Factors affecting the performance of airline ticket sales of Malaysia Airlines System Berhad / Anis Amira Mukhtar@Muhammad

• Main Author: Mukhtar@Muhammad, Anis Amira
• Format: Student Project
• Language: English
• Published: Faculty of Business and Management 2011
• Subjects: Theory. Method. Relation to other subjects. Performance; Service industries; Air transportation. Airlines; Purchasing. Selling. Sales personnel. Sales executives
• Online Access: http://ir.uitm.edu.my/id/eprint/24738/1/PPb_ANIS%20AMIRA%20MUKHTAR%40MUHAMMAD%20M%20BM%2011_5.pdf; http://ir.uitm.edu.my/id/eprint/24738/

The purpose of this case study is to identify the factors that affect sales performance of an organization, which in this context, the performance of airline ticket sales of Malaysia Airlines. After going through supporting journals on the factors, the researcher then will analyze if Malaysia Airlines do practice the theory found in the supporting journals. Here, the researcher would examine if there is any gap between the one in the theory and the one practiced by the company. Having that done, the researcher will analyze if the factors practiced by the company have significant effect on the performance of airline ticket sales. Then the researcher will move on to the recommendation as to improve the performance of airline ticket sales of Malaysia Airlines. The researcher has found 5 factors that affect the sales performance of an organization in the journals. All the 5 happened to be practiced by Malaysia Airlines throughout those 5 years supported by the plans, campaigns, actions, and activities as evidence. However, there were few of them that the researcher did not find in the theory, which sill acted as gap between the company’s practices and the theory. The researcher then found that not all the factors practiced by the company have a major influence as to affect its sales performance of airline ticket. The researcher has given her recommendations as to improve the situation.