r e l n t e d p n s t ' w o r k s were reviewed and t h e o r i t i c a l

c o n s i d e r a t i o n on t h e p r e s e n t s t u d y was a l s o brougHt

i n t o f o c u ~ i n c l u d i n g t h o h i ~ t o r i c a l background and '

o r p ; m i z a t , i o n a l s t r u c t u r e o f t h e case s tudy.

crp three invc? :red the r,:

s t rldy w h i ch embrnccs Ihc solirccs o f clntn, d2t.n coll-

r?t:t. inn r n ~ t h o i ? ~ , snmpll r s i z e dcttrminntion, quest ion-

. . r n r \ l y ~ i s o f dntn col lcctetl during; the f i e l d s u r v e y , -

:IT t w h i c h t tic post111 ntccl h y p o 1 , h c s i s were s t a t e d ,

Ch:l?'t cr f i V c conf n i nc.d i . h ~ summary of t h e f i n d i n g s ,

r ~ : * n w ~ i c ~ n d n t . i o n s r ~ n d cnncl vrsi on ,

w a i i

)+ r i i i

YO xi.%

n xiv

LIST OF FIGURES

TABLE OF CONTENTS

TITLE PAGE

f i

iii

iv

v

r i i

viif

ir -

I. P t l istsrical Development

9.2 Socie-Eeenamfc And Political

Benefit And Negative Aspect . ----- 93

1.4 Statement of Preblem ----. . 18

1.8 Limitations Of study ...-- 2%

1.9 Profile Of Study i -.--- 23

REFERENCES

CPJAPTER ONE

4 . 0 PNTRODUCTION - AN OVERVIEWt P

The Rcntrrl - Entertainment Organisation in flip-dn mold the world RE l w g e cannot be regarded

nn R contemptwary bumineoa endeavour. Being a

mcrvicc oriented enterpriae, Rental - Entertainment bo~inesu has evolved over the years from a ludicrona

to R more lucrative buainess process especially as

i t b m i c ~ l l y tilts towards serving the social facil-

i t y needs of a large number of consumer population,

The R e n t a l - Entertainment services proffer temporary mcqr~ i si tion, hiring or l.easing of entdrtainmeat facil-

i t i e s vis-a-vis household utilities which connuoners '

mny n o t readily own due to the co~plex-peculiaritiem . .

aS RUCA component facilities and also because of the

varping financial canmittments involved in the purch-

rise and ownership of these facility items. Far example,

people are compelled to hire canopies or tents, chairs,

p l ~ t e ~ , cutleries, cold van e t c , during major social

events such as marriage ceremonies, birthday parties,

nnming cerernoniea etc.

The Encyc lopaedia deac r ibed t e n t am " p o r t a b l e ahe l -

t e r c o n a f s t f n ~ of a framework covered by ecome'flexhblc

P suhs t ancc t t . I t hnn been i n u se i n t h e norwadic tribes

of t h e world from W P I C ~ ent c i v i l i ' e a t i o n much as ' the

Asagrimn t o t h e WeAouin~ of Marth Africa and the Mem

Rant, tent^ are azed f o r a wide variety of pnrpasew

i n c l u d i n g r e c r e a t i o n , pub l i c g a t h e r i n g such i s circusa~,

re? ip$ourr s e r v i c e s , t h e a t , r e . p c r f o r m a n c c ~ ~ and exhibitiam,

3 t has v ~ r i o u s types nnd ~ h a p e s and u s e s p a t forward a s ,

a ) A r c t i c typca

(h) Crimping i n b o v n t i o n ~ and conveniences

(c) Circus ~ i . d c ? rhow nnd b i g t o p s t r u c t u r e s ,

( d ) F n p t r e p e r i o d bedroom ,design, and

(e) T k b e t m yark hair dwe l l i ngs ,

The b i b l i c a l r e c o r d s f o r i n a t a n c c t h e book of flfi.rst

S n m t ~ c X ~ c k n p t e r 26 v e r s e s 6 and 7 p o i n t s t o t h e f ac t t h e e

uns? o::w nntdans especially t h e 1 a r a e l i t . c ~ h l - ~ r h g uarz

nnd i n t h e i r Exodus t o n c q n i r c same strategic gcogrnph-

i c n l h m h i t a t i o n . ~ f o r expnnsion p i t c h e d t e n t s f o r encamp-

m e n t , T e n t s e v e n t u n l l y t r anscended t o be known as

manor which t h e hourgeos i e o r l o r d s i n t h e e a r l y cen t -

1:r i e s hnd ns n temporary convcnienccs f o r f e s t i v e socf n l

n c t i v i t i c s which c o r ~ t e m p o r n r i l y i s r c f c r e d t o as canopy,

