Solomon Final Project

8/17/2019 Solomon Final Project

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A PROJECT REPORT ON

“A STUDY ON UNDERSTANDING INSIGHTS OF SKODA YETI CUSTOMERS,

MYSORE”

A project report submitted in partial fulfilment of

the requirements for the award of

MASTER’S DEGREE

IN

BUSINESS ADMINISTRATION

UNIVERSITY OF MYSORE

Submitt! b",

SO#OMON

R$% N&' ()MB*+(

U-!. t/ Gui!0-1 &2

D.%Vi34 M% B056A66&1i0tt% P.&2%, DOS i- Bu6i-66 A!mi-i6t.0ti&-,

P&&70 B/0$030t Mm&.i05 M0/070-0 P% G% C-t.

M"6&. 8 9:**(;

DEPARTMENT OF STUDIES IN BUSINESS ADMINISTRATION,

POOJA BHAGAVAT MEMORIA# MAHAJANA POST GRADUATION CENTRE,

K%R%S% ROAD, METAGA##I, MYSORE


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CERTIFICATE

DEPARTMENT OF STUDIES IN BUSINESS ADMINISTRATION

+*(= – +*(9

This is to certify that M.% SO#OMON student of 4th semester MBA, bearing R$% N&% ()MB*+(,

has carried out the project entitled “A STUDY ON UNDERSTANDING INSIGHTS OF SKODA

YETI CUSTOMERS, MYSORE” as per of her curriculum activity as per the norms of obtaining a

post-Graduation degree in Master of Business Administration from UNIVERSITY OF MYSORE

during the year !"#-"4 under my guidance and supervision$

D.%Vi34 M% B056A66&1i0t% P.&2%, DOS i- Bu6i-66 A!mi-i6t.0ti&-,

P&&70 B/0$030t Mm&.i05 M0/070-0 P% G% C-t.

M"6&. 8 9:**(;


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CERTIFICATE

POOJA BHAGAVAT MEMORIA# POST GRADUATION CENTRE,

K%R%S% ROAD, METAGA##I, MYSORE


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DEC#ARATION

. hereby declare that the project report undergone on the topic/ A STUDY ON

UNDERSTANDING INSIGHTS OF SKODA YETI CUSTOMERS, MYSORE” has been

prepared under the guidance of DR%VIVEK M BA#SE, ASSOCIATE PROFESSOR ,

&epartment of (tudies in Business Administration, )BMM)G *entre, Mysore$ This report has been

submitted in partial fulfilment of the re0uirement for the a1ard of degree in MASTER IN

BUSINESS ADMINISTRATION to the 2niversity of Mysore, Mysore and not been submitted to

any institution, board or universities and previously formed the a1ard of any degree, diploma,

associate ships, fello1ship or any similar titles$

D0t SO#OMON

P501' M"6&. R$% N&% ()MB*+(

ACKNO>#EDGEMENT


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. gratitude to D.% C% K% RENUKARYA, &irector, )ooja Bhagavat Memorial Mahajana )ost

Graduation centre, for his valuable suggestions, encouragement and continuous support to complete

this project successfully$

My sincere gratitude to P.&2% S%R%S KHADRI, &irector, &epartment of MBA, )ooja

Bhagavat Memorial Mahajana )ost Graduation centre, for his timely suggestions, encouragement

and support to complete this project successfully$

. sincerely than3 my internal guide DR%VIVEK M BA#SE, Associate )rofessor, &epartment

of MBA, )ooja Bhagavat Memorial Mahajana )ost Graduation *entre, Mysore for his support and

guidance in carrying out this project$

D0t ' SO#OMON

P501' M"6&. R$% N&% ()MB*+(

CONTENT


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INTRODUCTION

S# N&% CHAPTERS P0$ N&%

!" INTRODUCTION

! INDUSTRY PROFI#E

!# COMPANY PROFI#E

• )roduct )rofile• ('T Analysis• *ompetitor &etails

!4 RESEARCH DESIGN

• (tatement of the )roblem• 'bjectives of the (tudy• (cope of the study• Methodology of the (tudy• (ampling Techni0ue• 5imitations of the (tudy

!4 REVIE> OF #ITERATURE

!6 THEORATICA# BACKGROUND!7 DATA ANA#YSIS ? INTERPRETATION

@ Tables, Bar graph, Analysis

and .nterpretation

!8 FINDINGS,SUGGESTIONS AND CONC#USIONS

BIBI#IOGRAPHY

9Boo3s and eb-site eferences ANNEURE 8 :uestionnaire$


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(3oda 1or3s 1as established as an arms manufacturer in ";6

3lement, 1ho 1as a boo3seller in Mlada Boleslav, in today>s *?ech epublic, 1hich 1as then part of

Austria-@ungary, 1as unable to obtain spare parts to repair his German bicycle$ lement returned his

bicycle to the manufacturers, (eidel and aumann, 1ith a letter, in *?ech, as3ing them to carry out

repairs, only to receive a reply, in German, statingC %.f you 1ould li3e an ans1er to your in0uiry, you

should try 1riting in a language 1e can understand/$ A disgusted lement, despite not having

technical eDperience, decided to start a bicycle repair shop, 1hich he and =aclav 5aurin opened in

";

motorcycle, the first model, voiturette A, 1as a success and the company 1as

established both 1ithin Austria-@ungary and internationally$ By "

automobiles$

After " the 5aurin-lement company began producing truc3s, but in "


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(3oda auto is a part of international =ol3s1agen group, one of the premium automobile

manufacturers .n urope$ (3oda entered the .ndian mar3et in ovember"7, !!"$ The company

invested in a plant at shendra, outs3irts of Aurangabad, the only manufacturing facility of the

company outside urope$ The brand (3oda Auto is 3no1n for its stylish loo3s, 1ell built eDterior and

its constant endeavour to introduce modern technologies$

Till date (3oda Auto introduced t1elve luDury models in the .ndian mar3et including (3oda (uperb

and (3oda 5aura$ .n !" the company achieved more than 6 mar3et in the luDury "segment$ .n

the same year .t had set up a net1or3 of 4" dealership e0uipped 1ith #6 facilities spread across the

country$ The total sale 1as close to 8,!!!$

INDUSTRY PROFI#E


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'ne of the major changes in the industry has been the opening up and gro1th of several emerging

mar3ets$ .ndia is one of the most important emerging car economies in the 1orld today$ The .ndian

automobile industry comprises of the commercial vehicles, multi-utility vehicles, passenger cars, t1o

