A STUDY ON CONSUMER BEHAVIOR TOWARDS MYSORE SANDAL SOAPS

(A BRAND OF KARNATAKA SOAPS & DETERGENTSL.T.D.)

Submitted in partial fulfillment of the Requirements for the award of the degree of

MASTER OF BUSINESS ADMINISTRATION

(SRI VENKATESWARA UNIVERSITY)

By T.SANDEEP KUMAR (REG NO: 120 !"0"#)

Under the Esteemed guidance of M$. K.TIRUMALAIAH SIR M.B.A%MA&'(% FA U!TY" #E$ART%ENT &F %ANA'E%ENT STU#IES

KMM INSTITUTE OF PG GRADUATE STUDIES

(Affiliated to S.V. University, Tirupati) CHITTOOR- !"!#$

FINA! $R&(E T &N A STUDY ON CONSUMER BEHAVIOUR TOWARDS MYSORESANDDALSOAPS

(A )RAN# &F KARNATAKA S&A$S * #ETER'ENTS !+T+#)

A S,no-sis Re-ort Su.mitted in -artia/ fu/fi//ment of the Re0uirements for the a1ard of the degree of

MASTER OF BUSINESS ADMINISTRATION

Submitted By
T.SANDEEP KUMAR (REG NO: 120 !"0"#) Under the Esteemed guidance of M$. K.TIRUMALAIAH SIR M.B.A.M.A&'( Lecturer

KMM INSTITUTE OF PG GRADUATE STUDIES

(Affiliated to S.V. University, TIRU%ATI) CHITTOOR - !"!#$.

200

DECLARATION
I here by declare that the project report entitled 2A
STUDY ON CONSUMER BEHAVIOUR TOWARDS MYSORE SANDAL SOAPS (A BRAND OF KARNATAKA SOAPS&DETERGENTS L.T.D). Has done by me in practical fulfillment for the award of master degree in business administration under Jawaharlal Nehru technological university Hyderabad.This work has been carried out by me and that I have not submitted these results in any form previously for the award of my degree

$!A
Date

E3

T.!"ND##$ %&'"( (egd no )*+,-.+./

A&'no(led)e*ent
I

ta4e this o--ortunit, to e5-ress m, dee- sense of gratitude to of KARNATAKA S&A$S*#ETER'ENTS !+T+#+"

the

management

)AN'A!&RE for their 4ind -ermission to ta4e this -ro6ect in their esteemed organi7ation+ I 1ou/d /i4e to e5tend m, sincere than4s to %&8AN (8+R+#)" %r+A+RAVI Asst+'en+%anager (Finance) 1ho has granted this -ro6ect+ I a/so e5-ress m, gratitude and than4fu/ness to m, -ro6ect guide" Sri+A+RAVISANKAR Asst+'en+%anager (%ar4eting)" Sri 8+'+RA(ARA& %anager (%I#) for his 9a/ua./e guidance in com-/etion of this -ro6ect+ I 1ou/d /i4e to e5-ress m, sincere than4s to our 8ead of the #e-artment for the .usiness studies+%r+K+TARAKARA%I RE##Y+ I a/so e5-ress m, gratitude and than4fu/ness to m, -ro6ect guide %rs+K+SE!VI for his 9a/ua./e guidance in com-/etion of this -ro6ect+ I 1ou/d /i4e to e5-ress m, than4fu/ness to our facu/t, for gi9ing their 9a/ua./e suggestions+

P.KISHORE KUMAR REDDY RE'#+N&3:;<=>?<:@

Contents
TITLE PAGENO

$REFA E ha-terAB

INT(0D&1TI0N T0 10N!&'#( 2#H"3I0(

ha-terAii

10'$"N4 $(05I6#

ha-terAiii

INT(0D&1TI0N 05 TH# $(0D&1T

ha-terAi9
D#!I7N 05 TH# !T&D4

!10$# 05 TH# !T&D4 02J#1TI3#! (#!#"(1H '#TH0D06074 6I'IT"TI0N!

ha-terA9
D"T" "N"64!I!

ha-terA9I
5INDIN7!

ha-terA9II
!&77#!TI0N!

"NN#8&(#

2I26I07("$H4

PREFACE

"

competitor is a word that makes the companies alert.

6iberali9ation of the markets has put an end to &N regulated monopolists and to day we can find number of sellers in the market whether the product is homogeneous or highly differentiated. Now an attempt is made to study on 10N!&'#( 2#H"3I0&( T0:"(D! '4!0(# !"ND"6 !0"$! of the %"(N"T"%" !0"$! ; D#T#(7#NT! 6.T.D.< the industry competition of '4!0(# !"ND"6 !0"$! and analy9e the position of '4!0(# !"ND"6 !0"$! in TI(&$"TI. The analysis has been done based on the views e=pressed by the respondents of the survey at TI(&$"TI.

T&$I INTR&#U TI&N

CONSUMER BEHAVIOR
The study of e=change processes involved inac>uiring< consuming< and disposing of goods< services< e=periences< and ideas .The study of consumer behavior ?12@ incorporates theories and concepts from all of the behavioral sciences cognitive< e=perimental< social psychology sociology anthropology economics

Acqu ! " #$%

The factors that influence the productAservice choices of consumers. 'uch of 12 research has focused on this stage. #.g.< how did you decide to purchase one brand of car over anotherB

C#$!u&'" #$%
How consumers actually use a productAservice. #.g.< what sorts of attitudes are you forming during the time that you own a car< and how does this affect future purchasesB

D !'#! " #$%

:hat consumers do with a product once they have completed their use of it. #.g.< if you purchase a new car several years later< do you keep the old one< trade it in< sell it yourself through the newspaper< give it to a friend< or have it towed to a junk yardB

PERSPECTIVES TOWARD THE STUDY OF CB

M()*+"+)%
How to best satisfy the wants and needs of a target market.

C#$!u&+)%
How to become a better consumer by learning how people go about consumption activities and how marketers sell products.

Pu,- c '#- c. &(*+)%

How to make rules< regulations< or laws which influence marketers and consumers in the marketplace.

INFLUENCES ON CONSUMER BEHAVIOR

I$") $! c%
Individual< internal influence factors personality< motivation< beliefs< attitudes< etc.

E/") $! c%
#=ternal factors of influence group influences< such as culture< family< reference groups environmental and situational factors< such as time of day< temperature< etc.

PERSPECTIVES ON AC0UISITION BEHAVIOR

D+c ! #$1&(* $2
1onsumers move through a series of steps when making a purchase problem recognition search alternative evaluation choice post purchase evaluation .

E/'+) +$" (-%

$eople do not always make purchases according to a rational decisionC making processD they sometimes buy products to have fun< create fantasies< and obtain emotions and feelings.