The E n c y c l o p e d i a d c s r r i b e s t h e canopy a s "an a r c h i -

t e c t u r a l projecting woad o r c o v e r ~ u s p e n d e d o v e r &n

T t a r i )gi nnl 1 y- symho lized a d e v i n e and r o y a l

prrscncc nnd p r o b a b l y d e r i v e d from t h e cosmic a u d i e n c e

t c n t o f the Achntrnenid Winas of P e r s i a . I t is a l s o

s n p p o r t c d by p i l ~ r s o r p o l e s .

B t w i l l he p e r t i n e n t t o rnentIon t h ~ t t e n t s and

. cnnopi e s are con t c m p o ~ ~ n r i l y b e i n~ used i n t e r c h a n p b l

t o 1.0 f 1 ruct nny t r ~ n s c f errt strut ture t h a t g i v e s s h e l t e r

tlnr-i nq snr i n l g n t h e r i rigs n s they h ~ v e s imi lar s h a p e

nnd s tr~~ctrm-c . The S h k e s p c r i n n e r a t o a l a r g e d e g r e e

h i q h l i ~ h t c.d tile need nnd use o f t e n t s and manor i n i t s

1 i t c r n r y coPBcc t ions .

In N i q c r i n , heforae the n d v e n t a n d a c c e p t a n c e o f

cnnopy o r t c>nt , R S an rrl t c r r r n t ivc tempornry s h e l t e r

r ~ s c d a t c o n g r e g n t i o n q ~ t h e r i n ~ s nnd social e v e n t s ,

m c e t i n ~ s and s o c i a l f e s t i v i t i e s were convened u n d e r

F o c a l l y c o n s t r i l c t c d pnlm f r o n d b o o t h s a n d bambo t rcers

co r l s t r r i c t cd i n t o henchcs t o s i t t h e v a r i o u s s t r a t a o f

~ 1 1 ~ " t.s.

Although this practice wns t h e fashion t hen ,

y e t i t . wran ve ry urneamfort.able because t h e g u e s t 8

wprc exposed t o some n n t u r n l h a z a r d s such as rain- wi.nd

f n 1 . l nnd d u s t from hcnvy,which moist t i m e s pulled

down the make-shift Pocnl t e n t s ,

The e r a of tent or canopy i n t r o d u c e d a l e a p

P ~ r w f i r d i n modcrnixntion e f f o r t 8 e s p e c i a l l y i n t h e

* 7 0 b s t h r n u ~ h the t c c h n n l a g i c ~ l s o p h i s t i c a t i o n s and

~ r t i s t i c d e s i ~ n m bronp;ht nnd p n b l i c i s e d by some

innovntars. Therefore, the i n t r o d u c t i o n of t e n t s and

rnnop ics cnn he described n s nn a r t i s t i c inspiration

i n t p r m s of i t s d c s ~ g r ~ s and c o l o u r ,

P y l v n Okereks , ( ~ s R J ) ~ , d e s c r i b e d this as "an

i nspi red c r e ~ t i v e proccsm c o n s c i o u s l y or unconsc ious ly

t h r o a ~ h r c l j a i o u s and f i p i r i t u n l i d e a s o r from mere nes-

