Research Proposa 1

RESEARCH PROPOSAL
Background to study
Product development is a series of steps that includes the conceptualization, design,
development, and marketing of newly created or newly rebranded goods or services. Product
development includes a product's entire journey from the initial idea to after its market release
(Techtaget.com)
A strategy on the other hand is a firm's game plan for competition and survival in a turbulent
environment. According to Mohamed et al., (2014), a marketing strategy is a process that can
allow an organization to concentrate its limited resources on the greatest opportunities to
increase sales.
Performance is the sum of all efforts that a company takes to deliver a product or service,
therefore is measured in terms of items produced and services performed within a given period.
Several marketing strategies can take microfinance enterprises from mediocre to successful when
utilized correctly. Breaking into a new Business climate and finding customers is hard work, but
when equipped with innovative ideas and proven techniques, financial markets sales personnel
can become extremely successful.
Product development strategy has been grounded on marketing mix theory and push and pull
theory. Marketing mix theory is still used today to make important decisions that lead to the
execution of a marketing plan. The idea of a marketing mix theory is to organize all aspects of
the marketing plan around the habits, desires, and psychology of the target market (Grönroos,
1994). The theory of push and pull is applied in today's market; pushing solutions are sometimes
seen by the customer as intrusive or overlooked by the customer as the solution gets lost due to
information overload. Pulling solutions has always been a part of most organizations. A
customer would visit the organization and ask questions and someone would answer them.
Microfinance institutions that emphasize the push theories often do so to increase efficiency.
They believe that if, for instance, they create the penultimate user manual that will cover all the
questions the customer might have; they will limit the amount of contact the customer needs to
make the financial institutions (Zmud, 1984). This study will focus on the effects of product
development on the performance of microfinance institutions: a case of AbiiNational. The topic
of product development strategy was chosen as an effort to find out whether different marketing
strategies undertaken by AbiiNational have any effect on performance.
Research Problem
The current globalization of markets has made businesses see the internationalization of their
activities as a way of remaining competitive. Product development strategy has become an
important tool globally for any organization to remain in a competitive market environment
hence stronger. Epetimehin (2011) sees strategy as a pattern of resource allocation decisions
made throughout an organization. This encapsulates both desired goals and beliefs about what
are acceptable and most critically unacceptable means for achieving them. Marketing strategy
implies the analysis of the market and its environment, customer buying behavior, competitive
activities, and the needs and capabilities of marketing intermediaries. In Ghana, the contribution
of the microfinance sector has been momentous but despite their significance, most microfinance
institutions are faced with the threat of failure with past statistics indicating that three out of five
fails within the first few months. The mortality rate of microfinance institutions remains very
high and affects both start-ups and older established institutions. Statistics indicate that the high
failure rates of microfinance institutions are largely attributed to weaknesses in financial
management and marketing. The alarming rate of microfinance institutions' failure is a major
concern hence the need to investigate their marketing strategies and determine if they have an
effect on performance.
RESEARCH OBJECTIVES
The main objective of this study is to establish the effects of product development strategy on the
performance of microfinance institutions: a case study of AbiiNational.
LITERATURE REVIEW.
Introduction
This chapter presents a review of the related literature on the effects of product development
strategy on the performance of microfinance institutions: a case study of AbiiNational. As
presented by various researchers, scholars, analysts, and authors. This chapter also provides the
theories underpinning the study.
Theoretical foundation
This section examines the various theories that were used to inform the study on the effects of
product strategy on the performance of microfinance institutions. The study was guided by the
following theories; marketing mix strategy theories, and the theory of push and pull.
Marketing Mix Theory

According to Gronroos, (1994), the theory of Marketing Mix was coined by Borden. The theory
is still used to make important decisions that led to the execution of marketing plans. A
marketing mix theory aims to organize all aspects of the marketing plan around the habits,
desires, and psychology of the target market. Marketing Mix Theory combines several
components in order to strengthen and solidify a product's brand and sell the product or service.
The components combined by this are product, price, promotion, and place forming the Four P's.
The marketing manager can control these four P's, subject to the internal and external constraints
of the marketing environment. The goal is to make decisions that center the four P's on the
customers in the target market to create perceived value and generate a positive response. The
marketing mix framework was particularly useful in the early days of the marketing concept
when physical products represented a larger portion of the economy (Grönroos, 1994). Today,
with marketing more integrated into organizations and with a wider variety of products and
markets, some authors have attempted to extend its usefulness by proposing a fifth P, such as
packaging, people, process, etc. Today, however, the marketing mix most commonly remains
based on the 4 Ps. Despite its limitations and perhaps because of its simplicity, the use of this
framework remains strong, and many marketing textbooks have been organized around it.
Push and Pull Theory

The Push and Pull theory of customer service is two theories, the "Push" theory, and the "Pull"
theory. The theory of push-pull has been most often applied to marketing processes by
businesses and organizations. (Terence Shimp) describes push-pull marketing as 'physical
metaphors characterizing the promotional activities manufacturers undertake to encourage trade
channel members to handle/ merchandise brands and persuade consumers to purchase.
Developed in 1911 by Fredrick Winslow Taylor in his work "The Principles of Scientific
Management." Businesses took his ideas to heart and started focusing on becoming more
efficient than their competition. This led to determining the needs of the potential customer and
pushing the solutions out to those customers. In today's, market pushing solutions are sometimes
seen by the customer as intrusive or overlooked by the customer as the solution gets lost due to
information overload. Many companies are moving away from the push theory to the pull theory.
That is, they are providing the information and solutions in a generally accessible format and
allowing the customer to determine what best suits their needs. One of the base assumptions
about pushing solutions (products, information, etc.) to customers is that the business or
organization can anticipate the needs of the customer in advance of the need and prepare the
solution ahead of time (Cooper & Kleinschmidt, 2015). Organizations that emphasize the push
theories often do so to increase efficiency. They believe that if, for instance, they create the
penultimate user manual they will cover all of the questions the customer might have and thereby
limit the amount of contact the customer needs to make to the organization. As well, by using a
push model the organization can limit those areas for which service is provided which again
might provide efficiency in the training of support personnel. This model has become more
difficult to implement as organizations believe they may be sacrificing effectiveness for
efficiency. Pulling solutions have always been part of most organizations. A customer would
visit the organization and ask questions and someone would answer them. In the case of "pull,"
the customer initiates the request for a solution rather than merely choosing a solution from the
solutions offered by the organization (Zmud, 1984). This is being used more often as consumers
have begun to distrust the solutions provided directly by organizations and wish to do the
research themselves. This model requires the business or organization to provide as many
materials as possible in as many formats as possible and hope that the customer discovers the
solution. This is not an efficient model from the customer's or the organization's point of view
but it is effective in many cases.
RESEARCH METHODOLOGY
Introduction
This chapter sets out various stages and phases that are to be followed in completing the
research. It involves a blueprint for the collection, measurement, and analysis of data. This
section is an overall scheme, plan, or structure conceived to aid the researcher in answering the
raised research question. The following subsections were included; research design, population,
data collection, and finally data analysis.

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RESEARCH PROPOSAL

allow an organization to concentrate its limited resources on the greatest opportunities to

can become extremely successful.

development on the performance of microfinance institutions: a case of AbiiNational. The topic

strategies undertaken by AbiiNational have any effect on performance.

Marketing Mix Theory

Push and Pull Theory

data collection, and finally data analysis.

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