A

STUDY
ON
CONSUMER BUYING BEHAVIOUR AT TIME TO
PURCHASE HERO HONDA BIKE.
A Report submitted in partial fulfillment of the requirements for the award
of the degree of
BACHELO OF BUSINESS ADMINISTRATION
TO
SOUTH GUJARAT UNIVERSITY, SURAT
Submitted By:
TARANG P PATI
T!"!B!B!A! #S$%&'I( R) N)!&*+
,nder the guidan-e of
%R!.)R%A/!0!PAT$
Submitted To:
THE CO-ORDINATOR
THE SURAT PEOPLES CO-OP. BANK COLLEGE OF
BUSINESS ADMINISTRATION
,0.NA #S,ART(
March !!"
1
THE SURAT PEOPLES CO-OP. BANK COLLEGE OF
BUSINESS ADMINISTRATION
CERTIFICATE OF THE FACULTY GUIDE
This is to -ertify that the pro2e-t entitled #A STUDY ON CONSUMER
BUYING BEHAVIOUR AT TIME TO PURCHASE HERO
HONDA BIKE. Submitted in partial fulfillment for the award of the
degree of BACHELOR OF BUSINESS ADMINISTRATION TO
SOUTH GUJURAT UNIVERSITY, SURAT is a re-ord of bonafide
resear-h wor3 -arried out by TARANG P PATI under my super4ision
and guidan-e!
Signature Signature

Pro2e-t Guide 5o&)rdinator
#Prof !.!0!Patel( #%RS! 0AIS" S!T(
DECLARATION
*
I 6 TARANG P PATI 6 here by de-lare that the pro2e-t report entitled
7A STUDY ON CONSUMER BUYING BEHAVIOUR AT
TIME TO PURCHASE HERO HONDA BIKE. under the
guidan-e of Pr$% H. D. PATEL submitted in partial fulfillment of the
requirement for the award of the degree of Bach&'$r $% ()*+,&**
a-.+,+*/ra/+$, to *$)/h G)0ara/ ),+1&r*+/2 , S)ra/ is my
original 8or3 & resear-h study & -arried out during 3
*/
Ja,)ar2, !!4
/$ 3
*/
March ,!!4 and not submitted for any other degree9 diploma9
fellowship or other similar titles or pri:es to any other institute or
uni4ersity by any other person!
Pla-e: udhna signature
0ate:
TARANG PATI !P!
R) N)! *+
ACKNO5LEDGEMENT
+
INDEX
This is the pleasure mo4ement for me to e;pli-ate my energi:ed
intelligen-e! Than3s to 5o&5oordinator Prof S!/! daisy and to my guide prof!
.!0!Patel from the Surat people<s -o&op! ban3 -ollege of business
administration udhna6 Surat! =or a--ommodating ad4i-e during the
resear-h and help pro4ided by them in preparation of this report! This report
is guided by their -o&operation and pra-ti-able suggestion! This study wor3
-ould be finished with in the period!
I got -han-e to re-ogni:e my aratitute to all staff to B!B!A!
department for ma3ing a4ailable all fa-ilities to -omplete the resear-h
wor3! As well as to all others who e;tended the pre-ious -o&operation by
pro4iding all do-uments and details required for this wor3!
Pla-e: & Surat TARANG P PATI
0ate: & T!"!B!B!A
Roll No!:&*+

>

LIST OF TABLE AND GRAPH
N$. Na.& $% Ta('&* A,- Gra6h*
NUMBER SUBJECT
3
INTRODUCTUION

HISTORY OF COMPANY
*
THEORETICAL BACKGROUND
CONSUMER BUYING BEHAVIOUR
PROBLEM DEFINATION
PROBLEM DEFINATION
SCOPE OF STUDY
OBJECTIVES OF STUDY
LIMLTATIONS OF STUDY
RESEACH METHODOLOGY
7
INTRODUCTION
RESEARCH DESIGN
SOURCES OF DATA
RESEARCH INSTRUMENT
SAMPLING PLAN
DATA COLLECTION METHOD
DATA ANALYSIS AND INTERPRETATION
8
FINDINGS
9
REFERENCE MATERIAL
"
BIBLIOGRAPHY
4
APPENDI:
?
