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					                            A
                   PROJECT REPORT

                            ON

  “A STUDY ON FACTORS INFLUENCING THE
 CONSUMER PREFERENCE OF FOUR WHEELER
   COMMERCIAL VEHICLE PURCHASING IN
                RAIPUR”
 Chhattisgarh Swami Vivekanand Technical University
  SUBMITTED IN PARTIAL FULFILMENT OF THE AWARD OF
                        M.B.A
     (MASTER OF BUSINESS ADMINISTRATION)

                  Submitted By: ANIL KUMAR SHUKLA
                      MBA: II – SEMESTER




Approved By:                                 Guided By:
Dr. Sumita Dave                       Mr. Saket ranjan praveer
HOD (MBA)                                    Reader
                                           SSIMT Bhilai
                TABLE OF CONTENTS



Chapter I
  1.) Objectives of the study
  2.) Introduction

Chapter II
Literature Review

Chapter III
Research Methodology

Chapter IV
Data Analysis

Chapter V
a.) Findings
b.) Recommendation
c.) Limitation
d.) Bibliography
                   DECLARATION



 I Anil Kumar shukla a student of M.B.A–II Semester 2008 at “SHRI

SHANKARACHARYA INSTITUTE OF MANAGEMENT & TECHNOLOGY”

Junwani Bhilai. Here by declare that Project Report under the title of “A study

on factors influencing the consumer preference of four wheeler commercial

vehicle purchasing in Raipur” is the record of my original work under the

guidance of Mr. Saket ranjan praveer ,Reader, (Department of M.B.A), S.S.I.M.T,

Bhilai. This report has never been submitted to any else for award of any degree

or diploma.




Place: Bhilai                                      Anil Kumar shukla
Date: -…………………..                                   MBA II SEMESTER
                             CERTIFICATE

                                   This is to certify that the project work

done on “A study on factors influencing the consumer preference of

four wheeler commercial vehicle purchasing in Raipur” Submitted to

“SHRI     SHANKARACHARYA             INSTITUTE     OF    MANAGEMENT      &

TECHNOLOGY”, Junwani, Bhilai has been carried out by Anil Kumar

shukla a student of MBA II Semester under my guidance and

supervision.




Date: -…………………….
Seal / Stamp of the Organization

                                                 SAKET RANJAN PRAVEER
                                                          Reader
                                                        SSIMT, Bhilai
                             PREFACE


The practical study through, conducting the survey and doing project

work has a very significant value. The theoretical knowledge gained in

classroom is    not   fruitful   and   complete   unless and until it   is

implemented on the practical work either done in the field or inside the

organization. It always boosts up our knowledge in pursuing the

theoretical studies. It is the internal part of our curriculum to conduct

survey and project work, which not only accelerates the managerial

skills in us but also broadens our practical prospective.

In view of above the survey on “A study on factors influencing the

consumer preference of four wheeler commercial vehicle purchasing in

Raipur” has been conducted and the project report is before the

readers. If any part of this report is taken up positively by the

industry, I will feel that my effort was worthwhile.
                      ACKNOWLEDGEMENT

                In order to complete any project successfully, functional environment &

proper guidance of the expert on the subject is inevitable.

               I am really indebted to my faculty of MBA department Mr. Saket ranjan

praveer (Reader) under whose guidance I could conduct the research on “A study on

factors influencing the consumer preference of four wheeler commercial

vehicle purchasing in Raipur” prepare this project report.

                I would also like to extend my sincere thanks to the businessmen my

other respondents who have extended their active cooperation while going through

                    the survey on four wheeler commercial vehicle.




                                                                Anil Kumar shukla

                                                               MBA II SEMESTER
PART
  I
INTRODUCTION
        OBJECTIVE OF THE STUDY



1. To study the consumer preference of purchasing a four
   wheeler commercial vehicle in Raipur.


2. To find out Key Players and Their Market Share in
   Raipur.


3. To study the brand image of four wheeler commercial
   vehicle in Raipur.
                          INTRODUCTION


The research on the four wheeler commercial vehicle provides insights into
product and market trends, analyses, opportunities, projections, sales, and
marketing strategies. Specifics on market share, segmentation, size, and
growth in the global markets are also featured.