B+3(4 #)(-%
#nvironmental forces propel consumers to make purchases without necessarily first developing strong feelings or beliefs about the product.

E5CHANGE%

" transfer of something<tangible or intangibleactual or symbolic between two or more social actors.#=change occurs between organizations as well as between organi9ations and household consumers. #=changes can be simple involves two parties in a reciprocal relationship complex involves a set of three or more actors enmeshed in a set of mutual relations RESOURCES OF E5CHANGE% money< goods< services< information< status< feelings. SOME PUBLIC POLICY ISSUES Deceptive "dvertising<"dvertising !ubstantiation<1orrective "dvertising.

CORPORATE SOCIAL RESPONSIBILITY

INTRINSIC INFLUENCES
1onsumer Information $rocessing 1ognitive 6earning and 'emory 2ehavioral 6earning !ocial Influence and 1ompliance Techni>ues 'otivation and "ffect $ersonality and $sychographics Tripartite 'odel and "ttitude 'easurement 2eliefs< "ttitudes< and 2ehavior 1hange the 5ishbein 'odel $ersuasion #6' Involvement< %nowledge< and $ersuasion 1onsumer Decision $rocesses

E5TRINSIC INFLUENCES
#nvironmental and !ituational Influences 7roup Influences Households and 5amilies 1ultural and International Issues !ubculture

CONSUMER INVOLVEMENT
the process through which individuals are influenced by the perceived personal importance andAor interest evoked by a stimulus Higher levels of involvement are e=pected to result in a greater depth of information processing increased arousal more e=tended decision making 5actors which can influence purchase involvement situation product personality communication

COGNITIVE PROCESSING TERMS

Ac" 4(" #$
!tored cognitive representations are made available for retrieval from memory for processing.

S')+(6 $2 Ac" 4(" #$

"ctivation of one representation will spread to and activate other representations with which it is associated.

C('(c ". L & "!

The cognitive processing system has a finite limit in the amount of information that can be processed at one time.

Au"#&(" !&
"s cognitive processes are practiced ?i.e.< the limited capacity system is used@< they eventually re>uire less conscious control and less capacity.

BEHAVIORAL LEARNING
" process in which e=perience with the environment leads to a relatively permanent change in behavior or the potential for a change in behavior

T3)++ &(7#) ('')#(c3+!%

classical conditioning operant conditioning vicarious learning

CLASSICAL CONDITIONING
unconditioned stimulus ?&1! unconditioned response ?&1(@ conditioned stimulus ?1!@ conditioned response ?1(@ operant reinforcements e=tinction shaping

OPERANT CONDITIONING

SOCIAL INFLUENCE 1 COMPLIANCE TECHNI0UES

RECIPROCITY
7uilt Door in the 5ace #ffect ?DIT5@

COGNITIVE CONSISTENCY
Imagining an #vent 5oot in the Door #ffect ?5ITD@ 6ow 2all $rocedure

VICARIOUS LEARNING
0vert 'odeling 1overt 'odeling 3erbal 'odeling

MOTIVATION
DonEt look at these as FrightF or FwrongFD they are just theories. None are validated< but seem intuitively logical.

MULTIPLE MOTIVES
'anifest 6atent

MASLOW8S HIERARCHY OF NEEDS%Hypothesi9ed that within every

human being there e=ists a hierarchy of five needs ). $hysiological *. !afety G. !ocial H. #steem /. !elf actuali9ation

McCLELLAND8S THREE NEEDS THEORY

$ACH
need for achievement drive to e=cel drive to achieve in relation to a set of standardsD to strive to succeed.

$POW
need for power the need to make others behave in a way that they would not have behaved otherwise.

$AFF
need for affiliation the desire for friendly and close interpersonal relationships.

PERSONALITY
has to do with ")( "! has to do with $6 4 6u(- 6 99+)+$c+!

PERCEIVED RISK
5inancial< $erformance< $hysical< !ocial< Time< $sychological< 0pportunity loss.

$#(!0N"6IT4 "ND $!41H07("$HI1!

CONSUMER DEMOGRAPHIC PROFILE
"ge< gender< occupation< education<e=penditures<marital status<income<location .

CONSUMER SOCIAL PROFILE

1ultureAsubculture<social class<reference groups<stage in family life cycle .

CONSUMER PSYCHOLOGICAL PROFILE

Innovativeness<perceived risk<motivation<attitudesAopinions<class consciousness<personality .

AIO INVENTORY Ac" 4 " +!

:ork< hobbies<social events<vacation<entertainment<community<shopping<sports<club membership.

I$"+)+!"!
5amily<home< job< community< recreation< fashion< food< media< achievement.

O' $ #$!
Themselves social issues< politics< business< economics< education< products< future<culture.

LIFESTYLE
VALUES%

Demographics social class<reference groups<family< individual characteristics< motives< emotions<personality .

PSYCHOGRAPHICS
3alues< activities and interests< attitudes<demographics< media patterns< usage rates.

PROBLEMS WITH SOCIAL AND PSYCHOLOGICAL MEASURES%

Difficult to measure<somewhat subjective< based on selfCreports from consumers< sometimes hidden from view.

10N!&'#( D#1I!I0N '"%IN7

Intrinsic<e=trinsic< environmentalAsituational<

S#u)c+! #9 I$9#)&(" #$
'emory of past searches< personal e=periences< and lowCinvolvement learning $ersonal sources such as friends and family Independent sources such as consumer groups and government agencies 'arketing sources such as sales personnel and advertising #=periential sources such as inspection or product trial

ALTERNATIVE EVALUATION
. 6 )+c" &+"3#6! $6 )+c" &+"3#6! projective techni>ues perceptual mapping

PRODUCT POSITIONING%(efers to the place an offering occupies in

consumersE minds on important attributes relative to competitive offerings

PERCEPTUAL MAP " means of displaying or graphing on two dimensions

the location of products or brands in the minds of consumers

REPOSITIONING 1hanging the place an offering occupies in consumersE

minds relative to competitive offerings.

0UALITATIVE RESEARCH%&ses nonstatistical< unstructured research

methods in which consumers are enticed to reveal what they can about their innermost thoughts< feelings< and motivations. focus group< inCdepth personal interviews< projective tests.

PRO:ECTIVE TESTS
sentence completion<story completion<cartoon techni>ues<picture

ALTERNATIVE EVALUATION

!urrogate indicator<5raming.

CHOICE H+u) !" c!% "re the Frules of thumbF that people use to make judgments and
decisions. choice heuristic< search heuristic.

POSTAC0UISITION
consumption<1onsumer satisfactionor dissatisfaction< attribution theory< cognitive dissonance.

PURCHASE BEHAVIOR
Impulse purchases< compulsive consumption< varietyCseeking purchases.

