EXAMINING THE EFFECT OF DIFFERENTIAL TREATMENT BETWEEN EXPATRIATELOCAL EMPLOYEE RELATIONS ON SALES PERFORMANCE IN FOREIGN OWNED FOREST INDUSTRIES IN MUFINDI DISTRICT

This study assessed the effect of differential treatment between expatriate local employee on sales performance in foreign owned forest industries in Mufindi District. The study adopted a mixed research approach, employing both quantitative and qualitative methods. For the quantitative component 100 respondents participated,while the qualitative component involved5respondentsQuantitative data were analyzed using descriptive statistics, correlation and regression analyses, whereas qualitative data were examined through thematic analysis. The findings revealed that perceptions of workplace fairness (DT1) do not significantly predict sales outcomes, while incentives (DT2) and compensation (DT3) both have a significant relationship with sales performance. The study conclude that the applicability of incentives and compensation has significant confluence on sales performance, although a notable proportion of firms still experienced declines. Based on these findings, the study recommends that management should address disparities between expatriate and localemployees, ensuring fairness and cohesion, which could further enhance overall organizational sales performance.