aprojectreportoneffectivenessofpromotionaloffersatbigbazaar-120809005414-phpapp02

8/13/2019 aprojectreportoneffectivenessofpromotionaloffersatbigbazaar-120809005414-phpapp02

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Effectiveness of Promotional offers at Big Bazaar, Belgaum.

QuestionnaireDear Respondents,

I B S PATIL student of MBA IV semester ,BEC DOMS BAGALKOThae underta!en a pro"e#t t$t%ed &Effe#t$eness of Promot$ona% offers' at B$( Ba)aar,

*e%(aum+ en#e I re-uest .our !$nd #o/operat$on *. spar$n( .our pre#$ous t$me $nans0er$n( the fo%%o0$n( -uest$ons and pro$d$n( $nformat$on+

1P%ease mar!2

32 Are .ou a0are of promot$ona% offers at Big Bazaar4 1If 5o, p%ease (o to -uest$on 5o+ 62

7es 5o

82 If .es, 0hat 0as the mode of #ommun$#at$on4

TV 5e0s Paper oard$n(s

62 D$d .ou not$#e9 hear a*out the promot$ona% offers today4

7es 5o

:2 o0 fre-uent%. .ou $s$t B$( Ba)aar

O##as$ona%%. On#e $n a month On#e $n a 0ee!

Da$%. As and 0hen re-u$red

;2 The Promot$ona% offers at Big Bazaar areattra#t$e and $ndu#e me to ma!e a pur#hase4

Stron(%. A(ree A(ree 5e$ther A(ree9 5or D$s/a(ree D$s/a(ree Stron(%. D$s/a(ree

pe#t promot$ona% offers4 1P%ease Ran! from s#a%e 3*e$n( h$(hto : *e$n( %o0est2

C%oth$n( Gro#er$es E%e#tron$# $tems =urn$ture

?2 ae .ou aa$%ed an. offers dur$n( .our re#ent $s$ts4 1If 5o, p%ease (o to -uest$on 5o+ @2

7es 5o

2 hat d$d .ou opt for4

BABASAB PATIL PROJECT REPORT OF MARKETING Page 3


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D$s#ount offer =ree offer

@2 Do .ou #ommun$#ate offers at Big Bazaarto .our fr$ends9re%at$es4

7es 5o

32 here do .ou f$nd the fo%%o0$n( *etter 1p%ease mar!2

At Big Bazaar At other Retail shops

Pr$#e

ua%$t.

Produ#t ran(e

Promot$ona% Offers

Am*$en#e

332 Do offers ma!e .ou fee% %$!e $s$t$n( Big Bazaara(a$n4

7es 5o

!A"# $%&



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E'E(&)*E +&AR$

Reta$%$n( $n Ind$a $s 0$tness$n( a hu(e reamp$n(+ Ind$a $s rated the f$fth most attra#t$e

emer($n( reta$% mar!et, est$mated to *e SF 8 *$%%$ons, of 0h$#h or(an$)ed reta$%$n(

1$+e+ modern trade2 ma!es up 6 per#ent or SF


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Reta$% $s one of *oom$n( se#tors $n Ind$a+ Reta$% #ontr$*utes around 3 of Ind$aHs GDP

and of emp%o.ment+ Reo%ut$on has ta!en pa%a#e $n Ind$a 0$th $ntrodu#t$on of

spra0%$n( shopp$n( #enters, mu%t$p%e>/ ma%%s and hu(e #omp%e>es offer shopp$n(,

enterta$nment and food a%% under one roof+ Reta$% p%a.ers hae a%read. tapped T$er/I #$t$es

and are enter$n( $nto T$er/II #$t$es $n Ind$a+ The (ro0th of reta$% se#tor $n Ind$a $s due to

fo%%o0$n( reasons

o Lo0 share of or(an$)ed reta$%$n(

o =a%%$n( rea% estate pr$#es

o In#rease $n d$sposa*%e $n#ome and #ustomer asp$rat$on

o In#rease $n e>pend$ture for %u>ur. $tems

o In#rease $n .oun( 0or!$n( popu%at$on

o $(h pa. pa#!ets, nu#%ear fam$%$es

=uture Group $s one of the Countr.Hs %ead$n( *us$ness (roups present $n reta$%, asset

mana(ement, #onsumer f$nan#e, $nsuran#e, reta$% med$a, reta$% spa#es and %o($st$#s+ The

(roupHs f%a(sh$p Compan., Panta%oon Reta$% 1Ind$a2 L$m$ted +Panta%oon Reta$% 1Ind$a2

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L$m$ted, $s Ind$aHs %ead$n( reta$%er that operates mu%t$p%e reta$% formats $n *oth the a%ue

and %$fest.%e se(ment of the Ind$an #onsumer mar!et+ The Compan. operates oer ?

m$%%$on s-uare feet of reta$% spa#e, has oer 3 stores a#ross ;3 #$t$es $n Ind$a and

emp%o.s oer 8:, peop%e+ The #ompan.Hs %ead$n( formats $n#%ude Panta%oons, a #ha$nof fash$on out%ets, B$( Ba)aar, a un$-ue%. Ind$an h.permar!et #ha$n, =ood Ba)aar, a

supermar!et #ha$n, Some of $ts other formats $n#%ude, Depot, Shoe =a#tor., Brand

=a#tor., B%ue S!., =ash$on Stat$on, aLL, Top 3, mBa)aar and Star and S$tara+ The

Compan. a%so operates an on%$ne porta%, future*a)aar+#om+ Panta%oon Reta$% 0as re#ent%.

a0arded the Internat$ona% Reta$%er of the 7ear 8? *. the S/*ased 5at$ona% Reta$%

=ederat$on 15R=2+

PROMOTIO5AL O==ERS

BABASAB PATIL PROJECT REPORT OF MARKETING Page ;


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)"/&+R$ PR%)-E

BABASAB PATIL PROJECT REPORT OF MARKETING Page


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Retail +ector in )ndia

Reta$% $s *oom$n( se#tor $n Ind$a+ Reta$%, one of Ind$aHs %ar(est $ndustr$es, has present%.

emer(ed as one of the most d.nam$# and fast pa#ed $ndustr$es 0$th seera% p%a.ersenter$n( the mar!et+ Reta$% A##ounts for oer 3 per #ent of the #ountr.Hs GDP and

around e$(ht per #ent of the emp%o.ment $n Ind$a+

As the #ontemporar. reta$% se#tor $n Ind$a $s ref%e#ted $n spra0%$n( shopp$n( #enters,

mu%t$p%e>/ ma%%s and hu(e #omp%e>es offer shopp$n(, enterta$nment and food a%% under

one roof, the #on#ept of shopp$n( has a%tered $n terms of format and #onsumer *u.$n(

