4TH Semester edited.pdf

A STUDY ON THE BRAND PERCEPTION AND POST PURCHASE

BEHAVIOUR OF CUSTOMERS TOWARDS THE PRODUCT LINE OF

BAJAJ LTD.

REVA INSTITUTE OF SCIENCE AND MANAGEMENT 1

1. INTRODUCTION

1.1 MARKETING MANAGEMENT SYSTEM: AN OVERVIEW

Marketing is a total system of interacting business activities designed to plan, price,

promote and distribute wants satisfying products and services to existing and potential

customers. The concept of marketing is essentially a concept of customer orientation.

For a long time it has been preached by all, including Mahatma Gandhi, that the

customer is king. What this implies is that products/services are bought not merely

because of their quality, packaging or brand name, but because they satisfy a specific

need of a customer. It also implies that organizations have to provide services to their

customer and that too without any obligation. In other words, marketing means

understanding and responding to customer needs, pre requisite for any organizations

success. And this cannot be ignored by any organization in todays competitive

environment.

However, to be successful, any organization has to be competition oriented too. It has

to continuously determine its competitive advantage and should take steps to further

augment it. Thus, the marketing concept involves.

Customer orientation

Competition orientation

The ability to respond to environmental changes (changes in consumer needs,

competition, government policy technology) before the competition.

The process of marketing involves an exchange transaction between the buyer

and the seller. In this form, the origin of marketing can perhaps be traced to

the first known human civilization. The barter system is well known to us.

Today, in this system, money has replaced the commodity. Here we can see

the difference between the marketing and barter other than the means of

exchange.



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In other words marketing is:

Understanding consumer needs

Environment scanning and market opportunity analysis

Development of a competitive marketing plan and strategy such that an

organization is able to satisfy not only the consumers needs but also achieve

its own objectives

Implementation of the marketing plan and development of tactical plans to

overcome problems at the market place

Development of control mechanisms

CORE CONCEPTS OF MARKETING:

Marketing boosts a rich array of concepts and tools. Let us start by defining marketing

and then describe its major concept and tools.

MEANING:

The term Marketing is derived from the Latin word Marcatus which means trade

merchandise or the place of business.

In common language it refers to a certain place where buyers and sellers personally

meet each other for marking purchases and sales.

Example: Vegetable Markets.

DEFINITION:

According to Phillips kotlar A Market is an area for potential exchanges.

That means a group of buyers and sellers interested is negotiating the terms of

purchase and sales of goods and services meeting together at a certain place or

may be through other means of communication such as mail phone or through

middlemen.

Prof Seligman defines the Market as Coming together offers and demand for

economic goods and services irrespective of physical presence.



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MARKETING:

NEED:

Human needs are states of felt deprivation they include basic physical needs for food

clothing warmth and safety. Social needs for belonging and affection and individual

needs for knowledge and self-expression.

WANTS:

Wants are the form human take as they are shaped by culture individual personality

by ones society and are described in terms of objects that will satisfy needs.

DEMANDS:

People have almost unlimited wants but limited resources. Thus they want to choose

products that provide the most value and satisfaction for their money. When backed

by buying power. Wants become demands.

NEEDS , WANTS & DEMANDS

PRODUCT

SERVICES VALUE

SATISFACTION AND QUALITY

EXCHANGE TRANSACTION S

AND RELATIONSHIP

CORE

MARKETING

CONCEPT



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PRODUCTS:

Anything that can be offered to a market for attention acquisition use or consumption

that might satisfy a want or need is a product. It includes physical objects, services

persons places organization and ideas.

SERVICES:

Any activity or benefit that one party can offer to another that is Essen Ally intangible

and does not result in the ownership of anything.

VALUE SATISFACTION AND QUALITY:

Customer value is the difference between the values and customer gains from owning

and using a product and the costs of obtaining the product.

Customer satisfaction depends on a product customer satisfaction depends on a

products perceived performance in delivering value relative to a buyer expectation.

Total quality management programs designed to constantly improve the quality of

their products services and market process. Quality has a direct impact on product

performance and hence on customer satisfaction.

EXCHANGE TRANSACTIONS AND RELATIONSHIPS:

Exchange under marketing is said to be an act of obtaining a desired object from

someone by offering something in reference exchange is only one of many ways that

peoples can obtain a desired object.

A transaction consists of a trade between two parties that involves at least two things

of values agreed upon conditions a time of agreement and place of agreement

relationship marketing is the process of creating maintaining and enhancing strong

value-ladder relationships with customs and other stakeholders.

MARKETING MANAGEMENT:

Marketing managements defined as the analysis planning implementation and contrary

programs designed to create build and maintain beneficial exchange with target

buyers for purpose of achieving organizational objective thus marketing management

involves managing demand which in turn involves managing customer relationship.



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IMPORTANCE OF MARKETING:

As explained earlier product of goods & services will be meaningless unless they are

moved from the places of products to the place of consumption.

This can be done only through the process of marketing so marketing plays an

important role in the economic system of the country the benefits of marketing can be

considered and imp beneficial categories. (Beneficiaries)

Benefits of marketing to the society.

Benefits of marketing to the manufacture.

BENEFITS OF MARKETING TO THE SOCIETY:

Marketing is the benefited to the society at large of several benefits that the marketing

activity provides they are.

Marketing makes goods and services more useful to the society by creating

place, time and possession utility that by moving them to the place where they

are demanded, when they are demanded and to them whom it was needed by

transporting them.

Efficient marketing enables the identification of requirement of the consumers

and supply only those goods and services that marketing helps the consumers to

get what they want.

Marketing reduces the cost of reduction cost of distribution results in lower

potential retail prices for the customers.

Efficient marketing ensures optimum flow of goods and services continuously

from the places of products to consumption to avoid function like booms and

busts and keeps consistency in marketing activity.

Marketing involves a number of there are performed by a large number of

people that is provides gainful empty to millions of people.

Marketing helps to raise standard of living of the community by providing

empty with income.

Efficient marketing contributes to the maximum orientation of available

resolves ensures maximum of supply to the society.



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1.2 BRAND PERCEPTION AND POST PURCHASE BEHAVIOUR

BRAND:

A name, term, sign, symbol or design or a combination of them intended identify the

goods and services of the setter and to differentiate them those of competitors.

BRANDING:

Branding is the practice of giving a specified name to product or group of products

from one seller. Branding is a management process by which a product is named that

branded when a brand receives legal protection and right of its exclusive use by its

owner. It is referred as Trademark.

Types of Brands:

1. Individual Brand:

A firm may decide upon a policy of adopting distinctive brands for each of its

products.

Ex; ITC limited. Given different brand names it is called Family brand.

2. FAMILY BRAND:

When a firm is making many lines of products is given particular brand name it is

called family brand.

3. UMBRELLA BRAND / COMPANY BRAND:

When all the products of a company have the name of the company as a brand name,

such brand name is known as umbrella brand or company brand.

4. COMBINATION DEVICE:

Under this device each product of the company has an individual brand name but it

also has the name of the company brand to indicate the business house producing the

product.

Ex: Tata is Taza many companies use this device profitably.



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5. PRIVATE OR MIDDLEMANS:

Under this arrangement manufactures introduces his products under the distributors

brand name. In India this practice is popular in the woolen hosiery, sports goods

market segment. The manufacture merely produces gods per the specifications and

requirements of distributors and he need not worry about marketing middleman enjoy

more freedom in pricing products sold under their own brands.

PURPOSE OF BRANDING:

Brand facilitates distinctiveness from the rival products that are In the market.