PURCHASE INVOLVEMENT H(, "u(- 6+c ! #$ &(* $2

" problem is recogni9ed<long term memory provides a single preferred brand< that brand is purchased< only limited postpurchase evaluation occurs< associated with low involvement< associated with repeat purchases and brand loyalty.

L & "+6 6+c ! #$ &(* $2 E/"+$6+6 6+c ! #$ &(* $2

increased information search<more e=tensive and comple= alternative evaluation<more thorough postpurchase evaluation<associated with high involvement<

#N3I(0N'#NT"6 "ND !IT&"TI0N"6 IN56&#N1#!

CONSUMER ENVIRONMENT MARKETING SITUATIONS
information ac>uisition< shopping< purchasing< consumptionAusage< disposition.

SITUATIONS ; SITUATIONAL INFLUENCES

Information ac>uisition<1onsumption<!hopping.

F 4+ +$4 )#$&+$"(-;! "u(" #$(- $9-u+$c+!%

physical surroundings<social surroundings<task definition<time<antecedent states.

PHYSICAL SURROUNDINGS N#$ !'(" (-%

music<aroma<lighting<noise<humidity<weather. densityAcrowding<store location<store displays. culture<subculture<social class<reference groups<family. (eflects the purpose or reason for engaging in the buying or consumption behavior

S'(" (-% SOCIAL SURROUNDING TASK DEFINITION TIME AND TEMPORAL PERSPECTIVE ANTECEDENT STATE
Momentary moods, Momentary conditions

7(0&$ IN56&#N1#!
GROUP<REFERENCE GROUP.
colleagues at work friends at school< roommates< members of clubs< church< fraternitiesAsororities< etc.

GROUP INFLUENCE
"spiration group< dissociative group<1onformity<1ompliance<private acceptance<7roup norms<(ole<!anctions<(ole parameters<(ole overload<(ole conflict<(ole stereotype<:ord of 'outh ?:0'@ communications.

OPINION LEADERS
Direct flow of information<multistep flow of information.

DIFFUSION OF INNOVATION c#$" $u#u! $$#4(" #$

usually modifications of e=isting products to improve performance< taste< reliability< etc. re>uires little change of behavior re>uires little learning low perceived risk

6 !c#$" $u#u! $$#4(" #$

innovations that produce major changes in the lifestyles of consumers re>uires great change in behavior re>uires much new learning much perceived risk

CATEGORIES OF PRODUCT ADOPTERS

innovators< early adopters< early majority< late majority< laggards.

H0&!#H06D "ND 5"'I64 D#1I!I0N '"%IN7

H#u!+3#-6
family<nonfamily<nuclear family< e=tended family<

FAMILY LIFE CYCLE

S"(2+! $ "3+ ")(6 " #$(- 9(& -. - 9+c.c-+%
youngAsingleIIJyoungAmarriedIIJmarriedAchildrenIIJempty nester (ecall the notion of the 2uying 1enter or Decision 'aking &nit &sers< Influencers< Deciders< 2uyers< 7atekeepers.

1&6T&("6 IN56&#N1#! CULTURE

1ulture is comprehensive it includes almost everything that influences an individualEs thought processes and behaviors

1ulture is ac>uired or learned it does not include inherited responses or predispositions. 3alues and behaviors are learned from cultural influences. 1ulture supplies boundaries within which individuals think and act. :e are seldom aware of cultural influencesD we generally take these influences for granted. Norms<cultural values<customs<mores.

NORMS% N#$4+),(- C#&&u$ c(" #$

T &+%$olychronic vs.monochromic<promptness<lead time. S'(c+%office si9e and location<personal space. F) +$6!3 '%fast vs. slow . A2)++&+$"!%verbal vs. written. T3 $2!%terminal materialism<instrumental materialism. S.&,#-!%pink vs. blue identifiers. E" qu+""+%generally accepted ways of behaving in social situations.

SOME CULTURAL VALUE ORIENTATIONS%

Individual vs. collective<masculinityAfemininity<time orientation<uncertainty avoidance<activity orientation<relationship to nature.

!&21&6T&("6 IN56&#N1#!
race< nationality< religion< age< geographic location< gender< social class.

D+&#2)('3 c!
market si9e< market composition< market location< market trends.

CAUSES OF POPULATION GROWTH

2irth rate< Death rate<Net immigration.

AGE SUBCULTURES
"merican baby boom< baby bust

SOCIAL CLASS SYSTEM !#c (- c-(!!%#ducation< 0ccupation< income.

upper class< upperCmiddle class< lowerCmiddle class< lower class.

10'$"N4 $(05I6#

COMPANY PROFILE
HISTORY OF KSDL
India is the /and of i9or," si/4" sanda/" -recious gems and magica/ charms of centuries the most enchanting -erfume of the 1or/d got its e5otic s-e// 1ith a t1ist of sanda/+ The 1or/dCs richest sanda/1ood resource is from one iso/ated stretch of forest/and in South India+ Karnata4a state is the origina/ home of the -erfumed sanda/1ood and its oi/ 1hich is genera//, used in the ma4ing of sanda/1ood soa-+ It is due to 1or/d 1ar India faced se9era/ crises on the .usiness of trading of sanda/1ood" 1hich ear/ier 1ent to Euro-e and ne1 destination ., the ins-iration of 2%ahara6a of %,soreD+ The 'o9ernment soa- factor, started as a 9er, sma// unit under the guidance of Sir+%+Vish1esh1araiah 1i7ard engineer of our countr,+ With the he/- of Sri+S+'+Shastri a distinguished chemist 1as sent to Eng/and ., the %ahara6a to master the finer as-ects of the soa- manufactures+ The -erfumed sanda/1ood and its oi/" 1hich is genera//, used for ma4ing sanda/1ood soa-+ It is 4no1n as 2Fragrant Am.assador of IndiaD sanda/1ood a/so 4no1n as 2!i0uid 'o/dD+ The factor, 1as started as a 9er, sma// unit 1ith a ca-acit, of B<< tones -er annum at )anga/ore in B>B?+ The factor, 1as shifted to Ra6a6inagar Industria/ Area" )anga/ore in (u/, B>E@+ The -/ant occu-ies an area of F acres" 1hich on the )anga/oreA $une high1a, easi/, accessi./e ., trans-ort ser9ice and communications+ ), this factor, com-/eted its Bst stage am.itious e5-ansion and moderni7ation .rings a s-ectacu/ar -rocess+ KS#! is a -u./ic sector under ta4ing 1ho//, o1ned ., 'o9ernment of Karnata4a engaged in manufacturing satiric acid" g/,cerin" agar.athies and sanda/ ta/c+