1
Age wise 5lassifi-ation
*
)--upation wise 5lassifi-ation
+
In-ome wise 5lassifi-ation
>
Sour-es of finan-e
?
Analysis of Preferring Auto %obile
@
Sour-es of Pur-hasing 5ar
A
Age '9S usage of -ompanies 5ar
1B
0e-ision ma3er for pur-hasing 5ar
C
=eature 5onsideration when pur-hasing 5ar
1D
Attributes of Showroom
11
S-hemes that Attra-t most
1*
=eatures of Pur-hasing 5ar
CHAPTER :
1
@
INTRODUCTION
INTR)0,5TI)N )= IN0,SR"
.IST)R" )= 5)%PAN"
INTRODUCTION
%aruti Su:u3i India imited subsidiary of Su:u3i %otor 5orporation of Eapan6 is IndiaFs
largest passenger -ar -ompany6 a--ounting for o4er >?G of the domesti- -ar mar3et! The
-ompany offers a -omplete range of -ars from entry le4el %aruti BDD and Alto6 to
hat-hba-3 Rit:6 A star6 Swift6 8agon&R6 $stillo and sedans 0/ire6 SH> and Sports ,tility
4ehi-le Grand 'itara!
It was the first -ompany in India to mass&produ-e and sell more than a million -ars! It is
largely -redited for ha4ing brought in an automobile re4olution to India! It is the mar3et
leader in India and on 1A September *DDA6 %aruti ,dyog imited was renamed %aruti
Su:u3i India imited! The -ompany<s headquarters are lo-ated in New 0elhi!
PROFILE
A
%aruti Su:u3i is India and Nepal<s number one leading automobile manufa-turer
and the mar3et leader in the -ar segment6 both in terms of 4olume of 4ehi-les sold and
re4enue earned! ,ntil re-ently6 the Indian go4ernment6 and ?>!*G by Su:u3i of Eapan
owned 1B!*BG of the -ompany! The BEP&led go4ernment held an initial publi- offering of
*?G of the -ompany in Eune *DDB! As of 1D %ay *D116 Go4t! of India sold its -omplete
share to Indian finan-ial institutions! 8ith this6 Go4t! of India no longer has sta3e in
%aruti ,dyog! %aruti ,dyog imited #%,( was established in =ebruary 1CB16 though
the a-tual produ-tion -ommen-ed in 1CB+ with the %aruti BDD6 based on the Su:u3i Alto
3ei -ar whi-h at the time was the only modern -ar a4ailable in India6 its only -ompetitors&
the .industan Ambassador and Premier Padmini were both around *? years out of date at
that point! Through *DDC6 %aruti Su:u3i has produ-ed o4er ? %illion 4ehi-les! %aruti
Su:u3is are sold in India and 4arious se4eral other -ountries6 depending upon e;port
orders! %odels similar to %aruti Su:u3is #but not manufa-tured by %aruti ,dyog( are
sold by Su:u3i %otor 5orporation and manufa-tured in Pa3istan and other South Asian
-ountries!
