Promotional mix variables differ in effectiveness in generating
consumer interest and influencing purchase decision. In this study, an
attempt is made to evaluate the effectiveness of advertising, one of the
promotional mix element used by NASCO group of companies, Jos.
Current, NASCO household products are market leaders in most part of
the country . this study reveals the extent to which advertising is
considered a central in delivering the company’s corporate objectives.
The population for this study consist of (1,000) out of which a sample
size of one hundred and Ten (110) is chosen for this study.
In addition the following hypothesis have been tested and proven in
this project:Ho: Advertising is insignificant in the new product
development and marketing process especially in NASCO group of companies
Jos. H1 Advertising is significant in the new product development and
marketing process especially in NASCO group of companies Jos.
Based on the test carried out using the chi-square techniques the
calculated x2 hypothesis has a higher rating of 15.3, than the tabulated
value and thus H1 is accepted. The study further found that despite
the important role of advertising in influencing customer purchase
decision on NASCO products, the over reliance on TV commercial
advertising is not ultimate as other advertising media are also
important in a competitive marketing environment like Nigeria.
It is thus, recommended that urgent steps must be taken to asses
media preferences of consumers with a view to adopting other effective
media strategy for the company.
TABLE OF CONTENT
Title page - - - - - - - - - - - i
Declaration - - - - - - - - - -ii
Approval page - - - - - - - - - -iii
Dedication - - - - - - - - - -iv
Acknowledgement - -- - - - - - - -v
Abstract - - - - - - - - - - - vi
Table of content. - - - - - - - - - vii
1.0 Introduction - - - - - - - - - 1
1.1 statement of problem - - - - - - - 2
1.2 Objective of study - - - - - - - - 3
1.3 Significant of study - - - - - - - - 4
1.4 Scope of the study - - - - - - - - 4
1.5 Limitation of the study - - - - - - - 5
1.6 Statement of hypothesis - - - - - - - 6
1.7 Defination of terms and concepts. - - - - - - 7
2.0 Review of related literature - - - - - - 10
2.1 defination and concept of advertising - - - - 10
2.2 Concept of advertising - - - - - - - 12
2.3 The proportion of income to be allocated for advertising a
product. - - - - - -
- - - - 15
2.4 What is a new product - - - - - - - 18
2.5 Classification of new product - - - - -- 19
2.6 Why the need for new product - - - - - 21 - -
3.0 Research methodology - - - - - - - 25
3.1 defination of target population and sample size - - - 25
3.2 Defination of collected methods - - - - - - 26
3.3 Primary data (a) the questionnaire
(b) personal interview - - - - - 26
3.4 Statement of hypothesis - - - - - - - 29
3.5 Description of data analysis procedures - -- - - 30
CHAPTER FOUR :Presentation And Analysis
4.0 Introduction - - - - - - - - - 32
4.1 data analysis - - - - - - - - - 33
4.2 Oral interview analysis - - - - - - - 40
4.3 Analysis of management questionnaire - - - - 41
5.0 Introduction - - - - - - - - - 49
5.1 Discussion of result - - - - - - - - 49
5.2 Test Of Hypothesis - - - - - - - 51
5.2 Comment on the result of analysis - - - - - 57
6.0 Introduction - - - - - - - 59
6.1 summary -- - - - - - - - - 59
6.2 Conclusion - - - - - - - - - 60
6.3 Recommendation. - - - - - - - 61
Bibliography - - - - - - - - 64
Appendix 1 - - - - - - - - 65
Appendix 2 - - - - - - - - 70
In our contemporary world, advertising serves as one of the media
vehicle through which any organization or potential buyers of goods and
services and to form direct communication of persuasion nature to
existing customers or the generality of the populate. In communication
system (through whatever means can deliver its message to recipient or
receiver in a way and manner that the receiver will receive and perceive
The word advertising is derived from the Latin word advertero and
meaning it turn literally, it means to turn people’s attention to
specific thing”. Nothing definite can be said to how ad is the method
of advertisement. It was originally used to warn public against
something either drive or attract the public from something bad or good.
It is presumed that the first advertisement was sometime in the form of
stenciled. Inscription which were found on earthen bricks prepared by
the Babylonians above three thousand years before Christ
In the olden days, the advertisements were more passive and extremely
limited in scope. The earliest forms where signboards and writing on
the walls of prominent buildings. The art of printing further aided in
the technique of advertising through hand bills magazines and newspapers
pamphlets and hand book.
In a free or capitalist economics, promotions play an important rule.
This is creating awareness for new product. This fact has been
established by marketing experts. As a tool, promotion can be used for
not only creating product awareness but also in estimating demand
through a variety of techniques. The techniques are advertising,
personal selling, publicity and sales promotion. Firms can use any of
these or a combination of one or more to achieve their promotional
goals, depending on the nature of the product, the firm financial
Due to springing up of soap manufacturing industries in recent years,
with existing of the imperfect competition and different brands in the
soap market there is the need for effective advertising strategy which
will not only informs and persuade, but also remind the customers to
maintain the brand.