1heelers, three 1heelers, tractors and auto components$

The government of .ndia>s ne1 automobile policies li3e reduction of eDcise duty to 4! and import

duties to 6! attracted a large number of automobile companies to .ndia 1hich includes General

motors, Eord, Toyota, BM, *hrysler, @onda, @yundai, Eiat, @industan motors, (3oda Auto, Telco

and one indo-Hapanese venture, Maruti already in the passenger car mar3et 1ith 8! of the mar3et

share 1hich ma3es it the numerous 2no player in automobile mar3et$

.n the initial years after the independence .ndian automobile industry 1as plagued by unfavorable

government policies$ All it had to offer in the passenger car segment 1as a "


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I Eorth largest commercial vehicle mar3et in the 1orld$

I Eorth largest passenger vehicle in Asia and ""th largest in the 1orld$

I Dpected to become the 1orld>s third largest automobile mar3et by !#!$ Behind only china

and 2(A$

I The largest three 1heeler mar3et in the 1orld$

I The fifth largest commercial vehicle mar3et in the 1orld$

I The fourth largest tractor mar3et in the 1orld$

BIRTH OF THE CAR

.n "87< the very first self-propelled car 1as built 1hen icolas *ugnot, a Erench military engineer

designed a steam po1ered road-vehicles

The vehicle 1as built at the )aris Arsenal, and 1as used by the Erench Army to move cannons$ .t had

three 1heels 1ith the engine in the front along 1ith the boiler$ hile *ugnotJs JcarJ 1as capable of

attaining speeds of up to 7carsKhour, it 1as far too heavy and slo1 to be of practical use$

.n "88" he again designed another steam-driven engine that ran so fast that it rammed into a 1all,

recording the 1orld>s first accident$

.n ";!8 Erancois .saac de iva? designed the first internal combustion engine$ @e to develop

the 1orld>s first vehicle to run on such an engine, one that used a miDture of hydrogen and oDygen to

generate energy, subse0uently used this$

This spa1ned the birth of a number of designs based on the internal combustion engine in the early

nineteenth century 1ith little or no degree of commercial success$ .n ";7! thereafter, Hean Hoseph

tienne 5enoir built the first successful t1o-stro3e gas driven engine$ .n ";7 he again built an

eDperimental vehicle driven by his gas-engine, 1hich ran at a speed of # 3msKhour$ These cars

became popular and by ";76 could be fre0uently espied on the roads$

The neDt major leap for1ard occurred in ";87 1hen the four-stro3e engine 1as devised$ Gottileb

&amlier and icolas 'tto 1or3ed together on the mission till they fell apart$


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&aimler created his o1n engines that he used both for cars and for the first four 1heel horseless

carriage$ .n the mean1hile, un3no1n to them, arl Ben?, 1as in the process of creating his o1n

advanced tri-cycle, 1hich proved to be the first true car$

After all this eDperiments 1e can say that the complete car 1as birth only in ";;6 that the first real

car rolled do1n on to the streets$ The earlier attempts, though successful, 1ere steam-po1ered road-

vehicles$

The season of eDperiments continued across the seas in the 2nited (tates 1here @enry Eord began

1or3 on a horseless carriage in ";

The Eord Motor *ompany 1as launched in "s roads$ Erom then till the Eirst orld ar,

about 4,!!! cars 1ere directly imported to .ndia from foreign manufacturers$ The gro1ing demand

for these cars established the inherent re0uirements of the .ndian mar3et that these merchants 1ere

0uic3 to pounce upon$

The @industan Motors 9@M 1as set up in "


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.n the 6!s, the Government of .ndia granted approval to only 8 car dealers to operate in .ndia - @M,

A)., A55, (M).5, )A5, MFM and Telco$ he protectionist policies continued to remain in place$

The 7!s 1itnessed the establishment of the t1o-three 1heeler industry in .ndia and in the 8!s, things

remained much the same$

ECONOMIC INDUSTRY ANA#YSIS

.ndia is considered as a bac3 office of 1orld, but in the last fe1 years 1e have seen a tremendous

gro1th in manufacturing sector as 1ell$ .ndia ran3s #rd in G&) as per ))) 9purchasing po1er parity

in 1orld, .ndia is a member of all the major groups of 1orld li3e G-!, B.*(, and one of the

founder member of T', as per current data of .ME .ndia>s per capita income is #7


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18%

26%

56%

Sectors Contribution

Agriculture

Industry

Services


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T/ I-!i0- 0ut&m&bi5 i-!u6t."’6 $.&t/ i6 !.i3- b" 30.i&u6 201t&.6 /i1/ i-15u!'

5arge localdemand5o1 cost 5abor

eason for @igh

gro1th of Automobile.ndustry in .ndia

ural conomyconomic

Gro1th

.nfrastructure

&evelopment &isposable

.ncome


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A55 t/6 t/i-$6 0. /5i-$ I-!i0 6& 06 t& b1&m 0 $5&b05 /ub 2&. 0ut&m&bi5 i-!u6t."


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UNION BUDGET +*()


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As customers feared a rise in price of vehicle they rushed to buy vehicle due to 1hich car sales in

.ndia increases "#$"" percent$

6! basis point cut in repo rate announced by B. 1ill be good for auto sector as ;6 of the vehicle

purchased in .ndia are being financed, so deduction 1ill help the sector

Mar3et eactionC

All auto companies> shares prices in fear of increase in taD had come do1n but after the

announcement of budget share prices sho1ed a good gro1th as investors got confidence in the auto

industry$

MICHAE# PORTERS 9 FORCE ANA#YSIS

ising fuel

prices.nflationary trends

*urrent problems of

Automobile .ndustry

5o1er gro1th

rate

(1elling interest

rates

(1elling interest

rates


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@Mi1/05 P&.t. 2i3 2&.1 0-05"6i6 &2 Aut&m&bi5 I-!u6t."

S&m Im&.t0-t &i-t6 0b&ut Aut&m&bi5 i-!u6t."'