The -ompany annually e;ports more than ?D6DDD -ars and has an e;tremely large
domesti- mar3et in India selling o4er A+D6DDD -ars annually! %aruti BDD6 till *DD>6 was
the IndiaFs largest selling -ompa-t -ar e4er sin-e it was laun-hed in 1CB+! %ore than a
million units of this -ar ha4e been sold worldwide so far! 5urrently6 %aruti Su:u3i Alto
tops the sales -harts and %aruti Su:u3i Swift is the largest selling in A* segment! 0ue to
the large number of %aruti BDDs sold in the Indian mar3et6 the term I%arutiI is
-ommonly used to refer to this -ompa-t -ar model #I%arutiI is another name of the
.indu god6 .anuman(! %aruti Su:u3i has been the leader of the Indian -ar mar3et for
o4er two de-ades! Its manufa-turing fa-ilities are lo-ated at two fa-ilities Gurgaon and
%anesar south of 0elhi! %aruti Su:u3i<s Gurgaon fa-ility has an installed -apa-ity of
+?D6DDD units per annum! The %anesar fa-ilities6 laun-hed in =ebruary *DDA -omprise a
4ehi-le assembly plant with a -apa-ity of 1DD6DDD units per year and a 0iesel $ngine
plant with an annual -apa-ity of 1DD6DDD engines and transmissions! %anesar and
Gurgaon fa-ilities ha4e a -ombined -apability to produ-e o4er ADD6DDD units annually!
%ore than half the -ars sold in India are %aruti Su:u3i -ars!
B
The -ompany is a subsidiary of Su:u3i %otor 5orporation6 Eapan6 whi-h owns
?>!* per -ent of %aruti Su:u3i! Publi- and finan-ial institutions own the rest! It is listed
on the Bombay Sto-3 $;-hange and National Sto-3 $;-hange in India! 0uring *D1D&116
%aruti Su:u3i sold A@>6B>* -ars6 of whi-h ?+6D*> were e;ported! In all6 o4er si; million
%aruti Su:u3i -ars are on Indian roads sin-e the first -ar was rolled out on 1> 0e-ember
1CB+! %aruti Su:u3i offers 1> models6 %aruti BDD6 Alto6 8agonR6 $stilo6 A&star6 Rit:6
Swift6 Swift 0/ire6 SH>6 )mni6 $e-o6 Gypsy6 Grand 'itara6 Ji:ashi! Swift6 Swift 0/ire6
A&star and SH> are manufa-tured in %anesar6 Grand 'itara and Ji:ashi are imported
from Eapan as -ompletely built units#5B,(6 remaining all models are manufa-tured in
%aruti Su:u3iFs Gurgaon Plant!
Su:u3i %otor 5orporation6 the parent -ompany6 is a global leader in mini and
-ompa-t -ars for three de-ades! Su:u3i<s te-hni-al superiority lies in its ability to pa-3
power and performan-e into a -ompa-t6 lightweight engine that is -lean and fuel&
effi-ient! Nearly A?6DDD people are employed dire-tly by %aruti Su:u3i and its partners! E
0 Power Asia Pa-ifi- has rated it first in -ustomer satisfa-tion among all -ar ma3ers in
India from 1CCC to *D11!
S6&c+a' Ach+&1&.&,/
%aruti su:u3i has won o4er ?D awards sin-e year *DDD
Business:-
N)! 1 IN T.$ A,T)%)BI$S S$5T)R IN T.$ IN0IA %)ST R$SP$5T$0 5)%PANI$S
S,R'$"6 *DD@!
RANJ$0 A%)NG T.$ T)P ? 5AR 5)%PANI$S IN T.$ *DD@ 8)R0<S %)ST
R$P,T$0 5S)%PSNI$S IST P,BIS.$0 B" =)RB$S %AGA/IN$!
E!0 P)8$R ASIA PA5I=I5 1
N)! 1 IN 5,ST)%$R SATIS=A5TI)N6 A T$ARS IN R)86 *DDD K D@!
N)! 1 IN SA$S SATIS=A5TI)N6 + "$ARS IN ARA86 *DD> K D@!
N)! 1 INITIA L,AIT" ST,0"6 *DD@!
C
N)! 1 IN IN0IA APP$A ST,0"6 *DD@!
TNS
N)! 1 IN T)TA 5,ST)%$R SATIS=A5TI)N6 ? "$ARS IN A R)86 *DD* K D@!