The massive changes in the four wheeler commercial vehicle have been
witnessed by the universe (consumers & dealers) which actually shows that
the commercial vehicle are most important part of our economic. After some
decade rather some years it may be possible that commercial will be listed in
the category of basic needs of customer. Some People prefer some well
known brands of commercial vehicle because they can not compromise with
our brand, and color design.

There are many brands available (Tata motors, AshokLeyland, Mahindra
&Mahindra) in market and they have many kinds of four wheeler
commercial vehicle.
PART
 II
LITERATURE

 REVIEW
Key players in the Production of Commercial
Vehicles in India
   Ashok Leyland Ltd.

   Hindustan Motors Ltd.

   Telco

   Force motors Ltd.( Previously known as Bajaj Tempo Ltd)

   Eicher Motors Ltd.

   Mahindra & Mahindra Ltd.

   Swaraj Mazda Ltd

   Tata Motors

AshokLeyland
Ashok Leyland is one of the biggest players in the Production of Commercial
Vehicles in India. Ashok Leyland is one of the oldest automotive company of
India. It was set up in 1948 in Madras (now called Chennai) to assemble Austin
cars. However, the company's future changed after British Leyland made equity
participation. Hence the company became Ashok Leyland in 1955 and started
the Production of Commercial Vehicles. They offer a wide range of in Heavy and
Light Commercial Vehicles varying from buses, trucks, engines to special
application vehicles. They were the first company in the history of Indian to win
the ISO 9002 Certification in 1993. Again it became the first Indian company to
receive ISO/TS 16949 Corporate Certification. Their global ambition is very
simple, it is; Global Standards,Global Markets.


Hindustan Motors           Ltd
Hindustan Motors Ltd is one of the oldest car manufacturing company of India. It
was founded in 1942. It manufactures a wide range of vehicles from cars to
trucks to school buses to trekker to porter. However, it is more popular for one of
its particular car model called the Ambassador. But, at the same time it does
manufacture a lot of Commercial Vehicles as well. It was one of the leading
players in cars till the early 80's but could not maintain its position after
globalization came into effect and the markets were opened. It has its
manufacturing plants in Uttarpara- West Bengal, Pithampur- Madhya Pradesh,
Thiruvallur- Tamil Nadu and Hosur- Tamil    Nadu.

Telco
Telco deals with Heavy Commercial Vehicles, Light Commercial Vehicles, Multi-
Utility Vehicles etc. Telco was set up in 1945 to manufacture steam locomotives.
Now it's the largest private sector company in Commercial Vehicle
manufacturing. The four manufacturing plants of Telco are located in
Jamshedpur in Jharkand, Pimpri and Chinchwad in Pune ( Maharashtra) and
Lucknow in Uttar Pradesh. It has a market share of 31.2% in Multi Utility Vehicle
Segment.
Force      motors     Ltd.   (Previously   known     as    Bajaj    Tempo       Ltd)
Force motors Ltd. (Previously known as Bajaj Tempo Ltd) is a promising
company in the Commercial Vehicle segment. The company is now working on
the project of introducing state-of-the-art range of trucks. The company has
different technological collaboration with many international giants. Hence, it has
an upper edge with new and modern technology. They are also working on eco
friendly CNG bus engines. They are the only company to have a full range of
Commercial                    Load                carrying               vehicles.

Eicher       Motors        Ltd.
Eicher Motors Ltd. deals with the manufacturing of Commercial Vehicles. They
mainly deal with buses, trucks and chassis. These products comply with all the
specifications of BS II norms. Its CNG Technology is also known to be the very
best                      in                   the                     market.

Mahindra&Mahindra                 Ltd.
Mahindra & Mahindra Ltd. has a huge Indian market with Multi Utility Vehicles. It
was originally set up in 1945 to cater to general purpose utility vehicles.
However, today it is one of the top five manufacturers of tractors in the world.

Swaraj       Mazda         Ltd.
Swaraj Mazda Ltd. deals with the manufacturing of Light Commercial Vehicles.
They mostly manufacture buses, trucks, police personnel carrier, ambulance,
water tankers and special vehicles. The company was formed in 1983 and
production                started                 from                1985.