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Su5"C 'verall .ndian Automobile industry has a marginal eDcess capacity$

Dm0-!C .t>s largely cyclical and dependent on various socio economic factors egC per capita

income, disposable income, (easonality etc$

E-t." R6t.i1ti&-C &ue to high amount of capital involved, &istribution net1or3, Availability of

auto components and higher technological advancement$

B0.$0i-i-$ &. &2 6u5i.’6C 5o1, due to stiff competition among rivals$

B0.$0i-i-$ &. &2 1u6t&m.6C =ery high, due to high availability of options$

C&mtiti&-C @igh competition as technological advancement ta3es very less time, large no$ of

manufacturers$

ven after high gro1th of industry, .ndia is very less penetrated$ As per a survey .ndia has only "!

passenger vehicles, 4 commercial vehicles and 4# t1o 1heelers per "!!! people$ 1hile Globally,

these figures are very high$ Eor instance, Germany has 676 cars orea has #; cars and Thailand 68

cars per "!!! population$ (o there is a huge scope for Automobile .ndustry$

COMPANY PROFI#E


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VISION

The most respected *ompany in the eyes of our people for the care, concern, and the pride in 1or3

that 1e create and provide$

Bu6i-66 t" )rivate

I-!u6t." Automobile

E6t0b5i6/! i- !!

S056 3&5um 6!! carsKyear 9approD

Em5&"6 46

R3-u crores 9approD

H0! u0.t. =adodara, Gujarat, .ndia

P0.-t (3oda Auto

K" &5 Mr$ (atish Bhungaliya 9'1nerK&irector,

Mr$ mish Mali 9General Manager


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VA#UES

I (atisfy consumers F business associates by providing high 0uality products and eDcellent

services

I &evelopment and Gro1th of people through training, job enrichment and empo1erment

I mployees to sho1 high level commitment, ethics and principals

>ORKs 1ell-defined and dynamic @uman esource 9@

policy$ The company follo1s a strong value system 1hich is driven by result orientation, adaptability

to change, humility and respect for colleagues and peers$ e believe that investment in human

capital is the 3ey source of competitive advantage and sustained gro1th$

MI#ESTONES OF THE COMPANY


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+A

!! BB* P Best ntry 5evel *ar for (3oda 'ctavia

!!# E'P =oice of *ustomer A1ard

!!4 nd ran3 P H & )o1er .ndia (ales (atisfaction .ndeD (tudy

!!6 *B* T=-"; Auto car – Best =ariant of The +ear ('&A (

'verdrive – Auto Tech 'f The +ear ('&A (

H & )o1er – .nitial :uality (tudy – Best )remium *ar of the +ear for ('&A

'ctavia

H & )o1er – A)A5 (tudy – )remium Midsi?e *ar for ('&A 'ctavia

*B* T=-"; Auto car – The *ar of The +ear for ('&A (uperb

*B* T=-"; Auto car –Best &esign and (tyle of The +ear for ('&A (uperb

*B* T=-"; Auto car – =ie1ers *hoice *ar 'f The +ear for ('&A (uperb

!!7 nd ran3 P H & )o1er .ndia (ales (atisfaction .ndeD (tudy

L*B* T=-"; Auto car P best variant of the year for (3oda (uperb

&T= )rofit *ar .ndia P Decutive car of the year for (3oda 5aura

'verdrive P Auto Tech of the year for (3oda 5aura

Total *ustomer (atisfaction 9T*( (tudy by T( P Best )remium Midsi?e

(egment car for (3oda 'ctavia

!!8 "st ran3 in H$&$ )o1er Asia )acific !!8 .ndia (ales (atisfaction .ndeD

#rd ran3 in &ealer (atisfaction (tudy by T( Automotive for four-1heeler

manufacturers


(egment car for (3oda 'ctavia

!!; "st ran3 in H$&$ )o1er Asia )acific !!; .ndia (ales (atisfaction .ndeD


(egment *ar for (3oda 'ctavia

!!< Active (mall *ar of the +ear

Active (mall *ar of the +ear at the &T= )rofit *ar F Bi3e A1ards$

*ar of the +ear A1ard

(3odaJs (uper hatch Eabia 1ins the Q*ar of the +earQ a1ard at the *B*

T= "; 'verdrive a1ards !< held at Taj 5ands nd, on the


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!"! The Golden (teering heel A1ards – !"! by AutoBild .ndia

I Best =ariant of the +ear – ('&A 5aura

I Best (edan of the +ear – ('&A (uperb

'verdrive - *B* T="; A1ards – !"!

I Midsi?e *ar of the +ear – ('&A 5aura

Bloomberg 2T=-Auto car A1ards – !"!

I Best =ariant of the +ear – ('&A 5aura

&T= )rofit – *ar .ndia F Bi3e .ndia A1ards – !"!

I ntry )remium *ar of the +ear – ('&A (uperb

B( Motoring Decutive *ar 'f The +ear – !"! ('&A (uperb

('&A (uperb - *ar of the +ear - BB* Top Gear A1ards !"!

!"4 ('&A apid

=ic3y$ in )eopleJs choice *ar and Bi3e a1ards !"" - (edan of the year

Top Gear A1ards !"" - Eamily *ar 'f The +ear

!"" T Rig1heels *ar of the +ear - )remium *ompact (edan of the +ear

('&A +eti

Bloomberg 2T= Auto car A1ards !"" - 4D4 of the +ear

conomic Times Rig1heels - (2= of the +ear

conomics Times Rig1heels - &esign of the +ear

*B* 'verdrive - (2=K2= of the +ear

BB* Top Gear - *ar of the +ear

*ar .ndia - M2=K*rossover of the +ear

&T= *ar F Bi3e a1ard - *ompact (2= of the +ear

&T= *ar F Bi3e a1ard - Best .ntegrated Mar3eting *ampaign

2T=i - Bloomberg Auto car - (2= of the year

*B* T="; 'verdrive - (2= of the +ear


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SKODA #OGO

"already been used earlier in "


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PRODUCT PROFI#E

SKODA YETI

('&A +T.