N)! 1 IN G)BA 5)RP)RAT$ S)5IA R$SP)NSIBIIT" ST,0"6 *DD@!
NI$S$N
RANJ$0 A%)NG T)P + IN T.$ 5)RP)RAT$ I%AG$ %)NIT)R6 *DD?
A,T)5AR 5NB5
%AN,=A5T,R$R )= T.$ "$AR6 *DD?
B$ar- $% D+r&c/$r*
5hairman: %r! R!5! Bharga4a
%anaging 0ire-tor and 5$) %r! S! Na3anishi
0ire-tors: %r! %an4inder Singh
%s! Palla4i Shroff
%r! Jeni-hi Ayu3awa
%r! Amal Ganguli
%r! 0! S! Brar
%r! )samu Su:u3i
0ire-tor M %$)#$ngineering(: %r! Jeii-hi Asai
0ire-tor M %$) #%ar3eting M Sales(: %r! Shu2i )ishi
#Produ-tion( %r! Tsuneo
:
1D
Pr$-)c/*
I. C)rr&,/ *a'&* $% a)/$.$(+'&*;
%anufa-tured lo-ally:
1! BDD #aun-hed 1CB+(
*! )mni #aun-hed 1CB>(
+! Gypsy #aun-hed 1CB?(
>! 8agonR #aun-hed *DD*(
?! Alto #aun-hed *DDD(
@! Swift #aun-hed *DD?(
11
A! $stilo #aun-hed *DDC(
B! SH> #aun-hed *DDA(
C! Swift 0/ire #aun-hed *DDB(
1D!A&star #aun-hed *DDB(
11! Rit: #aun-hed *DDC(
1*!$e-o #aun-hed *D1D(
I.6$r/&-;
1! Grand 'itara #aun-hed *DDA(
*! Ji:ashi #aun-hed *D11(
1*
D+*c$,/+,)&- car .$-&'*;
1! 1DDD #1CCDK1CC>(
*! /en #1CC+K*DD@(
+! $steem #1CC>K*DDB(
>! Baleno #1CCCK*DDA(
?! /en $stilo #*DD@K*DDC(
@! 'ersa #*DD1K*D1D(
A! Grand 'itara HA #*DD+K*DDA(
0)%$STI5 SA$S AN0 S$R'I5$ N$T8)RJ
The -ompany has the largest sales and ser4i-e networ3 amongst -ar manufa-turers in
India! It had @B1 sales outlets in >?> -ities as on +1st %ar-h6 *DDC! The -ar par3 of the
-ompany is in e;-ess of se4en million 4ehi-les and to ser4i-e this -ar par36 the -ompany
has *6A@A ser4i-e wor3shops in 16+1> -ities! The ser4i-e networ3 of %aruti Su:u3i
in-ludes 0ealer 8or3shops6 %aruti Authorised Ser4i-e Stations #%ASs(6 %aruti Ser4i-e
%asters #%S%( and %aruti Ser4i-e /ones #%S/(!Besides selling and ser4i-ing 4ehi-les6
the -ompany pro4ides its -ustomers with 7one&stop&shopN e;perien-e su-h as Automobile
=inan-e6 Automobile Insuran-e6 %aruti Genuine Parts and A--essories6 $;tended
8arranty and %aruti 5ertified pre&owned -ars! The -ompany had +1? pre&owned -ar
outlets in 1B1 -ities as on +1st %ar-h6 *D11! regional offi-es 1@ 6:onal offi-es 6D>6area
offi-es DC6total sales networ3 @B1!