*eha$or, usher$n( $n a reo%ut$on $n shopp$n( $n Ind$a+ Th$s has a%so #ontr$*uted to %ar(e

s#a%e $nestments $n the rea% estate se#tor 0$th ma"or nat$ona% and (%o*a% p%a.ers

$nest$n( $n dee%op$n( the $nfrastru#ture and #onstru#t$on of the reta$%$n( *us$ness+ The

trends that are dr$$n( the (ro0th of the reta$% se#tor $n Ind$a are

Lo0 share of or(an$)ed reta$%$n(

=a%%$n( rea% estate pr$#es

In#rease $n d$sposa*%e $n#ome and #ustomer asp$rat$on

In#rease $n e>pend$ture for %u>ur. $tems

Another #red$*%e fa#tor $n the prospe#ts of the reta$% se#tor $n Ind$a $s the $n#rease $n the

.oun( 0or!$n( popu%at$on+ In Ind$a, h$(h pa./pa#!ets, nu#%ear fam$%$es $n ur*an areas,

a%on( 0$th $n#reas$n( 0or!$n(/0omen popu%at$on and emer($n( opportun$t$es $n the

ser$#es se#tor+ These !e. fa#tors hae *een the (ro0th dr$ers of the or(an$)ed reta$%

se#tor $n Ind$a+

BABASAB PATIL PROJECT REPORT OF MARKETING Page @
http://www.indianground.com/real_estate_india.aspxhttp://www.indianground.com/articles/Miscellaneous-articles/organised-retail-in-india.aspxhttp://www.indianground.com/articles/Miscellaneous-articles/organised-retail-in-india.aspxhttp://www.indianground.com/articles/Miscellaneous-articles/organised-retail-in-india.aspxhttp://www.indianground.com/articles/Miscellaneous-articles/organised-retail-in-india.aspxhttp://www.indianground.com/real_estate_india.aspx


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The reta$%$n( #onf$(urat$on $n Ind$a $s fast dee%op$n( as shopp$n( ma%%s are $n#reas$n(%.

*e#om$n( fam$%$ar $n %ar(e #$t$es+ hen $t #omes to dee%opment of reta$% spa#e spe#$a%%.

the ma%%s, the T$er II #$t$es are no %on(er *eh$nd $n the ra#e+

Ind$a $s *e$n( seen as a potent$a% (o%dm$ne for reta$% $nestors from oer the 0or%d and

Ind$a has the top dest$nat$on for reta$%ers for an attra#t$e emer($n( reta$% mar!et+ Ind$aHs

ast m$dd%e #%ass and $ts a%most untapped reta$% $ndustr. are !e. attra#t$ons for (%o*a%

reta$% ($ants 0ant$n( to enter ne0er mar!ets+ Een thou(h Ind$a has 0e%% oer ; m$%%$on

reta$% out%ets, the #ountr. sore%. %a#!s an.th$n( that #an resem*%e a reta$%$n( $ndustr. $n

the modern sense of the term+ Th$s presents $nternat$ona% reta$%$n( spe#$a%$sts 0$th a (reatopportun$t.+ The or(an$)ed reta$% se#tor $s e>pe#ted to (ro0 stron(er than GDP (ro0th $n

the ne>t f$e .ears dr$en *. #han($n( %$fest.%es, *ur(eon$n( $n#ome and faora*%e

demo(raph$# out%$ne+

/) in Retail +ector



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(%PA"$ PR%)-E

uture 0roup



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=uture Group $s one of the #ountr.Hs %ead$n( *us$ness (roups present $n reta$%, asset

mana(ement, #onsumer f$nan#e, $nsuran#e, reta$% med$a, reta$% spa#es and %o($st$#s+ The

(roupHs f%a(sh$p #ompan., Panta%oon Reta$% 1Ind$a2 L$m$ted operates oer ? m$%%$on

s-uare feet of reta$% spa#e, has oer 3 stores a#ross ;6 #$t$es $n Ind$a and emp%o.soer 8;, peop%e+ Some of $ts %ead$n( reta$% formats $n#%ude, Panta%oons, B$( Ba)aar,

Centra%, =ood Ba)aar, ome To0n, eone, Depot, =uture Mone. and on%$ne reta$%

format, future*a)aar+#om+

=uture Group #ompan$es $n#%udes, =uture Cap$ta% o%d$n(s, =uture Genera%$ Ind$a Indus

Lea(ue C%oth$n( and Ga%a>. Enterta$nment that mana(es Sports Bar, Bre0 Bar and

Bo0%$n( Co+

The (roupHs "o$nt enture partners $n#%ude Ita%$an $nsuran#e ma"or, Genera%$, =ren#h

reta$%er ETAM (roup, S/*ased stat$onar. produ#ts reta$%er, Stap%es In# and K/*ased

Lee Cooper and Ind$a/*ased Ta%0a%!arHs, B%ue =oods and L$*ert. Shoes+

=uture GroupHs $s$on $s to, &de%$er Eer.th$n(, Eer.0here, Eer.t$me to Eer. Ind$an

Consumer $n the most prof$ta*%e manner+' The (roup #ons$ders Ind$an/nessH as a #ore

a%ue and $ts #orporate #redo $s / Re0r$te ru%es, Reta$n a%ues+

CORPORATE STATEME5T



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uture 0roup anifesto

&=uture' J the 0ord 0h$#h s$(n$f$es opt$m$sm, (ro0th, a#h$eement, stren(th, *eaut.,

re0ards and perfe#t$on+ =uture en#oura(es to e>p%ore areas .et une>p%ored, 0r$te ru%es

.et un0r$tten #reate ne0 opportun$t$es and ne0 su##esses+ To str$e for a (%or$ous

future *r$n(s to us our stren(th, our a*$%$t. to %earn, un%earn and re/%earn, our a*$%$t. to

eo%e+

=uture Group 0$%% not 0a$t for the =uture to unfo%d $tse%f *ut #reate future s#enar$os $n

the #onsumer spa#e and fa#$%$tate #onsumpt$on *e#ause #onsumpt$on $s dee%opment+

There*., 0$%% effe#t so#$o/e#onom$# dee%opment for our #ustomers, emp%o.ees,

shareho%ders, asso#$ates and partners+

0roup *ision

BABASAB PATIL PROJECT REPORT OF MARKETING Page 3:


