MINOR PROJECT

ON

“INFLUENCE OF BRANDING ON CONSUMER

PURCHASING BEHAVIOR OF TATA MOTOR’S”
Submitted To Partial Fulfillment For The Award of Degree In

BACHELOR OF COMMERCE
(Affiliated to University of Lucknow, Lucknow)

SUBMITTED TO: SUBMITTED BY:

Prof. Yashasvi Bhargava Naina Mehrotra

(Assistant Professor) BCOM 6th Sem.
Roll No. 2111732010089

COLLEGE OF INNOVATIVE
MANAGEMENT & SCIENCE, LUCKNOW
(Session- 2023-24)

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 DECLARATION

I hereby affirm that this MINOR PROJECT represents my own written work
and that I have used no sources and aids other than those indicated. All
passages quoted from publications or paraphrased from these sources are
properly cited and attributed.

The project was not submitted in the same or in a substantially similar

version, not even partially, to another examination board and was not
published elsewhere.

Naina Mehrotra
Date BCOM 6th SEM

ROLL NO. 2111732010089

Signature

ACKNOWLEDGEMENT

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I would like to express my sincere and deep sense of gratitude to my Project
guide PROF. YASHASVI BHARGAVA for his valuable guidance, suggestions
and constant encouragement paved way for the successful completion of
my project work.

I wish to express my thanks to all Teaching and Non-teaching staff

members of the collage who were helpful in many ways for the completion
of the project.

I have gone through various sites, Research Books, Magazines and

Newspapers to get the accurate information for analysis and tried to find
the best conclusion.

Naina Mehrotra
BCOM 6TH SEM
ROLL NO. 2111732010089

PREFACE
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Customers all over the world now prefer branded products. This study is
aimed at analyzing the effect of brand on consumer buying behavior. Along
with finding the effect of brand on consumer buying behavior the purpose
of the study is to have an in depth knowledge of what actually is branding
and consumer behavior. To study the relationship between brand and
consumer behavior the following methodology is opted: Consumer Survey
on the effect of brands on their buying behavior through questionnaire. The
key results of the study are: The degree brand of consciousness goes on
decreasing in higher age groups; price & brand were the major attributes
that customer's gave most importance and 80% people believe that Brands
in fashion industry have become a status symbol.

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 TABLE OF CONTENT

Page No.

1. INTRODUCTION 6-12

2. INDUSTRIAL PROFILE 13-28

3. REVIEW OF LITERATURE 29-30

4. OBJECTIVES 31-32

5. RESEARCH METHODLOGY 33-41

6. DATA ANALYSIS AND INTERPRETATION 42-61

7. LIMITATIONS 62

8. FINDINGS 63-64

9. SUGGESTIONS 65

10. CONCLUSION 66-67

11. BIBLIOGRAPHY 68

12. ANNEXURES 69-71

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 INTRODUCTION

The aim of the project is to study about the EFFECT OF BRANDING ON

CONSUMER BUYING BEHAVIOUR OF TATA CARS. Now car industry is one of
the most competitive industries of the world. So, the consumer is also
differentiating while purchase. The main motive is to know how brand is
effecting on consumer buying behavior. The study was conducted to
determine the level of effect of Branding on consumer buying behavior to
examine interactive role of those factors that determines brand image and
loyalty, to know brand image and loyalty of Tata cars and to suggest
measures for developing brand. In todays’ world, marketing has greatly
evolved. Now companies know that they need to keep the customer’s
feedback in order to meet the satisfying needs of the modern customers
and among these customers driven activities, branding has come out to be
one of the most important one in order build a strong customer base and to
create a good impact of a brand image. The main aim of this research paper
is to ascertain the main impacts of branding on consumer buying behavior.
During the research we have found that branding plays an important role in
the learning as well as the attitude formation process which are likely taken
place at the time of consumer buying behavior activities because of which
consumers find out a direct link towards the brand image, brand name or
the company leading to maximum sales as well as maximum satisfaction of
consumers wants and needs. In the research, the aspects of brand equity,
brand awareness, brand loyalty and brand image are also addressed along

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with the factors that affect the consumer buying behavior and to
understand the concept and the different behaviors of the consumers, a
study has also been done with the help of an online survey. The population
of the study was around 40 people across India and the method of selection
was purposive as well as convenience sampling. Also the findings showed
that focusing on brand features, the most important element in building a
successful brand in the was the QUALITY of the products that brand offers.
In collecting data about the phenomena, open and close ended
questionnaires were used to collect data from the respondent. Branding is
acknowledged to be one of the most fascinating marketing strategies used
for the purpose of winning or overcoming competition. In today new
marketing world, the time is flying and numerous changes are taking place
in the marketing strategies that are being adopted by the companies which
leeks in to sustain various competitive advantages. A company will have a
fast growth only if it has all the correct information regarding the
consumers buying behavior and their habits. Companies are now gradually
shifting their focus from a product or market line to the customers and
their marketing activities and now they are paying much more attention on
the reaction that consumers display in regards to the 7P’s that are- Product,
Price, Promotion, Physical layout, Process and People. The impact of
increased non-branded information on consumer choice. Both the eye
tracking and recognition data provided some tentative evidence that
increasing the size of nutritional labels displayed on packaging may
influence consumer behavior, by increasing attention to but reducing
recognition of certain brands. However, the observed effects were not
statistically reliable, indicating that the impact of nutritional information
may not be significant

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BRANDING AND BRAND MANAGEMENT
“A brand is a name, term, sign, symbol or design or combination of them,
intended to identify the goods and service of one seller or group of sellers
and to differentiate them from those of competition”.

Brand is a combination of name, symbol and design. Brands represent the

customer’s perceptions and opinion about performance of the product. The
powerful brand is which resides in the mind of the consumer. Brands differ
in the amount of power and worth they have in the marketplace. Some
brands are usually unknown to the customers in the marketplace while on
the other hand some brands show very high degree of awareness. The
brands with high awareness have a high level of acceptability and
customers do not refuse to buy such brands as they enjoy the brand
performance. Some brands commend high level of brand [Link]
ultimately works as a signal. It allows consumers to quickly recognise a
product as one they are familiar with or one they like. It acts as a memory
cue, allowing consumers to retrieve relevant information from memory.
This information may be about past experience of the brand, brand
perceptions or brand associations. The information we have stored about
brands is crucial in guiding our decisions (Winkielman et al, 2000).
Branding has become one of the most important aspects of business
strategy. Branding is central to creating customer value, not just images and
is also a key tool for creating and maintaining competitive advantage (Holt,
2015). Branding is the process of creating a relationship or a connection
between a company's product and emotional perception of the customer
for the purpose of generating segregation among competition and building
loyalty among customers (Hislop, 2001). Brand management is the integral
part of holistic marketing (Kotler et al, 2013). It is, in our opinion, a specific

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area of marketing, which uses special techniques in order to increase the
perceived value of a brand.

Branding and brand-based differentiation are powerful means for creating

and sustaining competitive advantage. According to Aggarwal (2004) prior
research has examined differences in how consumers perceive and evaluate
brands, for example, through investigating brand equity, brand personality
and brand extensions.