Branded goods create customer satisfaction by providing Standard quality

products.

Branded product possesses an individual identity either for the Manufactures

seller or the distributors.

Brand helps or facilitates customer shopping.

Brand differentiates the product and facilitates word of mouth advertisement

effective.

FEATURES OF GOOD BRAND:

A good brand should suggest something about the product attributes benefits

usage quality etc.

Should be simple short and easy to pronounce so that the consumer remember

e.g. L.G. BPL, Videocon, Pepsi.

It should be easy to advertise and identify.

It should be clear and attractive.

It should be distinctive.

It must be original.

It should be economical to reproduce.

ADVANTAGES OF BRAND NAMES:

To the manufactures

To the consumer

To the distributors



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TO THE MANUFACTURERS:

It identification the product and distinguisher it from other competing products.

Thus it protects the interest of the manufactures.

It saver advertising costs

Brand enables a firm to build reputation it is a device by which a good image

and good will are established for the produces.

It facilitates introduction of new products on the image of the brand.

Brand distinguish the products from rival and thus ensure constant reference

repeated sales

Brands help to reduce advertisement costs.

TO THE CONSUMERS:

Brand name indirectly assures certain quality and standard of the product.

Brand name assures fixed prices.

Brand easily identifies the products; hence shopping is made easy for the

consumer.

By buying goods of popular brands consumer gets satisfaction.

TO THE DISTRIBUTORS:

Widely popular brands case the selling process and leads to large sales.

It helps in advertising and sales promotion programmer.

The distributors can easily find out the quick moving products.

Branding reduces price flexibility this is turn reduces the risk in business.

Special selling efforts need not be undertaken this reduces the cost of

distribution and hence the final prices.



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1.3 BRAND PERCEPTION IN INDIA AND ACROSS THE WORLD

Perception is the process of selecting, organizing and interpreting or attaching

meaning to events happening in environment.

Marketing management is concerned with the understanding of the process of

perception is because perception leads to thought and thought leads to action

perception is the process where b stimuli are received and interpreted by the

individual and translated into a response in other words perception is the process by

which the mind receive against and interprets physical stimuli to perceive is to see

hear touch. Taste smell and sense internally something some event some relation

perception is selective because an individual cannot possibly perceive all stimulus

objects within his perceptional field hence he perceiver selected perception is

organized because perceptions have meaning for the individual and they do not

represent a buzzing confusion perception depends upon stimulus factor that is the

nature of physical stimulus itself is a determinant of perception.

The variable like color, size, contrast, intensity, frequency and movement are of this

kind again perception depends on the personal factors what the individual brings to

the situation.

Governs perception his ability to see or hear the message his needs, his moods

memory expressions and values all those modify the message reception the personal

factors of perception are his self-concept need span of apprehension mental set and

the past experiences perception has its own impact on consumer behavior consumer

decision making let us take some such cases.

PERCEPTION AND COMMUNICATION:

It is estimated that 90% of the stimuli that the individual perceive come through sight

an rent from hearing that is why advertisements, bank heavily on visual and audio

stimuli, however it does not means that love noise bright, colors and large and

themselves guarantee consumers after that and response contrary to this it is the use of

haunting melodies petrel shadier regional accent and careful adjustment of size in

relation to the total page or poster size of all affect perception and these factors may

give better results.



BAJAJ LTD.


PRODUCT AND BRAND PERCEPTION:

Good, may studies have been made of the ways in which the consumers perceive the

products and the brands they choose regularly? It is brand images and the brand

differentiations that play a vital role in perception in addition to the physical

characteristic of the product Therefore it is a must for marketer to examine all the

factors that imagine perception of the companys marketing mix.

PRICE PERCEPTION:

Price is another element of marketing mix where perception has its implication.

Studies have proved beyond doubt that consumers judge product or services quality

by price higher the price better the quality that goes this goes on establishing between

price and demand. Where marketer is sure to gain. Another aspect of this price

perception is psychological pricing the reasoning behind such strategies is that

consumers are likely to perceive if the price ends than add number. Add pricing

extensively used in cut-price sales promotions to increase the feeling that a price has

drastically reduced.

STORE PERCEPTION:

There are five major components of stores image, namely, location design, product

assortment, services and personnel each she buys mere physical attributes do to talk of

a store image. There are intangible factors which too influence consumer perception

of stores image such as advertising, interpersonal communication and experience

consumer perceptions of stores are greatly influenced by consumers own self-

perception and motives further consumers self-images influence the places in which

they shop.

POST PURCHASE BEHAVIOUR:

After the purchasing the product the consumer will experience some level of

satisfaction or dissatisfaction. The markets job does not end when the product is

bought must monitor post purchase satisfaction post purchases action and post

purchase product uses.



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POST PURCHASE SATISFACTION:

What determiner the buyer will be highly satisfied somewhat satisfied or is satisfied

with a purchase? The buyers satisfaction is a function of the closeness between the

buyer expectations and the products perceived performance. If performance falls

shorts of expectation the customers is satisfied. If it meets expectation the customers

is satisfied if it exceed expectations the customers is delighted these feelings make a

difference in whether the customers buys the product again and talks favorably or

unfavorably about the product to other.

Consumers form their expectations on the basis of messages received from sellers

friends and other information sources. The largest gap between the expectations and

performance the greater. The consumers here the consumers coping style comes into

play some consumer magnify the gap when the product is not perfect and they are

highly dissatisfied other consumers minimize the gap and are less dissatisfied.

POST PURCHASE USE AND DISPOSAL:

Marketers should also monitor how buying use and dispose of the product if

consumer stores the product in a closest the product is probably not very satisfying

and word of mouth will be strong. If they sell or trade the product, new product sales

will be depressed consumers may also find new uses for the product.



BAJAJ LTD.


2. INDUSTRY PROFILE AND COMPANY PROFILE

2.1 INDUSTRY PROFILE

With five thousand years of history behind it, a five decade young nation and the largest

democracy in the world, India today has the second largest volume of human resource in

the world. It has no more than 2.5 per cent of global land but is the home of one sixth

of the world's population of more than 1.1 billion. India possesses one of the richest

reserves of biodiversity, minerals and metals, soils and water, flora and fauna in this

part of the globe and has climatic conditions suitable for round the year economic

activity in any part of the nation. Assisted by a comprehensive performs programmed

since early 1990s, GDP growth in the post perform period has improved from an average

of about 5.7 per cent in the 1980s to an average of 6.1 per cent in the last decade, making

India one of the fastest growing developing countries. Indeed, in the current year, India is

amongst five fastest growing economies of the world. In terms of purchasing power

parity (PPP), India is world's fourth largest economy. The incidence of poverty has

continued to decline and population growth has also decelerated below 2 per cent for the

first time in four decades.

AUTOMOBILE INDUSTRY: BACKGROUND INFORMATION:

In India, as in many other countries, the auto industry is one of the largest industries. It is

one of the key sectors of the economy. The industry comprises of automobile and the

auto component sectors and encompasses commercial vehicles, multi utility vehicles,

passenger cars, two wheelers, three wheelers, tractors and related auto components.

The industry has shown great advances since delicensing and opening up of the sector

to Foreign Direct Investment (FDI) in 1993. It has deep forward and backward linkages

with the rest of the economy, and hence, has a strong multiplier effect. This results in

the auto industry being the driver of economic growth and India is keen to use it as a lever

of accelerated growth in the country.