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2345 Compan. $n#orporated as Man) ear Pr$ate L$m$ted+ Laun#h of Panta%oonstrouser, Ind$aHs f$rst forma% trouser *rand+

2332 Laun#h of BARE, the Ind$an "eans *rand+

2336 In$t$a% pu*%$# offer 1IPO2 0as made $n the month of Ma.+

2337 The Panta%oon Shoppe J e>#%us$e mens0ear store $n fran#h$see format%aun#hed a#ross the nat$on+ The #ompan. starts the d$str$*ut$on of *randed(arments throu(h mu%t$/*rand reta$% out%ets a#ross the nat$on+

2338 ohn M$%%er J =orma% sh$rt *rand %aun#hed+

2335 Panta%oons J Ind$aHs fam$%. store %aun#hed $n Ko%!ata+

6992 B$( Ba)aar, Is se sasta aur a##ha !ah$ nah$nH / Ind$aHs f$rst h.permar!et#ha$n %aun#hed+

6996 =ood Ba)aar, the supermar!et #ha$n $s %aun#hed+

6997 Centra% J Shop, Eat, Ce%e*rate In The eart Of Our C$t.H / Ind$aHs f$rstseam%ess ma%% $s %aun#hed $n Ban(a%ore+

6998 =ash$on Stat$on / the popu%ar fash$on #ha$n $s %aun#hed

aLL J a %$tt%e %ar(erH / e>#%us$e stores for p%us/s$)e $nd$$dua%s $s %aun#hed

699: =uture Cap$ta% o%d$n(s, the #ompan.Hs f$nan#$a% arm %aun#hes rea% estatefunds Ksh$t$" and or$)on and pr$ate e-u$t. fund Ind$$s$on+ P%ans fora.s$nto $nsuran#e and #onsumer #red$t+

Mu%t$p%e reta$% formats $n#%ud$n( Co%%e#t$on $, =urn$ture Ba)aar, Shoe

=a#tor., Eone, Depot and future*a)aar+#om are %aun#hed a#ross the nat$on+

Group enters $nto "o$nt enture a(reements 0$th ETAM Group and Genera%$+

BOARD O= DIRECTORS

r. #ishore Biyani, anaging /irector

K$shore B$.an$ $s the Mana($n( D$re#tor of Panta%oon Reta$% 1Ind$a2 L$m$ted and the

Group Ch$ef E>e#ut$e Off$#er of =uture Group+



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r. 0opi;ishan Biyani, per$en#e $n the te>t$%e *us$ness+

r. Ra;esh Biyani, ports+ e has *een $nstrumenta% $n the

$mp%ementat$on of the ar$ous ne0 reta$% formats+

r. *ed Pra;ash Arya, /irectorVed Pra!ash Ar.a, $s an en($neer *. tra$n$n( and $s a (raduate of the Ind$an Inst$tute of

Mana(ement, Ahmeda*ad+ Pr$or to "o$n$n( Panta%oon Reta$%, he 0as the CEO of G%o*us+

r. +hailesh !ari=ha;ti, )ndependent /irector

Shr$ Sha$%esh ar$*ha!t$, $s a Chartered A##ountant, Cost A##ountant, and a Cert$f$ed

Interna% Aud$tor+ e $s the Deput. Mana($n( Partner of ar$*ha!t$ N Co+, Chartered

A##ountants and past pres$dent of Ind$an mer#hant Cham*ers+ e $s on the Board of

seera% Pu*%$# L$m$ted Compan$es, $n#%ud$n( Ind$an Petro#hem$#a%s Corporat$on Ltd+,

Am*u"a Cement Eastern Ltd+ et#+ e $s on the Board of Compan. s$n#e une 3, 3@@@+

r. + /ores>amy, )ndependent /irector

S+ Dores0am., $s a former Cha$rman and Mana($n( D$re#tor of Centra% Ban! of Ind$a

and seres on the *oard of DSP Merr$%% L.n#h Trustee Co and Ceat L$m$ted amon(

PA"A-%%"+ %RE RA$

2./epot

Boo;s, usic ? 0ifts

BABASAB PATIL PROJECT REPORT OF MARKETING Page 3?


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Depot $s one of the .oun(est *rands from the Panta%oon sta*%e and $s a tr$*ute to our

freedom of thou(ht, spee#h and e>press$on shared $n a noe% fash$on 0$th #ustomers

as *oo!s, mu%t$med$a, to.s, stat$onar. and ($fts+

At Depot, *oo! %oers are offered a ran(e of *oo!s that meet the needs and preferen#e

of eer. a(e (roup+ =rom f$#t$on to (enera% referen#e, mana(ement and #h$%drenHs

mater$a%, .ou 0$%% f$nd $t a%% at Depot+ Mus$# *uffs are $n$ted to se%e#t from a 0$de

#ate(or. of mus$# CDs and #assettes+

6.uture=azaar.com

=uture*a)aar+#om offers the 0$dest ran(e of produ#ts at %o0est pr$#es J eer.da.H

a$n( p$oneered the reta$%$n( *us$ness $n Ind$a, =uture*a)aar+#om has no0 de#$ded

to reo%ut$on$)e the #onsumer e/#ommer#e *us$ness $n Ind$a+ It $ntends to pro$de

#ustomers 0$th a stream%$ned, eff$#$ent and 0or%d #%ass persona%$)ed shopp$n(

e>per$en#e, 0h$#h 0$%% *e supported 0$th the *est te#hno%o(. p%atform+

=uture Ba)aar has *een named as the Best Ind$an e*s$te 8? $n the Shopp$n(

#ate(or. *. PC or%d+

=uture Ba)aar 0on the top spot after *eat$n( other esta*%$shed p%a.ers %$!e Red$ff,

Ind$at$mes, S$f., e*a., Ind$ap%a)a, Chenna$ Ba)aar and Ind$a Ma%%+ The a0ard 0as

presented to =uture Ba)aar for $ts Qde#ent, no/nonsense approa#h, 0h$%e pro$d$n( a

(ood shopp$n( e>per$en#eQ+

@. "avaras



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5aaras, a f$ne 88 #arat pure (o%d and d$amond "e0e%%er. *rand, $s reta$%ed from B$(

Ba)aar stores+=uture Group has reo%ut$on$)ed the Ind$an "e0e%%er. mar!et 0$th the