Tata Motors
Tata Motors is one of the most important fore runners of the Indian automobile
industry. They believe in focus and state-of-the-art facilities. They probably have
the best infrastructure required for the assurance of manufacturing quality
vehicles. They deal with M&H Commercial Vehicles, Intermediate Commercial




           TL 4x4                 Tata SFC 410 EX             Tata LPT 712 EX




 Tata 207 DI EX- Single cab    Tata 207 DI - Single cab    Tata 207 DI - Crew cab




     SFC 407 EX Turbo           SFC 407 Turbo Truck       LPT 709 E Turbo Container
                                                                    truck




Vehicles, Light Commercial Vehicles, Small Commercial Vehicles, Utility Vehicles
Etc. In the Commercial Vehicles segment, they mostly manufacture buses and trucks.
They even have a good range of passenger vehicles as well.
                    Market share (Commercial Vehicles)

The company’s sales of commercial vehicles in February 2007 in the domestic
market were 27,859 nos., an increase of 22% over 22,885 vehicles sold in
February last year. M&HCV sales stood at 16,306 nose, a growth of 19% over
February 2006, while LCV sales were 11,553 nos., a growth of 25% over
February 2006.
Cumulative sales of commercial vehicles in the domestic market for the fiscal
were 2, 68,453 nos., an increase of 43% over last year. Cumulative M&HCV
sales stood at 1, 55,708 nos., an increase of 40% over last year, while LCV sales
for the fiscal were 1, 12,745 nos., an increase of 48% over last year.

Sales figures (in units) of major Indian players of LCVs in Indian market




source: - www. Commercial vehicle industry in India
Exports figures (in units) of major Indian manufacturers in LCV segment
* the figures are based on SIAM analysis and individual company's reports.
Tata Motors, Mahindra & Mahindra, Ashok Leyland, Swaraj Mazda, General
Motors, Renault, Toyota and Volkswagen are delivering LCV in Indian market.
Some of the Indian manufacturers such as Tata Motors, Mahindra & Mahindra,
Ashok Leyland, Swaraz Mazda, etc have entered global markets with their LCVs.
During financial year 2005-06, sales of LCVs in Indian market showed a growth
of 19% with an increase of 60% in exports by Indian LCV manufacturers.




                        Light Commercial Vehicles
 Indian automobile industry witnessed a growth of 32.86% in light commercial vehicles
 segment. Indian light commercial vehicles (LCVs) include a range of vehicles, such as
 cargo, tempo, mini trucks, buses, etc. A few of the passenger cars, such as vans, are
 now being treated as LCVs. Tata Motors, Mahindra & Mahindra, Ashok Leyland and
 Swaraj Mazda are the leading Indian manufacturers of LCVs.


 Production
 During financial year 2005-06, Indian LCV production showed a growth of 23.68% over
 the preceding year. LCVs have been showing an upward production trend. At present,
 there are more than 1 lakh LCVs (in units) being manufactured in Indian automobile
 sector.



Production trend in Indian LCV segment
SOURCES:- www.Commercial vehicle industry in India
More on production in LCV segment LCVs Production

Sales in Indian automobile industry- Domestic and Exports

During financial year 2005-06, LCV sales in Indian market showed a growth of 19.44%,
with increase in exports by more than 60%. In the same period, cumulative sales of
LCVs in Indian market amounts to 1.43 lakhs, with 26.4 thousand units exported by
Indian manufacturers.

Sales trend of LCVs in Indian market




SOURCES:- www.Commercial vehicle industry in India
Exports trend of Indian LCVs
PART
 III
 RESEARCH
METHODOLOGY
             RESEARCH METHODOLOGY

MEANING OF RESEARCH


Research in common parlance refers to a search for knowledge. Once can
also define research as a scientific and systematic search for pertinent
information on a specific topic. In fact, research is an art of scientific
investigation. The advanced learner’s dictionary of current English lays
down the meaning of research as “a careful investigation especially through
search for new facts in any branch of knowledge”.
The research approach for the study exploratory research. Further this
research was of descriptive type, which is an off shoot of conclusive
research. The data collection was both primary and secondary data. The
source was 2 managers and 50 customers.


SAMPLING
Sampling as a process may be defined as a structured way with which the
items are chosen from given space be fitting for research study. Sampling as
such is a probabilistic process with which the whole research depends upon
as targets chosen for study provided for relevant data to meet desired object.
SAMPLE


It may be defined as a unit of an item chosen for study to draw desired
inference. The sample is decided with reference too the objective of the
study and properly defined in the chose the quality and quantity of sample
for conclusive deduction for the study of he research.


UNIVERSE
With reference to the process of sampling a universe may be understood as
the entire space which may consist of living and non living beings out of
which a sizable population can be chosen to draw sample from.


