Browsing by Author "Miriti, Ben David"

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    Effect of Pricing Strategy on the Performance of Pharmaceutical Distributors in Nairobi County, Kenya
    (International Journal of Social Science and Humanities Research, 2024) Miriti, Ben David; Mutinda, John
    The pharmaceutical industry's poor performance can be attributed to the high levels of domestic and international competition it is subjected to from raw material importers and finished product manufacturers. Reforms such as generic strategies on performance, standardizing protocols and practices in the pricing and delivery of pharmaceutical and non-pharmaceutical supplies, and lowering the barriers to entry for pharmaceutical companies are needed to ensure that Americans have access to low-cost medical products without having to sacrifice their financial stability. Therefore, pharmaceutical distributors need to strategize ways to increase their edge over foreign competitors. Therefore, this study seeks to investigate the effect of pricing strategy on the performance of pharmaceutical distributors in Nairobi County, Kenya. This investigation utilized a descriptive design as its research strategy. For this study, 45 drug wholesalers from Nairobi County were the subjects. The CEOs, GMs, and marketing managers of the pharmaceutical distribution corporations made up these distributors. The study's methodology included polling Nairobi-based drug wholesalers. The study used a structured questionnaire to achieve this goal. For reliability and content validity, Cronbach's alpha was used. The primary method of data collection for the study was to conduct interviews with managers. The data was coded and then analysed using SPSS, Version 22.0. We determined the association between the dependent and independent variables by employing regression and correlation analysis. The findings indicate a robust relationship between pricing and performance. The study concludes that implementing an effective pricing strategy can help pharmaceutical distributors in Nairobi County, Kenya, gain a competitive advantage and increase their market share. The study recommends that the firms should conduct thorough market research to understand the demand and supply dynamics of pharmaceutical products in Nairobi County. This includes analyzing the pricing strategies of competitors, identifying customer preferences, and assessing the purchasing power of different customer segments.
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    Generic Strategies and Performance of Five Pharmaceutical Distribution Companies in Nairobi City County, Kenya
    (Kenyatta University, 2024-10) Miriti, Ben David
    The pharmaceutical distribution sector in Nairobi City County, Kenya, faces intense competition, regulatory challenges, and dynamic market conditions. To maintain competitive advantage and improve performance, companies need to adopt effective strategies. However, it remains unclear which generic strategies such as differentiation, pricing strategy or focus are most effective in enhancing the performance of pharmaceutical distribution companies. The study investigated generic strategies and performance of five pharmaceutical distribution companies in Nairobi City County, Kenya. The study was guided by the following objectives; effect of pricing strategy, effect of differentiation and effect of focus strategy on the performance of pharmaceutical distributors in Nairobi County, Kenya. The study was underpinned on the theory of configuration, resource theory, and the Five Forces model of competition which served for the research. The study used descriptive research design. The target population consisted of 45 of the top 5 pharmaceutical distribution companies, making up the sample size of 36, which included the Chief Executive Officer, general manager and marketing manager in the pharmaceutical manufacturing companies. The study was a census of pharmaceutical manufacturing companies in Nairobi. A structured questionnaire was used for data collection. The questionnaire was tested through pilot testing for its validity and reliability. The pilot test was carried out to identify design and instrumentation vulnerabilities and to establish alternative data for probability sample collection. The study was conducted in two pharmaceutical manufacturing firms outside Nairobi city County and 6 senior level managers were involved. Content validity was conducted and Cronbach’s alpha used to test for reliability. The study used primary data which was gathered from the managers. The data was coded and then analyzed using SPSS, Version 22.0. The study determined the association between the dependent and independent variables by employing regression and correlation analysis. The findings showed that differentiation strategy pricing and focus strategy positively and significantly influenced performance of pharmaceutical companies in Nairobi County, Kenya. The study concluded that managing the production expenses enhances business performance as a result of increased profit value. It was recommended that pharmaceutical distribution companies should conduct customer satisfaction surveys in order to bridge the niche that may be identified. This will them in a position to offer the relevant products and services and gain customer loyalty which eventually leads to increased profitability. Future areas of study should focus on other competitive strategies since the three generic strategies that were identified did not account for 100% of the variation in performance of pharmaceutical firms.