#&$&P0.-t 1&m0-" s3oda auto

C0t$&." sedan, hatchbac3, suv

S1t&. Automobiles

t0$5i-65&$0- the right of 1ay

U6 tough,off-roader characteristics and features,

comfortable

(T)

S$m-t suv

t0.$t $.&u families and off roader drivers

P&6iti&-i-$ positioned as a tough car built for rough


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terrains but at the same time comfortable for a

drive

S>OT ANA#YSIS

St.-$t/ "$ great driver visibility due to high driving

position

$ 1ell suited for off roads due to great

handling capabilities

#$ handy and convenient features to use

4$ easy to drive in traffic and in city due to

increased driver visibility

6$ also 3no1n as s3oda sandi in some mar3ets

7$ U3oda yeti has been a1arded a 6-star safety

rating by the euro ncap

>04-66 "$ s3oda has not been penetrating into

emerging economies as some of the other

competitors

$ slightly eDpensive product but hasn>t been

able to capture the premium mar3et as per its

potential

O&.tu-it" "$collaborations 1ith automobile entities to

penetrate deeper in the mar3et through

distribution and servicing net1or3

$ augmenting automobile mar3et

#$attracting more middle income class

customers

T/.0t6 "$rapid technological innovations implemented

in upcoming cars

$ intense competition from national car

manufacturers


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#$intense competition in thesuv mar3et

COMPETITION

C&mtit&.6 "$hyundai tucson

$maruti grand vitara

#$ tata aria

COMPETITORS INFORMATION

The follo1ing are the major players of automobile industry in the 1orld

" FERRARI'

Eerrari is a sport car manufacturer based in Maranello, .taly$ Eounded by n?o Eerrari in "


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Mercedes-Ben? is a German manufacturer of luDury automobiles, buses, coaches and truc3s$ .t is

currently a division of the parent company, &ailmer AG 9formerly &ailmer*hrysler AG, after

previously being o1ned by &ailmer-Ben?$ Mercedes-Ben? has its origins in arl Ben?>s creation of

the first petrol-po1ered car, the Ben? patent motor 1agen, patented in Hanuary ";;7$ The

Mercedes automobiles 1ere first mar3eted in "

6 CHEVRO#ET'

*hevrolet is a brand of automobile produced by General motors> company 9GM$ Eounded by 5ouis

*hevrolet and ousted GM founder illiam *$ &urant on ovember ;, "


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RESEARCH DESIGN

RESEARCH METHOD

.t must be classified on the basis of the major purpose of the investigation$ .n this problem

description studies have been underta3en, as the objective of the project is to conduct the mar3et

shares study to determine the share of mar3et received by the company to the competitor$

DATA CO##ECTION

The information needed to further proceed had been collected through primary and secondary

data$

PRIMARY DATA

.t consists of information collected for the specific purpose, survey research 1as used and he all

the details of Eord and their competitors 1ere contacted$ (urvey research is the approached

gathering description and information$

CONTACTED METHOD

The information 1as solicited by administering structured 0uestionnaire to the customer and

dealers, thus getting to 3no1 directly from the dealers their sales before and after sales service$

SECONDARY DATA CO##ECTION

The secondary data consists of information that already eDisting some1here having beencollected for another purpose$ Any researcher begins the research 1or3 by first going through

secondary data$ (econdary data includes the information available 1ith company$ .t may be thefindings of research previously done in the field$ (econdary data can also be collected from themaga?ines, ne1s papers, internet other service conducted by researchers

OBJECTIVES OF THE STUDY

•The study 1ill focus to find out reason for lo1 acceptance of yeti$

• valuate the parameters 1hich influence the intention to purchase (2= vehicle$


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• The esearch so carried out 1ould help me in understanding the consumer>s attitude to1ards the

product and also help me to find out the problem faced by them$

• To understand the triggers used to choose competitors )roduct as compared to yeti$

SCOPE OF THE STUDY

• Damines and identifies 3ey information and issues about J('&A A2T' )=T 5T&J for

business intelligence re0uirements

• (tudy and presents the companyJs strengths, 1ea3nesses, opportunities 9gro1th potential and

threats 9competition$ (trategic and operational business info is accurately stated$

Mt/&!&5&$" &2 t/ Stu!"

• The basic method adopted in conducting the study is a structured 0uestionnaire

$:uestionnaire is administered on the sample respondents$ @o1ever there are certain

cases 1here personal interactive method is follo1ed 1ith customers to find the

satisfaction level$

• &escriptive study

A S0m5i-$ t1/-iu C&-3-i-1 60m5i-$

B S0m5i-$ u-it T/ 1u6t&m.6 2.&m m"6&. 1it"

C S0m5i-$ 6i (**

#IMITATIONS OF THE STUDY

• *hange in certain trends li3e rise in the price of cars may affect the data$

• The research is purely driven by the responses of the *ustomers$

• The research is limited to Mysore city only

• The sample si?e of competitors> product is not very high due to non-availability of data$


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REVIE> OF #ITERATURE

C&-6um. B/03i&. 0-! IMC

To get a better 3no1ledge about product and dealership services . read many of the published

boo3sKleaflets of Tata Motors, apart from that . even 1ent through the training material provided by

Tata Motors to &ealers sales advisors – inning every prospect$

An eDtensive literature study about product 1as carried out so as to 3no1 all the features of car

1hich 1ill helped me to convince customer 1hile interacting 1ith them$

The eDistence of the customer is integral to the eDistence of the retailerKdealership$ The ability to

understand the customers is the 3ey of developing a successful retail strategy$ To be able to satisfy

the customers, it is necessary to understand him, his needs and ho1 he responds to the various

mar3eting efforts 1hich have been underta3en by the organi?ation$ An integral part of understanding

the customers for the product or service i$e$, the target segment, and the demographics of this

segment, their needs and buying behavior$ The decision ma3ing process by the customer is

eDtensively eDamined$ The consumers can be studied in a variety of 1ays including through

observations, electronic surveillance, intervie1s and surveys, eDperimentation etc$


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The most important application of consumer behavior study is the development of the mar3eting

strategy$ The firms and organi?ations improve their mar3eting strategies by understanding issues

such as ho1-

•

The psychology of ho1 consumers thin3, feel, reason, and select bet1een differentalternatives 9e$g$, brands, productsN

• The psychology of ho1 the consumer is influenced by his or her environment 9e$g$, culture,

family, signs, mediaN

• The behavior of consumers 1hile shopping or ma3ing other mar3eting decisionsN

• 5imitations in consumer 3no1ledge or information processing abilities influence decisions

and mar3eting outcomeN

• @o1 consumer motivation and decision strategies differ bet1een products that differ in their

level of importance or interest that they entail for the consumerN and

• @o1 mar3eters can adapt and improve their mar3eting campaigns and mar3eting strategies to

more effectively reach the consumer$

@ence, .ntegrated mar3eting communication channels depends completely on the behavior of the

consumer and the effective promotions are advertising campaigns are formulated based on a careful

study on these$


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THEORATICA# BACKGROUND

>/0t i6 C&-6um. Bu"i-$ B/03i&.