In India, since the early 1940s when the auto industry rolled out first passenger car, its

significance in the economy has progressively increased. However, from its early days

until the mid-1980s for two-wheelers and LCVs and until the early 1990s for passenger

cars, the focus of development of the automotive industry has been on import

substitution.



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During last decade, conscious efforts have been made to find-tune state policy-

perspective in a manner that this industry realizes its full potential in the economy. With

this, the industry has shown great advances since abolition of licensing in 1991 and

automatic approval permitted up to 51 per cent foreign investment in priority sectors

that included the automotive industry, except passenger car manufacture. Motor car

manufacture was freed from licensing in April 1993. Public policy dispensation

requiring new joint venture car manufactures to commit certain levels of phased

indigenization, minimum investments in manufacturing facilities, neutralization of

foreign exchange on imports with the exports of cars and components, etc. was

withdrawn in September 2001 as a major initiative to bring policy framework in step

with WTO requirements. The quantitative restrictions on imports were removed with

effect from 1st April 2001.

There are at present 13 manufacturers of passenger cars and multi utility vehicles, 7

manufacturers of commercial vehicles, 11 of 2 or 3-wheelers and 10 of tractors besides

4 manufacturers of engines. The industry has an investment of a sum exceeding US$ 10

billion.

During 1999-2000 the turnover of the automotive industry as a whole was US$ 12.5

Billion approximately. The industry employees 5, 00,000 people directly and more

than 10 million people indirectly and is now inhabited by global majors in keen

competition. The arrival of most international automotive giants in India has set the

stage for an exponential growth in the component industry's levels of technology,

quality and competitiveness. At the same time, the arrival of new and contemporary

models has stimulated demand for vehicles in the market. The auto industry has achieved

a cumulative annual growth rate (CAGR) of 22 per cent 1992-1997 (or approx. 13 to 14

per cent in real terms) outstripping industries production growth by about 30 per cent.

This has led to an increase in its contribution to industrial output from 4.3 per cent in

1992-1993 to 5.4 per cent by 1996-1997.The component industry in the same period has

grown by a CAGR of 28 per cent. With this the contribution of automobile industry to the

GDP has risen from 2.7 per cent of GDP in 1992 -1993 to 4.5 per cent by 1996-1997.

However, with a worldwide economic slowdown, auto industry's growth pattern has

shown a downward trend in last two years.



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Main Export Destinations:

Cars: Egypt, Kenya, Nigeria, Somalia, Tanzania, Afghanistan, Nepal, Turkey, Hungary,

Greece, Italy, Netherlands, Spain, Austria, Malta.

Commercial vehicles : Egypt, African countries, Nepal, Srilanka, Jordan, Kuwait,

Hungary., Russian Federation, France, Brazil

Two-wheelers: African countries. Bangladesh, Srilanka, Turkey, United Arab Emirates,

Paraguay. United Kingdom, Germany, Argentina, Mexico, Australia, Hong Kong, China.

The auto component industry in India now equipped with significant

advancement in its technological capabilities, due to its alignment with major vehicle

manufacturers in the country and abroad, has a high export potential. During the late

1990s, the export of auto components has grown by a CAGR of about 20 %, currently;

the share of exports out of the total production of auto component is 10

AUTOMOBILE INDUSTRY: FUTURE PROJECTIONS

With the domestic auto industry now moving in step with the WTO covenants, the

stage is set for it to make rapid strides domestically and internationally to attain its

rightful place in the world trade. A global recession for last two years notwithstanding,

the industry has shown appreciable resilience and adjusted to the challenges of the

environment. This growth estimate implies certain assumptions relating to segment-wise

growth rates based on a study conducted by the National Council of Applied Economic

Research (NCAER)



BAJAJ LTD.


2.2 COMPANY PROFILE

2.2 C

JAMANALAL BAJAJ (Founder of the Bajaj Group)

The Bajaj Group came into existence by Jamanalal Bajaj, founder of the Bajaj Group,

during the turmoil and the heady euphoria of India's freedom struggle. The integrity,

dedication, resourcefulness and determination to succeed which are characteristic of the

company today, are often traced back to its birth during those long days of relentless

devotion to a common cause.

KAMALNAYAN

Kamalnayan, the eldest son of Jamanalal Bajaj, succeeded his father in 1942, at the age

of twenty-seven. Putting the Nation before business, he devoted himself to the latter only

after India achieved independence in 1947. But when he did so, he put his heart and

soul into it. Within a short while, he not only consolidated the Group, but also diversified

into various manufacturing activities, elevating the Group to the status it enjoys till this

day.



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RAHUL BAJAJ (CEO)

Rahul Bajaj today heads the Group. He has been the Chief Executive Officer of Bajaj

since 1968 and is recognized as one of the most outstanding business leaders in India.

As dynamic and ambitious as his illustrious predecessors, he has been recognized

for his achievements at various national and international firms.

Bajaj is currently India's largest two and three-wheeler manufacturer and one of the

biggest in the world. Bajaj has long left behind its annual turnover of Rs. 72 million

(1968), to currently register an impressive figure of Rs. 42.16 billion (US $936)

RAJIV BAJAJ (Managing Director)

Rajiv Bajaj graduated first in class, with distinction, in Mechanical Engineering from

the University of Pune in 1988, and then completed his masters in Manufacturing

Systems engineering, with distinction, from the University of Warwick in 1990.He

has since worked at Bajaj Auto in the areas of Manufacturing & Supply Chain (1990-

95), R+D and Engineering (1995-2000), and Marketing and Sales (2000-2005), and

has been its Managing Director since April 2005. He has been on the board of Bajaj

Auto Ltd since March 5, 2002.



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HISTORY OF THE COMPANY

1945

The company was incorporated on the 29th November in the name of

"Bachraj Trading Corporation Ltd."

1960

On 21st June, the name was changed to Bajaj Auto Pvt. Ltd. On 24th

August the name again changed to Bajaj .Auto Ltd.

The company's main object is to manufacture and marketing of 'Bajaj'

scooters, motor cycles and three-wheelers and spare parts thereof.

1971

On 31st March the technical collaboration with M/s. Piaggio & Co.

expired and the brand name of the vehicles manufactured by the company was

changed from Vespa to Bajaj from April.

1975

Under the agreement with Western Maharashtra Development Corporation Ltd.,

a join t sector company was incorporated under the name Maharashtra Scooters

Ltd. On 11thJune.Its plant has started manufacture of Scooter in the brand name

"PRIYA". A three wheeler with rear engine was developed and marketed in this

period.

1976

On 2nd February, the company entered into a technical collaboration with

P.T. Tunas Bekasi Motor Co. of Jakarata for providing technical know-

how for the manufacture of two wheelers and three wheelers in Indonesia.

It also entered into an agreement with Pajifa Industrial Co. of Taiwan for

manufacture of scooters in Taiwan.



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1979

Company entered into a technical knowhow agreement with Menoka

Motors Ltd. Of Chittagong for setting up an assembly plant for scooters

and three wheelers in Bangladesh.

During the year company's erstwhile collaborators Piaggio & Co. s.p.a,

Italy, filing a suit along with Vespa of America Corporation U.S.A. for

damages for alleged breach of contract, trade mark laws, etc. amounting to

Rs. Of $50 million (equivalent to Rs. 44.15 crores)

A suit was also filed against the distributors of the company, Zweirad

Raoth Gmbh in West Germany by Vespa GmbH, a subsidiary of Piaggio,

praying for prohibiting the distributors from selling Bajaj Scooters in West

Germany.