%aun#h of 5aaras, 0h$#h offers *randed, pure and des$(n d$fferent$ated "e0e%%er. at

#ompet$t$e pr$#es $n a h.permar!et set/up $n %$ne 0$th the eo%$n( *u.$n( *eha$our of#onsumers+ The rat$ona%e *eh$nd th$s $s that 0$th h$(her d$sposa*%e $n#omes, for

#onsumers toda. (o%d and other "e0e%%er. pur#hases too hae *e#ome $mpu%s$e *u.$n(

a#t$$t$es+ en#e, 5aaras 0$th$n B$( Ba)aar+ 5aaras offers a #omp%ete f$ne "e0e%%er.

shopp$n( e>per$en#e, desp$te *e$n( 0$th$n the #onf$nes of a h.per mar!et+

:+ %P 29

Top 3, the #oo% offer$n( from =uture Group, offers the %atest $n fash$on and st.%e+ Th$s

format $s *ased on the #on#ept of the eer popu%ar #ountdo0n sho0s, 0here the trend$est

st.%es (et ran!ed from 3 to 3 the h$(hest se%%$n( $tem (ets the h$(hest ran!$n(

Keep$n( pa#e 0$th fast #han($n( fash$on needs, Top 3 stores empo0ers the .outh to

ma!e a d$st$n#t$e fash$on statement throu(h eas$%. afforda*%e appare% #o%%e#t$ons and

a##essor$es+

Top 3 stores sto#! a 0$de ran(e of Messa(e Tees , =ash$on Tees ,Coo% Tees 1for (u.s

and (a%s2, #asua%s, #ar(oes, sports 0ear N s!$rts+ A un$-ue offer$n( of th$s format are

Tsh$rts 0$th #o%%e(e names pr$nted on them, 0here$n one #an ote for oneHs #o%%e(e

name and (et oneHs #o%%e(e name produ#ts #ustom/made+

;+ ulsi

he medical =azaar

BABASAB PATIL PROJECT REPORT OF MARKETING Page 3@


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Tu%s$ the Med$#$ne Ba)aar $s a pharma#. housed 0$th$n B$( Ba)aars and =ood Ba)aars at

oer 6; %o#at$ons a%% oer Ind$a +

A$m$n( to offer outstand$n( profess$ona% ser$#e from a #ar$n( and fr$end%. en$ronment+

e are prepared to (o the e>tra m$%e or pro$de that %$tt%e e>tra (u$dan#e and to #are for

.our needs throu(h our ea%th#are en-u$r. s.stem+

:. r. R)0!

=uture Ser$#es *r$n(s Mr+ R$(ht / a re%$a*%e resour#e 0ho $s a%0a.s read. to perform an.

tas! or attend to an. re-u$rement+ =or the er. f$rst t$me $n Ind$a Be $t f$>$n( p%um*$n( to

pro$d$n( ser$ous f$nan#$a% ad$#e, no "o* $s too *$( or sma%%+

Mr+ R$(ht $s en$sa(ed to *e a one stop so%ut$on for a%% the ser$#e needs and 0$%% offer

ar$ous $nnoat$e ser$#es+ Mr+ R$(ht 0$%% operate $n the fo%%o0$n( ser$#e #ate(or$es /

t$%$t. ser$#es, ome Improement, Trae%, Eent N edd$n( P%ann$n(, Beaut. N

e%%ness and Ad$sor. Ser$#es+ Current%. offer$n( ser$#es %$!e ome C%ean$n(, Pest

Contro%, Trae% N e%pmate+ Soon to %aun#h Astro%o(., Shoe %aundr., e%phome

?+ Pantaloons resh fashion



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Panta%oons =resh =ash$on stands out as a fash$on trendsetter, on the %$nes of ho0 fash$on

$s fo%%o0ed $nternat$ona%%.+ The %oo!H and 0hatHs $nH toda. for the season $s sa#rosan#t+

Panta%oons ta!es $ts prom$se of fresh fash$on er. ser$ous%. ma!$n( aa$%a*%e to $ts

#ustomers the %atest $n fash$on eer. 0ee!

A%% Panta%oons stores ref%e#t the ne0 $deo%o(. // =resh =ee%$n(, =resh Att$tude, =resh

=ash$on+ The stores offer fresh #o%%e#t$ons and are $sua%%. st$mu%at$n( than!s to

appea%$n( $nter$ors and attra#t$e produ#t d$sp%a.

The f$rst Panta%oons 0as opened $n Gar$ahat $n 3@@?+ Oer the .ears, $t has under(one

seera% trans$t$ons+ hen $t 0as f$rst %aun#hed, th$s store most%. so%d e>terna% *rands+

Gradua%%., $t started reta$%$n( a m$> of e>terna% *rands 0h$%e at the same t$me $ntrodu#ed

$ts o0n pr$ate *rands+ In$t$a%%. pos$t$oned as a fam$%. store, $t f$na%%. eered to0ards

*e#om$n( a fash$on store 0$th an emphas$s on .outh and #%ear fo#us on fresh fash$onH+

8. a--

aLL houses a 0$de ran(e of read./to/0ear fash$ona*%e #%othes and a##essor$es that are

other0$se not eas$%. aa$%a*%e for p%us s$)e #ustomers+ aLL *r$n(s forth a 0$de #o%%e#t$on

of st.%$sh #%oth$n( to se%e#t from, *e $t estern 0ear, Indo/0estern or Ethn$# 0ear $n *oth

=orma% and Casua% #ate(or$es+ aLL a%so offers mat#h$n( a##essor$es %$!e *e%ts, t$es, and

hand*a(s $n a perfe#t s$)e and f$t. The stores are aesthet$#a%%. and sens$t$e%. des$(ned to

#ater to th$s n$#he set of #ustomers 0ho %oe the open 0$de spa#es, #%ean #ut %$nes, paste%

#o%ours thatma!e up the $n$t$n( store %a.out and the een more remar!a*%e #ustomer

fr$end%. staff that are present to ass$st them $n eer. 0a.+



22/60


3. (entral

Laun#hed $n Ma.: at Ban(a%ore, Centra% $s a sho0#ase, seam%ess ma%% and the f$rst of

$ts !$nd $n Ind$a+ The thou(ht *eh$nd th$s p$oneer$n( #on#ept 0as to ($e #ustomers an

uno*stru#ted and a pure shopp$n( e>per$en#e and to ensure the *est *rands $n the Ind$an

mar!et are made aa$%a*%e to the d$s#ern$n( Ind$an #ustomer+

Centra% offers eer.th$n( for the ur*an asp$rat$ona% shopper to shop, eat and #e%e*rate+