As per the graph above-

71% of the respondents agree to the fact that well known brands
represents better quality whereas, 24% of the respondents remain neutral
and the rest 5% of the respondents disagree with the fact.

The history of branding goes back when people utilized burned mark on
cattle in order to identify the quality. Branding concepts have been used for
centuries around the world in different forms. The original inspiration for
branding came for craftsmen and others to recognize the fruits and their
labors, so that the customers could easily identify them. Furthermore,
branding and trademarks, was applied in past ancient pottery and

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stonemasons marks, which was utilized to mark handcrafted goods to
recognize their source.

Every brand differs in names or symbols like logo, trademark, design and
packing. The products are recognized through these elements and thus
make it possible to differentiate one product from the other. A brand is a
signal to protect the customer from similar brand names and protect the
producer from the competitors.

Brands also have a symbolic value which helps the people to choose the
best product according to their need and satisfaction. Usually, people do not
buy certain brands just for design and requirement, but also in an attempt
to enhance their self-esteem in the society. Some brands have very strong
position in the market as they are more consumer friendly, and customer
purchases these branded products on trust and without any hesitation.

Most of the customers prefer to buy a branded product because they know
this product has been developed by maintaining the protocols, like from the
health and environmental prospective, quality etc. Most successful
companies prefer customer preferences and obtain customers input
through marketing research. Some companies introduce a latest technology
in new product according to customers demand and requirements e.g.
introduction of camera in cell phone, cell phone holder, charger in current
edition of branded cars etc. They also use latest machinery for improving
the product quality, shape, design, use of computer graphics in labelling of
the products etc.

Brands play vital role in the decision-making processes of the customer. It is

important for companies to find out customer’s decision process and
pinpoint the criteria, which customers apply while making decision.

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How brand names influence the customer purchase decision? Why
customers purchase a particular brand also implies how customers decide
what to buy. Customers follow the sequence of steps in decision process to
purchase a specific product. They start realizing a requirement of product,
get information, identify & evaluate alternative products and finally decide
to purchase a product from a specific brand. When customers purchase
particular brand frequently, he or she uses his or her past experience about
that brand product regarding performance, quality and aesthetic appeal.

Companies are recognized through their brand, and it is most valuable

asset for survival. Customers have many brand choices, but they have less
time to make a choice. The brand specialty helps the customer in decision
making to purchase a right product with less risk and according to set
expectations. Brand name is a promise to customer by maintaining and
enhancing the strength over time.

Successful brand should be the representative of various elements together

including design, packing, quality, style etc. Customers want to see all the
elements in brand product according to his need. “A product is something
that is made in a factory, a brand is something that is bought by a customer.
A product can be copied by a competitor, a brand is unique. A product can
be quickly outdated, a successful brand is timeless”.

In this increasable competitive market, companies are attempting to gain

better position for them by becoming more customer oriented.

Companies are facing wider range of competitors who offer a similar

product to same customers at different prices. Companies have to plan
efficient and competitive marketing strategies proper distribution channels
and marketing strategies. Competition is increasing rapidly between the
same products offered by different companies. Competitive advantage can

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be achieved by designing a superior product and offering more benefits to
customers.

“Today in a competitive market, the question is about the survival of the

company in the market. But the answer depends on companies to survive
by packing, design, price, quality, distribution channel and other means.
The proper strategic planning is needed to achieve revenue, sales, quality
and market share. A good strategy differentiates company brand to other
competitor’s brands. The intention to offer marketing package for
consumer benefits by a marketer is to win the competition by creating new
and decisive consumer value.”

The company’s reputation has an important influence on the consumer

buying processes. This reputation is different due to the company’s product
and specific influence of the brand’s image.

The successful Company always provides the customers greater value of

satisfaction than its competitor and adapt to the needs of the customers.

In this increasing competition market, company cannot sell the brand

unless it understands the customers’ requirements. Companies make a
strong relationship with customers through development of a customer
friendly brand. Competition creates a new value for consumer. The
flourishing companies have to identify their customer’s need. In this
extremely aggressive and full of competition, marketplace, it is not enough
for company to reach the certain level of sales and customer satisfaction at
same time. The company must be able to identify and apply the most
successful resources to communicate it with market and consumers. A
company has to consider not only the market performance of its product
but also of its competitor’s product and at the same time keep the track of
the changing attitude of customer in changed situations.

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 INDUSTRIAL PROFILE
•Tata Motors Group is a leading global automobile manufacturer. Part of the
illustrious multi-national conglomerate, the Tata group, we offer to the
world a wide and diverse portfolio of cars, sports utility vehicles, trucks,
buses and defence vehicles.

•Tata motors have operations in India, the UK, South Korea, South Africa,
China, Brazil, Austria and Slovakia through a strong global network of
subsidiaries, associate companies and Joint Ventures (JVs), including Jaguar
Land Rover in the UK and Tata Daewoo in South Korea.

•Tata Motors Limited (TML) is one of India’s largest Original Equipment

Manufacturers (OEMs) offering an extensive range of integrated, smart and
e- mobility solutions.

•TML’s Commercial Vehicle (CV) offerings include sub-1 tonne to 55-tonne

Gross Vehicle Weight (GVW) trucks and small, medium and large buses and
coaches. TML’s Passenger Vehicle (PV) offerings include the NEW FOREVER
range that exemplifies the IMPACT 2.0 design language across cars and
utility vehicles and is developed using pioneering technologies that are
sustainable.

•TML is also playing a leading role in proactively shaping the electric

mobility landscape in the country.

•TML has a JV with Fiat Group Automobiles to manufacture passenger cars,

engines and transmissions for the domestic market, and a JV with Cummins
Inc. USA for the design and manufacturing of diesel engines.

•Tata Motors Limited (TML), a USD 42 billion organization, is India’s largest

automobile company by revenues. The company is a leading global

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manufacturer of cars, utility vehicles, buses, trucks and defence vehicles
and is working towards developing Smart Mobility Solutions for Smart
Cities.

•Tata Motors is also developing a smart range of EVs, to accelerate the

adoption of Electric Vehicles (EV) in the country, supporting the
government’s mission on electric vehicles. Incorporated in India, in the year
1945, Tata Motors is a part of the USD 100 billion Tata group and has
operations across India, UK, South Korea, Thailand, South Africa, and
Indonesia. A leader in the Indian commercial vehicle market, Tata Motors
also ranks amongst India’s top passenger vehicle manufacturers, with over
9 million vehicles plying on Indian roads.

•The company has played an instrumental role in transforming the country

into a destination for world-class automotive manufacturing and continues
to work towards building the nation.

•Tata Motors has always been at forefront of innovating technologies and

providing products and experiences catering to the discerning needs of our
customers across both passenger and commercial vehicles business. With
its corporate brand identity - Connecting Aspirations,

•Tata Motors continues to create segment-defining products that will fire

up the imagination of customers - generation after generation; reiterating
the company’s promise of offering better journeys. With some of the
worlds’ most iconic brands, including Jaguar Land Rover in the UK, Tata
Daewoo in South Korea, and a network of 76 subsidiaries globally, the
company has consolidated its position as the Tata Motors Group.