1981

The Bajaj M80 was entirely developed by the company and introduced in

the market. The licensed capacity of 2 wheelers was increased from

80,000 to 1, 60,000 vehicles per year and that of 3 wheelers from 15,000 to

20,000 numbers per annum and scooter CKD packs from 30,000 to 32,000

numbers per annum.

To licensed capacity was increased to 3, 00,000 scooters during the year.

The company entered into two agreements for technical knows how. One

with Kawasaki Heavy Industries for the manufacture of motorcycles up to

100CC engines. Another with Vigel Spa of Italy for the manufacture of

special purpose machine tools for Company's own use. During the year

the company issued 15% NCDs worth Rs. 23.40 crores as rights for

augmenting long term resources for working capital requirements. The

same is to be redeemed on 31st December 1998.

1984

A suitable electronic ignition system for scooters was developed and

introduced on the "Bajaj Club".

The company received a Letter of Intent for manufacturing 50,000 three-

wheelers at a location in Uttar Pradesh.



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1987

The company signed two agreements for technical assistance, one for

electronic components like magneto and electronic ignition system and

another for restyling of rear engine three wheeler bodies.

1988

The Kawasaki-Bajaj 'RTZ' model was launched in February.

The licensed capacity was increased to 10, 00,000 numbers of two

wheelers and three wheelers per annum, through a letter of intent. There

was a 7 month strike by the workmen at the Waluj plant.

1989

During this period company undertook a project of metal replacement by

polymeric materials in association with Department of Science &

Technology and National Chemical Laboratory.

During this year, it Australia for development of fuel injection system for

150CC scooters to reduce fuel consumption and emissions.

1990

The company developed on its own an 80CC motorcycle under the brand name

"Bajaj M-80"

The production of 'Bajaj Sunny' the new 50CC scooter commenced in

March.

During the year, commercial production of special purpose machine tools

for the company's requirements commenced at Waluj.

During the year a settlement was arrived at between the company's

distributors in West Germany, Zweirad Raoth GmbH and Vespa GmbH,

which was objecting, to the distributors selling the scooters in West

Germany. They finally agreed to Scooters being sold with littering "Made

in India".



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1991

During this period production of a 4-stroke motorcycle in collaboration

with Kawasaki heavy Industries Ltd, Japan was started at Waluj.

1992

Baja-Sunny and Kawasaki 4S, were launched at some more centers. Also

an economy version of KB-100 RTZ, called, "COLT", a 2 stroke lOOcc

motorcycle was introduced in the market.

1993

Bajaj Stride, will be launched with certain improvements based on initial

feedback. During the year 'Chetek Classic' a powerful and fuel-efficient

4S Champion a highly fuel efficient 4-stroke motorcycle and M-80

Motorcycle with additional utility features were introduced.

1994

Bajaj Auto is planning to produce two new models in the motorcycle and

scooter segment each. Baja Trotter, an 80cc, three-gear motorcycle would

soon be in the market entered into a technical collaboration with Orbital

Bnginc Co., at an estimated price of Rs. 20,000.

Three wheelers from 12, 72,000 to 20, 00,000 units per year by 1998.

The Golden Jubilee year of the Company, production in two-wheeler

alone surpassed the target and led to a scale of operations only second to

Japan in the world.

The company entered into an agreement with a Japanese, R&D firm for.



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1995

During this period Sunny-Zip a 60cc upgraded version of Bajaj Sunny

was launched.

1996

Company was planning to set up a third manufacturing plant near Pune to

house manufacturing facilities for production of new generation two-

wheelers with a production capacity of 10 lakh vehicles per annum.

The Company had a busy product development agenda in addition to the

present range include Cygnet Scooterette, upgraded classic and 4 stroke

scooters, up-graded M80, up-grades and variants of its Kawasaki

Motorcycle, on all new 4 stroke Kawasaki motorcycle and Diesel and 4

stroke petrol engine three wheelers.

On January a 74cc new look step-through motorcycle was introduced in

Pune under the name Rave. During year Company also launched Bajaj

classic and Bajaj Super Excel.

The company developed and implemented new 150cc 3-port 2 stroke

engines on all scooters and three wheelers.

The Bureau Verities Quality Internationals (BVQI) has awarded ISO 9001

certificate to the Akurdi Plant. The Motorcycles and Moped division in

Waluj has already received the certificate in 1994.

Bajaj Auto Ltd. Developed a new four-stroke-motorcycle in collaboration

with Kawasaki heavy industries (KHI) Japan.

1997

The classic SL scooter with anti-dive braking and electric start option was

launched gradually at various centers since September.

The company has introduced during the year under review, "Boxer", a 4-

stroke motorcycle, targeted at semi-urban and rural markets.



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1998

Two-wheeler giant Bajaj Auto Ltd. is set to revamp its entire supply chain, which

would involve trimming down the number of vendors and possible relook

at the existing dealer chain.

Bajaj Auto Ltd., the two and three wheeler major, has for the first time,

entered into a marketing tie-up for scooters with the Italian company,

Cagiva.

Japan's Kawasaki Heavy Industries (KHI), the technical collaborator of

Indias largest two wheeler manufacturer Bajaj Auto Ltd., is likely to

source its latest four stroke motorcycle Kawasaki Caliber from Bajaj'sWaluj

plant in Aurangabad for Kawasaki's export requirements.

The management of Bajaj Auto signed a wage agreement with the

Bjaratiya Kamagar Sen, the union representing majority of its workforce, on 21st

July.

The company has introduced during the year under review, "Boxer", a 4-stroke

motorcycle, targeted at semi-urban and rural markets.

The company has entered into an Agreement with National Securities

Depository Ltd. (NSDL), for enabling investors to hold and trade in

Company's shares in electronic form.

Bajaj Auto launched its latest 4-stroke, the Caliber motorcycle at its Waluj plant,

in Aurangabad, early last month. Named Kawasaki Caliber, it is the largest-

engine Indo Japanese 4-stroke in India

The first 4-stroke geared scooter in the world, "Legend" was developed in 36

months from the concept of production.

"Caliber"' a 11 Ice 4-stroke motorcycle took the market by storm and

"Spirit" designed in-house, a two-wheeler with an innovative two speed

automatic transmission was introduced in October.

The company apart from the introduction of two new 4-stroke vehicles has

developed catalytic converters for its entire range of 2 stroke and three

wheelers. Styling upgrades for Chetek, Super and Classic scoters was

introduced in the market.



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1999

Bajaj Auto Limited (BAL) is working on a long-term marketing strategy to

respondents-enter the export market.

Bajaj Auto Ltd. came out with a new scooter model Bravo.

The company received All India Trophy award for highest exporter in 1997-

98 New/Difficult Market-Non-SSI from Engineering Export Promotion Council.

Export Excellence Trophy from Maratha Chamber of Commerce, Industries

and Agriculture jointly with Joint Director General of Foreign Trade, Pune.

The company has received National Productivity Award for Automobile

Industry instituted by National Productivity Council consistently for six years

from 1991-92.

2000

Bajaj Auto Ltd. Launched "India's first three speed, automatic four stroke Scooter"

'Saffire'.

Two-wheeler major Bajaj Auto Ltd. will be investing Rs. 170 crore on

promoting new models of scooters and motorcycles, including upgrades,

launched between January 2000 and June 2001.

Due to slow down in demand for scooters, the Company's plant at Akurdi has

started a 5-day week from June 30 and it resumed a six-day week from September

29 at Akurdi Plant in Maharashtra.

Bajaj Auto has entered into a tie-up with Kasanki of Brazil to set-up a two-

wheeler assembly line in Brazil that will produce and sell itsmotorcycles for

the entire South American market.