TOTAL SERVICE NET 5ORK "9"
delhi -orporate offi-e
%anesarplant6Andhrapradesh6Assam6Nagaland6%anipur6%i:oram6Bihar65hhattisgarh
Gu2rat6.aryana6.ima-halpradesh6EammuMJashmir6Ehar3hand6Jarnata3a6Jerala6%adhya
pradesh6%aharashtra6%eghalaya6Newdelhi6)disha6Pondi-herry6Ra2asthan6Si33im
Aruna-halpradesh6 uttara3hand6west bengal6pun2ab6uttar pradesh6andaman M ni-obar
islands6dadra M nagalha4eli6daman M diu6la3shadweep65handigarh6Tripura
$HP)RTS
%aruti Su:u3i e;ported the first lot of ?DD -ars to .ungary in September6 1CBA!
Presently6 we are e;porting to o4er 1DD mar3ets in $urope6 Asia6 atin Ameri-a6 Afri-a
and )-eania! In *DDB&DC6 the -ompany laun-hed a new model A&star that meets stringent
$uropean safety and emission regulations! The -ompany has e;ported o4er ?DD6DDD -ars
so far! In *D1D&116 in asso-iation with %undra Port S$/ imited6 the -ompany had set up
the state&of&the&art fa-ilities at %undra Port6 Gu2arat for e;port of -ars! This -ar e;port
terminal offers a 7Roll )n6 Roll )ffN #R)R)( berth6 whi-h speeds up the loading
1+
pro-ess and minimises the -han-e of damage to -ars! The -ompany also has a Pre&
0eli4ery Inspe-tion #P0I( 5entre at %undra!In a first of its 3ind initiati4e6 the -ompany6
in partnership with Indian Railways6 has de4eloped double de-3er rail wagons for
transporting e;port -ars from %anesar manufa-turing fa-ility to %undra Port! Port
=a-ilities for $;port !
TOP 3! E:PORT MARKETS<A* $, =3 March, !33>
9?,"83
NETHERLANDS VOLUME COUNTRY 9,39= ,ALGERIA 78,!49 ,ITALY
7!,?8,CHILE,=",=? ,U.K. ?, "4! SRI LANKA 4,!?!,GERMANY
,?7,HUNGARY 3?,?7=,NEPAL 3",7=
0$A$RS
The dealers and their sales e;e-uti4es are the first point of -onta-t for the -ompanyFs
-ustomers!
Therefore6 their feedba-3 is gi4en utmost -onsideration while upgrading produ-ts and
ser4i-es
of the -ompany! The -ompany ma3es efforts to upgrade their e;-ellen-e through 4arious
engagement a-ti4ities!
0ealer %anagement Systems #0%S(
0%S is the first of its 3ind IT based networ3 system in India! The system enables
dealerships a-ross India to ha4e seamless business transa-tions and helps build lasting
relationships with -ustomers!)ngoing
0ealer 5onferen-e This annual e4ent pro4ides opportunity to dealer 5$)s to share their
thoughts and best pra-ti-es6 besides setting the dire-tion for future!
ANN,A
In4entory %anagement The -ompany monitors and ta3es all steps to 3eep the in4entory
of dealers at minimum le4els to a4oid additional -ost to the dealership! )ngoing
Guidan-e on Business and =inan-ial %atters $a-h dealer is entrusted to a Territory Sales
%anager and Territory Ser4i-e %anager of the -ompany! These e;e-uti4es6 with the help
of the senior management6 guide dealers on business pro-esses6 manpower de4elopment
and fund management! They identify opportunities for growth6 and organise e4ents for
-ustomer interfa-e!)ngoing!
The 5ompany belie4es that good -orporate go4ernan-e ensures fair and transparent
business en4ironment whereas6 wea3 -orporate go4ernan-e leads to waste6
mismanagement and -orruption! Therefore6 the 5ompany follows the basi-s of good
5orporate Go4ernan-e and has been su--essful in establishing trust between
sta3eholders6 management and the board of dire-tors!
II %anufa-turing fa-ilities:
%aruti Su:u3i has two state&of&the&art manufa-turing fa-ilities in India! Both
manufa-turing fa-ilities ha4e a -ombined produ-tion -apa-ity of 16*?D6DDD 4ehi-les
annually!