Lo#ated $n the heart of the #$t., Centra% *e%$ees $ts #ustomers shou%d not hae to trae%

%on( d$stan#es to rea#h us $nstead 0e must *e present 0here #ustomers fre-uent%. $s$t+

Centra% houses oer 6 *rands a#ross #ate(or$es, su#h as appare%, foot0ear and

a##essor$es for 0omen, men, #h$%dren and $nfants, apart from a 0ho%e ran(e of Mus$#,

Boo!s, Coffee Shops, =ood Courts, Super Mar!ets 1=ood Ba)aar2, =$ne D$n$n(

Restaurants, Pu*s and D$s#othe-ues+ The ma%% a%so has a separate se#t$on for ser$#es

su#h as Trae%, =$nan#e, Inestment, Insuran#e, Con#ert9C$nema T$#!et Boo!$n(, B$%%

Pa.ments and other m$s#e%%aneous ser$#es+ In add$t$on, Centra% houses Centra% S-uare,

a ded$#ated spa#e for produ#t %aun#hes, $mpromptu eents, dar$n( d$sp%a.s, e>#$t$n(

sho0s, and art e>h$*$t$ons+

10. ashion +tation

=ash$on Stat$on $s the #ompan.s offer$n( from the$r a%ue reta$% p%atform+ A themat$#

store, =ash$on Stat$on $s an attempt to offer fash$on for0ard produ#ts to the mass mar!et+

Ca%%ed a f$rst of $ts !$nd fash$on dest$nat$on, =ash$on Stat$on houses a 0$de se%e#t$on of

trend. appare%s+ The SP of the store $s =ash$on that f$ts .our *ud(et, 0h$#h trans%ates

to (reat dea%s on appare% N a##essor$es for Men, omen and Ch$%dren+



23/60


22. ood Bazaar

=ood Ba)aar $n$tes .ou for a shopp$n( e>per$en#e, un$-ue *. $ts am*$en#e+ At =ood

Ba)aar .ou 0$%% f$nd a h$therto unseen *%end of a t.p$#a% Ind$an Ba)aar and

Internat$ona% supermar!et atmosphere+

=%a((ed off $n Apr$%H8, =ood Ba)aar $s a #ha$n of %ar(e supermar!ets 0$th a

d$fferen#e, 0here the *est of estern and Ind$an a%ues hae *een put to(ether to

ensure .our sat$sfa#t$on and #omfort 0h$%e shopp$n(+

The 0estern a%ues of #onen$en#e, #%ean%$ness and h.($ene are offered throu(h pre

pa#!ed #ommod$t$es and the Ind$an a%ues of QSee/Tou#h/=ee%Q are offered throu(h

the &*a)aar/%$!e' atmosphere #reated *. d$sp%a.$n( stap%es out $n the open, a%% at er.

e#onom$#a% and afforda*%e pr$#es 0$thout an. #omprom$se on -ua%$t.+

26. Blue +;y

B%ue S!. $s a nat$ona% #ha$n of stores offer$n( a 0$de se%e#t$on of *randed and pr$ate

%a*e% sun(%asses and 0at#hes+ B%ue S!. has *een des$(ned to address an e>#$t$n( and

(ro0$n( mar!et for a##essor$es+ Customers (et a 0$de and $nterest$n( #o%%e#t$on of

fash$on *rands from a#ross the 0or%d.

2@. +tar ? +itara



24/60


Star N S$tara, a un$-ue *eaut. sa%on for men and 0omen, $ntrodu#es man. ne0 features

and produ#ts for the f$rst t$me $n Ind$a+ At Star N S$tara 0e a$m to demo#rat$se sa%on

ser$#es for eas. a##ess to a%% and de%$er -ua%$t. ser$#e at er. afforda*%e pr$#es+ Star

N S$tara eo!es a theme of Bo%%.0ood and prom$ses to ma!e .ou a Star 1S$tara $n$nd$2 The spa#e, d#or, %$(ht$n( $s rem$n$s#ent of mo$es and 0$%% transport .ou from

the ord$nar. 0or%d to that of the ree%H 0or%d+

Star N S$tara pro$des a%% s!$n and ha$r re%ated *eaut. ser$#e+ The sa%on $s spa#$ous and

the atmosphere re%a>ed+ Men, 0omen and #h$%dren #an eas$%. f$nd a ser$#e to #ater to

the$r need+ But the fo#a% and n$#he e%ement of our sa%on $s the afforda*%e and attra#t$e

pr$#$n(+

14. Big Bazaar

B$( Ba)aar $s not "ust another h.permar!et+ It #aters to eer. need of .our fam$%.+

here B$( Ba)aar s#ores oer other stores $s $ts a%ue for mone. propos$t$on for the

Ind$an #ustomers+

At B$( Ba)aar, .ou 0$%% def$n$te%. (et the *est produ#ts at the *est pr$#es / thatHs 0hat

0e (uarantee+ $th the eer $n#reas$n( arra. of pr$ate %a*e%s, $t has opened the doors

$nto the 0or%d of fash$on and (enera% mer#hand$se $n#%ud$n( home furn$sh$n(s,

utens$%s, #ro#!er., #ut%er., sports (oods and mu#h more at pr$#es that 0$%% surpr$se

.ou+ And th$s $s "ust the *e($nn$n(+ B$( Ba)aar p%ans to add mu#h more to #omp%ete

.our shopp$n( e>pere$n#e+



25/60


)"R%/&()%" % %P)(

itle of Pro1ect Effectiveness of Promotional offers at Big Bazaar, Belgaum

eaning

BABASAB PATIL PROJECT REPORT OF MARKETING Page 8;


26/60


Promot$on $s an $mportant mar!et$n( for#e that pro$des e>tra $n#ent$es for short term

sa%es+ Promot$on p%a.s an $mportant ro%e 0$th adert$sements and se%%$n( efforts+

he role and mechanics of promotion

Promot$ons are an e>treme%. a%ua*%e too% for the mar!et$n( of (oods+ L$!e a%% other

too%s, promot$ons #an ma!e a a%ua*%e #ontr$*ut$on to mar!et$n(+

Promotion function The fun#t$on of promot$on $s to a##e%erate a#t$on stated *. other

mar!et$n( a#t$$t$es+ Promot$on a#ts as a #ata%.st to a##e%erate a#t$on, pr$mar$%. on the

part of the #onsumer+ It supp%ements, *ut $s not a su*st$tute for, adert$s$n( and se%%$n(

efforts+

Promot$on a##e%erates a#t$on *. #han($n( the pr$#e J a%ue re%at$onsh$p of the *rand