2001

Bajaj Auto has acquired 12 lakh equity shares of Mukand Engineers

(MEL) from group company Mukand Ltd., at a price of Rs. 46.50,

involving a total outgo of Rs. 5 crore.

Bajaj Auto launched 'Kawasaki Bajaj Eliminator', the country's first

cruiser motorcycle.

Bajaj auto launched 'Bajaj Pulsar'



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Bajaj Auto Ltd. and Allianz AG have submitted a joint application to the

Insurance Regulatory and Development Authority for joint venture in life

insurance.

Bajaj Auto Ltd. has launched Saffire, the 92cc and 4-stroke engine two-

wheeler, in Guwahati.

Bajaj Auto Ltd. has launched its Bajaj M-80 Major 4S with a four-stroke

engine.

Bajaj Auto has hit a major road block with the Bombay High Court asking the

company to reinstate 1,197 temporary workers who were earlier retrenched

from its Waluj factory in Aurangabad.

Allianz Bajaj Life Insurance Company, a joint venture of Pune-based scooter

major Bajaj Auto and Germany's Allianz Insurance, has launched three products,

with the most competitive premier among all players.

The Insurance ventures of Allianz, one of the world's leading financial

services groups and Bajaj Auto, India's leading two and three-wheeler

manufacturer, announced the launch of their life and general insurance

operations in Pune on October 28.

2002

Bajaj Auto introduced BYKE a youthful bike for the first time buyers

launched in December.

Company achieved highest sales of 41.26 billion.

Company achieved highest operating profit. EBI, Tax, Depreciation,

amortization (EBITA) OF 6.21 billion.

Bajaj auto exports 44.311 vehicles to Srilanka, Bangladesh.

Manufacturing, procurement, engineering change management and

supporting finance functions in Chakan plant on December.



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2003

Bajaj Auto introduced Caliber 115(Hooodibaba).

Bajaj Auto launched new 125cc world bike jointly designed with

Kawasaki.

Company achieved highest ever sales of 47.44 Billion.

Company achieved highest ever operating profit, EBI, Tax, Depreciation.

Amortization (EBITDA) OF 8.17 Billion.

Bajaj Auto exports 94,241 vehicles to Srilanka, Bangladesh.

Bajaj Auto spent Rupees 100 million as capital expenditure on R&D.

Manufacturing, Procurement, Engineering change management and

complete finance in Akrudi and Walut plant on April 1.

Bajaj Auto introduced new model of Caliber and Pulsar platform.

2004

Bajaj Auto introduced Bajaj CT 100, New Bajaj Chetak 4-stroke with wonder gear,

Bajaj Discover DTS-i.

2005

Bajaj Auto launched Bajaj Wave, Bajaj Avenger, and Bajaj Discover.

2006

Bajaj Auto launched Bajaj Platina.

2007

On 13th February, Bajaj Auto launches the exciting new 200cc Pulsar DTS-i.

Auto introduced Bajaj Kristal, Pulsar 220 DTS-Si (Fuel injection), and XCD 125

DTS-Si (pronounced Exceed 125 DTS-Si).

Bajaj Auto commissions new plant at Pantnagar, Uttarakhand on 9th April. Capacity

is 1 million vehicles annually. Bajaj Auto has directly invested only Rs.150 crores

in this new manufacturing unit for an investment cost of merely Rs.1500/vehicle a

benchmark perhaps unequaled elsewhere.



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On 9th August, Bajaj Auto has achieved another breakthrough with the launch of

new `Digital Twin Spark-Swirl Induction` (DTS-Si) engine in Pune.

In the month of November, Bajaj Auto acquired 14.5% stake in KTM Power

Sports AG (holding company of KTM Sports motorcycles AG).

2008

On the 8th of January, Managing Director Rajiv Bajaj confirmed the collaboration &

announced Bajaj Autos intention to gradually increase their stake in KTM to 25%.

2009

Bajaj released the UG IV (fourth upgrade) versions of the Pulsar 150 and Pulsar

180 in April 2009. The upgrades for the Pulsar 150 included an all-black theme,

tank scoops similar to those on the Pulsar 200, a 3D Pulsar logo, and a changed

electrical system (full DC). Power also increased from 13.5 HP to 14.09 HP (at

8,500 rpm).

Bajaj launched a carbureted version of Pulsar 220 on June 2009, tagging it as

"the fastest bike in India"

Bajaj also introduced a new Light Sports version of Pulsar named as Pulsar

135LS. It is the first bike in India to contain 4-valve DTS-i technology. It

consists 4 smaller valves rather than 2 standard bigger valves, styling also is

changed and looks become more aggressive. The bike is ARAI certified for

68.5 km/l and weights only 122 kg.

2010

Bajaj released the UG 4.5 versions of the Pulsar 150. The upgrades for the

Pulsar 150 included a clip-on handlebars like those in Pulsar 135LS. Power also

increased from 14.09 HP to15.06 HP.

A new version of Pulsar 220 is also launched, named as Pulsar 220S (Street

Fighter) which retains everything from Pulsar 220 except the front fairing.

Front fairing is similar to Pulsar 180/150. Old Pulsar 220 is now named as

Pulsar 220F.

2011

Bajaj released Pulsar 135LS, 150,180 and 220F.



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2012

April 2012 Bajaj's latest design, the Pulsar 200NS (NS standing for

Naked-Sport) launched. The bike has a revised 200 cc liquid cooled

engine. It has a new triple-spark design, along-with a new four-valve

SOHC. The company claims a top speed of 136 km/h (85 mph). It does not

have fuel injection like its predecessor, the Pulsar 220Fi. It has a petal disc

brake on the front, a disc brake on the rear wheel, and a gas-charged

monoshock

BAJAJ AUTO LTD.'S PRODUCTS:



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Bajaj Boxer CT/AT

Bajaj Caliber 115

Kawasaki Bajaj Eliminator

Kawasaki Caliber

Kawasaki KB 100

Bajaj Auto BYK

Kawasaki KB 125

Kawasaki Caliber Croma

Kawasaki Boxer

Kawasaki 4S Champion

Bajaj Kawasaki Aspire

Bajaj Byk

Bajaj Wind 125

Bajaj CT 100

Bajaj Chetak

Bajaj Wave / Wave DTS-i

Bajaj Avenger

Bajaj Platina

Bajaj Kristal / Kristal DTS-i

Bajaj Discover / Discover DTS-i

Bajaj Blade / Blade DTS-i

Bajaj Sonic

Bajaj Fusion

Bajaj Cagiva CRX

Bajaj Pulsar/150/180/200/220 DTS-i

Bajaj Xceed 125 DTS-Si Bajaj 125 RTZ



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GROUP OF COMPANIES:

Bajaj Auto is the flagship of the Bajaj Group of companies. The group was

founded in the year 1926. The companies in the group are:

Mukand Engineers Ltd.

Mukand Global Finance Ltd.

Bajaj Electricals Ltd.

Bajaj Hindustan Ltd.

Bachhraj Factories Ltd.

Maharashtra Scooter Ltd.

Deccan Ayurvedashram Pharmacy Ltd.

Bajaj Auto Finance Ltd.

Bajaj Auto Holdings Ltd.

Hercules Hoists Ltd.

Bajaj Sevashram Ltd.

Jeevan Ltd.

Hind Lamps Ltd.

The Hindustan housing Co. Ltd.

Bajaj Ventures Ltd.

Baroda Industries Pvt. Ltd.