&efinition of Buying BehaviorCBuying Behavior is the decision processes and acts of people involved in buying and using products$

eed to understandC

• 1hy consumers ma3e the purchases that they ma3eV

• 1hat factors influence consumer purchasesV

• the changing factors in our society$

*onsumer Buying Behavior refers to the buying behavior of the ultimate consumer$ A firm needs toanaly?e buying behavior forC

• Buyers reactions to a firms mar3eting strategy has a great impact on the firms success$

• The mar3eting concept stresses that a firm should create a Mar3eting MiD 9MM that satisfies

9gives utility to customers, therefore need to analy?e the 1hat, 1here, 1hen and ho1consumers buy$

• Mar3eters can better predict ho1 consumers 1ill respond to mar3eting strategies $

St0$6 &2 t/ C&-6um. Bu"i-$ P.&166

(iD (tages to the *onsumer Buying &ecision )rocess 9Eor compleD decisions$ Actual

purchasing is only one stage of the process$ ot all decision processes lead to a purchase$All consumer decisions do not al1ays include all 7 stages, determined by the degree ofcompleDity$$$discussed neDt$

T/ ; 6t0$6 0.C

"$ P.&b5m R1&$-iti&-9a1areness of need--difference bet1een the desired stateand the actual condition$ &eficit in assortment of products$ @unger--Eood$ @ungerstimulates your need to eat$*an be stimulated by the mar3eter through product information--did not 3no1 you

1ere deficientV .$$, see a commercial for a ne1 pair of shoes, stimulates yourrecognition that you need a ne1 pair of shoes$

http://www.udel.edu/alex/chapt1.html#mixhttp://www.udel.edu/alex/chapt1.html#mixhttp://www.udel.edu/alex/chapt1.html#mix


34/71

$ I-2&.m0ti&- 60.1/--

o .nternal search, memory$

o Dternal search if you need more information$ Eriends and relatives 91ord of mouth$

Mar3eter dominated sourcesN comparison shoppingN public sources etc$

o 3londi3e 3ates etc

#$ E305u0ti&- &2 A5t.-0ti36--need to establish criteria for evaluation, features the buyer 1ants or does not 1ant$ an3K1eight alternatives or resume search$ May decide that you 1antto eat something spicy, indian gets highest ran3 etc$.f not satisfied 1ith your choice then return to the search phase$ *an you thin3 of another

restaurantV 5oo3 in the yello1 pages etc$ .nformation from different sources may be treateddifferently$ Mar3eters try to influence by QframingQ alternatives$

4$ Pu.1/06 !1i6i&---*hoose buying alternative, includes product, pac3age, store, method of purchase etc$

6$ Pu.1/06--May differ from decision, time lapse bet1een 4 F 6, product availability$

7$ P&6t


35/71

• outine esponseK)rogrammed Behavior--buying lo1 involvement fre0uently purchased lo1

cost itemsN need very little search and decision effortN purchased almost automatically$Damples include soft drin3s, snac3 foods, mil3 etc$

• 5imited &ecision Ma3ing--buying product occasionally$ hen you need to obtain

information about unfamiliar brand in a familiar product category, perhaps$ e0uires amoderate amount of time for information gathering$ Damples include *lothes--3no1

product class but not the brand$

• Dtensive &ecision Ma3ingK*ompleD high involvement, unfamiliar, eDpensive andKor

infre0uently bought products$ @igh degree of economicKperformanceKpsychological ris3$Damples include cars, homes, computers, education$ (pend alot of time see3ing informationand deciding$.nformation from the companies MMN friends and relatives, store personnel etc$ Go throughall siD stages of the buying process$

• .mpulse buying, no conscious planning$

C0t$&.i6 t/0t E221t t/ C&-6um. Bu"i-$ D1i6i&- P.&166

A consumer, ma3ing a purchase decision 1ill be affected by the follo1ing three factorsC

"$ )ersonal

$ )sychological

#$ (ocial

The mar3eter must be a1are of these factors in order to develop an appropriate MM for its targetmar3et$

P.6&-05

2ni0ue to a particular person$ &emographic Eactors$ (eD, ace, Age etc$ho in the family is responsible for the decision ma3ing$+oung people purchase things for different reasons than older people$

P6"1/&5&$i105 201t&.6

)sychological factors includeC

M&ti36


36/71

A motive is an internal energi?ing force that orients a personJs activities to1ard satisfying aneed or achieving a goal$Actions are effected by a set of motives, not just one$ .f mar3eters can identify motives thenthey can better develop a mar3eting miD$MA(5' hierarchy of needs

o )hysiological

o (afety

o 5ove and Belonging

o steem

o (elf Actuali?ation

P.1ti&-


37/71

.ndividual learns attitudes through eDperience and interaction 1ith other people$*onsumer attitudes to1ard a firm and its products greatly influence the success or failure of the firmJs mar3eting strategy$

H0-!&ut%%%O5!6m&bi5%%%%%

'ldsmobile vs$ 5eDus, due to consumers attitudes to1ard 'ldsmobile 9as discovered by classeDercise need to disassociate Aurora from the 'ldsmobile name$

DDon =alde?-nearly !,!!! credit cards 1ere returned or cut-up after the tragic oil spill$

@onda Q+ou meet the nicest people on a @ondaQ, dispel the unsavory image of a motorbi3erider, late "

all the internal traits and behaviors that ma3e a person uni0ue, uni0ueness arrives from a

personJs heredity and personal eDperience$ Damples includeC

o or3aholism

o *ompulsiveness

o (elf confidence

o Eriendliness

o Adaptability

o Ambitiousness

o &ogmatism

o Authoritarianism

o .ntroversion

o Dtroversion

o Aggressiveness


38/71

o *ompetitiveness$

Traits effect the 1ay people behave$ Mar3eters try to match the store image to the perceivedimage of their customers$

There is a 1ea3 association bet1een personality and Buying Behavior, this may be due tounreliable measures$ i3e ads$ *onsumers buy products that are consistent 1ith their self concept$

#i26t"56


39/71

.ndividual identifies 1ith the group to the eDtent that he ta3es on many of the values, attitudesor behaviors of the group members$

Eamilies, friends, sororities, civic and professional organi?ations$Any group that has a positive or negative influence on a person>s attitude and behavior$

Membership groups 9belong toAffinity mar3eting is focused on the desires of consumers that belong to reference groups$Mar3eters get the groups to approve the product and communicate that approval to itsmembers$ *redit *ards etc$

Aspiration groups 91ant to belong to&isassociate groups 9do not 1ant to belong to@onda, tries to disassociate from the Qbi3erQ group$

The degree to 1hich a reference group 1ill affect a purchase decision depends on anindividuals susceptibility to reference group influence and the strength of hisKher involvement