•In India, Tata Motors’ presence cuts across the length and breadth of the
country with a manufacturing base spread across its biggest industrial
hubs; Jamshedpur (Jharkhand), Pune (Maharashtra), Lucknow (Uttar
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Pradesh), Pantnagar (Uttarakhand), Sanand (Gujarat) and Dharwad
(Karnataka). Recognized for its world-class quality, originality, engineering
and design excellence, the company is on the path of shaping the future of
mobility in India.

•With a strong team of 4,500 engineers, scientists and technicians at the

company’s Engineering Research Centre, Tata Motors’ R&D centres span
multiple geographies, including Pune (India), UK and South Korea.

•For the rapidly changing automotive environment, Tata Motors launched

its sub-brand – TAMO. TAMO acts as an incubating center of innovation
towards new technologies, business models and partnerships in order to
define future mobility solutions.

•It operates as an agile, ring-fenced vertical, in the first step on a low

volume, low investment model to provide fast tracked proves of
technologies and concepts. TAMO will transform the experience of
interfacing and interacting with customers and the wider community.

•It will provide a digital ecosystem, which will be leveraged by Tata Motors
to support the mainstream business in the future.

WHAT IS A BRAND?
BRAND: A brand is defined as a distinguishing symbol, logo, design, mark,
name or the combination of these items that companies use to distinguish
their product from others in market.

Key statistics on the influence of brand on consumer purchase decisions:

•Advocacy – 38% of people recommend a brand they like or follow on

social media.

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•Brand – 21% of consumers say that they purchased a new product
because it was from a brand they like.

•Email Marketing – 64% of respondents will open an email if they trust the
brand and are loyal towards brand.

•Word of Mouth – brands that inspires higher emotional intensity receive 3

times the word-of-mouth marketing.

BUSSINESS MODEL

Distribution, Costs, Core Capabilities, Product and Services, Infrastructure,

Target Customer.

CONCEPT OF BRANDING
Branding more or less for centuries has been a mean to differentiate goods
of one producer from that of another. Brand studies have always remained a
key attention of marketers because of its importance and direct
relationship with consumers. Several studies illustrate that, marketers use
brands as the primary point of differentiation to get that competitive
advantage on other competitors playing an imperative role in the success of
the company. Brand holds a very significant place in the life of a consumer.
Consumers choose brands and trust them to avoid uncertainty and quality
related issues.

Brand serves as a pivotal role for distinguishing goods and services from
those of the competitors. Aaker (1991) and Murphy (1998).the emergence
of brand equity underlies the importance of brand in marketing tactics and

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hence provides useful insights for managers and further research, Keller
(2003).

IMPORTANT ROLE’S OF BRAND

Brand is a name in every customer mind Mooij (1998) and it is characterize

by a noticeable name or symbol which can differentiate the goods and
services from the rivals Aaker(1991) and Keller (1998).in addition to a
specific brand name, a brand is composed of products, packaging,
promotion, advertizing as well as its overall presentation, Murphy (1998).
From the consumer's perspective, brand is a guarantor of reliability and
quality in consumer products. Roman et al (2005) added to this, consumers
would like to buy and use brand-name products with a view to highlight
their personality in different situational contexts, Aaker (1999) and Fennis
and Pruyn (2006).

Nowadays, consumers have a wide range of choice to choose from when

they enter a shopping mall. It is found that consumers' emotions are one of
the major determinants which affects their buying behavior Berry (2000).

According to a research conducted by Freerdie Media LLC(1998) on

shopping habits, nearly one-fourth of the respondents are impulse buy
products they have not budgeted for. When decikling which products to
purchase, consumers would have their preference, which are developed in
accordance with their perceptions towards the brand. Successful branding
could make consumers aware of the presence of the brand and hence could
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increase the chance of buying the company's product and services, Doyle
(1999).

BRAND EQUITY

The term brand equity refers to a set of assets and liabilities associated
with a brand, including its name and symbol, which could impose beneficial
or detrimental effects on the values arising from the products or services
Aaker (1991) and Yasin et al. (2007). Added to this, Keller (1998) points
out that brand equity signifies the unique marketing effects imposed on the
brand. Concerning the positive side of brand equity, it happens when
consumers are willing to pay more for the same level of quality just because
of the attractiveness of the name attached to the product Bello and
Holbrook (1995). However, brand equity could be ruined if it is not
properly managed. For instance, poor product quality and customer
services could adversely affect the brand image, giving rise to a reduction in
sales volume.

One of the quintessential examples regarding brand as a kind of equity is

the imposition of laws to protect intellectual property, Murphy (1998). In
countries with well-established legal system, the values of brands have
been recognized to both the consumers and producers. In order to combat
piracy, many countries have set up laws to protect trademarks, patents,
designs as well as copyright. In addition, brand is also a tradable product
with measurable financial value, Murphy 1998). It is not uncommon to find
some familiar brands listed on the stock markets in which they could be
bought or sold. Brands like HSBC, Marks and Spencer, Vodafone, Sainsbury

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and Tesco are all listed on the FTSE 100 index (London Stock Exchange,
2007). It is found that the volatility of stock market coukl affect consumers'
purchasing mood, not to mention the growth or declines of retail sales
Blackwell (2002).

Brand Perceived Brand Brand

Awareness Quality Association Loyalty

This is supported by the fact that brand equity depends on the number of
people with regular purchase Aaker (1996). The above examples highlight
the values of brand equity for both consumers and the firm. For

the consumers, brand equity could provide them with information about
the brand which influences their confidence during the purchasing process.
There is a high propensity for consumers with good perceptions to buy
from the same shop again than those with poor perceptions. Past
purchasing experiences and familiarity with the brand could be attributable
to the perceptions generated from the consumers, Aaker (1991). As for the
firm, brand equity could also be a source for the firm to generate cash flow.
For instance, the merger between adidas and Reebok in 2005 not only
increased their market share so as to compete with Nike in the US sports
apparel market.

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BRAND AWARENESS

Brand awareness is one of major determinants of brand equity. It refers to

the ability of a potential consumer to recall and recognize the brand, linking
the brand with its corresponding product class, Aaker (1991). The level of
brand awareness lies in a continuum, with brand recognition being the
lowest level and the first named brand with unaided recall being the
highest level. It is important for the potential consumers to be aware of a
product so that it can become one of the purchasing choices. This is due to
the fact that the product needs to enter the awareness set before it comes to
the consideration set, Blackwell et al. (2001) and an increase in brand
awareness is conducive toa higher chance of entering the later set
Nedungadi, (1990). In this way,brands with higher level of awareness
would be more likely to be purchased, Yasin et al. (2007). This could
probably explain why consumers tend to buy a recognizable brand rather
than an unfamiliar one, Hoyer (1990) and Macdonald and Sharp, (2000).
Several factors can alter the level of brand awareness. In case of China, its
geographical location and politics could affect the consumer brand
awareness level seriously. According to research conducted by Delong et al.
(2004), owing to geographical differences, Chinese consumers cannot
distinguish US product brand names from the European ones.