Bajaj International Pvt. Ltd.

Stainless India Ltd.

Bombay Forgings Ltd.

Mukand International Ltd.



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3. REVIEW OF LITERATURE & DESIGN OF THE STUDY

3.1 INTRODUCTION

In todays comparative world a two wheeler vehicle in basic need for a person. In

Olden days the world is not so fast, so there is no need of vehicle to a person, he

prefers to walk on those days so he need much time to reach the dictation.

The concept of Wheel is introduced ion MESOPOLATION CIVILIZATION and

Wheel was introduced by CHARLES GOOD YEAR This give birth the Bikes

3.2 REVIEW OF LITERATURE

A literature review is a critical evaluation of literature published on a particular topic.

Literature reviews are different to other types of writing you may have done at

University

While literature reviews and essays require many of the same skills for instance,

critical thinking skills, academic writing skills and referencing skills they have

different purposes. Whereas essays require you to support your own arguments,

literature reviews require you to critique the arguments of others.

3.2.1 Literature with reference to marketing and post purchase behavior of

customer outside India

There are a plethora of theories about marketing and branding, and a large number of

literatures discussing corporate image and corporate reputation, however, there are

only a few theories available concerning employer branding, especially the

linkage between employer brand and consumer marketing communication methods.

A brand was defined as a name, term, sign, symbol or design, or combination of them

which is intended to identify the goods and services of one seller or group of sellers

and to differentiate them from those of competitors (Gardner and Levy, 1995). Clark

Bullock Carts Cycles Two wheelers



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(1987) on the other hand, offered another definition relating brands with values,

i.e. brand is values that provide the important link between consumers and

marketers, while Caperer (1992) approaches brands under a holistic view. He claimed

that a brand is not a mere product. It is Applicants. Fulmer, Gerhart and Scott (2003)

have analyzed employer branding Policies on top 100 US companies a product's

essence and often brands are examined through their component parts

like brand name, logo, design or packaging etc.

According to Robert and Dowling (2002), superior performing firms have a greater

chance of sustaining superior performance over time if they also possess relatively

good reputations. It is consistent with the growing body of strategy research that links

high quality intangible assets with sustained superior performance. Collins and

Stevens (2002) have also stated that early recruitment and advertising may have

beneficial effects on increasing the quantity and quality of They found that employer

branding policies were associated with not only stable and highly positive workforce

attitudes but also had effect on organizations performance. Turban and Cable (2003)

have argued that firms higher in corporate social performance (CSP) have more

positive reputations and are more attractive employers to employees than firms lower

in CSP. Such results suggest that potential applicants are aware of firms CSP and that

those with more positive ratings may have competitive advantages because they

attract more potential applicants than firms.

3.2.2 LITERATURE WITH REFERENCE TO MARKETING AND POST

PURCHASE BEHAVIOUR OF CUSTOMER IN INDIA

The subject is related to Marketing concept of the pharmaceutical industry. It covers

not only the marketing management but also encompasses the human resources

development (HRD). In both the disciplines there are number of books, periodicals

available for reading both from overseas authors as well as Indian authors. Number of

articles are also being published which deal with the various aspects of this subject.

The researcher has had, the opportunity to read a lot of material on both these

disciplines and has reviewed the following books and periodicals to appraise him so

as to what has been so far published which can have direct or indirect bearing on this

research study. It is pertinent to note that there are number of books authored by

Philip Kotler on marketing and those books are really worth for the Marketing



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management. Hence this review of literature covers a couple of books of Philip Kotler

which is inevitable. There are few books which are referring to the Indian marketing

scenario. However, after the globalization the whole world has become one and

gradually the approaches to marketing management are also steadily becoming global.

OVERSEAS REVIEWS

Sanjay Bajpai - CEO, SS Third Eye Institute, Philadelphia, USA Pharmaceutical

Marketing Planning: A Practical Guide (2011) this comprehensive text provides

practical information on marketing practices within the pharmaceutical industry. It

explains the fundamentals of marketing a pharmaceutical or biotech product based on

real-world approaches, and will also help students and marketers develop strategic

thought processes for solving marketing problems; assisting with the development of

a marketing plan for any product. The chapters cover a basic definition of marketing

strategies and tactics also included is an indispensable overview of marketing

planning. It covers the understanding of opportunities and threats and discusses the

latest thoughts on how to understand market structure and identify the market place. It

will help with the understanding of the competition of the company marketing the

product and the core components of the basic product strategy platform. The book

has been written keeping in mind the US marketing environment and cannot be

applied in totality to the Indian marketing situation. However the book provides an

insight about the various aspects of marketing which might gradually come to the

Indian context as a consequence of Globalization of the Indian marketing

environment. E. M. (Mick) Kolassa - PhD: Journal of Pharmaceutical Marketing and

Management the Journal of Pharmaceutical Marketing and Management is a valuable

multidisciplinary journal devoted to solving the problems inherent in the management

and marketing of pharmaceutical products and services. The journal maintains a

vigorous policy of publishing quality research reports of interest to individuals

involved in the manufacturing, wholesale, institutional, retail, regulatory,

organizational, and academic components of the pharmaceutical industry. In addition

to valuable research and informative book reviews, each issue of the Journal of

Pharmaceutical Marketing and Management regularly presents the poster Papers

section, providing succinct reports of pilot studies, early results, and provocative

Interpretations from investigations and similar applications. These brief reports



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provide early dissemination of new and valuable professional data, informing the

reader of potentially important developments. Mickey Smith: Pharmaceutical

Marketing in the 21st Century Pharmaceutical Marketing in the 21st Century helps

professionals in the pharmaceutical field anticipate and prepare for market changes

and advances, and it guides them in adjusting their marketing strategies to remain

competitive in the coming era. Ideal for product managers, planners, and strategists,

this book puts the past twenty years of pharmaceutical into perspective and uses it as a

basis for predicting the next twenty years. Internationally relevant, this book is now

available in Japanese language also. Distinguished contributors provide a formal

conjecture on the nature of various aspects of pharmaceutical marketing in the early

part of the 21st century. Utilizing their experience and expertise, they provide

pharmaceutical professionals with guidelines for marketing in the coming years.

Readers gain insight into what the future may hold in these areas: pricing, product

development, distribution, promotion, retailing, market research, and other areas.

Experts who make professional speculations in Pharmaceutical Marketing in the 21st

Century include these among others. Charles - Hospital Health Care Management

Health status is considered as the state of health of a specified individual, group or

population. Conceptually, health status is the proper outcome measure for the

effectiveness of a specific populations medical care systems, although attempts to

relate effects of available medical care to variations in health status have proved

difficult. In this book invaluable knowledge to physicians and health care

professionals by examining and promoting the technologies existing and emerging

that offer the best treatment options, while considering the logistical implications of

delivering the highest possible standard of treatment is available. The author has

discussed about introduction to health needs and healthcare plans and programmes,

health care financing and delivery, children and healthcare services, health care

disparities and public health services etc. However this researcher has observed that

the whole discussion is keeping the US environment and standards prevailing thereat.

Throughout the healthcare industry, improving the overall standard of patient care has

become the primary aim of physicians, medical facilities and pharmaceutical suppliers

worldwide.