Eer. produ#t has an esta*%$shed a%ue $n the m$nds of the #onsumer+ Th$s $s 0hat the

#onsumer $s norma%%. 0$%%$n( to e>pend 1$n mone.2 for 0hat he (ets, or th$n!s *e (ets,

0hen he *u.s the produ#t+

Promot$on #han(es th$s pr$#e/a%ue re%at$onsh$p to the po$nt 0here the $nd$$dua% $s

st$mu%ated to ta!e a des$red a#t$on+ It does th$s $n most #ases e$ther *. %o0er$n( the pr$#e

or *. $n#reas$n( the a%ue of the produ#t or *oth


27/60


6+ A ne0 *rand $s *e$n( $ntrodu#ed

PromotionCs role in the life cycle of a =rand

At ea#h sta(e $n a *randHs %$fe #.#%e a d$fferent de(ree of promot$ona%

emphas$s $s re-u$red+

"e> Product A ne0 produ#t #an usua%%. prof$t from su*stant$a% promot$on support J $f

the produ#t, the adert$s$n(, d$str$*ut$on and pr$#e are r$(ht+

The promot$on #an tru%. perform $ts fun#t$on of a##e%erat$n( tr$a% and pur#hase of a *rand

0hose a%ue has not .et *een fu%%. esta*%$shed $n the m$nds of a%% #onsumers+ A%thou(h

(ood adert$s$n( on a ne0 *rand 0$%% persuade man. #onsumers to tr. the *rand, $t $s not

%$!e%. to persuade eer. %o($#a% prospe#t to ta!e $mmed$ate a#t$on+ Thou(h the

adert$s$n( does not -u$#!%. moe to a#t$on re-u$re an e>tra $n#ent$e, su#h as a free

samp%e or #oupon or some other de$#e that $n#reases the a%ue of the *rand, or %o0ers $ts

pr$#e, to the po$nt 0here the prospe#t de#$des to *u. $t+ If the produ#t $s of (ood -ua%$t.,

promot$on thus he%ps to esta*%$sh $ts a%ue -u$#!%. $n the m$nds of more peop%e+

0ro>ing BrandThere are $nd$#at$ons, $n#$denta%%., that man. ne0 *rands 1*ut not a%%2

rea#h the$r share/of/mar!et pea! 0$th$n s$> months to a .ear after the #omp%et$on of the$r

$ntrodu#t$on+ Th$s %eads to the #on#%us$on that a *rand of proen produ#t and adert$s$n(

#op. super$or$t. 0ou%d *e 0e%% ad$sed to meet ma>$mum tr$a% dur$n( the $ntrodu#tor.



28/60


per$od *. spend$n( hea$%. $n the adert$s$n( med$a and on the promot$ona% de$#es that

are most effe#t$e $n rea#h$n( the *randHs *est %on(term prospe#t$e #onsumers+

Inestment at the h$(hest pra#t$#a*%e %ee% $n effe#t$e adert$s$n( and promot$on dur$n(

the $ntrodu#tor. sta(e, therefore J *. -u$#!%. a#h$e$n( a h$(h fran#h$se %ee% J #anesta*%$sh a *us$ness that $s %ess u%nera*%e to #ompet$t$on and that returns h$(her %ee% of

prof$t $n the fo%%o0$n( .ears+

+ta=le Brand An esta*%$shed, (ro0$n( *rand (enera%%. re-u$res m$n$ma% promot$on

support, usua%%. of a se%e#t$e nature+ The produ#t and $ts adert$s$n( are st$%% e-ua% to or

*etter than #ompet$t$on+ A h$(h proport$on of potent$a% #ustomers hae tr$ed the *rand

And man. hae *e#ome more or %ess re(u%ar users+

In su#h a hea%th. s$tuat$on, the "o* that promot$on has to do usua%%. $s mu#h narro0er and

more spe#$a%$)ed+ It #an *e used for su#h spe#$f$# purposes as $mpro$n( d$str$*ut$on on

%ar(e s$)es, attra#t$n( ne0 users from fr$n(e (roups or areas 0here usa(e %ee%s are *e%o0

potent$a%, or $n#reas$n( the #onsumpt$on amon( present users+ Tota% promot$on

e>pend$tures, ho0eer, #an *e #ut *a#! to %ee%s that (enerate opt$mum prof$ts J so %on(

as the *rand #ont$nues to represent super$or a%ue for the pr$#e+

/eclining BrandA mature, sta*%e *rand ma. need $n#reased promot$ona% support as

#ompet$t$on *e($ns to mat#h $t $n produ#t -ua%$t. and $n the persuas$eness of $ts

adert$s$n( #op., or as the *rand rea#hes $ts natura% fran#h$se %ee%+ hen th$s happens,

Gro0th #eases, sa%es and share %ee% off+



29/60


A de#%$n$n( *rand ma. need mu#h hea$er promot$on support as $t *e#omes o%d and out/

dated *. ne0 or $mproed #ompet$t$e *rands+ Efforts to $mproe the *randHs -ua%$t. and$ts adert$s$n( #op. to e-ua% #ompet$t$on ma. hae *een unsu##essfu%+ In#reas$n( the

adert$s$n( appropr$at$on ma. not he%p J and ma., $n fa#t, mere%. redu#e prof$ts+

MAOR T7PES O= CSTOMER PROMOTIO5S

3+Samp%$n( D$str$*ut$on of free spe#$a% or re(u%ar s$)e pa#!a(e to #onsumers

BABASAB PATIL PROJECT REPORT OF MARKETING Page 8@


30/60


8+Coupon$n( D$str$*ut$on of #ert$f$#ates 0$th a stated monetar. or mer#hand$)e a%ue

0h$#h the #onsumer redeems throu(h a reta$%er to0ards the pur#hase of thespe#$f$ed $tem+

6+ Demonstrat$ons An $%%ustrat$on or demonstrat$on of ho0 a produ#t $s prepared

and9or used, fre-uent%. $no%$n( #onsumer tast$n( of food produ#ts and usua%%.