% h r P i c cxpcrience nnd t . na t eW,

The use of t en t or cnnopy i n Nigeria i s a lmos t

ns o l d ws the h i s t o r y of man h imse l f , Man has progres sed

P?*nm the IIS* of cave nnd tree ehsde as shelter t o the

n s p o f t e n t n l though n t a v e r y c rude manner us ing

nnimnl skin and WRR more commonly used a-g t he i

nnrrnndic tribea,

A more nophiaticated and advanced pattern of

t e n t ~ n d cnnopies cnme through t h e Enrepeanu via

the ailiterg in their qreret f o r coloniels in the

Wentern Coast of A P r i c n f o r which Nigeria is a

pnrt . They pitched t e n t s , the p~ttern which was

very common to the military even contemparwrily is

preri a a l y the * A e type , t o u i v e them shelter. More

nn the n i s u i a n n r i G s that l n t e r foPlswed chnmgioncd

. t h e use of this ehePter i t em. For instance, t h e

~ e v r n t h day, mdventint church, Catholic and Anglican

Cnrnnrlnion had these canopies crbove their p u l p i t s and

n * ~ t s d d e t h e church t o accaamabate the worshippers,

Thc e x t e n s i v e u ~ e of these tents and canopies

azdccd m r e r e c o p i t i o n i n t h e 70's a s more people

h n w now emhr~ced 1 % ~ impartnnce at various soc ia l

c v e n t a , The current vogue h ~ n different designs,

shnpe and ~ t Q r ~ c & i v t calours which makes eociaP events

vcmy gay, The most recent types started coming into

n q ~ in the early v 9 0 v ~ and i t forms a substantial part

qnn1 i t y o f s e r v i c e i n t e r m s o f t i m e l i n e s s , ~ c c u r a c y

nnd t l c x i h i 1 i t y 9 ' .

T h i s means bhnt consrrmers o f ' t o d a y i r r e s p e c t i v e

c f their C I ~ R S s t n t u s i n t h e s o c i e t y a r e v e r y cons-

c i 011s o f whnt t h e y btry, from whom t h e y buy and when

tkcv buy, I t becomes i m p e r n t i v c t o n o t e t h a t i n

pi-acinci na rind a t t r a c t i v e 1 y p n c k n ~ i n g a p r o d u c t , t h e

n a ~ d s o f t h e t ~ r g e t n u d i e n c e has t o b e t a k e n i n t o

c o n s i c l e r n t i o n and the a p p r o p r i n t e p r o m o t i o n a l s t r a t e g y

n d o p t c d tcr i n f o r m them.

6 DR. Emenike Okpnrn, ( l 9 R 8 ) , q u o t i n g Laite King

F:dwnrd v i i i seid, " I f you hnvd someth ing good t o sell,

do n o t whisper down n wel l " .

C o n s e q u e n t l y , c u s t o m e r ' s p a t r o n a g e and s u b s e q u e n t

improvement on t h e " R e t u r n s an I n v e s t m e n t w ( R O I ) on

any R e n t a l - E n t e r t a i n m e n t f i r m i s t o a l a r g e e x t e n t a

f n n c t i on o f haw e f f e c t i v e m d e f f i c i e n t t h e s e p r o m o t i o n a l

' I ! ! rr-f ,qi r l r n f ' i ~ t i r;fot.v;s tI):lt c o n t c m p o r n r y social -

o t r i 1 rir . ' ; ; ~c~ : !~ : i r - r s c o n ~ ~ l c t c covcrSnyc of most n c t i v i t i c s

, : ~ , ~ 1 1 r 1 ~ :!: I T , : ; i t4v ; r : : w l r i c11 r t1111 (1 be storcd for ~ c n c r ~ t -

i o r j r : * $ c ; ' t ' ( ; : i J I' ' L O r ? l > l ' l ( ' ~ i : \ t e S ~ I ~ C C n l l cars and cyvs

- I ? -, p . ~ b ~ ; G I I I C C P ~ i l l 1 <\ t o p):ootl f v s t ~ V C on(1 c o 1 0 ~ r f ~ l cvunts ,

( i i ) I t i q :;:I r - t t c m j ) t t o open u p ncw c h n l l c r l g c s

28

D i r e c t l y below the apex . p o l i c y making body

i s the C,cncr:~T Mrrnn~er, IIe i s the Chief Executive

o f tlrc R e n t n l o u t f i t , nnd i s dircct ly r e s p o n s i b l e

to t h e nonr-(1 of D irec tors , Ifc . i s the Pink between

~ ' ~ r f o r r n i n g dun1 ro l e n s n memhcr of the Roard of

!j ircctcrs n s wel l ras the l ender o f the Management

r : idre, for which cvcry other o f f i c e r i n the company

i 7 r lcspons ib lc t o h i m .