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3.3 STATEMENT OF THE PROBLEM

Brand perception and post purchase behavior of the customer plays a crucial role in

enabling an organization to change and develop with its customers. Keeping the existing

customer contended is generally much easier takes less time and involves less

expense. The reason for this is that it takes less time to find new prospective

customer. In this context the study is conducted with special reference to customer

satisfaction

3.4 SCOPE OF THE STUDY

The study is conducted for users of Bajaj Bikes among 80 respondents belonging to

each category. This study is restricted only to the owner of the bikes. The product

performance can be better known only through the users of these vehicles. It helps to

know the major attributes that influence the owner of the vehicle The customers

needs preference usage habits post purchase action vary widely in turn gives the study

evade scope for analysis.

It is also possible to know the demand of Bajaj Bikes. The study can help the

company to take necessary steps with regard to advertisements and others, kinds of

sales promotion services further improvements.

3.5 OBJECTIVE OF THE PROBLEM

To know the reason for purchasing Bajaj vehicles.

To know the features that attracted the customers.

To know the customer satisfaction level.

To know the experience after purchase relating various parameters

(service, bike performance, mileage etc.).

To analyze the nearest competitors.

To analyze & identify consumer awareness towards Bajaj vehicles.

To analyze & identify customers perception towards.

To know the opinion of the Riders.

To analyze the preference of Bajaj vehicles.

To know customers opinion about service offered by dealers.

To know the suitability of vehicle in all road conditions.



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3.6 HYPOTHESIS:

MEANING OF HYPOTHESIS:

The methodology that enables a decision maker to draw inferences about population

characteristic by analysis the difference between the value of sample statistic and the

corresponding hypothesized value, is called hypothesis testing.

NULL HYPOTHESIS:

The null hypothesis refers to a general or default position that there is no relationship

between two measured phenomena.

ALTERNATIVE HYPOTHESIS:

The hypothesis which is accepted when the null hypothesis has been rejected is called

alternative hypothesis, denoted by H1 or Ha

Ho: There is no significant relationship between different group of customers and the satisfaction level.

H1: There is significant relationship between different group of customers and the satisfaction level.

ANALYSIS:

SATISFY NOT SATISFY TOTAL

Employee 12 3 15

Businessman 11 6 17

Student 32 10 42

Others 4 2 06

TOTAL 59 21 80



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CALCULATION OF CHI SQUARE TEST:

The calculated value of chi square test is 1.769

The degree of freedom= (r-1) (c-1) =3

The critical value X2 at 5% level of significance is 7.81

Therefore, cal. X 2 < Critical X

2

So the null hypothesis is accepted.

O E O - E (O E)2 (O E )2/E

12 15*59/80=11 1 1 1/11=0.090

3 15*21/80=4 -1 1 1/4=0.25

11 17*59/80=13 -2 4 4/13=0.307

6 17*21/80=4 2 4 4/4=1

32 42*59/80=31 1 1 1/31=0.032

10 42*21/80=11 -1 1 1/11=0.090

4 6*59/80=4 0 0 0/4=0

2 6*21/80=2 0 0 0/2=0

Total 80 0 12 1.769



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3.7 OPERATIONAL DEFINITIONS OF CONCEPT

According to Kotler (2005), a brand is defined as "a name, term, and sign. Symbol,

Design or a combination of these, that identities the maker or seller of the product or

service.''

More and more companies have realized that one of their most valuable assets is

brand names associated with their products or services. When defining brand, some

people think about the product's name such as Nike, some people think about the

added Value, expectation and image of the product. In fact, a brand is all of these

things simultaneously.

According to Pearson The behavior after a product purchase is called Post purchase

behavior.

Generally after a product purchase the buyer undergoes post purchase dissonance

means the buyer regrets his /her purchase.

This dissonance can be due to: -

Large number of alternatives

The other alternatives have better features

It was a difficult buying decision

Performance risk of the product

High financial commitment towards the product

Wear and tear of the product

But if the performance of the product is good the customer is satisfied

Now based on the satisfaction or dissatisfaction the consumer will rebuy the product

or discontinue the product.

Example: - A customer buys toothpaste and doesnt like the taste, this will cause

dissonance and he will discontinue the product and use some other brand.



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3.8 METHODOLOGY

Research Type : Exploratory Research

Research Techniques : Survey

Sample Size: 80 Respondents

Sample Criteria : Non-Probability Sampling

Research Tool : Questionnaire

Sources of Data

The main sources of data collection are of two types:

Primary data

Secondary data

Primary data:

Primary sources are original sources from which the researcher directly collects data

that have not been previously collected e.g. collection of data directly by the

researcher on brand awareness, brand preference, brand loyalty and other aspects of

consumer behavior from a sample of consumers by interviewing through various

methods such as observation, interviewing, mailing etc, primary data was collected

through:

Personal Interview

Questionnaires

Observations

Experiments

Secondary Data:

These are sources containing data which have been collected and complied for

another purpose. The secondary sources consists of readily compendia and already

compiled statistical statements and reports whose data may be used by researchers for

their studies.



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The secondary data for the study was collected through various sources such as:

Company website

Magazines

Books

Newspaper

3.9LIMITATION OF STUDY

All possible care has been taken to collect the information from original sources and

make the project as authentic as possible; however it is subject to certain Initiation.

They are as under:

The information given by the respondents may not be true. Because in some

cases the respondents may be casual in answering the questionnaire.

The method selected is complex and time consuming.

Due to the time limitation. The sample size is restricted to 80 respondents.

A consumer preference always fluctuates when the time passes, o this project

may be invalid in future. Study is limited to only potential areas of Dhanbad

city due to limitations of time.

The bias of the respondents may pose as a limitation of the study.



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3.10 CHAPTER SCHEME

Chapter 1: Introduction

This chapter will includes an introduction to the broad area of the topic chosen,

specific area of the topic chosen, introduction to the topic itself and an overview of

industry in general.

Chapter 2: Industry Profile And Company Profile

This chapter will include Indian overview and profile of the selected organizations in

insurance sector in India.

Chapter 3: Review of literature and design of the study

This chapter will includes an introduction, review of literature, statement of the

problem, scope of the study, objective of the problem, hypothesis, operational

definitions of concept, methodology, and limitation of the study to the broad area of

the chosen design of the study.

Chapter 4: Result, Analysis and discussions

This chapter will include result, Analysis and discussions of the study (include Tables,

Chart and Graphs).

Chapter 5: Summary of Interpretations, Conclusions and Suggestions

This chapter will include Summary of Interpretations, Conclusions and Suggestions

and policy implications and scope of the further study at chosen topic.



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4.RESULT,ANALYSES&DISCUSSION

TableNo.4.1

Data Analysis & Interpretation

Occupation No. of Respondents No. of Respondents in %

Employee 15 19%

Business 17 21%

Students 42 52%

Others 06 08%

Total 80 100%

Graph -4.1

Classification of respondents based on occupation

Interpretation:

From the above table it is inferred that 52% of the respondents are students, 21% of

the respondents are business people, and 19% are of employees and 8% belonging to

other category.

0

10

20

30

40

50

60

Employee Home maker Students Others

19% 21%

52%

8%



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Table No.4.2

Classification of respondents based on Gender

Gender No. of Respondents No. of Respondents in %

Male 80 100%

Female 00 0%

Total 80 100%

Graph -4.2

Classification of respondents based on Gender

Interpretation:

It is very important to know the category of people prefer Bajaj products. This vehicle

made for males and it is used by all categories of customers.

From the above table it is observed that 100% males are using Bajaj products.