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As mentioned by Keller (1998), brand awareness can be enhanced through
repeat exposure to the brand. In order to achieve brand awareness, two
tasks are to be accomplished, namely increasing brand name identity and
associating it with the product class. Advertising and celebrity
endorsement could be some useful tools for raising brand awareness. It is
found that advertisement attitude is attributable to the influence on brand
attitudes, affecting consumer's intention to purchase, Mackenzie et al.
(1986) and Tsai et al. (2007). In recent decades, there is an increasing
number of advertising campaigns around the world. Consumers are hence
well equipped with comparative elements to judge which product or
service to purchase, Alvarez and Casielles (2005). Moreover, celebrity
endorsement can give rise to source credibility and source attractiveness.

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BRAND LOYALTY

Brand loyalty is one of the core components of brand equity and also
positively and directly affected brand equity, Atilgan et al. (2005). Under the
influence of brand loyalty, consumers continue to buy the brand, regardless
of the superior features, prices and convenience owned by its competitors
Aaker(1991). The more loyal the consumers are towards the brand, the less
vulnerable the customer base would be. Based on the practice that repeat
buying is one of the indicators for brand loyalty, Keller (1998), however,
challenges that such measure may not be totally accurate. This is due to the
fact that some consumers make habitual purchase towards a particular
brand just because of its prominence in stock and effective promotions.

Keller (1993, 1998) further divides brand associations into three

categories, namely attributes, benefits and attitudes. Attributes refer to the
specific characteristics a product has. Attributes can be further categorized
into product-related attributes as well as non-product related attributes.
For product-related attributes, the overall features of the product or service
are concerned. As for non-product related attributes, price information,
packaging, user imagery as well as usage imagery are to be considered.
Benefits are another category in brand associations. They can be classified
into functional, experimental and symbolic. Function benefits signify the
physical or basic advantages a brand may have. For experimental benefits,
they are related to consumers' emotional feelings. Symbolic benefits, on the
other hand, refer to the signal effect that a brand may impose on the
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consumers. Signal effect is determined by the image of consumers and also
the personality of the brand.

PERCEIVED QUALITY

Another important attribute to brand equity is perceived quality. It is

defined as the customer's perception of the overall quality or superiority of
a product or service, Aaker (1991), Keller (1998) and Yasin, (2007). Since it
is a kind of intangible, overall feeling towards a brand, itls subjective in
nature and hence the knowledge of actual detailed product specifications
couldhave little correlation with the perceived quality.

Perceived quality of a brand could help generate values by providing a

pivotal reason-to-buy, differentiating the position of a brand, charging
premium price, motivating channel members to perform well and also
introducing.

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CONSUMER BEHAVIOR

Consumer Behavior is a branch which deals with various branches that a

consumer goes through before purchasing any particular product or
services for his/her use. For the buyers, it is a decision making process,
both; individually and in a group too. The characteristics of individuals,
such as demographic factors and behavioral variables are studied so that
the needs and wants of the individuals can be understood and also the
influence on an individual coming from the groups such as friends, family
and society.

It is basically the study of why, how, when and where the consumers do or
do not buy a particular product, taking in mind all the essential elements
such as psychology, sociology, economy etc.

Factors that influence the attitude of the customers to choose a particular

product:

•Cultural factors refer to the actual culture of the customers from which
they are originated and their regular habits

•Social factors refer to the social group a particular customer belong to and
choice of the product made by that particular group always

•Personal factors like age and personal interest of the customers towards a
particular product. Personal attributes of the customers like profession,

24
lifestyle and status of the customer are the driving factors towards this
attitude.

•Psychological factors like beliefs, motivation and perception make the

customers to choose a particular product.

INFLUENCE OF BRANDING ON CONSUMER PURCHASE

DECISION
Branding plays a vital role in determining the purchasing behavior of the
customers across the world. Every customer has a specific reason to choose
or not to choose a particular brand on the basis of taste and preference.
Brands use marketing strategies and social media strategies to know the
customers what they want and are actually looking for. Customers always
maintain a good relation with a particular brand.

Social behavior of the customers makes them to choose a particular

product based on the social environment they are living and always
depends on the opinion of other people while choosing a product.
Purchasing behavior of the customers depends on the cultural environment
from which they are brought up.

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 BRANDING NON-BRANDING
Branded products have higher reliability Non branded are less reliable in
factor. nature.

Higher quality products are served. The quality in these products are
not defined.
Maybe low or moderate quality.

The comfort level is higher and is for The comfort level may be for short
long time. time.

No hassle in exchanging the product. Exchanging the product is not

there.

Branded products have higher safety No such safety level is there.

level.

Many times branded clothes satisfy the May be or May not be there.
consumer the more ,as the fitting is
always satisfying
The branded products are costly and Non branded cloths are less costly
cannot be afforded by everyone. and is easily affordable.

Branded cloths give feeling of being No such feeling.

global. As these products are
manufactured globally and are exported.
Branded products acts as a status Usually preferred by low income
symbol. people.

These products have high degree of Low degree of hygiene.

hygiene.

High degree of Versatility Low degree of Versatility.

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THE CONSUMER BUYING PROCESS
The customer buying process (also called a buying decision process)
describes the journey your customer goes through before they buy your
product. Understanding your customer’s buying process is not only very
important for your salespeople, it will also enable you to align your sales
strategy accordingly.

The five stages framework remains a good way to evaluate the customer’s
buying process. John Dewey first introduced the following five stages:

[Link]/need recognition
This is often identified as the first and most important step in the
customer’s decision process. A purchase cannot take place without the
recognition of the need. The need may have been triggered by internal
stimuli (such as hunger or thirst) or external stimuli (such as advertising or
word of mouth).

[Link] search
Having recognised a problem or need, the next step a customer may take is
the information search stage, in order to find out what they feel is the best
solution. This is the buyer’s effort to search internal and external business
environments, in order to identify and evaluate information sources related
to the central buying decision.

Your customer may rely on print, visual, online media or word of mouth for
obtaining information.

[Link] of alternatives

As you might expect, individuals will evaluate different products or brands

at this stage on the basis of alternative product attributes – those which

27
have the ability to deliver the benefits the customer is seeking. A factor that
heavily influences this stage is the customer’s attitude. Involvement is
another factor that influences the evaluation process. For example, if the
customer’s attitude is positive and involvement is high, then they will
evaluate a number of companies or brands; but if it is low, only one
company or brand will be evaluated.

[Link] decision
The penultimate stage is where the purchase takes place. Philip Kotler
(2009) states that the final purchase decision may be ‘disrupted’ by two
factors: negative feedback from other customers and the level of motivation
to accept the feedback. For example, having gone through the previous
three stages, a customer chooses to buy a new telescope. However, because
his very good friend, a keen astronomer, gives him negative feedback, he
will then be bound to change his preference.

Furthermore, the decision may be disrupted due to unforeseen situations

such as a sudden job loss or relocation.

[Link]-purchase behavior
In brief, customers will compare products with their previous expectations
and will be either satisfied or dissatisfied. Therefore, these stages are
critical in retaining customers. This can greatly affect the decision process
for similar purchases from the same company in the future, having a knock-
on effect at the information search stage and evaluation of alternatives
stage. If your customer is satisfied, this wil result in brand loyalty, and the
Information search and Evaluation of alternative stages will often be fast-
tracked or skipped altogether

28
 REVIEW OF LITERATURE
Aaker (1991) He defines in his study the conceptual framework develops is
useful for examinging the contribution of brand association, brand
awareness, perceived develops is useful for examining the contribution of
brand association, brand awareness, perceived value and brand loyalty to
brand equity.