1ith the group$

S&1i05 C5066


40/71

Eamily, reference groups and social classes are all social influences on consumer behavior$All operate 1ithin a larger culture$

Cu5tu. 0-! Sub


41/71

" hat do you thin3 is more important to you before buying product$

#&"05 t&0.!6 P.1-t0$ &2 .6&-!-t6

B.0-!C&m0-" 78D05.6 S.3i1 .&3i!. ##

67%

33%

Loyalty

Company/Brand

ealer/Service provider

ANA#YSIS'


42/71

As 1e can see that a large no$ of people around 78 of our sample agreed to consider Brand as

important factor 1hile purchasing any product$ (till almost one third of *ustomers prefers to buy it

from a specific dealer rather than Brand$

tor0ue Automotive being the oldest dealer of ('&A has gained a huge loyalty base because of its

presence in many residential Areas$

SUGGESTION'

Though it>s not a big issue but 1e should try to ma3e people more brand loyal than dealer loyal so

that in case the dealer chose to go 1ith competitors product 1e should not lose our customer base$

hich factors do you consider 1hile buying a car$

)urchase .nfluencing Eactors of respondents

)rice "


43/71

" r i c e # $

I

e a l

e r n e t

% o r &

$ t ' e

r s

()((%

5)((%

1()((%

15)((%

2()((%

25)((%2(%

15%1(%

1*% 1*% 16% 1*%

Factors Infuencing Purchase

+actors In,uencing

"urc'ase

INTERPRETATION'

*ompany can adopt a better value chain model so as to reduce the cost of product and price them

1hich attracts a customer and also profitable for seller$ ('&A-A2T' 1ith a net1or3 of more than

;!! dealer across .ndia has a good presenceN still company has a large scope in Tier # and Tier 4

cities$

# )lease tic3 the appropriate reasons for your decision of purchasing (2= vehicleC

easons for purchasing (2= of respondents

(afety $7

'ff-roading "7$8

*omfortableK(pacious "

)o1erful #$4

(tyle statement


44/71

S a - e

t y

C o m - o

r t a .

l e / s

p a c i o

u s

S

t y l e

s t a

t e m

e n t

()((%

5)((%

1()((%

15)((%

2()((%

25)((% 22)6(%

16)7(%

21)((%23)*(%

)2(%7)1(%

Reasons or purchasing SUV

#easons -or perc'asing

S0

ANA#YSIS ? INTERPRETATION

easons for purchasing (2= have increased no1 a days because customer 1ant a po1erful,

comfortableKspacious car as from the above graph 1e can see that$

4 @o1 did you come to 3no1 about s3odaC

A1areness of respondents

eference "

&ealer


45/71

# e - r e

n c e

e a l

e r

2 e % s

p a p e

r A d

3 e a ,

e t s /

B a n n

e r s

e m

o a c

t i v i t y

$ n l i n

e

$ t ' e

r s

(%

5%

1(%

15%

2(%

25% 21)((%

/)5(%

16)((% 17)((%

8)((%

1/)5(%

/)((%

Awareness about Y!I

INTERPRETATION'

('&A should promote yeti as the segment to 1hich s3oda is targeting for yeti are upper middle

class or higher class people 1ho have a large no$ of options available in the mar3et$ .f people

themselves are searching for vehicle and current customers are referring yeti to potential customers

than obviously there is a mar3et pull for the product but due to lac3 of a1areness of product it>s not

being converted in final sale$

6 F!b014 2&. "ti

ating for 5oo3s of yeti of respondents

" "#$6

#!$6

# "7

4 "#

6 8

ANA#YSIS'


46/71

5oo3s is considered to be one of the most important things 1hile buying any (2=, After interacting

1ith so many customers and even sales advisors, . reali?ed that yeti lac3s in giving a sporty and

attractive loo3$ Though many of the customers prefer the loo3 of yeti, they considered it as a brand

identity of s3oda vehicle$

1*%

31%

16%

13%

27%

Loo"s

1

2

3*

5

INTERPRETATION'

A vehicle is designed after ta3ing revie1 from many people, and so many of 0ualified engineers and

designers design in 3eeping in mind various things$ But . 1ould suggest that a small modification in

its front loo3 can be done so as to ma3e it loo3 different from a regular s3oda *ar$

7 *'ME'T

ating for *omfort of yeti of respondents

" #$6

$6

#


47/71

More than ;! percent people consider yeti as one of the best vehicle 1hen it comes to comfort

1 2 3 * 5

()((%

1()((%

2()((%

3()((%

*()((%

5()((%

6()((%

7()((%

3)5(% 2)5(%)5(%

23)5(%

61)((%

Co#ort

Com-ort

.T)TAT.''

Almost all the current and potential customers are happy 1ith the comfort of yetiN s3oda can promote

its car 3eeping in mind this point 1hich can prove to be biggest differentiator from other vehicles$

8)'

ating for )o1er of yeti of respondents

"


48/71

1 2 3 * 5()((%

5)((%

1()((%

15)((%

2()((%

25)((%

3()((%

)5(%

1)5(%

25)5(%21)5(%

2*)((%

Power

"oer

ANA#YSIS ? NTETRPRETATION

+eti 1ith its engine has ama?ed so many people but a large no$ of people thin3 that the po1er output

of yeti can further be increased

MAINTAINENCE

ase of maintenance of +T. of respondents

" "

#8

# #

4 "7

6 "

ANA#YSIS'

'nly o1ners feedbac3 1as ta3en for this 0uestion, 1e can see that a large no$ of customer thin3s

that it>s not easy to maintain +T., 1hile interacting 1ith them . reali?ed it>s not the vehicle but the

dealership 1hich is causing them problem$ As it ta3es too long for them to get bac3 their vehicle, no

pic3up drop facility, )arts not available 1ith dealer, lo1 level of product 3no1ledge to servicing

staffs etc$


49/71

12%

37%

23%

16%

12%

ase of $aintainance

1

2

3

*

5

INTERPRETATION'

A dealer earns money once 1hile selling the cars but through servicing a major chun3 of money

comes, so all dealers should be advised to give preferences to all yeti 1hen it comes for servicing,

they should 3eep the an appropriate stoc3 of parts 1ith them, maDimum one day of servicing time

should be ta3en for +eti vehicles, proper reminder of (ervicing should be sent to customers from

servicing managersKstaffs$


50/71

1 2 3 * 5

(%

5%

1(%

15%

2(%

25%

3(%

35%

*(%

23%

16%

3/%

6%

16%

Fuel %ciency

+uel 4ciency

INTERPRETATION'

*ustomers can be given guidance so as to give them a proper 3no1ledge about the driving habit

1hich 1ill help them in getting high average$

"! *'(T

*'(T of respondents

"

";$6

#

4 "#

6 4$6

ANA#YSIS'

A customer should al1ays feel that he has made a right decision by buying the car, as the price of

+eti has been rising consistently due to increase in taD and other things many people 1ho bought +eti

previously are very happy, but the current buyer and potential customer thin3s that the vehicle is

overpriced and they eDpect it to be lo1ered do1n$


51/71

1 2 3 * 5

(%

5%

1(%

15%

2(%

25%22)((%

18)5(%

22)((%

13)((%

2*)5(%

C&S!