The credit for toda,Cs famous %,sore Sanda/ Soa- goes to Sri+S+'+Shastri a distinguished scientist 1ho im-ro9ed the -rocess of soa-s ma4ing and !ate Sir+%+Vish1esh1araiah the great engineer of our countr, 1as the .rain .ehind the -ro6ect+

SANDALWOOD OIL:
Sanda/1ood" santa//um a/.um (santa/aceae) is a South Indian tree 1ide/, found in forests+ The -o1dered 1ood is steam disti//ed and e5tracted the sanda/1ood oi/ from the disti//ate+ It is aromatic" 9er, s1eet" smooth and roseous oi/+ The chief constituent of sanda/1ood oi/ is santo/" a .ic,c/ic ses0uitra-ene a/coho/+ Natura/ santo/ contains .oth /ea9eAa/-ha and de5troA.eta forms are -redominating the former+ The factor, 1as .ui/t u- in rich traditions for the 0ua/it, of its soa-s and 1as ca//ed 2%,sore Sanda/ Soa-D+ The .rand name of the com-an, 2%,sore Sanda/ Soa-D 1as 4e-t .ecause the com-an, KS#! 1as esta./ished ., %,sore %ahara6a and thatCs 1h, the .rand name of the com-an, is ca//ed 2%,sore Sanda/ Soa-D+ The 2%,sore Sanda/ Soa-D" is the o/dest toi/et soa- in India+ &n/, one soa1ith sanda/ is 4no1n as 2%,sore Sanda/ Soa-D and it is ca//ed natura/ sanda/ soa-+ %,sore Sanda/ Soa- is the .est an,1here in the 1or/d+ In India com-ared to other sanda/ soa-s" 2%,sore Sanda/ Soa-D is No+B natura/ soa-+ It has origina/ -erfume of Sanda/1ood &i/+ The KS#! is ha9ing toi/et soa-s -/ant+ KS#! -roducing @EG of 1or/dCs sanda/ oi/+ KS#! is a/so ha9ing detergent -/ant 1ith su/-hure5 -/ant to -roduce acid s/urr," a.a.i7 -/ant for s-ra, dr,ing the detergent ca4es and -o1der and a sinte5 -/ant for detergent ca4es and .ars+

COMPANY AT A GLANCE: NAME OF THE ORGANI)ATION Address of Registered &ffice K*$+*(*,* S-*./ & D0(0$10+(/ L'2'(03 Karnata4a Soa-s * #etergents !imited )anga/oreA $une 8igh1a," $ost )o5 No+ EE;B" )anga/ore H E=< <EE+ Year of Esta./ishment onstitution %anagement ontro/ Trade %ar4 $roduct Range B>?B &1ned ., 'o9ernment of Karnata4a )oard of #irectors S8ARA)8A Toi/et Soa-s" )ar Soa-s" #etergent Soa-s" #etergent -o1der" Ta/c -o1der" )a., -o1der" )a., Soa- and $/ants Agar.athies )anga/ore H Soa-s * #etergents" Fatt, acids %,sore H Sanda/1ood oi/ * Agar.athies Sources of Ra1 %ateria/s Shimoga H Sanda/1ood oi/ Ra1 %ateria/s im-orted from %a/a,sia and Singa-ore is NonAEdi./e $a/m &i/" $a/m Kernna/ &i/ and $roduction a-acit, #isti//ed Fatt, Acids !icensed ca-acit, is a.out F="<<< tones -er annum .ut uti/i7ing :="<<< tones of toi/et soa-" B<"<<< tones Area ost of Sanda/1ood detergents" it 1or4s on shift .asis F Acres E<"<<< -er Kg

Su--/iers of Sanda/1ood

Forest #e-artment of 'o9t+ of Karnata4a

Sources of Finance

!oans from ommercia/ )an4" oAo-erati9e )an4" State )an4 of %,sore" S,ndicate )an4" anara )an4" Vi6a,a )an4" Industria/ #e9e/o-ment )an4 of India" Industria/ Finance or-oration of India" Industria/ redit * In9estment or-oration of India 8industan !e9er !td+ and 'odre6 hina The factor, is -ioneered in the manufacture of 9arious soa-s and techno/og, im-orted from Ita/, Natura/ -roducts 1ith E5otic Fragrances @G -er annum WWW+m,soresanda/+com

%ain com-etitors in India om-etitors A.road $rocess 4no1 ho1 S/ogan 'ro1th Rate We. Site

O4506('70/ -8 KSDL:
To ser9e se/f and nationa/ econom,+ To attain se/fAre/iance+ To -romote and u-ho/d its image as mar4et of traditiona/ -roduct+ To -romote -urit, and 0ua/it, -roduct and thus enhance ageAo/d charm+ To maintain the .road /o,a/t, of its customer+ NUMBER OF EMPLOYEES IN KSDL: AREA E5ecuti9e NonAE5ecuti9e Tota/ )AN'A!&RE BBF =?> ?<; %YS&RE :< FE =E %ARKETIN' =F ;; >@ S8I%&'A <F B= :< T&TA! :<: @?; >?E

T90 R*+10 -8 S*&*$: '/ (*,0+ 4: E2.&-:00;/

RAN'E &F SA!ARY @F<< H B;B:< EE@E H B<=:< ;?BE H E@BE ;F>< H F>=E * F<>E H E<?E

NU%)ER &F E%$!&YCS >B F> @== >:

BRANCHES OF KSDL:
At -resent KS#! ha9e t1o main di9isions at3 Shimoga %,sore The -erfumed and su-erior 0ua/it, agar.athi introduced in B>?E and the di9isions are functioning from B>@< and B>?F res-ecti9e/,+ In a// o9er India there are se9en .ranches of sa/es+ B$*+690/ )anga/ore hennai 8,dera.ad %um.ai a/cutta #e/hi D0.-(/ )anga/ore" 8u./i" Raichur and #a9anagere hennai" %adurai" Sa/em and ochin 8,dera.ad" Vi6a,a1ada * Ananth-ur $une * Ahmeda.ad a/cutta" $atna" uttac4 * 'o1hati #e/hi" (ai-ur * (a/andhar

ISO 1<001 POLICY OF KSDL:

KS#! is committed to -reser9e natura/ en9ironment in the -roduction of its 0ua/it, -roducts to the satisfaction of its customers+

 KS#! 1i// com-/, 1ith a// statutor, and regu/ator, re0uirements -ertaining to en9ironment sti-u/ated ., .oth state and centra/ authorities+ KS#! 1ou/d initiate and im-/ement action to reduce a// im-acts that are /i4e/, to .e source of concern to the en9ironment+ KS#! is committed to -re9ent and minimi7e ris4s to the en9ironment and conser9e natura/ resources ., 1aging 1as no 1astes+ KS#! 1ou/d stri9e and set e5am-/e in -rotection and -romotion of an eco friend/, en9ironment+ KS#! 1i// moti9ate e9er, em-/o,ee of the com-an, is -reser9ing the en9ironment ., -ro9iding a--ro-riate training+