Thomas Semon (1993) In his research he suggests the inclusion of brand

loyalty and response style in customers satisfaction. The author suggest
that may of the brand switch triggers are based on communications rather
than personal experience

Kent and Allen (1994) The study focused on brand familiarity’s role in
increasing ad memorability and moderating competitive interference. Their
findings suggest that established brands have important advantages in
advertising, consumers would be more likely to recall ad information and
their memory should be less affected by exposer to competitors.

Chaudhri and Holbrook (2001) The aims of the study are to review the
dimensions of customer based brand equity by drawing together strands
from various literature and empirical studies made within the area of
customer based brand equity. A conceptual framework for measuring
customer based brand equity is developed to provide a more integrative
conceptualization of brand equity.

Gil Bashe (2001) The report is on the efforts of pharmaceutical executive to

focus on consumers needs, value of customer relationship management,
significance of integrating a brand emotion ingredient in a marketing

strategy, challenge of maximizing total brand assets and elements of

successful marketing and sales campaigns.

29
Romaniuk and Sharp (2003) in his study he tested tree hypotheses about
the relationship between brand perception and loyalty. They found a. there
was little

evidence that any particular attributes are more related to customer loyalty
than other nor b. that there were specific brand positions that were
uniquely associated with higher loyalty.

Ayanwale (2005) He described that when there is number of rivals and

customers have changed brand selections producers wants to understand
the features that can advantage the attraction of purchasers. Man and
woman both similarly influenced by promotion for brand selections.

Kevin (2005) He focuses on the use of effective advertising to create an

equity position in the marketplace. The author concludes by saying that
effective advertising can be a powerful part of a company‟s marketing plan,
and it is an important investment in the company.

Tam (2007) He said that brand use as valuable asset and attractive trick to
capture consumers for specific goods. Customer behaviour can be inspected
on the base of brand consciousness, relationship and loyalty.

Khasawneh and Hasouneh (2010) He stated that customers recognize the

reputation of brand while in their buying decisions and customers
demographic features have no significant relation and influence on brand
awareness.

Nepalia (2011) Summed up that accomplish the brand means to apply

marketing tackles for particular goods. If brand will be managed effectively
product value and brand loyally will also be enhanced in customers mind.

30
 OBJECTIVES
For a further understanding of Consumer Buying behavior with regards to
branding, our research paper aims at gaining deep understanding of the
process as well as attributes that leads to evaluation of the brands by the
customers and also the key to build brand loyalty among the customers. In
order to fully understand consumer choice, it is necessary to understand
the underlying psychological mechanisms that guide those choices, that is
the conscious and unconscious factors that influence decision making.
Different types of branding practices can effect consumer’s choices in a
number of different ways. First, branding can influence whether consumers
notice a product or not, that is, how much attention is paid to a product.
Second, branding can influence whether and how quickly consumers
recognize a product.

This recognition and subsequent memory retrieval then have a knock-on

effect on how consumers feel about that product. These areas, attention
and recognition, are crucial predictors of decision making. By
understanding the impact branding has on these processes, we will be able
to reveal how branding works to guide purchase decisions.

Importance of understanding branding and its impact on modern day

markets is vital to the health and growth of most industries. The aim of this
report is to put into perspective the functional values of branding as well as
assess its role in the consumer purchase decision-making process.

• Understanding the concepts of branding and consumer behavior.

• To study the effect of brands on consumer buying behavior in relation to
automobiles.

31
• To analyze the branding strategies adopted by some of the companies in
the automobiles to woo the consumers into buying their products.
• To do a comparative study of the branding strategies adopted by the
companies in the automobiles.

RESEARCH METHODLOGY
32
This particular study follows the quantitative methods and descriptive
design. An interview schedule was prepared based on the objectives of the
study. Direct personal interview technique is used to collect data from the
construction workers and questionaries in the form of google form. Field of
the study is Chennai. The collected data were primary and field source. Data
were collected around one hundred respondents.

Methods of Data collection

In order to achieve my aims and objectives of research I have preferred
mixed design consisting of primary data, secondary data and a case study.

Primary data:

Primary data is that data which mainly collected by the researcher on his
own to carry out the desired research. Collection of primary data is based
on interviews and takes more time than other processes. Primary data can
be collected from using questionnaires, interviews, focus group, and
observation. So for this purpose I will use the most popular tool of primary
data collection through direct communication with respondents.

Source of data: Data required for the study will be collected through
primary sources i.e. Market Survey

Secondary data:

Secondary data is that data which already been collected for other purpose
rather than the present purpose. This process of secondary data is
comparatively easy and information can be easily collected from different
sources. The sources of these data are research institutions, official
statistics, technical reports, scholarly journals, trade journals, review
articles, reference books and research institutions.

33
I am planning to use the secondary data in my literature review and main
and final research will be done by using primary data through
questionnaire. I will also use the case studies to provide evidence to my
research and support the theories. The study will help to find out the
Consumer purchase decision which helps the firms to survive in this
competitive world. So before use of both primary and secondary data it will
be necessary to analyze both primary and secondary before use.

OBJECTIVES:

PRIMARY OBJECTIVE:

To study is about Impact of branding on consumer buying behavior of TATA

Motors

SECONDARY OBJECTIVE:

•To study the factors influencing customer brand preference.

•To study the consumers satisfaction towards TATA car

•To study the importance of the consumers buying behavior in the

organization.

•To understand review and the define the attributes for”brand success

Measurement Development:
Demographic data used included gender, age, education and employment
status. The positive effects associated with the brand are measured by
means of a question relating to "the feeling of positiveness associated with
the given brand" and respondent is asked whether he/she "Agrees",
"Somewhat agrees" or "Disagrees". Purchase intention is measured by

34
using a 3- point Likhert scale with 1 being "very likely", 2 being "somewhat
likely" and 3 being "unlikely".

SURVEY FORM

Market research of the impact of Branding on consumer Buying

Behavior.

35
36
UNDERSTANDING OF A GOOD BRAND IMAGE

Which of the following, according to you, help build a good brand image?

Respondents understanding of branding.

What do you understand by Branding?

POPULATION, SAMPLING AND QUESTIONNAIRE SURVEY:

Sampling is a vital strategy in a statistical analysis, which comprises a

selection of a few portions of a potential population so as to assess or learn
something from the population at a cheaper cost. Simple random sampling
(SRS), popularly known as “random sampling”, includes the selection of
sample at arbitrary from the sampling frame utilizing either random
number tables or an internet arbitrary number generator. The
questionnaire comprises close-ended and open-ended questions with

37
multiple- choice options. The survey questionnaire is designed online,
hosted in google drive and shared in a google form.

