COMPETITIVE STRATEGIES ADOPTED BY SMALL- SCALE ENTERPRISES IN EXHIBITION HALLS IN NAIROBI

Abstract

Small-scale enterprises within Nairobi have witnessed a dramatic change as a result of Business Clustering in premises commonly known as “exhibition halls”. This study sought to establish the various competitive strategies adopted and to establish the relationship between factors determining their competitiveness. The firms were sole traders firms, partnerships and family business units. An analysis of the activities of small-scale enterprises revealed the various strategies and relationships that were the determinants of competition. The findings indicate that the enterprises use similar competitive strategies. The strategies adopted were related to pricing and cost management, product and marketing. This study has shed light on the competitive strategies adopted and has highlighted the factors that managers in this sector have to give great attention to for survival. We recommend extension and replication to test the results in other contexts in Kenya and other East African countries where the small-scale sector is becoming a key government policy issue.