POPULATION
It is for the purpose of sampling may be defined as designated part of
universe which has the entire desired sample and of course a part of
population is chosen to consist the size of the sample. The population always
has the feature of homogeneity.




SAMPLE SIZE
For carrying out any research or study on any subject it is very difficult to
cover even 100% of respondents. Therefore the sample size has to be
decided for a meaningful conclusion. For designing the sample, it was
thought proper to cover and 50 customers.
PERIOD OF STUDY


This duration for accomplishment of the research was near about 3 months.




                            AREA OF STUDY
This study has been conducted in the total Raipur city which covers all the
major parts of customers and dealers.




                            SAMPLE DESIGN
On the basis of random sampling.




                  METHODS OF DATA COLLECTION

Primary data-

                Questionnaires (To customers)

Secondary data-

                  Company’s brochures, Advertising Magazines,
                  Research Plan


Research Design       :   Descriptive Research

Data Source           :   Primary Data

Research Instrument   :   Questionnaire

Measurement scale     :   Likert’s Scale



Sample Plan

Sampling Design       :   Simple Random Design

Sample Size           :   50

Sample Location       :   Raipur
PART
 IV
DATA ANALYSIS
              LIKERT’S MEASUREMENT



    highly Satisfied      just satisfied   little satisfied   dissatisfied
           3                    2                  1               0


INDEX FOR DETERMINANTS:


Price                                                         X1
Mileage(Average)                                              X2
Comfort                                                       X3
Resale value                                                  X4
Loading Capacity                                              X5
Brand                                                         X6
After sale service                                            X7
Availability of spars parts                                   X8
Advertisement                                                 X9
Colour                                                        X10
Finance Facility                                              X11
Mode of payment                                               X12
Discount/offer                                                X13
Satisfied with existing brand                                 X14
Which brand attract most                                      X15
INDEX FOR PARAMETER:


                          0-20                      Y1
                          20-40                     Y2
                          40-60                     Y3
                          60 & above                Y4
               highly          just            little
Factors Name   consider        consider        consider        do not consider TOTAL

X1                        23              17              08              02           50

X2                        30              17              03               0           50

X3                        16              21              10              03           50

X4                        28              16              04              02           50

X5                        32              15              03              00           50

X6                        17              18              12              03           50

X7                        26              16              06              02           50

X8                        35              11              03              01           50

X9                        08              19              15              08           50

X10                       14              15              16              05           50

X11                       26              15              07              02           50

X12                       18              25              06              01           50

X13                       27              17              06              00           50

X14                       24              18              07              01           50
X1    111

X2    127
            LIKERT’S POINT
X3    100

X4    120

X5    129

X6    99

X7    116

X8    130


X9    77

X10   88

X11   115

X12   113

X13   121

X14   115
                  LIKERT MEASUREMENT
                                       0


                                 24        23
                           27                        30

                   18                                     16

                   26                                     28

                  14
                       8                              32
                            35                  17
                                      26


business person                                                X1
X2                X3                       X4                  X5
X6                X7                       X8                  X9
X10               X11                      X12                 X13
X14
Factors TATA    MAHINDRA&MAHINDRA ASHOK   FORCEMOTOERS OTHERS
name    MOTOERS                   LEYLAND
X15   25       11                       07        02             05




                    Brand which is most attrect




                                                  TATA MOTOERS
                                                  MAHINDRA&MAHINDRA
                                                  ASHOK LEYLAND
                                                  FORCE MOTOERS
                                                  OTHERS
                         ANOVA analysis




Price                            A
Mileage(Average)                 B
Comfort                          C
Resale value                     D
Loading capacity                 E
Brand                            F
After sale service               G
Availability of spars parts      H
Advertisement                    I
Finance facility                 J
Mode of payment                  K
Discount/offer                   L
Satisfaction of existing brand   M
Attraction of brand              N
                                               ANOVA