PRODUCTION DEPARTMENT KS#! has three -roduction -/ants3 S-*. P&*+(:

It has a -roduction ca-acit, of :="<<< tones -er annum+ It has the /argest -roduction units in India+ The so-histicated -/ant from Ita/, has 1ho//, integrated straightA/ine faci/it, that /in4s u- -rocess se0uence for straight -roducti9it,+ The -roduction is carried on a stream/ine right from ra1 materia/ -re-aration to the end+ The /ine co//ection has .ui/t in faci/it, for ./eaching and su/-honification+ Finishing touch for the soa-s is gi9en on the uni9erseA1ra--ing machine+ The high s-eed auto 1ra--er has the ca-acit, to hand/e soa-s 9irtua//, on/, on si7e and sha-e+

DETERGENT PLANT:
The detergent -/ant has an insta//ed ca-acit, of B<"<<< tones su/-huric o5ide+ The detergent -/ant a/so -roduces industria/ detergents used in the formu/ation as 1e// as

-esticides -o1der for cro- -rotection" 1hi/e the acid s/urr, is the main ingredient in the manufacturers of detergent -o1ders" .ars and ca4es+

FATTY ACID PLANT:

It is the ma6or ra1 materia/ for soa- unit+ Fort, fi9e mi//ion has .een in9ested in machineries+ It 1as functioning as a feeder -/ant for se9era/ other soa- manufacturers 1ithin insta//ed ca-acit, of B<"<<< tones -er annum+

PRODUCT PROFILE

PRODUCT PROFILE:

TOILET SOAPS NAME OF THE PRODUCT %,sore Sanda/ Soa%,sore Rose Soa%,sore Sanda/ )ath Ta./et %,sore S-ecia/ Sanda/ Ta./et %,sore Sanda/ 'uest Soa%,sore !a9ender Soa%,sore !a9ender 1ith Ta./et %,sore (asmine Soa%,sore (asmine 'uest Ta./et %,sore Rose 'uest Ta./et %,sore ar.o/ic Soa%,sore Sanda/ /assic Soa%,sore Sanda/ 'o/d Soa%,sore Sanda/ )a., Soa%,sore (asmine Soa(asmine Soa%,sore Rose Soa- Ta./et %,sore Rose 'uest Ta./et %,sore Sanda/ (asmine Rose ( ; in B ) UNITS OF GRAMS @E B<< BE< @E B? @E BE< B<< BE< :< BE< @E B:E @E B:E BE< B<< E< FE<

DETERGENTS NA%E &F T8E $R&#U T UNITS IN 'RA%S %,sore #etergent $o1der B<<< %,sore #etergent $o1der E<< %,sore a4e $o1der :E< %,sore )ar B:E $oint #etergent $o1der B<<< %,sore a4e $o1der B:E AGARBATHIES

NAME OF THE PRODUCT M:/-$0 S*+3*& M:/-$0 R-/0 M03'(*('-+ M:/-$0 =*/2'+0 S>.$*4*(9* M:/-$0 S*+3*& P$02'>2 P*$'5*(9* B-39'/*(97*

TALCUM POWDER NAEM OF THE PRODUCT M:/-$0 S*+3*& B*4: P-?30$ M:/-$0 S*+3*& T*&6 UNITS IN GRAMS 100% 200% @00 & <00 20% #0% 100 & @00

DESIGN OF THE STUDY

SCOPE OF THE STUDY

The study is confined to %!;D6 at Tirupati. The study aims in evaluating the behaviors of the consumer towards the 'y sore sandal soaps.

The present study not only describes the behavior of the consumer but also provides valuable suggestions regarding the 'y sore sandal soaps for the enrichment of the company in future.

OB:ECTIVES

To know the awareness towards 'ysore sandal soaps by the consumer. To know the consumer likeliness towards the feature in 'ysore sandal. To know the opinion of consumer about 'ysore sandal soaps. To know the availability of 'ysore sandal soap to the consumers. To know the sales promotion activities that the consumer think is more effective for 'ysore sandal soaps. To evaluate the perception of consumer towards the 'ysore sandal soaps.

To know the effect of advertisement on consumers.

THE METHODOLOGY FOR THE STUDY

The methodology and sampling plan adopted for the study as follows

R+!+()c3 D+! 2$%

The both descriptive research and e=planatory research to be adopted.

S(&'-+ S =+%
The data is collected from *++ consumersD the area for the collection of data is 1hittoor.

S(&'- $2 M+"3#6%
The sampling method to be adopted is convenience sampling to collect information from different type of respondents.

S#u)c+! #9 6("(%

The data is collected through two types of sources.

P) &(). D("(%
The primary data has been collected through a well structuredC >uestionnaire by approaching directly towards the customers. The survey has been conducted and drawn respondent belonging to different age groups< professionals< income levels and educational >ualifications.

S+c#$6(). D("(%
The secondary data was collected through the maga9ines< journals< and websites of the company< records of the company and from other sources.

S"(" !" c(- T+c3$ qu+!%

3arious statistical techni>ues like bar charts< pie charts etc.< and has to be initiali9ed during the analysis of the study.

HYPOTHESIS
The Hypothesis is the tool of processing in finding the e=act solution for the $roblem Hypothesis may be of two types in accordance with the type of statistical data that is being used for analysis of data. The two types are ). Null Hypothesis. *. "lternative Hypothesis. These two are chosen before the sampling is taken.

NULL HYPOTHESIS
It represents the hypothesis we are trying to reject. It specifies that the statement of the problem will consider as KtrueL after the analysis. If the result is positive< the statement will be taken generally in hypothesis testing. :e proceed on the basis of null hypothesis< keeping the alternative hypothesis in view. 7enerally all the people will follow the null hypothesis fre>uently. The null hypothesis is symboli9ed as MhoN.

ALTERNATIVE HYPOTHESIS
The alternatively hypothesis is usually the one which wishes to prove just against the null hypothesis. The statement of the problem will be considered as MfalseN after the analysis. If the result is contrary the statement will be considered as KtrueL< else the complimentary of the statement will be taken. The alternative hypothesis is symboli9ed as MHaN. If we accept MHoN then we are rejecting MHaN and vice versa. If the hypothesis is of type Ho then we call such a hypothesis as sample or specific. If the hypothesis of the type Hoorthen we will call it as a composite or nonCspecific hypothesis.