1>
III! G)r@a$, Ma,)%ac/)r+,@ Fac+'+/2;
The Gurgaon %anufa-turing =a-ility has three fully integrated manufa-turing plants and
is spread o4er +DD a-res #1!* 3m
*
(! All three plants ha4e an installed -apa-ity of
+?D6DDD 4ehi-les annually but produ-ti4ity impro4ements ha4e enabled it to
manufa-ture ADD6DDD 4ehi-les annually! The Gurgaon fa-ilities also manufa-ture
*>D6DDD K-Series engines annually! The entire fa-ility is equipped with more
than 1?D robots6 out of whi-h A1 ha4e been de4eloped in&house! The Gurgaon
=a-ilities manufa-tures the BDD6 Alto6 8agonR6 $stilo6 )mni6 Gypsy and $e-o!
IV. Ma,&*ar Ma,)%ac/)r+,@ Fac+'+/2;
The %anesar %anufa-turing Plant was inaugurated in =ebruary *D11 and is spread o4er
@DD a-res #*!> 3m
*
(! Initially it had a produ-tion -apa-ity of 1DD6DDD 4ehi-les annually
but this was in-reased to +DD6DDD 4ehi-les annually in )-tober *DDB! *?D6DDD 4ehi-les
ta3ing total produ-tion -apa-ity to ??D6DDD 4ehi-les annually further in-reased the
produ-tion -apa-ity! The %anesar Plant produ-es the A&star6 Swift6 Swift 0/ire and SH>!
V. Sa'&* a,- *&r1+c& ,&/A$rB;
As of +1 %ar-h *D11 %aruti Su:u3i has C++ dealerships a-ross @@@ towns and -ities in
all states and union territories of India! It has *6C>@ ser4i-e stations #in-lusi4e of dealer
wor3shops and Maruti Authorised Service Stations( in 16+C? towns and -ities throughout
India! It has +D $;press Ser4i-e Stations on +D National .ighways a-ross 16+1> -ities in
India! Ser4i-e is a ma2or re4enue generator of the -ompany! %ost of the ser4i-e stations
are managed on fran-hise basis6 where %aruti Su:u3i trains the lo-al staff! )ther
automobile -ompanies ha4e not been able to mat-h this ben-hmar3 set by %aruti Su:u3i!
The $;press Ser4i-e stations help many stranded 4ehi-les on the highways by sending
a-ross their repair man to the 4ehi-le!
1?
VI. Mar)/+ I,*)ra,c&;
aun-hed in *DD* %aruti Su:u3i pro4ides 4ehi-le insuran-e to its -ustomers with the
help of the National Insuran-e 5ompany6 Ba2a2 Allian:6 New India Assuran-e and Royal
Sundaram! The ser4i-e was set up the -ompany with the in-eption of two subsidiaries
%aruti Insuran-e 0istributors Ser4i-es P4t! td and %aruti Insuran-e Bro3ers P4t!
imited
!
This ser4i-e started as a benefit or 4alue addition to -ustomers and was able to
ramp up easily! By 0e-ember *DD? they were able to sell more than two million
insuran-e poli-ies sin-e its in-eption!
VII. Mar)/+ F+,a,c&;
To promote its bottom line growth6 %aruti Su:u3i laun-hed %aruti =inan-e in Eanuary
*DD*! Prior to the start of this ser4i-e %aruti Su:u3i had started two 2oint 4entures
5iti-orp %aruti and %aruti 5ountrywide with 5iti Group and G$ 5ountrywide
respe-ti4ely to assist its -lient in se-uring loan! %aruti Su:u3i tied up with ABN Amro
Ban36 .0=5 Ban36 I5I5I imited6 Jota3 %ahindra6 Standard 5hartered Ban36 and
Sundaram to start this 4enture in-luding its strategi- partners in -ar finan-e! Again the
-ompany entered into a strategi- partnership with SBI in %ar-h *DD+
!
