Transparency as Key Indicator for Improving Sales Performance in the Telecommunication Sector (A Study of MTN Nigeria)

Abstract

The study investigated the impact of transparency on sales performance of MTN Nigeria, Rivers State. It sought to establish the extent of perceived trust, perceived honesty and improve communication on sales performance of MTN Nigeria PLC. Descriptive research design was adopted andthe population of the study comprised of senior managers of MTN Nigeria. A judgmental sampling technique was adopted to select 121 senior managers of MTN Nigeria who are directly in charge of sales in their respective branches. Questionnaire were used in data collection. Three research questions and three hypotheses were formed. Data were analyzed using mean and standard deviation and Pearson product moment correlation coefficient was used to test the stated hypothesis at 0.05 level of significant. Findings revealed that customers perceived trust in MTN Nigeria PLC has impact on their sales performance toa high extent. Findings also reveal that perceived honesty has impact on the sales performance of MTN Nigeria to a high extent. Improved communication system has impact on the sales performance of MTN Nigeria PLC in to a very high extent.The study concluded that there is significant strong positive relationship between organizational transparency and sales performance of MTN Nigeria. The study therefore recommends that managers in the telecommunication sector in Nigeria should leverage on building trust, honesty, and improved communication to ensure that customers and stakeholder interests are sustained while improving sales performance.