LIMITATIONS
The number of respondents is only *++ due to the factor. It is difficult to have an overall perspective in which a marketing problem is to be viewed and studied. The duration of the study is only one month. The absence of meaning dialogue between the marketing management and the market research team. The area of study is limited that is Tirupati only

DATA ANALYSIS

A10 G$->. O8 R0/.-+30+(/

The a.o9e ta./e mentions different age grou- of res-ondents+ It consists := res-ondents are .e/o1 :E Yrs";F are .et1een :E *;E Yrs"FF are .et1een ;E*FE Yrs"EF are .et1een FE * =< Yrs and F: res-ondents are a.o9e =< Yrs

N0.(#!$0ND# $#(1#NT"7# NT! 2elow*/ 4rs *, )G 2etween */ ; G/ GH )O 4rs 2etween G/ ; H/ HH ** 4rs 2etween H/ ; ,+ /H *O 4rs "bove ,+ 4rs H* *) T0T"6 *++ )++
NO.OF RESPONDENTS

D#!1(I$TI0N

AGE GROUP OF RESPONDENTS

,+ /+ H+ G+ *+ )+ + 2elow*/ 2etween 2etween 2etween 4rs */ ; G/ G/ ; H/ H/ ; ,+ 4rs 4rs 4rs "bove ,+ 4rs

S0A G$->. O8 R0/.-+30+(/

For the ana/,sis the ma/e res-ondents are B;> 1hich are =>+EG" and the Fema/e res-ondents are =B 1hich is ;<+EG+

D#!1(I$TI0N 'ale 5emale Total

N0.(#!$0ND# $#(1#NT"7# NT! )G,-./ ,) G+./ *++ )++

NO.RESPONDENTS

SE5 GROUP OF RESPONDENTS

)/+ )++ /+ + 'ale 5emale

O66>.*('-+ O8 R0/.-+30+(/
The a.o9e ta./e sho1s that the occu-ations of the res-ondents are as fo//o1s Em-/o,ees3:<G" )usinessmen3;;G"E5ecuti9es3:FG"!a.ourers3:;GRes-ecti9e/,

D#!1(I$TI0N #mployees 2usinessmen #=ecutives 6abourers Total

N0.(#!$0ND# $#(1#NT"7# NT! H+ *+ ,, GG H. *H H, *G *++ )++

NO.RESPONDENTS

OCCUPATION OF RESPONDENTS
O+ ,+ /+ H+ G+ *+ )+ +

p lo ye e s

e n

u tiv e s # =e c

# m

2 u s

6 a b o u re rs

in e s

E3>6*('-+*& B>*&'8'6*('-+ O8 R0/.-+30+(/

The educationa/ 0ua/ifications of the res-ondents are as fo//o1s I//iterates3B<G")e/o1SS 3::G"'raduates3;:G"$rofessiona/s3;=G+

D#!1(I$TI0N Illiterate 2elow !!1 7raduates $rofessionals Total

N0.(#!$0ND# $#(1#NT"7# NT! *+ )+ HH ** O* G, ,H G* *++ )++

NO.RESPONDENTS

EDUCATIONAL 0UALIFICATION OF RESPONDENTS

.+ ,+ H+ *+ +
7 ra du at es Ill ite ra te ... $ ro fe ss 2 el ow ...

INCOME LEVEL OF THE RESPONDENTS

The income /e9e/s of the res-ondents are as fo//o1s )e/o1Rs+;<<<IA3;<G"Rs+;<<<IAtoRs+E<<<IA3:;G"Rs+E<<<IA to?<<<IA3B?G"A.o9e Rs+B<<<<IA3:>G

D#!1(I$TI0N N0.(#!$0ND#N $#(1#NT"7# T! 2elow (s.G+++AC ,+ G+ (s.G+++AC H, *G to(s./+++AC (s./+++AC G, ). to(s.)++++AC "bove /. *(s.)++++AC Total *++ )++

NO.RESPONDENTS

INCOME LEVEL OF RESPONDENTS

.+ ,+ H+ *+ +
el .. ( s. ... ( s. ... 2 " bo ..

A?*$0+0// -8 M:/-$0 S*+3*& S-*./

From the a.o9e ta./e B@: res-ondents are a1are of the %,sore Sanda/ Soa-s and the remaining :? are not a1are of the -roduct+ The -ercentage of a1areness is ?=G and not a1areness of -roduct is BFG+

D#!1(I$TI0N "wareness Not "wareness Total

N0.(#!$0ND# $#(1#NT"7# NT! )O* ., *. )H *++ )++

NO.RESPONDENTS

AWARENESS OF MYSORE SANDAL SOAPS

*++ )/+ )++ /+ + "wareness Not "wareness

F*6(-$/ '+8&>0+6'+1 ?9'&0 .>$69*/0 -8 4*(9 /-*./

From the a.o9e ta./e it is c/ear that 1hi/e -urchasing the .ath soa-s :FG of the res-ondents are inf/uenced ., the -rice";BG ., the 0ua/it,"B>G ., the Fragrance"<=G ., the -ac4aging"<=G ., the 0uantit,"B<G ., the good1i//" and <FG ., dura.i/it,+

D#!1(I$TI N0.(#!$0ND# 0N NT! $rice Puality 5ragrance 7oodwill Puantity $ackaging Durability Total H. ,* G. *+ )* )* . *++

$#(1#NT"7# *H G) ))+ , , H )++

NO.RESPONDENTS

FACTORS INFLUENCING WHILE PURCHASE OF BATH SOAPS

.+ ,+ H+ *+ +
e P ua lit y 5r ag ... 7 oo dw ill P ua nt ity $ ac k. .. D ur ab i.. . $ ric

P$0/0+( >/'+1 4$*+3 -8 4*(9 /-*./ 4: (90 $0/.-+30+(/

From the ta./e it is c/ear that the users of the %,sore Sanda/ Soa-s are ;: out of :<< res-ondents":: are using cintho/";: are using /ife.uo,"B: are using 8amam"B? are using !u5"F< are using Santhoor";? are using re5ona": are using #o9e and remaining F are using $ears+

D#!1(I$TI0N 'ysore !andal !oaps 1inthol !anthoor Hamam 6u= 6ifebouy (e=ona $ears Total

N0.(#!$0ND# $#(1#NT"7# NT! GH )O ** H+ )* ). G* G. H *++ )) *+ , ), )* )++

NO.RESPONDENTS

')+!+$" u! $2 ,)($6 #9 ,("3!#('! ,. "3+ )+!'#$6+$"!