GOOGLE FORMS:

Forms are among the internet's most versatile tools. Whether you need a
contact form or a checkout page, a survey or a student directory, a form is
all you need to easily gather that information. With Google Forms, it only
takes a few minutes to make one for free. Google Forms along with Docs,
Sheets, and Slides is part of Google's online apps suite of tools to help you
get more done in your browser for free. It's easy to use and one of the
simplest ways to save data directly to a spreadsheet, and it's the best
sidekick to Google Sheets' spreadsheets. When you need to gather data for
your spreadsheets, a form is your best friend. In this chapter, let's take an
in-depth look at Google Forms' features, hidden tools, and add-ons to help
you make the forms you need in minutes.

PERCENTAGE ANALYSIS:

Percentage analysis is the method to represent raw streams of data as a

percentage (a part in 100 - percent) for better understanding of collected
data. A percent change analysis shows how two items changed as a
percentage from one period to another period. Used on a balance sheet, a
percent change analysis shows how a balance sheet account changes from
year to year, or quarter to quarter. The balance sheet accounts are assets,
liabilities and stockholders' equity. Percentage Statement Analysis is an
analysis which highlights important relationships in the percentage
statements. Percentage Statement analysis embraces the methods used in
assessing and interpreting the results of past performance and current
percentage position as they relate to particular factors of interest in

38
investment decisions. It is an important means of assessing past
performance and in forecasting and planning future performance.
Percentages are often used to express a proportionate part of a total. If 50%
of the total number of students, long before the existence of the decimal
system, computations were often made in fractions. The term "percent" is
derived from the Latin per centum, meaning "hundred" or "by the
hundred". The Percentage increase and decrease. Due to inconsistent usage,
it is not always clear from the context what a percentage.

Percentage are used to understand and interpret data. The nth percentage
of a set of data is the value at which n percent of the data is below it. In
everyday life, percentage are used to understand values such as test scores,
health indicators, and other measurements. For example, an 18-year-old
male who is six and a half feet tall is in the 99th percentage for his height.
This means that of all the 18-year-old males, 99 percent have a height that
is equal to or less than six and a half feet. An 18-year-old male who is only
five and a half feet tall, on the other hand, is in the 16th percentage for his
height, meaning only 16 percent of males his age are the same height or
shorter. The original variation between the actual value and the calculated
value extracted in the form of percentage is termed to be the percentage
error. This tool is used to measure whether the data collection is
progressing in the right direction and is mostly used by corporate
companies and statistic experts. If taken the context of academic career, the
percentage error formula is very crucial for the students pursuing their
degrees in the discipline of economics and science. While conducting a
study or calculations from the figures provided in a database, various
errors could occur. Majorly the percentage error formula is used to
determine how accurate the calculated value is by keeping in mind the
actual value. I mentioned in a very rough language, it is the variation of the

39
gap between the calculated value and the genuine value expressed in the
form of a percentage. Commonly, the extent of the percentage error is
expressed in the positive denominations, although having a negative
percent error is not a wrong approach. Relying on the sign of the
percentage error measure, it could be analyzed whether the calculated
value is being paced below or higher to the actual value. The tool of
percentage error formula is one of the most reliable and accurate tools in
calculating the relative error by keeping the original measure as the basis.

STATISTICAL ANALYSIS:
Statistical analysis is the science of collecting, exploring and presenting
large amounts of data to discover underlying patterns and trends. Statistics
are applied every day – in research, industry and government – to become
more scientific about decisions that need to be made. The descriptive
statistic is used to describes the basic features of information and shows or
summarizes data in a rational way. Descriptive statistics is a study of
quantitatively describing. This type of statistics draws in all of the data
from a certain population.

Descriptive statistics can include numbers, charts, tables, graphs, or other

data visualization types to present raw data. However, descriptive statistics
do not allow making conclusions. You cannot get conclusions and make
generalizations that extend beyond the data at hand. With descriptive
statistics, you can simply describe what is and what the data present. For
example, if you have a data population that includes 30 workers in a
business department, you can find the average of that data set for those 30
workers. However, you can’t discover what the eventual average is for all
the workers in the whole company using just that data. Imagine, this
company has 10000 workers. Despite that, this type of statistics is very

40
important because it allows us to show data in a meaningful way. It also can
give us the ability to make a simple interpretation of the data.

Inferential type:

As you see above, the main limitation of the descriptive statistics is that it
only allows you to make summations about the objects or people that you
have measured. It is a serious limitation. This is where inferential statistics
come.

Inferential statistics is a result of more complicated mathematical

estimations, and allow us to infer trends about a larger population based on
samples of “subjects” taken from it.

This type of statistical analysis is used to study the relationships between

variables within a sample, and you can make conclusions, generalizations
or predictions about a bigger population. In other words, the sample
accurately represents the population.

Importance:

Statistical analysis is a study, a science of collecting, organizing, exploring,

interpreting, and presenting data and uncovering patterns and trends.
Many businesses rely on statistical analysis, and it is becoming more and
more important. One of the main reasons is that statistical data is used to
predict future trends and to minimize risks.

41
 DATA ANALYSIS AND INTERPRETATION

PERCENTAGE ANALYSIS:

TABLE 4.1.1 gender of respondents

[Link] Particulars [Link] Percentage

1 Male 88 85.43%

2 Female 15 15.67%

Total 103 100

Chart 4.1.1 Gender of respondents

Interpretation:

From the above table no of male respondents are 85.43%, female

respondents are 15.67%.

42
 Inference:

Majority (85.435) of the respondents are male.

TABLE 4.1.2 occupation of respondents:

[Link] Particulars No. of response Percentage

1 Private employee 56 54.36%

2 Own Business 25 24.27%

3 Government employee 11 10.67%

4 Students 9 8.7%

5 Others 2 0.019%

Total 103 100

Chart 4.1.2 occupation of respondents

Interpretation:
From the above table no of private employees are 54.36%, own business
are 24.27%, government employee are 10.67%, students are8.7% and
others are 0.019%.

43
Inference:

Majority (54.36%) of the respondents are private employees.

TABLE 4.1.3 From which source you get aware of tata cars of respodents:
[Link] Particulars No. of. Response Percentage

1 Tv 41 39.80%
advertisement
2 From the user 19 18.44%

3 Self 16 15.53%

4 Online 14 13.59%

5 Newspaper 9 8.73%

6 Others 4 3.88%

Total 103 100

CHART 4.1.3 which source you get aware of tata cars of respondents

44
Interpretation:

From the above table From which source you get a aware of tata cars tv ads
are 39.80%, from the users are 18.44%, self are 15.53%, online are
13.59% ,from newspaper are 8.73%and others are 3.88%.

Inference:

Majority (39.80%) of the respondents are aware the TATA cars from the TV
ads.

TABLE 4.4 Representing from what type of tata cars do you have of
respodents
[Link] Particulars No. of. Response Percentage

1 Safari 26 25.24%

2 Nexon 21 20.38%

3 Manza 19 18.44%

4 Indica` 15 14.56%

5 Altroz 12 11.65%

6 Others 11 10.67%

Total 103` 100

45
Chart 4.4 From what type of tata cars do you have of respondents

Interpretation:

From the above table what type of cars do you have safari are 25.24%,
nexon are 20.38%,manza are18.44%,indica are 14.56%,altroz are 11.65%
and others are 10.67%.

Inference:
Majority (25.24%) of the respondents having safari cars.