                                               Sum of
                                               Squares    df        Mean Square    F          Sig.
price                         Between Groups       .763        2            .381       .574      .567
                              Within Groups      29.904        45           .665
                              Total              30.667        47
mileage                       Between Groups       .122        2            .061       .115     .891
                              Within Groups      23.795        45           .529
                              Total              23.917        47
comfort                       Between Groups       .780        2            .390       .601     .552
                              Within Groups      29.199        45           .649
                              Total              29.979        47
resale value                  Between Groups      2.934        2           1.467   2.081        .137
                              Within Groups      31.732        45           .705
                              Total              34.667        47
loading capacity              Between Groups      4.362        2           2.181   4.540        .016
                              Within Groups      21.617        45           .480
                              Total              25.979        47
BRAND                         Between Groups       .670        2            .335       .399     .674
                              Within Groups      37.809        45           .840
                              Total              38.479        47
After sale service            Between Groups      3.872        2           1.936   2.829        .070
                              Within Groups      30.795        45           .684
                              Total              34.667        47
Availability of spare parts   Between Groups      2.614        2           1.307   3.449        .040
                              Within Groups      17.053        45           .379
                              Total              19.667        47
Advertisement                 Between Groups      1.513        2            .756       .783     .463
                              Within Groups      43.487        45           .966
                              Total              45.000        47
color                         Between Groups      2.362        2           1.181   1.558        .222
                              Within Groups      34.117        45           .758
                              Total              36.479        47
finance facility              Between Groups      3.511        2           1.756   3.412        .042
                              Within Groups      23.155        45           .515
                              Total              26.667        47
mode of payment               Between Groups       .441        2            .220       .567     .571
                              Within Groups      17.476        45           .388
                              Total              17.917        47
Discount/offer                Between Groups      4.554        2           2.277   6.644        .003
                              Within Groups      15.425        45           .343
                              Total              19.979        47
         SIGNIFICANTS FACTORS




1) LOADING CAPACITY.
2) AVAILABILITY OF SPEARS PARTS.
3) FINANCE FACILITY.
4) DISCOUT/OFFER.
Q.1- HOW MUCH DO YOU CONSIDER PRICE WHILE PURCHASING OF
FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                JUST             LITTLE          DO NOT
RESPONDENT CONSIDER              CONSIDER         CONSIDER        CONSIDER
   50                23               17              08               02




                                                           NUMBER OF
                                                           RESPONDENT
                                                           HIGHLY
                                                           CONSIDER
                                                           JUST
                                                           CONSIDER
                                                           LITTLE
                                                           CONSIDER
                                                           DO NOT
                                                           CONSIDER




INTERPRETATION :-

   While survey in the market I found that price factor to buy four wheeler
commercial vehicle      is highly consider in maximum number of people and then
comes just consider and very less in do not consider.
Q.2- HOW MUCH DO YOU CONSIDER MILEAGE(AVERAGE) WHILE
PURCHASING OF FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                JUST            LITTLE          DO NOT
RESPONDENT CONSIDER              CONSIDER        CONSIDER        CONSIDER
   50                30              17              03               00




                                                          NUMBER OF
                                                          RESPONDENT
                                                          HIGHLY CONSIDER

                                                          JUST CONSIDER

                                                          LITTLE CONSIDER

                                                          DO NOT CONSIDER




INTERPRETATION :-

   While survey in the market I found that mileage(Average) factor to buy four
wheeler commercial vehicle is highly consider in maximum number of people and
then comes just consider and very less in little consider.
Q.3- HOW MUCH DO YOU CONSIDER COMFORT WHILE PURCHASING OF
     FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                JUST            LITTLE           DO NOT
RESPONDENT CONSIDER              CONSIDER        CONSIDER         CONSIDER
   50                16              21              10               03




                                                     NUMBER OF
                                                     RESPONDENT
                                                     HIGHLY
                                                     CONSIDER
                                                     JUST CONSIDER

                                                     LITTLE
                                                     CONSIDER
                                                     DO NOT
                                                     CONSIDER




INTERPRETATION :-

   While survey in the market I found that comfort factor to buy four wheeler
commercial vehicle is just consider in maximum number of people and then comes
highly consider and very less in do not consider.
Q.4- HOW MUCH DO YOU CONSIDER RESALE WHILEPURCHASING OF
FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                 JUST              LITTLE           DO NOT
RESPONDENT CONSIDER               CONSIDER          CONSIDER         CONSIDER
   50                 28               16               04               02




                                                             NUMBER OF
                                                             RESPONDENT
                                                             HIGHLY
                                                             CONSIDER
                                                             JUST CONSIDER

                                                             LITTLE
                                                             CONSIDER
                                                             DO NOT
                                                             CONSIDER




