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Due to regionalization and global competition, many companies have turned their attention to other markets outside the domestic ones in anticipation of securing profitable market(s) for their products. Cormart (Nigeria) Limited is one of such companies, seeking to expand beyond its domestic borders. Cormart is a Nigerian trading company specializing in Industrial Raw Materials and Chemicals. It represents the business interests of top Multinational Companies that wish to do business in Nigeria. In line with its expansion strategy, Cormart seeks to introduce its newly developed spray starch product (RENEW) into the Ghanaian market.
Channels of distribution are important factors in the connection between goods and services produced for the final consumer and, therefore, determine the effectiveness with which they are delivered and ultimately availed to the final consumers. Globally, studies show that channels of distribution and sales play an essential role in building bonds between manufacturers, retailers, wholesalers and their consumers. The main purpose of this study is to examine the influence of distribution channels and networks on customer choice of fast-moving consumer goods (FCMG) in the Upper East Region of Ghana. The study adopted a quantitative approach and questionnaires were used to collect primary data from 110 customers of Unilever Ghana Limited in the Upper East Region of Ghana. The findings reveal that product-related factors, such as the price of products, perishability of products, size and weight of products, promote the effective distribution of Unilever goods and services, whilst consumer-related factors, such as the number of customers and increased consumer base, promote effective distribution channels. The study also established a positive influence of factors, such as incentives, receiving feedback and sales performance, on customer choice of fast-moving consumer goods (FMCG). Managers and producers in the FMCGs industry should implement reward and incentive programmes and policies to boost the sale and distribution of fast-moving consumer goods and services in the retail industry in Ghana.