[Link] Particulars No. of. Response Percentage

1 Safari 26 25.24%

2 Nexon 21 20.38%

3 Manza 19 18.44%

4 Indica` 15 14.56%

5 Altroz 12 11.65%

6 Others 11 10.67%

Total 103` 100

46
Chart 4.4 From what type of tata cars do you have of respondents

Interpretation:

From the above table what type of cars do you have safari are 25.24%,
nexon are 20.38%,manza are18.44%,indica are 14.56%,altroz are 11.65%
and others are 10.67%.

Inference:

Majority (25.24%) of the respondents having safari cars

[Link] Particulars No. of. Response Percentage

1 Quality 41 39.8%

2 Design 23 22.3%

3 Price 19 18.4%

4 A well-known name 18 17.5%

5 Others 02 1.94%

Total 103 100

47
 attribute to buy a car
Others
2%
A Well-Known
Name

18% Quality
Quality Design
Price 40%
18% Price
Design
22% A Well-Known Name
Others

chart 4.5 Important attribute while buying a car of respondents

Interpretation:
From the above table representing important attributes to buy a car are
from quality 40%,from design 22% ,from price are 18% , a well known
name are 18% , and others are 2%.

Inference:
Majority (40%) of the respondents are says quality is important attribute to
buy a car.
Table 4.1.6 celebrity endorsement influence your buying decision:
[Link] Particulars [Link] Percentage

1 Normal influence 33 32.03%

2 Less influence 32 31.06%

3 High influence 21 20.38%

4 No influence 17 16.50%

Total 103 100

48
Chart 4.1.6 celebrity endorsement influence your buying decision

Interpretation:

From the above table representing celebrity endorsement to buy a car

highly influence are 32.03%,less influence are 31.06%,high influence are
20.38% and no influence are 16.50%.

Inference:

Majority (32.03%) of the respondents are highly influenced by celebrity

endorsement.

Table 4.1.7 A well known branded car is always better quality than a less
branded car:
49
[Link] Particulars [Link]. response Percentage

1 Agree 43 47.57%

2 Strongly agree 37 35.92%

3 Neutral 17 16.50%

4 Disagree 06 5.82%

5 Strongly disagree 00 0%

Total 103 100

branded car is always better than less branded car

60
17
43

37

agree strongly agree neutral disagree strongly disagree

chart 4.1.7 A well known branded car is always better quality than a less
branded car

Interpretation:

From the above table representing a well known branded car is always
better quality than a less branded car are agree 41.74%, strongly agree are
35.92%, neutral are 16.50% and dis agree are 5.82%

Inference:

50
Majority (41.74%) of the respondents are agree a well known branded car
is always better quality than a less branded car.

[Link] Particulars [Link]. response Percentage

1 Yes 53 51.45%

2 No 31 30.09%

3 May be 19 18.44%

Total 103 100

financing influence to buy a car

may be
19

no
31

yes
53

0 10 20 30 40 50 60

chart 4.1.8 Financing influence to buy a car

Interpretation:

51
From the above table representing does financing influence to buy a car yes
are 51.45%,no are 30.09% and maybe are 18.44%.

Inference:

Majority (51.45%) of the respondents are says financing influence to buy a

car.

[Link] Particulars [Link] Percentage

1 No 41 39.80%

2 Yes 37 35.92%

3 Maybe 25 24.27%

Total 103 100

52
chart 4.1.9 Brand promotion influence to buy a car

Interpretation:

From the above table representing does brand promotion to buy a car no
are 39.80%, yes are 35.92% and maybe are 24.27%.

Inference:
Majority (39.80%) of the respondents are said no for brand promotion is
influence you to buy a car.

[Link] Particulars [Link] Percentage

1 Yes 46 44.66%

2 No 36 34.95%

3 May be 21 20.38%

Total 103 100

53
chart 4.1.10 Does offers influence to buy a car

Interpretation:

From the above table representing does offers make you to buy a car yes
are 44.66%, no are 34.95% and maybe are 20.38%.

Inference:

Majority (44.66%) of the respondents says offer make you to buy a car.

[Link] Particulars [Link] Percentage

1 Agree 30 29.12%

2 Disagree 26 25.24%

3 Neutral 18 17.47%

4 Strongly disagree 16 15.53%

5 Strongly agree 13 12.62%

Total 103 100

54
chart 4.1.11 Brand has become a status symbol

Interpretation:
From the above table representing brand has become a status symbol agree
are 29.12%,disagree are25.24%,neutral are 17.47%,strongly disagree are
15.33% and strongly agree are 12.62%

Inference:
Majority (29.12%) of the respondents are agree that brand has become a
status symbol.

[Link] Particulars [Link] Percentage

1 Yes 63 61.16%

2 No 25 24.27%

3 Maybe 15 14.56%

Total 103 100

55
chart 4.1.12 Focus on brand while purchasing

Interpretation:

From the above table representing focus on brand while purchasing on

product yes are 61.16%, no are 24.27% and maybe are 14.56%.

Inference:
Majority (61.16%) of the respondents are said yes for focus on branding
while purchasing the product.

[Link] Particulars [Link] Percentage

1 Agree 27 26.21%

2 Neutral 27 26.21%

3 Strongly agree 21 20.38%

4 Disagree 16 15.53%

5 Strongly disagree 12 11.65%

Total 103 100

56
chart 4.1.13 Logo impact you to buy this brand

Interpretation:

From the above table representing does logo impact you to buy this brand
agree are 26.21%, neutral are 26.21%, strongly agree are 20.38%, dis agree
are 15.53% and strongly dis agree are 11.65%.

Inference:

Majority(26.21%) of the respondents are agree that logo impacts you to

buy a car.

[Link] Particulars [Link] Percentage

1 Good 50 48.54%

2 Excellent 25 24.27%

3 Bad 20 19.41%

4 Fair 8 7.76%

Total 103 100

57
chart 4.1.14 How was experience with tata service center

Interpretation:

From the above table representing how was your experience with tata
service center good are 48.54%,excellent are 24.27%,bad are 19.41% and
fair are 7.76%

Inference:

Majority (48.54%) of the respondents are says good for experience with
TATA service center.

[Link] Particulars [Link]. response Percentage

1 Yes 62 60.19%

2 Maybe 30 29.12%

3 No 11 10.67%

Total 100 100

58
chart 4.1.15 Would you recommend the tata cars to others.

Interpretation:
From the above table representing would you recommend the tata cars to
others yes are 60.19%, maybe are 29.12% and no are 10.67%.

Inference:
Majority (60.19%) of the respondents says yes for recommend the TATA
cars to others.

59
STATISTICAL ANALYSIS:

Chi square analysis:

Hypothesis:
Ho(null hypothesis) : there is no significant difference between a gender
and important attributes to buy a car
Hi (alternative hypothesis): there is significant difference between a
gender and important attributes to buy a car.

Inference :

Since p value is 0.045 less than a 0.5 null hypothesis is rejected and
alternate hypothesis is accepted.