INTERPRETATION :-

   While survey in the market I found that Resale value factor to buy four wheeler
commercial vehicle is highly consider in maximum number of people and then
comes just consider and very less in do not consider.
Q.5- HOW MUCH DO YOU CONSIDER LOADING CAPACITY WHILE
PURCHASING FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                JUST            LITTLE           DO NOT
RESPONDENT CONSIDER              CONSIDER        CONSIDER         CONSIDER
   50                32              15              03               00




                                                          NUMBER OF RESPONDENT


                                                          HIGHLY CONSIDER


                                                          JUST CONSIDER


                                                          LITTLE CONSIDER


                                                          DO NOT CONSIDER




INTERPRETATION :-

   While survey in the market I found that Loading capacity factor to buy four
wheeler commercial vehicle is highly consider in maximum number of people and
then comes just consider and very less in little consider.
Q.6- HOW MUCH DO YOU CONSIDER BRAND WHILE PURCHASING OF
FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                JUST            LITTLE           DO NOT
RESPONDENT CONSIDER              CONSIDER        CONSIDER         CONSIDER
   50                17              18              12               03




                                                    NUMBER OF
                                                    RESPONDENT
                                                    HIGHLY CONSIDER

                                                    JUST CONSIDER

                                                    LITTLE CONSIDER

                                                    DO NOT CONSIDER




INTERPRETATION :-

   While survey in the market I found that price factor to buy four wheeler
commercial vehicle     is highly consider in maximum number of people and then
comes just consider and very less in do not consider.
Q.7- HOW MUCH DO YOU CONSIDER AFTER SALE SERVICE WHILE
PURCHASING OF FOUR WHEELER COMMERCIA VECHILE?




NUMBER OF  HIGHLY                JUST            LITTLE           DO NOT
RESPONDENT CONSIDER              CONSIDER        CONSIDER         CONSIDER
   50                26              16              06               02




                                                    NUMBER OF
                                                    RESPONDENT
                                                    HIGHLY CONSIDER

                                                    JUST CONSIDER

                                                    LITTLE CONSIDER

                                                    DO NOT CONSIDER




INTERPRETATION :-

   While survey in the market I found that price factor to buy four wheeler
commercial vehicle     is highly consider in maximum number of people and then
comes just consider and very less in do not consider.
Q.8- HOW MUCH DO YOU CONSIDER AVAILABILITY OF SPARE PARTS
WHILE PURCHASING OF FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                 JUST             LITTLE           DO NOT
RESPONDENT CONSIDER               CONSIDER         CONSIDER         CONSIDER
   50                 35              11               03                01




                                                         NUMBER OF
                                                         RESPONDENT
                                                         HIGHLY
                                                         CONSIDER
                                                         JUST CONSIDER

                                                         LITTLE
                                                         CONSIDER
                                                         DO NOT
                                                         CONSIDER




INTERPRETATION :-

   While survey in the market I found that Availability of spares parts factor to
buy four wheeler commercial vehicle      is highly consider in maximum number of
people and then comes just consider and very less in do not consider.
Q.9- HOW MUCH DO YOU CONSIDER ADVERTISMENT WHILE
PURCHASING OF FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                 JUST             LITTLE           DO NOT
RESPONDENT CONSIDER               CONSIDER         CONSIDER         CONSIDER
   50                 08              19               15               08




                                                     NUMBER OF
                                                     RESPONDENT
                                                     HIGHLY CONSIDER

                                                     JUST CONSIDER

                                                     LITTLE CONSIDER

                                                     DO NOT
                                                     CONSIDER




INTERPRETATION :-

   While survey in the market I found that Adervertisment factor to buy four
wheeler commercial vehicle is just consider in maximum number of people and then
comes little consider and very less in do not consider& highly consider.
Q.10- HOW MUCH DO YOU CONSIDER COLOR WHILE PURCHASING OF
FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                 JUST            LITTLE           DO NOT
RESPONDENT CONSIDER               CONSIDER        CONSIDER         CONSIDER
   50                 14              15               16               05




                                                       NUMBER OF
                                                       RESPONDENT
                                                       HIGHLY
                                                       CONSIDER
                                                       JUST CONSIDER