In the present day competitive environment in our business set up
especially in toilet soap industries in Nigeria, it is absolutely
imperative for the strategy resembles and immeasurable investment to the
organization in which a return is expected. The NASCO Marketing company
limited should find it necessary to design advertising campaign in such
a way that will attract the attention of customers invariably this will
end and the strength of its product line and sales.
This research is therefore intended to analysis the extent to which
NASCO marketing company limited is using advertising strategy to market
its new product beauty soap in the face of its competitors offering the
same toilet soap, it also intended to highlight any constructive
alternative or suggestion for over coming any advertising bottle neck
that might arises.
1.1 STATEMENT OF PROBLEM.
The basic problem for research is to justify the effectiveness or
impact of advertising to adopt make sales especially during the
introductory stage and why is it that during introductory stage of the
product life cycle a new product dies not reaching the growth or
maturity stage. What method(s) of advertising are to and whether those
methods are actually effective enough to achieve the desired goals.
Over the years, many organization in Nigeria seems to believe that
once goods or services are produced, there is ready market for such
goods and services. As they do not seem to recognize or appreciate the
place or role of advertising towards achievement of their organizational
profit or sales objectives.
1.2 OBJECTIVES OF THE STUDY.
In the kind of adventure, there must be a study to ascertain its
success. If that is a general and acceptance principle the researcher
also has some reasons in going into the study under consideration. In
view of fact, this study is carried to achieve the following objectives.
1 To examine the significant of advertisement as it effects the
development introduction and growth of new product in the market place
2 To access the degree of the effect of advertising on new product
performance in comprise with competitive product in the market place.
3. To determine the degree of association that exist between the advertising expenditure, and the annual turnover/profit.
1.3. SIGNIFICANT OF THE STUDY.
This project will be of importance to the (NASCO)company limited in
adopting a more effective way of advertising to take care of uncertainly
in the future which is likely to occur in the industry especially in
marketing new product entrance. The finding of the study will also be of
immense benefit to other companies who may wish to carry out further
research work on how advertising can be used when a new product is
introduce into the market. The finding will be useful to the marketing
department of Kaduna polytechnic who may be interested in researching
further into advertising new product or services in Nigeria and final
year student in particular who will graduate and go into business word
to face problem in the advertising system of the organizations, the
student may find themselves.
1.4 SCOPE OF STUDY
The study is concern with advertising as a promotional tool for marketing
New product a case study of the NASCO marketing company in
the advertisement of beauty toilet soap manufactured by NASCO beauty
care division and would in addition be limited to the company’s area of
operation due to the financial and time constraints
1.5 LIMITATION OF THE STUDY
The scope of the research is limited by factors inherent
in our environment such as finance, time and attitude of respondents.
The limitation encountered in the course of the investigation are listed
It is evidently clear that things are very difficult in
Nigeria these days. This problem becomes more apparent due to the high
cost of transportation, a considerable increase in price of writing,
typing and binding material at the time of writing this project due to
the devaluation of Naira.
The researcher had struggle in between lecture period and
data collection. As a result of this, some places which were to be
visited were abandoned.
The attitude of some consumers or customers who could not
,fill the questionnaire correctly and even some did not return the
questionnaire at all. Also attitude of the administrative marketing
manager of NASCO towards answering questions. There was the suspicion
that information revealed could be used to the detriment of the company,
or could be revealed to competitors despite the assurance from the
researcher that all information provided will be treated with utmost
1.6 STATEMENT OF HYPOTHESIS
For the purpose of this study the following hypothesis have been formulated
H0: Advertising is insignificant in the new product development and
marketing process especially in NASCO groups of companies, Jos.
H1: Advertising is significant in the new product development and marketing process especially in NASCO groups of companies Jos.
1.7 DEFINATION OF TERMS.
- 1. Marketing the management process responsible for identifying, anticipating and satisfying customers requirement profitable.
- 2. Product. Product is anything that can be
offered to market for attention, acquisition or consumption, it includes
physical objects, services, personalities, places, organization and
- 3. Proportional tool. is are the various methods
pf proportion that a company can adopt. Such as advertising, personal
selling, sales promotion, public elations and publicity.
- 4. Advertising this is a form of paid public
announcement intended to promote the sale of commodity or services or to
bring about some other effects desired by adviser. It is essentially a
form of communication through such diverse media as handbills,
newspapers, letters and radio television broadcast.
- 5. Market share is a firm percentage of the industry’s total sales.
- 6. Invocation a new approach or concept in the, production cycle frequency involving the use of invention practiced task.
- 7. Product life cycle. Is an attempt to recognize
district stages in the sales history of the marketing of a product that
begins with commercialization and end with, removal from the market?
- 8. Modification Any adjustment of an existing product settle and color or model any product improvement or brand change.
- 9. Media mass communication channel through which a
message is passed across to the audience for example, television,
radio, magazine etc.
- 10. Personal selling. The process of making oral commercial representation during buying or selling interview or services.
- 11. Marketing strategy. This is the marketing logic by which the business units expect to achieve the marketing objectives.
- 12. Sales promotion. It has been destined as a short term incentive to encourage purchase or sales of product or services.