0t?icbr s c t o f o f f i c i n l s i n the hiernrchy are the

v n r i o u s Hcnds of ncpnrtmcnts such 0s;

( i Accounts Department

( i i ) Operations and Personnel Department

( i i i ) Trnnsport nnd l o g i s t i c s Department -

Other smnll.cr uni t s i n c l u d e s ;

( j ) the vidco 2 c n t n l U n i t ,

( i i ) the comput c r progrnmming Unit .

(i i i .) srcretnriaJ. ' U n i t ,

7. I)nni el Muzyka

R. l3.N. Cross

Encyclopnedia Americazn

Internn t i o n a l ,Edi t ion .

( G r o l i e r I n c . Ilanbury,

Connect icut , v o l . 2 6 , I W G ) .

pnge 500-50 1,

A r t ITistory Review

( V i s i o n Inc.I , td, ¶VE),

page 1.

Journal o f Marketing

Ffnnegernent,

(Depnrtmcnt o f Karkctixqr;

Maiden i s s u e , v o l . 1,29R3),

page 8.

Danking and Finance i n R i g e r i a (Graham Burn,

This Day

(Stinday, February 9,1997),

Organisat ion and N ~ n a g i n ~ (New York: he p r e s s , 3958: , pnge 209,

I ri ccr-nnmi c s ! hc\::w-y , Lhc ~.ssc:11:.i:1l. 1;cr'pose O F

, I : : i v i i s 10 chnnyc Lhc loc;! t ion .?nd

:!l ; :r: ;- c f ' I , ! I T dern;~nc! (l?cqvrnuc) c\1?'\-e f o r n con;~:rnp~ s

y . j i: Le;ii;c7 C o ;\n incrc:.sc in snlc. .; vb.lum! n't

. r ~ i l r . , n price nnc: :%is4? r?rl ~ I : c c l ~ s t i c nat;~l;.c of !':IS

I F - . w , t 'J1":5 m k i r ~ ~ 3. t. i I I C ] ::::ti C , Thc cl:i.r.,g:'*nrn bcl OK

?:r.::i: f7cccr i l ) r . s Ilrlr. :::.i t.ttfif;ior;,

F i g . f

; #,-*: i n, nslt 1 , ~ r : d q t (.a ?ii t n c ~ s such promo'ciz~nnl s! oynns

11 i 1 : T 1 0 . 7 7 d!:, P?c!.:::~P;??"~.c and rnng.r1zj.nes , R S Val r n t i no

l l ; . n + n l c: - ".?os t : . iKp: i n c t r ' l e " , C ~ c n - C o 1 n - "!Tercts t h e

r r .- 1 f.ili I!,?" , YICON NC'G R IIT;,'ril?: I?~YI"I'P,S - 'vI,ct.s s p o i l

.1 ,‘ ? l i t ;c! ( , n , r LI p - "'Pic r i i f f c r e n c e i s clenr" . ?,:. r. <.. .., ;1r.8?mr;i.i csnr;? r t v-ni c r i cs 1 nd:-~y h0.s hccornc :nos t

~-n- t ! i I ' : ,:! i cat P;! c j l c r ; ; ; I ':?. h ; , ~ : TI:; pn.;sr;l th ror lgh the

1 : s ! d : , ; " - r \ ~ ? p:- i .m-l t f v p hr;:*d f a c e i n f 0 r m . n . t -

: r , ' i 1 r> i t L: ! . I Y ' ; ~ T C I I ~ ~ ; ' T I ~ ? I : i P Y , ~ t v 3 q :\ mcnns of s o r t ,

, , . I ; .I I - ~ ; - P ' ~ - -r)rl p r n s ! ) v c t i v e oncc: a l i k e , t o use t h e i r

j+:bt I i cu 1 nr I.i.:;nr;ed r.n:ll c.ri n l s anti parts in place. of those

'1 i c): 12 i i l l c r* i t : ' ( . . X c r : . * - : ~ c l l known or i ~ r - < . not Inbelled

. . f , + 7 i c. -

40

out.Ti t with proliric rwssurces cfin' aff or6 t he

t : ,n t consumer products FrcqaentPy attracts

e l f Cercn t iromcr t i o n d otl t 1 ook than the'

industrial p r o i i ~ c t s.