/+ H+ G+ *+ )+ +
' ys o. . 1 in th ol ! an t.. . H am am uy ( e= on a $ ea rs fe bo 6u =

M03'* 8-$ (90 *?*$0+0// -8 MSS (- (90 $0/.-+30+(/

From the a.o9e ta./e it is o.ser9ed that media for the a1areness of .athsoa-s are gi9en .e/o1+ $rintmedia3BEG"E/ectronicmedia3=EG"Friends*Re/ati9es3B:G"$eers* o//eg ues3<?GRes-ecti9e/,

6i

D#!1(I$TI0N N0.(#!$0ND# $#(1#NT"7# NT! $rint media G+ )/ #lectronic )G+ ,/ media 5riends *H )* (elatives $eers;1ollegu ), . es Total *++ )++

NO.RESPONDENTS

MEDIA FOR THE AWARENESS OF MSS

)/+ )++ /+ +
. #l ... $r .. .. $. .. 5.

F*6(-$/ '+ MSS &',03 4: (90 $0/.-+30+(/

The a.o9e ta./e sho1s that :>G of the res-ondents /i4ed the fragrance"<@G /i4ed the -rice":FG/i4ed the 0ua/it,"B;G/i4ed the 0uantit,":<G of the

res-ondents /i4ed .oth the 0ua/it, and the fragrance in the %,sore Sanda/ Soa-s+

D#!1(I$TI0N N0.(#!$0ND# $#(1#NT"7# NT! $rice )H O 5ragrance /. *Puality H. *H Puantity *, )G $ackaging )H O Puality;5ragra H+ *+ nce Total *++ )++

FACTORS LIKED BY THE RESPONDENTS IN THE MSS

NO.RESPONDENTS O+ ,+ /+ H+ G+ *+ )+ +
5r ag ra nc P ua lit ag in g ric it y e e y P ua nt $ y. ..

P ua lit

$a ck

O.'+'-+ *4->( (90 .$'60 -8 MSS 4: (90 $0/.-+30+(/

From the a.o9e ta./e it is c/ear that the o-inions of the res-ondents a.out the -rice of the %,sore Sanda/ Soa-s are as fo//o1s3 Satisfied res-ondents are 3F=1hich is :;G"1ho are thin4ing /ess is <= 1hich is <;G"and the res-ondents 1ho are thin4ing -rice is high BF? 1hich is e0ua/ to @FG+

D#!1(I$TI0N N0.(#!$0ND#N $#(1#NT"7# T! !atisfactory H, *G 6ow , G High )H. OH Total *++ )++

NO.RESPONDENTS

RESPONDENTS OPINION ABOUT THE PRICE OF THE PRODUCT

*++ )/+ )++ /+ + !atisfactory 6ow High

A7*'&*4'&'(: -8 MSS (- (90 $0/.-+30+(/

The a.o9e ta./e gi9es us the c/earance of a9ai/a.i/it, of m,sore sanda/ soa-s to the res-ondents are3 The m,sore sanda/ soa-s a9ai/a.i/it, is3 >F+EG and the nonAa9ai/a.i/it, is3 E+EG+

D#!1(I$TI0 N0.(#!$0ND#N $#(1#NT"7# N T! 4es No Total ).)) *++ -H./ /./ )++

NO.RESPONDENTS

AVAILABILITY OF MSS TO THE RESPONDENTS

2 0 0 1 5 0 1 0 0 5 0 0 Ye s No

P$-2-('-+*& -880$/ />110/(03 4: (90 6-+/>20$/

The a.o9e ta./e sho1ing the sa/es -romotion acti9ities 1hich are -referred ., the consumers+ In that :=G of res-ondents -refer sam-/es" :<G-refer free gifts" :FG-refer discount" B<G -refer cou-ons" and :<G of the res-ondents -refer other sa/es -romotion acti9ities.

D#!1(I$TI0N N0.(#!$0ND# $#(1#NT"7# NT! !amples /* *, 5ree gifts H+ *+ Discounts H. *H 1oupons H+ *+ 0thers *+ )+ Total *++ )++

NO.RESPONDENTS

SALES PROMOTION ACTIVITIES

,+ H+ *+ +
5r ee g. .. 1 ou .. . 0 th er s ... am c. D is ..

!
fo//o1s3

O.'+'-+ *4->( MSS 4: (90 $0/.-+30+(/

&-inion gi9en ., the res-ondents to1ards the m,sore sanda/ soa-s are as Ver,good3 F;G" 'ood3 :>G" U-tomar43 B:G" Satisfactor,3 B=GRes-ecti9e/,+

D#!1(I$TI0 N0.(#!$0ND#N $#(1#NT"7# N T! 3ery good 7ood &p to mark !atisfactory Total ., /. *H G* *++ HG *)* ), )++

NO.RESPONDENTS

RESPONDENTS OPINION ABOUT MSS

)++ .+ ,+ H+ *+ +
d o . . 7 o tis f. ! a .. ry to .. ..

3 e

& p

S>110/('-+/ 4: (90 $0/.-+30+(/

The a.o9e ta./e is sho1ing most of the res-ondents are suggesting to reduce the -rice i+e+BB?"<@ are suggesting to im-ro9e 0ua/it,":< are suggesting to -ro9ide freegifts";? are suggesting to -ro9ide more ads" and B< res-ondents are suggesting to ma4e fu// a1areness" &thers @ suggesting out of :<< res-ondents+

D#!1(I$TI0N To reduce $rice To improve Puality To $rovide $romotional 0ffers To give more "dvertising 0thers To make more "wareness Total

N0.(#!$0ND#NT! )). O *+ G. O )+ *++

$#(1#NT"7# /G./ )+ )G./ / )++

NO.RESPONDENTS

SUGGESTIONS BY THE RESPONDENTS

)H+ )*+ )++ ,+ H+ *+ + To $rovide To reduce .+ $romotional

N-+ *7*'&*4'&'(: -8 6>/(-20$ '/ /9'8( (-

D#!1(I$TI0 N0.(#!$0ND# N NT! 0ther outlet 0her 2rand Total )H. /* *++

$#(1#NT"7# OH *, )++

0ffers

$rice

0thers

NO.RESPONDENTS

I F N O N -AV AI L ABI L I T Y CUST O M ER SH I FT T O

*++ )/+ )++ /+ + 0ther outlet 0her 2rand

FINDINGS

FINDINGS
%ost of the res-ondents in the sur9e, are .et1een the age grou- of ;EYrs * =< Yrs+ The sur9e, inc/udes =>+EG of ma/e res-ondents out of :<<" remaining;<+EG are the fema/e res-ondents+ The sur9e, inc/udes the e5ecuti9es a.out :FG and the .usinessmen;;G" em-/o,ees:<G" and :;G of /a.orers+ %ost of the res-ondents are graduates i+e+" ;=Gand the -rofessiona/s i+e+" ;:G")e/o1 SS ::G+