INTERPRETATION'

Many people are not a1are of product because of 1hich they feel it doesn>t 1orth the price its

charging, 1e should give them proper information regarding project$

""EAT2(

A(T@T.* EAT2 'E ()'&T(

" # 7$6

# ""

4 #!$6

6 4


52/71

1 2 3 * 5

(%

5%

1(%

15%

2(%

25%

3(%

35%

*(%*5%

5(%

3)((% 6)5(%

11)((%

3()5(%

*)((%

Asthetic eatures

Cosmetic -eatures

INTERPRETATION'

Though the customers are very happy 1ith the features given in +eti but many of them are not happy

1ith the 0uality of plastic used as some of them are facing problem 1ith lo1 0uality of plastic, this

can be improved, some of them even raised 0uestion on the eDcess no$ of roof utility boD provided

1hich 1as not necessary in the vehicle$

" B''T ()A*

52GGAG ()A* 'E ()'&T(

" 7$6

7$6

#


53/71

6%6%

2%

1%

*(%

Luggage Space

1

2

3

*

5

$INTERPRETATION'

+eti provides enough space for luggage, though it can offer roof rac3s to customers 1hile buying car

at some discounted price$

"# (AET+

(AET+ EAT2 'E ()'&T(

" ;

"#$6

# #$6

4 "7

6 #


54/71

1

2

3

*

5

(% 5% 1(% 15% 2(% 25% 3(% 35% *(% *5%

8)((%

13)5(%

23)5(%

16)((%

3)((%

Saety Features

Sa-ety +eatures

ANA#YSIS ? .T)TAT.'

+eti is e0uipped 1ith so many of the safety features Eor other variants mostly all the customers 1ere

satisfied 1ith the safety features offered$ This 1ill be good for customer from safety point of vie1

"4 AB(C

AB(KB& 'E ()'&T(

" ;

7$6

# $64 8

6 #8


55/71

1 2 3 * 5(%

5%

1(%

15%

2(%

25%

3(%

35%

*(%

8)((%6)5(%

22)5(%

27)((%

37)((%

A'S(')

ABS/4B


Majority of people thin3s that AB(KB& is one of the most important features of (2= and +eti$ As is

helps in controlling the vehicle at the time of emergency 1hile driving at a high speed$ o1 daysalmost all the vehicles are installing AB( in their vehicle due to demand from customers side

"6 A.BAG(

M' T@A A.BAG( 'E ()'&T(

" 4

"4$6

# "


56/71

customers are in favor of more than airbags in vehicle so as if there is any side impact passengers

sitting at bac3 ro1 also should not have any injury

1 2 3 * 5

(%

5%

1(%

15%

2(%

25%

3(%

2*)((%

1*)5(%

1)5(%

13)5(%

28)5(%

$ore than * AIR'A+S

2 AI#BAS

$

INTERPRETATION

An option to customers can be given 1ho 1ant to add additional airbags in car at the time of boo3ing

itself by paying additional cost$

"7 *2.( *'T'5

*2.( *'T'5 'E ()'&T(

" ##$6 7$6

# "#

4 "6$6

6 ""$6

ANA#YSIS'


57/71

*ruise control helps a driver to drive vehicle at a constant speed 1ithout giving acceleration to

vehicle, it is a gro1ing trend in .ndia but due to non-availability of good roads and heavy traffics this

feature is also not of a much use$

12

3*

5

()((%

5)((%

1()((%15)((%

2()((%

25)((%

3()((%

35)((%33)5(%

26)5(%

13)((% 15)5(%11)5(%

Cruise control

Cruise control

INTERPRETATION&ue to lo1 usage on .ndian roads *ruise controls are not very much in

demand, but 1e should try to create a1areness about it, as it>s very useful on high1ays, it helps to

differentiate +eti from other vehicles$

"8*@.55 B'W

G5'=B'W *@.55 'E ()'&T(" 8

"#

# ##

4 $6

6 4$6

ANA#YSIS'

*hiller BoD is considered to be a must for all high end class cars, as +eti is meant for long journey

and family journey purposeN it helps in 3eeping some drin3s and chocolate for children


58/71

1 2 3 * 5(%

5%

1(%

15%

2(%

25%

3(%

35%

7%

13%

33%

23% 25%

Chiller 'o,

C'iller Bo

$.T)TAT.'

ven customers 1ho are using +eti for taDi purpose thin3s it>s an important feature and it ma3es

customer more comfortable 1hile going for long journeys$

"; E'G 5AM)

E'G 5AM)( 'E ()'&T(

" ""$6


59/71

1 2 3 * 5()((%

5)((%

1()((%

15)((%

2()((%

25)((%

3()((%

35)((%

*()((%

11)5(% )5(%

1)((% 22)((%

38)((%

Fog la#ps

+og lamps

$

INTERPRETATION Eog 5amps is largely used feature of any vehicle, 1e should try to promote it

as it helps in clear visibility

"


60/71

22%

8%

3*%

2(%

17%

A-)

1

2

3

*

5

INTERPRETATION

Many people are still thin3s that A& is not necessary for them and it>s a less used feature but in

.ndian roads 1here roads are uneven and at many places 1here there are no roads, it is a very useful

feature, so people should be given proper 3no1ledge about this feature$

! A(T@T.* EAT2(

A(T@T.* EAT2 'E ()'&T(

" "6$6

"


61/71

1

2

3

*

5

()((% 5)((% 1()((% 15)((% 2()((% 25)((% 3()((%

15)5(%

1)5(%

27)((%

13)5(%

2*)5(%

Re.erse par"ing sensor(ca#era

#everse par&ing

sensor/camera

$

INTERPRETATION

As +eti is a big vehicle reverse par3ing cameraKsensors help in par3ing vehicles, so people should be

informed about this feature and 1e should tell them about the advantage of this feature$