T1? ;':is is b e c a ~ s e , on thc catcgory of consumer goods,

n promot i axil mix/metli.a is inf iucnccd by tbc consid-

crntion on whether t h e prodac t is a convcniccse,

siro?2i.ilg o r specialty i.tern.

< i v j The s t q c of the TrcCcct Eifc-Cycles This also . -.

i n f Pltcnces Lhc promotion xix,/me6f a, A t the

i n t r c r t u c t i o n stage , n d v e r t i s i n g is necessary

t o infcra end educnte potential custorne~s on

t h c cxlstccrtce o r the new product, the

trade shows, t o s t i m l a t e priinar-y demand ralker

t o nnrraw t h e number of mnrketing decision which must

he hnsrd on judgement alone. Using the systea a s a

toal to supple,%ent judsement, Rental outfits can Aavc

at t h e i r fin;<aa&ips t h e la&eat.markcting PnEormOion

to m k c enlightened operating and policy dceieisns.

This work dorue by researchers, how eve^ has a t r e a w ~ d n c a

r ~ l r v o n c e ko t h i s study, an appraisal ag t h e ~raaotlac~i

f ! l t l I 17 : ;Yyfi !n:lfyc I??- l l ~ i n q r;l!<tc-i. cazm- ,

r 7 r . i c : r t i o n nn ,.nri:ib: : i i ! r t c : :!;::; ;; cI~an:c in

2, I , o v c lock

'i;unc::~mcrrtr?; s of iYa'rkcti rig

(Kc C r a w Eiill Pyerson I n c , , 1975) 2nd c d i . t i s n , p n ~ e 4 8 4 ,

Advert i s ing Wrnndcd parts to

Ci>l3SIlTT!43rS , ( ? l n r r n r d n u s i n e s s Rcvi c w

~ 0 1 . 2 5 , autumn, 1946-47j2nge 925.

91 C

Planning and Contrsl .,-

(Wew Jersey: Prcnt2ce R a l T ,

1980) page 32-33,

T h e esscrick of' t h i s rcscnrch w w k is to

The neccsssnry d a t a and other re la ted

- 1 ) 5 , nr~:srl:;~;rcrr TNSTT'R~%Nrf/(;iilfSrr'IONN:l.IRE: M ~ S ~ ; C ~ N ~ ' N G : -- , , . .

Thc9e inc ludcs sl;ch s t i i t i s t i e n f tools 2 s :-

( j ; ~ ' { I C Ci::@ of q b l i \ ~ k i nfi:?;>< I"C.

i i ) in;7:1 ~ ~ ) \ L C ~ V ~ G \ W S

or alternative. Iferc they nrs allowed t~ exprcss

To dctcrminc t h r p u p u l f i t i o ~ ~ ; o r t h i s s t u d y ,

rr pi 8.ol. ,s'irk*v:!y O F 5 0 c::i.r,t.owcr.;; wrts conducted, T h i s

G < ciarity, t h ~ t 811 the a n a l y s i s on the side

nf the management were b a s e d on the 25 quest ion-

n ~ i res d i s t r i h u t ed and collected back, while or.

T h i s exercise w a s OP course within the sco'pc

T h e scientific method a d o p t e d was t h e percentage

c l i stsibutisn method, descriptive analysis and any

ather stat ist icsX t ~ b i e as may be required in L k e

analysis. The questionnaiines were d i s t r i b u t e d

The table above shows how the questionnaires were

ion in t h e course of t h i s s t t idy ,

- - - - I .- . . - b !Ivo.of /NO. I No.of of Pahi- I $!I#*S i i o ~ ~ e : i l , * a r d ' posit i re I t i ve R e s .

I 1 1 Response

No,of ! 5; of ?:;.- - > Seg~tkve r i v e ~ c , u - 3 , I

! r i I i ! 1 t

I 'O i s t r i - h I I \ t ; b l l t <*(I ! 1 i

50-4 f o r the management w h i c h s t a t e s ,

Y n l r n t i z n Rentals i Lini tcu I

The t a b l e above showed that 1 G S of mansgenefit

s t n f f affirmed Y a L e i ~ t i R l f l l Rentals L i m i t e d as the Ease

C)IJT.:S?'TON Xa. '7 - Asked, 30 YOU T!!TNK TliAT ?":?ERE IS SEX3

TO CZEhTE AND REIi'3WRCE taPJAX34XSS A?iOL*;

YOC'R RilSIKESS ANT) 3TS INVEN"i'3RXS.

