School of Business and Economics

Unlocking sales potential: the influence of technology self-efficacy and lead qualification skills on adaptive selling behavior of salespersons in Uganda’s insurance firms

Mon, 01 Sep 2025 00:00:00 GMT

Unlocking sales potential: the influence of technology self-efficacy and lead qualification skills on adaptive selling behavior of salespersons in Uganda’s insurance firms Mwesige, Richard; Kabasinguzi, Brendaa; Bonuke, Ronald; Situma, Claire In the competitive landscape of the Ugandan insurance industry, salespersons’ effectiveness in adapting strategies to meet customer needs is crucial. This study explores the moderating role of Technology Self-Efficacy (TSE) in the link between salesperson Lead-Qualification Skills (LQS) and Adaptive Selling Behaviour (ASB). This was a cross-sectional quantitative study involving structured questionnaires distributed to 364 licensed salespersons across various insurance firms in Uganda. Data were analyzed through correlation and regression analyses, employing the Hayes Process Macro to assess moderation effects. The results showed that both the LQS and TSE had a strong positive association with ASB. Multiple regression analysis indicated that both the LQS and TSE significantly relate to ASB. TSE was found to moderate the relationship between LQS and ASB, enhancing salespersons’ effectiveness in adapting their strategies. This study advances our knowledge of adaptive selling within the Ugandan insurance sector by emphasizing the significance of the LQS and the TSE. It advocates that insurance firms invest in training programs that develop these competencies, ultimately improving salespersons’ ASB in a rapidly evolving marketplace.

Dynamic capabilities, organizational resilienceand firm poerformance of manufacturing firms in Nairobi, Kenya

Sun, 01 Feb 2026 00:00:00 GMT

Dynamic capabilities, organizational resilienceand firm poerformance of manufacturing firms in Nairobi, Kenya Kisale, Flora; Kemboi, Ambrose; Bonuke, Ronald Scholars have long observed that manufacturing firms in Kenya operate in highly competitive environments characterized by limited performance variability, prompting many firms to adopt various survival strategies. Increasingly, the literature highlights dynamic capabilities as critical for sustaining firm performance within the manufacturing sector. However, existing empirical studies on dynamic capabilities have been conducted across diverse industries and methodological contexts, yielding mixed and inconclusive findings. This study sought to examine the moderating effect of organizational resilience on the relationship between dynamic capabilities and firm performance among manufacturing firms in Nairobi County. The study was grounded in Dynamic Capability Theory and the Resource-Based View (RBV). Adopting a quantitative paradigm and an explanatory research design, the study targeted 6,038 manufacturing firms, from which a sample of 375 firms was selected. Primary data were collected using structured questionnaires and analyzed using both descriptive and inferential statistics. Multiple regression and hierarchical regression analyses were employed to test the direct and moderating effects. Key findings revealed that dynamic capabilities (β = .744, p < .001) and organizational resilience (β = .418, p < .001) have significant positive effects on firm performance among manufacturing firms. In addition, organizational resilience positively moderates the relationship between dynamic capabilities and performance (β = .184, p < .05), indicating that firms with higher adaptability and agility gain greater performance benefits from their capabilities. The study concludes that the joint development of dynamic capabilities and organizational resilience is essential for sustained competitiveness. It recommends that manufacturing firms prioritize capability enhancement, resilience-building mechanisms, and continuous technology and skills investment to improve long-term performance.

Moderating Effect of Tax audit probability on the causality between taxpaying attitudes and tax compliance behavior in restaurant of Uasin Gishu County (Kenya)

Mon, 01 Apr 2024 00:00:00 GMT

Moderating Effect of Tax audit probability on the causality between taxpaying attitudes and tax compliance behavior in restaurant of Uasin Gishu County (Kenya) Kimitei, Edwin; Kiprono, Eric; Sang, Jane We investigated the moderating influence of audit probability on the effect of taxpaying attitudes on tax compliance behaviour in restaurants in Kenya. Four linear regression models were compared. Estimations in the models suggest that taxpayers’ attitudesand audit probability have significant effects on the tax compliance of the restaurants, but the influence of external audit probability is more significant. Estimations in model where taxpaying attitudes without the moderating influence of audit probability exerted a significant effect on tax compliance by 22%, while taxpaying attitudes with the moderating influence of audit probability exerted 27%. Taxpaying attitudes with the moderating influence of the external audit probability dimension hada more significant contribution to the changes in tax compliance. The findings demonstrated that if taxpayers’ attitudes improved and audit probability was leveraged by the tax authorities, tax compliance behaviour of restaurants would be improved for restaurant owners in Kenya.

Effects of learning capabilities on supply chain performance of manufacturing firms In Nairobi, Kenya

Tue, 01 Oct 2024 00:00:00 GMT

Effects of learning capabilities on supply chain performance of manufacturing firms In Nairobi, Kenya Gituiya, Ann; Kimitei, Edwin; Limo, Patrick The main purpose of the study was establish the effects of learning capabilities on supply chain performance of manufacturing firms in Nairobi, Kenya. The study was guided by Resource Based View Theory. The study adopted explanatory research design. The study targeted a population of 750 registered manufacturing firms in Nairobi. The sample size is of the study was 261 procurement managers. The study used questionnaire as the main data collection instruments to collect primary data. Quantitative data collected using the questionnaires for all the objectives were analysed using descriptive statistics that is frequency, percentages, mean and standard deviation. Frequency tables were used to present the findings in relation to the objectives of the study. The inferential statistics used in this study were correlation and regression models. The study findings indicated that learning capabilities and supply chain performance of manufacturing firms had a positive strong and statistically significant correlation (r= 0.743; p<0.05). This implies that information sharing within departments enhances supply chain performance. The study concluded that leveraging learning capabilities, manufacturing firms can adapt to evolving market dynamics, anticipate changes in customer demands, and optimize their supply chain operations to achieve sustainable competitive advantage in the dynamic business landscape. The study recommends that manufacturing firms should ensure there exist proper company policy for sharing information within the company