$no%$n( the presen#e of a home e#onom$st or other tra$ned representat$e+

:+ Pr$#e pa#!s Offers to #onsumers of sa$n(s off the re(u%ar pr$#e of a produ#t,

f%a((ed on the %a*e%+ E> A redu#ed pr$#e pa#!s+

;+ =ree tr$a%s In$t$n( #ustomers for free tr$a%s of produ#ts 0$thout #ost+



31/60


RE+EAR(! E!%/%-%0$

)-E % !E PR%DE(

Effectiveness of Promotional offers at Big Bazaar, Belgaum+



32/60


OBECTIVES

To test the effe#t$eness of the #ommun$#at$on of the offers to the #onsumers

To test the a0areness %ee% amon( pu*%$# 0$th respe#t to offers of B$( Ba)aar

To assess the attra#t$eness of the offers to #ustomers at B$( Ba)aar

To f$nd out the #ompet$t$e d$fferen#es of B$( Ba)aar 0$th other Reta$%

#ompet$tors+

RE+EAR(! E!%/%-%0$

/ata +ource Primary /ata

rom Fuestionnaire and personalinteractionG

+econdary data H

+ample unit (ustomers of Big Bazaar

+ampling method (onvenience sampling

+ample +ize 689 customers

/&RA)%" % PR%DE(

Durat$on of the Pro"e#t 3 thDe# 8? to 8?thApr$% 8+

-)AA)%" % +&/$

Customers d$d not respond, so I had to f$nd man. #ustomers for sure.

!$P%!E+)+ E++



33/60


32 .pothes$s test$n( for attra#t$eness of #ustomers to offers and $ndu#ement for

pur#hase

O More than


34/60

16.00%

84.00%

No

Yes

Are you aware of promotional offers at Big Bazaar


(oncept To sure. 0hether the #ustomers $s$t$n( at B$( Ba)aar are a0are of thePromot$ona% offers

a=le "o 2

Are you aware of promotional offers at Big Bazaar

210 84.0 84.0 84.0

40 16.0 16.0 100.0

250 100.0 100.0

Yes

No

Total

ValidFrequency Percent Valid Percent

Cuulati!e

Percent

0raph "o 2

)nterpretation Ma"or$t. 1:2 of the #ustomers sure.ed 0ere a0are of thePromot$ona% offers at B$( Ba)aar



35/60


(oncept To stud. mode of #ommun$#at$n( promot$ona% offers to the #ustomers

a=le "o 6

What was the mode of Communication

"5 14.0 16.# 16.#

1"6 54.4 64.8 81.4

"$ 15.6 18.6 100.0

210 84.0 100.0

40 16.0

250 100.0

TV

Nes Pa&er

'ordin(s

Total

Valid

)yste*issin(

Total

Frequency Percent Valid Percent

Cuulati!e

Percent

0raph "o 6

+,at %as t,e ode o- Counication

+,at %as t,e ode o- Counication

'ordin(sNe%s Pa&erTV

Pe

rcent

#0

60

50

40

"0

20

10

0

1$

65

1#

)nterpretation5e0s paper 0as the most effe#t$e mode for #ommun$#at$on, fo%%o0ed*. hoard$n(s and TV adert$sements+

BABASAB PATIL PROJECT REPORT OF MARKETING Page 6;


36/60

#.20%

$2.80%

No

Yes

Did you notice/hear about the Promotional offers Today


(oncept To #he#! the a%ertness of #ustomers to0ards the announ#ements made at B$(

Ba)aar dur$n( shopp$n(

a=le "o @

Did you notice/hear about the Promotional offers Today

2"2 $2.8 $2.8 $2.8

18 #.2 #.2 100.0

250 100.0 100.0

Yes

No

Total

Valid


Cuulati!e

Percent

0raph "o @



37/60

How freuently you !isit Big Bazaar

s and ,enrequired

/ailynce in a eence in a ont,ccasionaly

Percent

60

40

20

0

12.80%

1.60%

65.20%

16.80%

".60%



)nterpretation Promot$ona% offers are not$#ed and heard *. the #ustomers dur$n( the$rshopp$n(

(oncept To stud. fre-uen#. the samp%e #ustomers $s$ted B$( Ba)aar

a=le "o 7


Frequency Percent Valid PercentCuulati!e

Percent

Valid ccasionally $ ".6 ".6 ".6

nce in a ont, 42 16.8 16.8 20.4

nce in a %ee 16" 65.2 65.2 85.6

/aily 4 1.6 1.6 8#.2

s and %,en required "2 12.8 12.8 100.0

Total 250 100.0 100.0

0raph "o 7



38/60


)nterpretation :8of the #ustomers $s$t B$( Ba)aar on#e $n a 0ee!, e$ther onednesda. or 0ee! ends, fo%%o0ed *. #ustomers $s$t$n( on#e $n a month and as and0hen re-u$red+

(oncept Effe#t$eness of promot$ona% offers $ndu#$n( the #ustomers to ma!e pur#hases

a=le "o 8

Promotional offers at Big Bazaar are a ttracti!e and induce me to ma"e a purchase

65 26.0 26.0 26.0

100 40.0 40.0 66.0

56 22.4 22.4 88.4

2$ 11.6 11.6 100.0

250 100.0 100.0

)tron(ly (ree

(ree

Neit,er (reeNor

/is3a(ree

/is3a(ree

Total

Valid


Cuulati!e

Percent

0raph "o 8



39/60


Prootional o--ers at i( aaar are attracti!e

Prootional o--ers at i( aaar are attracti!e and induce e to

/is3a(reeNeit,er .(reeNor /i.(ree)tron(ly .(reeP

ercent

50

40

"0

20

10

0

12

22

40

26

)nterpretation 8


40/60

#an" the products that you e$pect promotional offers

Furnitures7lectronic itesroceriesClot,in(

Percent

50

40

"0

20

10

0

5.20%

12.80%

"2.00%

50.00%

#an" the products that you e$pect promotional offers


0raph "o :

)nterpretation Customers preferred #%oth$n( fo%%o0ed *. (ro#er$es, e%e#tron$# $tems andfurn$tures