Gi'YST: ON 50. :? - AS A COi?GT,Y ,ARY TO QUES'FXBW NO 7 , YOU FIWFXKE TOUR RIISIXESS '1'0 CREA'X

AMARZ**S'SS?.

OWST TON h'n, 9 - TF YKS ., K!73:CYT GF 'XESE P~ONCJTEONAL, ST't=.'.T--

xcxs/mon,s no rcy vsw.

. ' r . : . f r.. m r . / : . < r ~ : -. ~ : ' L ? G o l ono N t ~ n of the ;Fi responi3~;-its

n r r u r j r I PC; p ~ n h ' f i c i % y as n tom1 ror promotion but 6.7%

T r n n the R W ; Y S ~ R , 3774 of the mnn~~ement. respondene

- E 1 ' Z : :-.-rnrl? i vr C.j?linns An. of Respondents) $ D l r;tribution I 1

(. 7:> . : : 1.9 ~ n d P a h B c ~ , 2!, I c ~ s c d pub2 ic address system

V.~';I ; i e .7:: U S P G C ~ C ~ ~ P * I , T vnn, 55; c.f thr cnstorr,er :-PS;~~~?.:-A--

r : : ~ k r - n b a ~ s c c n s i der-~ i? : r i r ' i n;r; t ents/can@gies and chni rs/

# . . . P 2G52 o r t3en p r c f ~ r r t d hiring all. the f nventoriu;,

e . ; r r r v i c : e nTZar@d by Va' t?nf;li.;i.;,

-- ." , . ) + nna l y s i . ~ i - ;np2i PC tlttlat most cwtorners may have p l i ~ c . e d

I . ..-;.i;.,-4 1i~;;.;rtrlsr;rc to t ~ n ~ . . . f ; / ~ ~ n n o $ i e s and c P I ~ ~ r s / t a h Z ~ ~ If:::*

'j ' a .r .. ,:P S:'IC:! t P: - F P . C P ' ~ 0 r' t.hc ; < I : C S ~ S c u m i Bering some

;t ..+, t , i - ,= : .7 !,i;- 'L - ;la;nFMOZ S;PC> n s i ~ ~ t . ~ ~ ? i l : ~ , d u s t tic, ~ t ' ? d Q:.s<~

. r n m : " n ~ - l r d ? c s i t . t i . ng w r u . : t i ~ p ; c m ~ r l t .in a i i s o c i a l ;rrnt..c-Lio:,-s,

- ., .. :, .7Y '; w z s ;:owever CO; 1 ~ l ? i ~ i ' . l t ~ C \ i n C ~ ~ C S ~ ~ B I E 740.4 w:ien ';be

p , . :: ; \-, -". ,,,> >* 7- ' -7 .\ -..*,:i-:-e ax:<cc 9

.- I " , - : IT!. . : G : : T P ~ : ; W P F C a s k c r l ~ i s i rsg qtrcskion No, 12 to apg~.i:;i .t;e

. ' 4 r + ;;,-: : I : - P i j f t h c x i z - rcl ; r f . i o n s l ~ i p 17'i t.h V a l ~ n t i r : . ~ ~~C;?::;IIS,

rcn'i:,?: S C T ' V ~ C P ~ o f l ' r r i n r . :~ since t h e r t s soc in tcC

, -. . . ?,. c: .. . ,- c. :-. ;: . -, :- "a c iii c i s vrry taP f n r FP proper man.?,yv-

( r ) C f l t : < - - r j ~ ~ c-'--/ pi pc 2, /---- ---.---. - jl

( c ) ? , p i n t mcijia f " - 7 ( A ) lr3-ii.l bo.3I~C J I 4 . P . . - /

University sZ Nigeria,

The enc losed ques t ionna ire is forwarded yqn fez-

t s e n t c d w i t h the utmost conCidentialitg,

Thank you,

V ~ r y o f t e n

. - k . ' - - . :, ,>:it f i r e t : ;c cocf r n n t i n x ?rr;:!lcrns oc y o ~ ? f ? ? L : S ~ ~ C : = - ' - ; ?

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