0

10

20

30

40

50

60

70

80

90

100

Category 1

Male

Female

100%

0 %



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TableNo.4.3

Classification of respondents based on Monthly Income:

Income per month No. of Respondents No. of Respondents in %

Less than-10000 8 10%

Rs. 10000-20000 23 29%

Rs. 20000-30000 21 26%

Rs. 30000-40000 28 35%

Total 80 100%

Graph -4.3

Respondents of Monthly Income:

Interpretation:

From the above table it is interfered that 35% of employees monthly income lies

between 30,0000-40000rs, 29% of employees monthly income lies between 10000-

20000rs, 26% of employees monthly income lies between 20000-30000rs, and

remaining 10% of employees monthly income is less than 10000rs.

0

5

10

15

20

25

30

35

% of respondents



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Table No. 4.4

Classification of respondents based on Opinion about the need to purchase two

wheelers

Reasons No. of Respondents No. of Respondents in %

Necessity 50 63%

Prestige 05 06%

Style 15 19%

Other specify 10 12%

Total 80 100%

Graph -4.4

Classification of respondents based on Opinion about the need to purchase two

wheelers

Interpretation:

From the above table it is concluded that 63% of respondents says purchasing a two

wheeler is necessity, 19% says it is for style, and 12% of them have specific other

reason and remaining 6%says it is for prestige.

Necissity

Prestige

Style

Other



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Table No. 4.5: Classification of respondents based on Opinion about the media

through which customers gain awareness about the Bajaj products

Media of Advertisement No. of Respondents No. of Respondents in %

Advertisements through medias 28 35%

Advertisements through

Newspapers 22 28%

Advertisements through

Magazines 10 12%

Company by company 0 0%

Friends 6 12%

Other specify 4 5%

Total 80 100%

Graph -4.5: Classification of respondents based on Opinion about the media

through which customers gain awareness about the Bajaj products

Interpretation: From the above table it is clear that 35% of respondents are inspired

by TV Ads. 28% through newspapers, 12% through Magazines, 12% though their

friends and remaining 5% are aware through other sources.

Ad. Through Media

Ad. ThroughNewspapersAd. ThroughMagazinesCompany ByCompanyFriends

Others

35%

28%

12%

0%

12% 5%



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Table No. 4.6

Classification of respondents based on Opinion about the pre purchase design

Factors No. of Respondents No. of Respondents in %

Cost effects 34 43%

Brand Name 22 27%

Influence from friends 04 05%

Mileage 13 16%

Other specify 7 9%

Total 80 100%

Graph -4.6

Classification of respondents based on Opinion about the pre purchase design

Interpretation:

From the above table it is clear that 35% of respondents are inspired by TV Ads.

28% through newspapers, 12% through Magazines, 12% though their friends and

remaining 5% are aware through other sources.

0

5

10

15

20

25

30

35

40

45

Cost Effects

Brand Name

Influence From Friends

Mileage

Other

43%

27%

5%

16%

9%



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Table No. 4.7

Classification of respondents based on opinion in changing the present brand

Opinion in change No. of Respondents No. of Respondents in %

Yes 10 13%

No 70 87%

Total 80 100%

Graph -4.7

Classification of respondents based on opinion in changing the present brand

Interpretation:

According to the above table 87% of the respondents dont want to change with the

other brand, remaining 13% wants to shift to other brand.

Yes

No

87%

13%



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Table No. 4.8

Classification of respondents based on opinion about the availability of the spare

parts

Spare parts No. of Respondents No. of Respondents in %

Excellent 55 69%

Poor 25 31

Total 80 100%

Graph -4.8

Classification of respondents based on opinion about the availability of the spare

parts

Interpretation:

It is interfered from the above table that 69% of respondents are very much satisfied

with the availability of spare parts; remaining 31% of them are dissatisfied.

0

10

20

30

40

50

60

70

Category 1

Excellent

Poor

69%

31%



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Table No. 4.9: Classification of respondents based on Opinion about the

Techniques about the advertisement used to increase in demand.

Advertisement No. of Respondents No. of Respondents in %

Frequent Ads 52 65%

Personal Complaining 10 13%

Introducing of local

popular 14 17%

Personalities in ads 14 17%

Other specify 04 5%

Total 80 100%

Graph -4.9: Classification of respondents based on Opinion about the Techniques

about the advertisement used to increase in demand.

Interpretation:

It is interfered from the above table that from the above table it is clear that 65% of

respondents say that frequency of advertisement should be increased. 17% of them

say that company as to introduce local popular personalities in advertisement. 13%

have said that company as to concentrate on personal campaigning and remaining 5%

have given other opinions.

FrequentAdvertisement

PersonalComplaininf

IntroducingLocal Popular

Personalities InAd.

Others

65%

5% 17%

17%

13%



BAJAJ LTD.


Table No. 4.10

Classification of respondents based on opinion about the maintenance tips given

by the company regarding safety riding.

Tips No. of Respondents No. of Respondents in %

Yes 66 83%

No 14 17%

Total 80 100%

Graph -4.10

Classification of respondents based on opinion about the maintenance tips given

by the company regarding safety riding.

Interpretation:

It is interfered from the above table that 83% of respondents have got maintenance tips

by the company and 17% have not got maintenance.

0

10

20

30

40

50

60

70

80

90

Category 1

Yes

No

83%

17 %



BAJAJ LTD.


Table No. 4.11

Classification of respondents based on opinion regarding Special offers provided

by the dealers

About Meeting No. of Respondents No. of Respondents in %

Yes 11 14%

No 69 86%

Total 80 100%

Graph -4.11

Classification of respondents based on opinion regarding Special offers provided

by the dealers

Interpretation:

It is interfered from the above table that 86% of respondents opinion that, they do not

get any special offers by the dealers. 14% of respondents opinion that they get special

offers by the deales.

Yes

No

86 %

14 %



BAJAJ LTD.


Table No. 4.12

Classification of respondents based on opinion regarding the time taken by the

dealer to service/repairs

Particulars No. of Respondents No. of Respondents in %

Yes 42 53%

No 38 47%

Total 80 100%

Graph -4.12

Classification of respondents based on opinion regarding the time taken by the

dealer to service/repairs

Interpretation:

It is interfered from the above table that 53% of respondents ar satisfied with the

efficiency of dealers service and remainigg 47% of them arnot satisfied with their

efficiency.

44

45

46

47

48

49

50

51

52

53

Category 1

Yes

No

53 %

47 %



BAJAJ LTD.


Table No. 4.13

Classification of respondents based on opinion about advertisement of Bajaj

products

Opinion on

advertisement No. of Respondents No. of Respondents in %

Attractive & information 70 83%

Gimmick 10 17%

Total 80 100%

Graph -4.13

Classification of respondents based on opinion about advertisement of Bajaj

products

Interpretation:

It is interfered from the above table that 83% of respondents feels that the

advertisement is attractive and informative and remaining 12% felt it is gimmick.

Attractive & information

Gimmic

17%

83 %



BAJAJ LTD.


Table No. 4.14

Classification of respondents based on The Annual cost of maintenance of Bajaj

products

Annual Cost of

Maintenance No. of Respondents No. of Respondents in %

Less than -2000 10 13%

Rs. 2000-3000 50 63%

Rs. 3000-4000 20 24%

Total 80 100%

Graph -4.14

Classification of respondents based on The Annual cost of maintenance of Bajaj

products

Interpretation:

From th above table it is interfered that 63% of respondents have said that th anuual

maintenance cost lies between Rs. 2000 to 3000. 24% of them are between Rs. 3000

to 4000 remaining 13% belongs to the group of less than Rs. 2000

0

10

20

30

40

50

60

70

Less than 2000 Rs. 2000-3000 Rs 3000-4000

% Of respondents



BAJAJ LTD.


Documents

4TH Semester edited.pdf