%ost of the res-ondents are earning more than Rs+;<<<IA ;<G"Rs+E<<<IAto?<<<IAare B?G" Rs+;<<<IAtoE<<<IAare :;G+out of :<< res-ondents+

A.out ?=G of the res-ondents are a1are of m,sore sanda/ soa-s+ In that most of the res-ondents .ecame a1are of the -roduct through e/ectronic media+

;BG of the res-ondents are main/, inf/uenced ., the 0ua/it, 1hi/e -urchasing of the .ath soa-s+ %ost of the res-ondents are using 9arious .athsoa-s such as Santhoor(:<G)"/ife.uo,(B=G)"do9e(BG)"-ears(<:G)"/u5(<>G)"hamam (<=G)"1here as the B=G of the res-ondents are using m,sore sanda/ soa-s+

%ost of the res-ondents are -referring 0ua/it," fragrance" and .oth the 0ua/it,*fragrance"i+e+":FG":>G"and:<G in m,sore sanda/ soa-s+ Res-ondentCs o-inion a.out the -rice of the -roduct is high+ %a6orit, of the res-ondents i+e+"B?> out of :<< are ha9ing a9ai/a.i/it, of m,sore sanda/ soa-s+ %ost of the res-ondents -referred discounts(:FG)"cou-ons(:<G)" fo//o1ed ., the freegifts(:<G)"sam-/es(:=G)"and others(B<G) for the sa/es -romotion of m,sore sanda/ soa-s+

SUGGESTIONS

SUGGESTIONS
There is needed to ma4e more a1areness of %,sore sanda/ soa-s+

%ost of the res-ondents are thin4ing that the -rice of %,sore sanda/ soa-s is high 1hen com-ared to other soa-s in the mar4et" so the -rice shou/d reduce to some e5tent+

Ad9ertisement shou/d .e increased through the different channe/s+ The res-ondents -referred discounts" cou-ons" freegifts" and sam-/es for -urchasing of .athsoa-s+so it has to maintain in an efficient manner+

%ost of the res-ondents are inf/uenced ., the 0ua/it, 1hi/e -urchasing .ath soa-s"hance it is the im-ortant factor 1hich shou/d .e maintained+ The increasing sa/es are -ossi./e ., ade0uate a9ai/a.i/it, 1ith the stoc4 of %,sore sanda/ soa-s+

BIBLIOGRAPHY

BIBLIOGRAPHY
To substantiate the study and findings we have referred the following 2ooks and journals for supporting materials 'arketing management by $hilip %otler. 'arketing research by 7.1. 2ery.

(esearch 'ethodology by %othari. 1onsumer 2ehavior by David 6.6oudon ; "lbert J.Della 2itta. 1ompany journals. www.indianfoline.com www.mysoresandal.com

A STUDY ON CONSUMER BEHAVIOUR TOWARDS MYSORE SANDAL SOAPS IN TIRUPATI JUESTI&NNAIRE Name of the res-ondent3KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK Address3KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK Age3KKKKKKKKKK Se53KKKKKKKKKKKK Income /e9e/3KKKKKKKKKKKKKKK &ccu-ation3KKKKKKKKKKKKKKKK Educationa/ Jua/ification3KKKKKKKKKKAA

B+ :+ ;+

Are ,ou a1are of %,sore Sanda/ Soa-sL a)Yes .)No Which soa- are ,ou using at -resentLKKKKKKKKKKKKKKKKKKKKK 8o1 often ,ou .u, the soa-L a)Wee4/, .)T1ice a month c)%onth/, d)&ccasiona//, e)&thers KKKKKKKKK c)Fragrance d)#ura.a/it, g)'ood1i// h)&thers c)Fragrance d)$ac4aging

F+

Which as-ects inf/uence ,ou 1hi/e -urchasing .ath soa-L a)$rice e)$ac4aging .)Jua/it, f)Juantit, .)Jua/it, f)&thers c)Friends*Re/ati9es

E+

Which feature in the %,sore Sanda/ Soa- do ,ou /i4eL a)$rice e)Juantit,

=+

8o1 do ,ou 4no1 a.out the %,sore Sanda/ Soa-sL a)$rint %edia .)E/ectronic %edia d)$eers* o//eagues e)&thers

@+ ?+

Which media 1ou/d ,ou suggest for -romotion for %,sore Sanda/ Soa-L KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK What is ,our o-inion a.out -rice of the %,sore Sanda/ Soa-sL a)Satisfactor, e)&thers .)!o1 c)8igh d) om-ititi9e

>+ B<+ BB+

#o ,ou ha9e the a9ai/a.i/it, of the %,sore Sanda/ Soa-sL a)Yes a)&ther &ut/et a)E5ce//ent a)Yes .)No .)&ther .rand c)A9erage d)$oor e)Ver, -oor if there is non a9ai/a.i/it, of the -roduct do ,ou shift toL 8o1 do ,ou rate the o9era// -erformance of %,sore Sanda/ Soa-sL .)'ood .)No

B:+ #o ,ou fee/ more -romotiona/ as-ects is to .e carried outL if ,es Which sa/es -romotion acti9it, is more effecti9e for the %,sore Sanda/ Soa-sL a)Sam-/es .)Free gifts c)#iscount cou-ons d)&thers B;+ S-ecif, sanda/ soa-s ,ou a1are ofL a) %,sore Sanda/ Soa-s .)Santoor c)Nima Sanda/ d)Re5ona e) &thers

BF+ #o ,ou fee/ %,sore Sanda/ Soa-s -ac4aging is to .e im-ro9edL a)Yes .)No BE+ In ,our 9ie1 1ho is the ma6or com-etitor to %,sore Sanda/ Soa-sL KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK B=+ 8a9e ,ou recommended this -roduct to the othersL a)Yes a)Yes a)Ver, high d)!o1 .)No .)No .)8igh e)Ver, /o1 c)%oderate B@+ #oes om.i -ac4 inf/uence ,ou to -urchase %,sore Sanda/ Soa-sL B?+ What is ,our /e9e/ of satisfaction to1ards %,sore Sanda/ Soa-sL

B>+ In ,our 9ie1 ran4 the fo//o1ing .randsL a) %,sore Sanda/ Soa-s .) Santoor c) Nima Sanda/ d) Re5ona e) &thers .) Im-ro9e con9enience c) Im-ro9e a9ai/a.i/it, :<+ What are the suggestions to im-ro9e the image of %,sore Sanda/ Soa-sL a)Im-ro9e 0ua/it, d) Im-ro9e added .enefits e) Im-ro9e -romotiona/ offers e) Im-ro9e 9ariet, and a1areness :B+ An, suggestions for KS*#! on the %,sore Sanda/ Soa-s KKKKKKKKKKK KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK Than4ing ,ou for ,our 4ind coAo-eration $/ace3 #ate3 Signature