RELATIONSHIP SELLING: ITS EFFECTS ON SALESMAN PERFORMANCE IN SERVICE INDUSTRY

RELATIONSHIP SELLING: ITS EFFECTS ON SALESMAN PERFORMANCE IN SERVICE INDUSTRY

TABLE OF CONTENTS

PAGES

Title Page                                                                                                                               i

Certification Page                                                                                                                ii

Dedication                                                                                                                             iii

Acknowledgement                                                                                                               iv

Abstract Page                                                                                                                        v

Table of Content                                                                                                                  vi

CHAPTER ONE: INTRODUCTION

1.1       Background of the Study                                                                                        1

1.2       Statement of the Problem                                                                                        2

1.3       Objectives of the Study                                                                                           3

1.4       Research Questions                                                                                                             4

1.5       Research Hypothesis                                                                                               4

1.6       Justification/Significance of the Study                                                                5

1.7       Scope and Limitation of the Study                                                                                    6

1.8       Definition of Terms                                                                                                             6

References                                                                                                                8

CHAPTER TWO: LITERATURE REVIEW

2.1       Conceptual Framework                                                                                           10

2.2       Theoretical Literature                                                                                             13

2.3       Theoretical Framework                                                                                           18

2.4       Empirical Literature                                                                                                            25

2.5       Limitation of the Study/Gap to be Filled                                                              29

2.6       Relationship Selling In Nigerian Service Industry                                              30

2.7       Conclusion                                                                                                                31

References                                                                                                                33

CHAPTER THREE: RESEARCH METHODOLOGY

3.1             Introduction                                                                                                              54

3.2       Research Design                                                                                                       54

3.3       The Study Area                                                                                                         55

3.4       Study Population                                                                                                      55

3.5       Sample of the Study                                                                                                 55

3.6       Method of Data Collection                                                                                     56

3.7       Validity of Research Instrument                                                                            57

3.8       Reliability of Research Instrument                                                                                   58

3.9       Methods of Data Analysis                                                                                      58

3.10    Ethical Consideration                                                                                              60

3.11    Field Experience                                                                                                      60

3.12    Limitations of the Study                                                                                         60

References                                                                                                                62

CHAPTER FOUR: DATA PRESENTATION AND ANALYSIS

4.1       Introduction                                                                                                              63

4.2       Background of the Respondents                                                      &nbs