(onceptTo stud. 0hether #ustomers aa$%ed *enef$t of promot$ona% offers

a=le "o 5

Ha!e you a!ailed any offers during your recent !isit

214 85.6 85.6 85.6

"6 14.4 14.4 100.0

250 100.0 100.0

Yes

No

Total

Valid


Cuulati!e

Percent



41/60

14.40%

85.60%

No

Yes

Ha!e you a!ailed any offers during your recent !isit


0raph "o 5

)nterpretation Ma"or$t. 1;2 of #ustomers aa$%ed *enef$t of promot$ona% offers

(oncept hat d$d .ou opt for4

The #ustomers ma. (o $n for =ree offers or d$s#ount offers+ To stud. the #ustomers

preferen#e of offers th$s -uest$on 0as as!ed+

a=le "o 4

BABASAB PATIL PROJECT REPORT OF MARKETING Page :3


42/60

+,at did you o&t -or

*issin(

Free o--er

/iscount o--er


What did you opt for

$1 "6.4 42.5 42.5

12" 4$.2 5#.5 100.0214 85.6 100.0

"6 14.4

250 100.0

/iscount o--er

Free o--erTotal

Valid

)yste*issin(

Total


Cuulati!e

Percent

0raph "o 4

)nterpretation :@ of the #ustomers aa$%ed =ree offers 6


43/60

12.80%

8#.20%

No

Yes

Do you communicate offers at Big Bazaar to your friends


Do you communicate offers at Big Bazaar to your friends

218 8#.2 8#.2 8#.2

"2 12.8 12.8 100.0250 100.0 100.0

Yes

NoTotal

ValidFrequency Percent Valid Percent

Cuulati!e

Percent

0raph "o 3

)nterpretation Ma"or$t. 1?2 of #ustomers d$d #ommun$#ate *enef$ts of promot$ona%offers to the$r fr$ends and re%at$es+

BABASAB PATIL PROJECT REPORT OF MARKETING Page :6


44/60


(oncepthere do .ou f$nd the fo%%o0$n( *etter4

3+ Pr$#e

8+ ua%$t.

6+ Produ#t ran(e

:+ Promot$ona% offers

;+ Am*$en#e

BABASAB PATIL PROJECT REPORT OF MARKETING Page ::


45/60

Price

t,er retail storesi( aaar

Percent

100

80

60

40

20

0

14.00%

86.00%

Price


(oncept Pr$#ea=le "o 29

Price

215 86.0 86.0 86.0

"5 14.0 14.0 100.0

250 100.0 100.0

i( aaar

t,er retail stores

Total

Valid


Cuulati!e

Percent

0raph "o 29

BABASAB PATIL PROJECT REPORT OF MARKETING Page :;


46/60

%uality


Percent

80

60

40

20

0

24.00%

#6.00%

%uality


)nterpretation


47/60

#ange


Percent

100

80

60

40

20

04.00%

$6.00%

#ange


)nterpretation ua%$t. at B$( Ba)aar $s (ood as #ompared to other reta$% stores

(onceptProdu#t Ran(e

a=le "o 26

#ange

240 $6.0 $6.0 $6.0

10 4.0 4.0 100.0

250 100.0 100.0

i( aaar

t,er retail stores

Total

Valid


Cuulati!e

Percent

0raph "o 26

)nterpretation 1@


48/60

&ffers


Percent

100

80

60

40

20

0

12.80%

8#.20%

&ffers


(onceptPromot$ona% offers

a=le "o 2@

&ffers

218 8#.2 8#.2 8#.2

"2 12.8 12.8 100.0

250 100.0 100.0

i( aaar

t,er retail stores

Total

Valid


Cuulati!e

Percent

0raph "o 2@



49/60

Ambience


Percent

100

80

60

40

20

0 ".20%

$6.80%

Ambience


)nterpretation Promot$ona% offers are (ood #ompared to other reta$% stores

(onceptAm*$en#ea=le "o 27

Ambience

242 $6.8 $6.8 $6.8

8 ".2 ".2 100.0

250 100.0 100.0

i( aaar

t,er retail stores

Total

Valid


Cuulati!e

Percent

BABASAB PATIL PROJECT REPORT OF MARKETING Page :@


50/60

$.60%

$0.40%

No

Yes

Do offers ma"e you feel li"e !isiting Big Bazaar


0raph "o 27

)nterpretation Ma"or$t. 1@?2 of the #ustomers f$nd Am*$en#e er. (ood

(oncept To stud. 0hether Customers fee% %$!e #om$n( to B$( Ba)aar to aa$% the*enef$ts of the offers

a=le "o 28

Do offers ma"e you feel li"e !isiting Big Bazaar

226 $0.4 $0.4 $0.4

24 $.6 $.6 100.0

250 100.0 100.0

Yes

No

Total

Valid


Cuulati!e

Percent

0raph "o 28



51/60


)nterpretation Ma"or$t. 1@2 of #ustomers are attra#ted to offers and hen#e the. 0$%%shop fre-uent%. at B$( Ba)aar

)"/)"0+

BABASAB PATIL PROJECT REPORT OF MARKETING Page ;3


52/60


53/60


Customers fee% produ#t ran(e (ood at B$( Ba)aar

Promot$ona% offers are (ood #ompared to other reta$% stores as per the #ustomers

+&00E+)%"+

BABASAB PATIL PROJECT REPORT OF MARKETING Page ;6


54/60


55/60


The promot$ona% offers on ednesda.s #an a%so *e e>tended to Tuesda.s and

Sunda.s so that more num*er of #ustomers 0$%% (et *enef$t of the offers and thus

sa%es $n#rease+

The emp%o.ees of B$( Ba)aar shou%d *e d$s#oura(ed to ta!e the *enef$t of offers

0h$#h are meant for #ustomers

(%"(-&+)%"

Promot$ona% offers p%a. an $mportant ro%e to $n#rease the sa%es $n short terms

Be%(aum popu%at$on $s e>per$en#$n( a ne0 pattern of shopp$n(

The #ustomer *u.$n( pattern has #han(ed 0$th the $ntrodu#t$on of B$( Ba)aar $n

Be%(aum

The foot fa%% has $n#reased at B$( Ba)aar

Customers are e>posed to ne0 *rands and the. are *e#om$n( *rand sa.

BABASAB PATIL PROJECT REPORT OF MARKETING Page ;;


56/60


A""E'&RE+



57/60


B)B-)%0RAP!$

Boo;s

Bus$ness Stat$st$#s J G+C+ Berr.

Adert$sement and Promot$on J Be%#h N Be%#h

Mar!et$n( Mana(ement J Ph$%$p Kot%er


58/60


7POTESIS TESTI5G

.pothes$s test$n( for attra#t$eness of #ustomers to offers and $ndu#ement for pur#hase

O More than


59/60


S$(ma P U P13/P295/3

U + +6;98:@

U +@36


60/60


U +;> +3;98:@

U +;38;

U +88

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