                                                       LITTLE CONSIDER

                                                       DO NOT
                                                       CONSIDER




INTERPRETATION :-

    While survey in the market I found that Colour factor to buy four wheeler
commercial vehicle is little consider in maximum number of people and then comes
just consider and than come highly consider and very less in do not consider.
Q.11- HOW MUCH DO YOU CONSIDER FINANC FACILITY WHILE
PURCHASING OF FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                JUST            LITTLE          DO NOT
RESPONDENT CONSIDER              CONSIDER        CONSIDER        CONSIDER
   50                26              15              07               02




                                                    NUMBER OF
                                                    RESPONDENT
                                                    HIGHLY CONSIDER

                                                    JUST CONSIDER

                                                    LITTLE CONSIDER

                                                    DO NOT CONSIDER




INTERPRETATION :-

   While survey in the market I found that Finance facility factor to buy four
wheeler commercial vehicle is highly consider in maximum number of people and
then comes just consider and very less in do not consider.
Q.12- HOW MUCH DO YOU CONSIDER MODE OF PAYMENT
(INSTALLMENT) WHILE PURCHASING OF FOUR WHEELER
COMMERCIAL VECHILE?




NUMBER OF  HIGHLY                 JUST             LITTLE           DO NOT
RESPONDENT CONSIDER               CONSIDER         CONSIDER         CONSIDER
   50                 18              25                06               01




                                                         NUMBER OF
                                                         RESPONDENT
                                                         HIGHLY CONSIDER

                                                         JUST CONSIDER

                                                         LITTLE CONSIDER

                                                         DO NOT CONSIDER




INTERPRETATION :-

   While survey in the market I found that Mode of payment(installment) factor to
buy four wheeler commercial vehicle is highly consider in maximum number of
people and then comes just consider and very less in do not consider.
Q.13- HOW MUCH DO YOU CONSIDER DISCOUNT/OFFER WHILE
PURCHASING OF FOUR WHEELER COMMERCIAL VECHILE?




NUMBER OF  HIGHLY               JUST            LITTLE           DO NOT
RESPONDENT CONSIDER             CONSIDER        CONSIDER         CONSIDER
   50                27              17              06              00




                                                  NUMBER OF
                                                  RESPONDENT
                                                  HIGHLY CONSIDER

                                                  JUST CONSIDER

                                                  LITTLE CONSIDER

                                                  DO NOT CONSIDER




INTERPRETATION :-

   While survey in the market I found that discount/offer factor to buy four
wheeler commercial vehicle is highly consider in maximum number of people and
then comes just consider and very less in little consider.
Q.14- HOW MUCH DO YOU SATISFIED WITH EXISTING BRAND?

NUMBER OF  HIGHLY                  JUST             LITTLE            DO NOT
RESPONDENT CONSIDER                CONSIDER         CONSIDER          CONSIDER
    50                 24              18                07               01




                                                        NUMBER OF
                                                        RESPONDENT
                                                        HIGHLY CONSIDER

                                                        JUST CONSIDER

                                                        LITTLE CONSIDER

                                                        DO NOT CONSIDER




INTERPRETATION :-

    While survey in the market I found that Satisfaction level of existing brand to
the customer of four wheeler commercial vehicle is highly satisfaction in maximum
number of people and then comes just satisfaction and very less in do not
satisfaction.
           Q.15-WHICH BRAND ATTRACT YOU MOST?


           NUMBEROF          TATA         MAHINDRA        ASHOK        FORCE        OTHERS
           RESPONDENT        MOTORS       &               LEYLAND      MOTORS
                                          MAHINDRA

                50              25             11          07              05         02



                                                                        NUMBEROF
                                                                        RESPONDENT
                                                                        TATA MOTORS

                                                                        MAHINDRA &
                                                                        MAHINDRA
                                                                        ASHOK LEYLAND

                                                                        FORCE MOTORS

                                                                        OTHERS




           INTERPRETATION :-

    While survey in the market I found that which brand attracts most to the customer of four
wheeler commercial vehicle for purchase. Tata motors in maximum number of people attract
and then comes Mahindra & Mahindra attract and than ashokLeyland is coming and very less
is force motors& others (swara majda) is attract the of people.
PART
 V
                                    FINDING
In this survey I am found that which factors influencing the most and how much
customer consider while purchasing of four wheeler commercial vehicle . my number of
respondent is 50. this is the main factors which is influencing the customer when they are
purchasing the four wheeler commercial vehicle.