" W@A2(T

T. W@A2(T 'E ()'&T(

" ;

8

# "7$6

4


62/71

1 2 3 * 5(%

5%

1(%

15%

2(%

25%

3(%

35%

*(%

8% 7%

17%

2%

*(%

!win ,haust

9in 4'aust

INTERPRETATION

+eti has "

eDhaust is a must for Aria irrespective of variants$

elative Brand atingC please ran3 the vehicles as per your preference 9" being the best

5AT.= BA& AT.G 'E ()'&T(

+T. "8

*A)T.=A #A.A "

'2T5A& 7$6

W2=6!! "$6

ANA#YSIS'

*aptiva and 'utlander are being considered as the top sought brand by customers 1hile Wuv is on

third ran3 follo1ed by +eti, Aria is not being considered as a Eamily car as many people consider it


63/71

:eti Captiva Aria $utlander ;uv 5(((%

5%

1(%

15%

2(%

25%

3(%

17%

23%

12%

27%

22%

Rate/ as 0o1 2

#ated as o) 1

.T)TAT.'

as a tourist vehicle$ +eti is being ran3ed on an average position 1here many people thin3 that this is

one of the best product offering from ('&A-A2T'$

# @o1 1ill you rate the service offered at ('&A-A2T' )=T 5T& dealershipsC 9" being

lo1est and 6 highest

&A5(@.) AT.G 'E ()'&T(

" 4;$6

8

#


64/71

1 2 3 * 5

()((%

1()((%

2()((%

3()((%

*()((%

5()((%

6()((%

*/%

27%

/% 1(%6%

)ealership rating

ealers'ip rating

INTERPRETATION

+eti customers are totally a different segment, they should be given preference in servicing of

vehicle, An +eti servicing should not ta3e more than a day, dealership service centers should 3eep a

trac3 on the stoc3 of parts of +eti as many of customers 3eep on 1aiting for parts for more than -#

months$

# Are you satisfied 1ith the .nformationK&emoKTest drive given to youC

.E'MAT.' E'M (A5( A&=.(' 'E ()'&T(

+( 68

' 4#


65/71

57%

*3%

Inor#ation

:es

o


e can see that around 68 of people are not satisfied 1ith the demoK test drive given to them, the

basic reason 1hich . have identified is lac3 of maintenance of Test drive vehicle$

FINDINGS, SUGGESTIONS AND CONC#USIONS


66/71

FINDINGS$

('&A at the time of launching +eti has ta3en help of various promotional tools and

tried to ma3e an impact on customers mind, but after some time their focus started

changing$

&ue to lo1 promotion +eti has a very less a1areness in Mar3etN moreover ('&A has

been sceptical about the positioning of +eti$ ('&A-A2T' is an eDtremely 1ell established brand$

Eurther initiatives and efforts could see ('&A-A2T' at the very top for the entire

range of products dealing 1ith high class comfortable vehicle$

*urrent o1ners are facing a lot of problem relating to service of vehicle and even 1ith

the lo1 availability of parts$

'ne of the main problem is that customer advisors directly focus on price rather than

sho1ing them vehicle and its features$

+eti has a huge potential in the mar3et as almost all the current o1ners are 1ell

satisfied 1ith vehicle and its performance$

The biggest issue 1ith yeti is its loo3 1hich is not being accepted by customers$

SUGGESTIONS

+eti is being designed by Top designers of ('&A-A2T' 3eeping in mind the eDpectation and also

the financial constraints, no doubt it>s a master piece created by them$ But as per my personnel

opinion after interacting 1ith costumers, . 1ould li3e to suggest some important concerns of

customer


67/71

)ositioning is one of the very critical aspects of any product, just by labeling the

product as a crossover does not ma3e it a crossover$ The brand should produce

sufficient evidence that it belongs to a ne1 breed$ (3oda should promote yeti as a large number of o1ners are happy 1ith the product

but due to lo1 a1areness the sale of yeti is lo1$ (3oda should also ta3e part in vehicle eDhibition of premium cars 1hich is organi?ed

by various organi?ations$All the promotional offersK discounts of month should be informed to dealers as soon as possible

because a large number of in0uiries 1hich is being made on first 1ee3 of month are lost

CONC#USIONS

• =arious procedures to be follo1ed 1hile closing any deal$

• *onsumer insights about (2=s

• =arious 1ays of contacting customers and increasing in0uiries for vehicle$

• ssential things 1hich should be 3ept in mind 1hile organi?ing events$

• )atience$

• =arious stages of sales and action re0uired at that stage$

•@o1 to deal 1ith dealershipsK service provider$

BIB#IOGRAPHY

B(.T(C

• 111$data$1orldban3$org

• 111$s3oda-auto$co$in

• 111$siamindia$com

http://www.data.worldbank.org/http://www.siamindia.com/http://www.data.worldbank.org/http://www.siamindia.com/


68/71

• 111$car1ale$com

• 111$managementpundit?$com

• httpCKKplanningcommission$nic$inKdataKdatatableKindeD$phpVdataXdatatab

• 111$ne1s3odayeti$co$in

Maga?inesK Boo3sKe1spaperC

• Times of .ndia

• Business 1orld>s, LThe Mar3eting hite boo3>$

• Mar3eting management

)hilip otler, "#th dition, )earson ducation

Mar3eting management, $ &$ Gami$

ANNEURE

U-!.6t0-!i-$ I-6i$/t6 &2 64&!0 "ti C&-6um.

"$ )ersonal detailsC ameC YYYYYYYYYYYYYYYY$$

)rofessionC YYYYYYYYYYYYYY$$

*ontact o$ C YYYYYYYYYYYYYY$

Model purchasedK.nterestedC YYYYYYYYYYYYYY$$

http://www.carwale.com/http://www.managementpunditz.com/http://planningcommission.nic.in/data/datatable/index.php?data=datatabhttp://www.newskodayeti.co.in/http://www.carwale.com/http://www.managementpunditz.com/http://planningcommission.nic.in/data/datatable/index.php?data=datatabhttp://www.newskodayeti.co.in/


69/71

&ealership ameC YYYYYYYYYYYYYYYY

(ales Advisors name

$ hat factors do u thin3 is more important to you before buying the carVo *ompanyKBrand

o &ealerK(ervice provider

#$ hich factors do u consider 1hile buying a carVo )rice

o Mileage

o '.

o esale

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Date post:	06-Jul-2018
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Solomon Final Project

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