60
ANNOVATEST:

Inference :
Since p value is .091 less than a 0.5 null hypothesis is rejected and alternate
hypothesis is accepted

61
 LIMITATIONS

• This project is limited due to time constraint as it involves a lot of

complex variables which require a detailed study over a period of
time.
• The project did not cover the effect of branding on a very large scale.
Only a small population was studied, which may not be enough to
show correct picture.
• The consumers were very reluctant to answer the question and the
response may be biased.

62
 FINDINGS

[Link] (85.43%) of the respondents are male.

[Link] (44.7%) of the respondents are in 35-50 age.

[Link] (54.4%) of the respondents are private employees .

[Link] (37.9%) of the respondents income between 35000-50000.

[Link] (39.8%) of the respondents are aware the car from the TV
ADVERTISEMENT

[Link] (35.9%) of the respondents are did extensive information among

all the brands

[Link] (25.2%) of the respondents having safari cars

[Link] (39.8%) of the respondents are said quality is the important

attributes to buy a car

[Link] (32%) of the respondents are said normal influence to the

celebrity endorsement

[Link](41.7%) of the respondents are agree brand car is always better

quality than the less branded car

[Link] (51.5%) of the respondents are agree financing influence to

buy a car

[Link] (39.8%) of the respondents are dis agree brand promotion

influence to buy a car

[Link] (44.7%) of the respondents are agree that offers make to buy a
car

63
Majority (29.1%) of the respondents are agree that brand has become a
status symbol

[Link] (61.2%) of the respondents are agree that they are focusing on
brand while purchasing.

[Link] (26.2%) of the respondents are agree that logo impacts to buy a
car

[Link] (39.8%) of the respondents are dis agree that available of spare
impact to buy a car

[Link] (48.5%) of the respondents are having good experience with

the tata showroom

[Link] (50.5%) of the respondents are having good experience with

the tata cars

[Link] (60.2%) of the respondents are said they will recommend the
tata cars to others.

64
 SUGGESTIONS

• The charges for servicing the Four Wheelers may be slightly reduced.
• Some of the people are facing problems with mileage which should be
rectified.
• As a promotional measure of Tata Motors Pvt. Ltd. may increase free
services camps. This will increase Customer’s loyalty.
• As per the study after sales service, cleaning and servicing vehicles
should be given importance and improved.

65
 CONCLUSION

The aim of this thesis was to determine the impact that a brand as on
the purchase decision making process of consumers as well as
throwing some light on the theories surrounding a brand and
consumer behavior. In conclusion, it has been found out that there is
some correlation between a brand and the behavior displayed by
consumers with regards to their purchase decisions. Consumers are
very much enlightened about the various brands on the market and
as such their mage is very crucial when it comes to making a
purchase decision especially at first time. 55 Again family, friends and
reference groups do play a major role in affecting the purchase
decision-making of consumers. This calls for massive improvement
on the services rendered, innovation and differentiation as far as the
brand (s) is concerned in the organization or company.

• Consumer decision making varies with the type of buying decision.

Comparatively, complex and expensive purchases, like durable
procurements, are likely to involve more buyer deliberations and
more participants.
• Hence, a study on the consumer buying behavior, especially of
durables, becomes very essential.
• Such attempts do throw more light on how the consumers select, buy,
use and dispose of goods, services, ideas, or experiences to satisfy
their needs and desires.

66
• It needs to be emphasized at the very outset that there is no unified,
tested and universallyestablished theory buying behavior. What we
have today are certain ideas on buying behavior.
• Only then can a company demonstrate the relevance of its marketing
offer to consumers by showing how it will help them deal with their
life setting. Ultimately, convincing customers of the product offers
relevance is crucial to sales growth in markets. Marketing stimuli
consist of the four Ps:
•Product
•Price
•Place
•Promotion
Other stimuli include major forces and events in the buyers
environment: economic, technological, political and cultural. All these
inputs enter the buyers black box where they are turned into a set of
observable buyer responses: product choice, brand choice, dealer
choice, purchase timing and purchase amount. The marketer wants to
understand how the stimuli are changed into response inside the
consumer’s black box, which has two parts: first, the buyer’s
characteristics influence how he or she perceives and reacts to the
stimuli; second, the buyers decision process itself affects the buyers
behavior.

BIBLIOGRAPHY
67
REFRENCES:

1. David L Loundon and Albert J Della Bitta, Consumer Behavior, 4/e, TMH,
New Delhi, 2007.

2. Phillip Kotler : Marketing Management, I l/e, Pearson, 2007.

3. Phillip Kotler and Kelvin Lane Marketing Management 12th Ed Pearson

Education 2007.

4. Schiffman, L.G and Kanuk L.L Consumer Behavior, 8/e, Pearson

Education, 2007.

5. V.S. Ramaswamy and [Link] : Marketing Management, 2007.

WEBLIOGRAPHY:

1. [Link]
2. [Link]
3. [Link]
4. What consumers Really think, 2004, white paper, [Link]

JOURNALS:

1. Indian Journal of MARKETING, Volume: 40; June 2010; Number 6; page

no.40.
2. Journal of Management Research. Volume 8; December 2008; Number 3;
page no.162.

ANNEXURES

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QUESTIONNAIRE:

1. What is your Occupation?

Supervisor [ ] Businessman [ ]

Student [ ] Employee [ ]

2. What is your monthly income?

5,000 - 10,000 [ ] 10,000 15,000 [ ]

15,000- 20,000 [ ] Above 20,000 [ ]

3. If you opt a Car from TATA, what type of Car would you go for?

Indica [ ] Safari [ ]

Manza [ ] NANO [ ]

4. What sort of a Car were you looking for?

Fuel Efficient [ ] HighPickup [ ]
Trendy [ ] CostEfficient [ ]
5. Do you own a car?

Yes [ ] No[ ]

6 . What lead you to opt for a TATA car?

Family [ ] Media [ ]
Friends [ ] Others [ ]
7. What Car did you opt in TATA? (Open end question)

…………………………………………………………………………………………….

8. Rank your Car in the following category (based on the above question)
69
 1 2 3 4 5 6

9. What is the best feature ofyour Car (Open end question)

10. What still more do you want to improve in your Car?

High pickup [ ] Trendy [ ]

Mileage [ ] Durability [ ]

11. Rank your show room in the following categories.

1 2 3 4

Vehicle Availability

Infrastructure
Service
Loan Availability

12. What trait made TATA edges over other Cars?

High Performance [ ] Fuel Efficiency [ ]

High resale value [ ] Low Maintenance [ ]

13. What more services you require from Concorde Motors. (Open ended
question)

14. Is Concorde Motors available to your connivance?

Yes [ ] No [ ]

70
15. How was your experience with TATA service center?
Excellent [ ] Good [ ]

Satisfactory [ ] Bad [ ]
16. How are the service provided by TATA service centre?

Excellent [ ] Good [ ]

Satisfactory [ ] Bad [ ]

17. Are you satisfied, with the services provided by the Concorde
motors?

Yes [ ] No [ ]

18. Would you recommend your Car to your family friends, etc?

Yes [ ] No [ ]

19. Would you recommend TATA cars or Maruti Suzuki cars to your
friends/family?

TATAcars [ ] Maruti Suzuki [ ]

20. Where do you rank TATA, among all motors Car companies in India?
Rank 1[ ] 2[ ] 3[ ] 4[ ]

71