    1.) Availability of spare parts of the vehicle.
    2.) Loading capacity of the vehicle.
    3.) Mileage and Average of vehicle.
    4.) Resale value of the vehicle.
    5.) Discount/offer of the dealer of the vehicle.
    6.) After sale service and finance facility both is sixth rank in my survey.
    7.) Price of the vehicle.
    8.) Mode of payment of finance company of the vehicle.
    9.) Brand of the vehicle.
   10.) Comfort of the vehicle.
    11.) Color of the vehicle.
     12.) Advertisement of the vehicle.
                                           The satisfaction level of customer in existing
four wheeler commercial vehicles 48%-50%. And 37% customer of just satisfied with
our exiting vehicle. and 13%-15% customer they little and not satisfied with our existing
brand.
       The TATA MOTORS highly attract the customer. And Mahindra & Mahindra is
second position of the market which is attracting the customer.
           LIMITATIONS




1. Only 50 respondents are surveyed, there for finding are not
   universal.
2. Respondents were reluctant to give answers to the questions.
3. Unwillingness of the respondents to answer the questions, as
   they don’t take these seriously.
4. Questionnaires were structured there for respondents were
   not able to give a proper answer.
5. Respondents were busy in his personnel work.
6. Time for the study was limited.
                           BIBLOGRAPHY


   1) Kothari C.R. “Research Methodology” New Delhi ,Willy Eastern Ltd.
      1990,Second Edition.



   2) Rampal K.M. Gupta S.1,Project Report Writing New Delhi Galgotia Publication
      2001



   3) Encarta Encyclopedia standard 2004.



Web-site

              WWW. FOUR WHEELER COMMERCIAL VEHICLE INDUSTRY
               IN INDIA.COM
              www.google.com
              www.altavista.com
                              QUESTIONNAIRE



Name             -

Age                    - 0-20 ( )         20-40 ( )     40-60 ( )        More than 60      ( )

Contact no       -

Monthly income - 0-10000 ( ) 10000-20000 ( ) 20000-30000 ( ) 30000&above ( )


1. How much do you consider price while purchase of four wheeler commercial vehicle?

Highly consider ( )   just consider ( )        Little consider ( )          Do not consider ( )

2. How much do you consider Mileage (Average) while purchase of four wheeler
commercial vehicle?

Highly consider ( )   just consider ( )        Little consider ( )         Do not consider ( )

3. How much do you consider comfort while purchase of four wheeler commercial
vehicle?
Highly consider ( ) just consider ( )    Little consider ( ) Do not consider ( )

4. How much do you consider Resale value while purchase of four wheeler commercial
vehicle?

Highly consider ( )   just consider ( )        Little consider ( )         Do not consider ( )

5. How much do you consider Loading capacity while purchase of four wheeler
commercial vehicle?

Highly consider ( )   just consider ( ) Little consider ( )          Do not consider ( )

6. How much do you consider brand while purchase of four wheeler commercial vehicle?

Highly consider ( )   just consider ( )        Little consider ( )        Do not consider ( )
7. How much do you consider after sale service while purchase of four wheeler
commercial vehicle?

Highly consider ( )   just consider ( )      Little consider ( )   Do not consider ( )

8. How much do you consider availability of spare parts while purchase of four wheeler
commercial vehicle?

Highly consider ( )   just consider ( )      Little consider ( )   Do not consider ( )

9. How much do you consider advertisement while purchase of four wheeler commercial
vehicle?

Highly consider ( )   just consider ( )      Little consider ( )   Do not consider ( )

10. How much do you consider Colour while purchase of four wheeler commercial
vehicle?

Highly consider ( )   just consider ( )      little consider ( )   Do not consider ( )

11. How much do you consider Finance facility while purchase of four wheeler
commercial vehicle?

Highly consider ( )   just consider ( )      Little consider ( ) Do not consider ( )

12. How much do you consider mode of payment (installment) while purchase of four
wheeler commercial vehicle?

Highly consider ( )   just consider ( )      Little consider ( ) Do not consider ( )

13. How much do you consider discount/offer while purchase of four wheeler
commercial vehicle?

Highly consider ( )   just consider ( )      Little consider ( ) Do not consider ( )

14. How much are you satisfied with your existing brand?
Highly satisfied ( ) just satisfied ( )    Little satisfied ( )    Do not satisfied ( )

15. Which brand attracts you the most?
Tata motors ( ) Mahindra&Mahindra ( ) Ashok Leyland ( ) force motors ( )
others ( )

				
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