Factors Affecting the sales volume. of Community Pharmacies in Addis Ababa

Abstract

The main objective of this study was to assess the factors that affects the sales volume of community pharmacies in Addis Ababa Ethiopia by using descriptive and explanatory research design. A researcher used a stratified sampling technique which is random sampling for the study. A total of 274 questionnaire were distributed to the pharmacists, druggists, and staffs of selected pharmacies in Addis Ababa. The response rate of 261 participants was responded which is 95.26% response rate achieved. Quantitative research approach was utilized for data analysis by collecting primary data from the sample respondents by using structured questionnaire. The study used correlation analysis and multiple Regression analysis by using SPSS version 23 present and analyses the collected data and the results presented using frequencies, percentages, mean, and standard deviations using tables. The findings of the study reveal that competition, efficiency, pricing and site/location had significant effect on sales volume of community pharmacies in Addis Ababa. But selling brand products was found to have insignificant effect on sales volume. Therefore, community pharmacies should pay attention to the factors that have significant effect on sales volume. ethical competition among competitors, understanding the weakness and strength of competitors, and competitive and reasonable pricing has a crucial effect on sales volume. Site/location has also a notable influence on sales volume in the industry. Key words: price, brand, site/location, competitors, efficiency and sales volume.