Sin-e %ar-h *DD+6
%aruti has sold o4er 1*6DDD 4ehi-les through SBI&%aruti =inan-e! SBI&%aruti =inan-e is
-urrently a4ailable in 1@@ -ities a-ross India! 5iti-orp %aruti =inan-e imited is a 2oint
4enture between 5iti-orp =inan-e India and %aruti ,dyog imited its primary business
stated by the -ompany is Ihire&pur-hase finan-ing of %aruti Su:u3i 4ehi-lesI! 5iti
=inan-e India imited is a wholly owned subsidiary of 5itiban3 )4erseas In4estment
5orporation6 0elaware6 whi-h in turn is a 1DDG wholly owned subsidiary of 5itiban3
N!A! 5iti =inan-e India imited holds A>G of the sta3e and %aruti Su:u3i holds the
remaining *@G! G$ 5apital6 .0=5 and %aruti Su:u3i -ame together in 1CC? to form
%aruti 5ountrywide!%aruti -laims that its finan-e program offers most -ompetiti4e
interest rates to its -ustomers6 whi-h are lower by D!*?G to D!?G from the mar3et rates!
1@
VIII. Acc&**$r+&*;
%any of the auto -omponent -ompanies other than %aruti Su:u3i started to offer
-omponents and a--essories that were -ompatible! This -aused a serious threat and loss
of re4enue to %aruti Su:u3i! %aruti Su:u3i started a new initiati4e under the brand name
'$NT,R$S
Name 5omponent o-ation
Asahi India Glass td! Glasses Bawal #Rewari(
Bellsoni-a! Auto 5omponents

Bawal #Rewari(
5limate Systems India td!
Radia
Radiators Assembly Bhiwadi
0enso India td!

Auto $le-tri-als
0adri #Greater Noida(
=%I Automoti4e ! $;haust System

%anesar #Gurgaon(
%ar3 $;haust Systems td! $;haust Systems6 0oor Sashes

Gurgaon
Jrishna %aruti td!

Seats9. Roof90oor Trim Narsinghpur #Gurgaon(
%agneti %areli Powertrain $le-troni- %anesar #Gurgaon(
THEORITICAL BACKGROUND
5)NS,%$R B,"ING B$.A'I),R
1A


CONSUMER BUYING BEHVIOUR
The main aim of mar3eting is meet and satisfy target
-ustomers need and wants buyer beha4ior refers to the peoples or
organi:ation -ondu-t a-ti4ities and together with the impa-t of
4arious influen-e on them towards ma3ing de-ision on pur-hase of
produ-t and ser4i-e in a mar3et! The field of -onsumer beha4ior
studies how indi4iduals6 groups and organi:ation sele-t6 buy6 use
and dispse of goods6 ser4i-e6 ideas6 or e;perien-e to satisfy their
needs and desires understanding -onsumer beha4ior and 3nowing
-ustomer are ne4er simple! The wealth of produ-ts and ser4i-e
1B
produ-ed in a -ountry ma3e our e-onomy strong! The beha4ior of
human being during the pur-hase is being termed as 7Buyer
Beha4iorN! 5ustomer says one thing but do another! They may not
be in tou-h with their deeper moti4ations! They are responding to
influen-es that -hange their mind at the last minute! A buyer ma3es
ta3e a de-ision whether sa4e or spend the money
0efinition of Buyer Beha4iuor:& Buyer beha4ior is
7all psy-hologi-al6 So-ial and physi-al beha4iors of potential
-ustomers as they be-ome aware of e4aluate6 pur-hase6 -onsume
and tell others about produ-t M ser4i-e!
Consue! Bu"in# De$ision P!o$ess
There are following fi4e stages in -onsumer buying de-ision
pro-ess!
3. Pr$('&. +-&,/+%+ca/+$,;-
The buying pro-ess starts when the buyer re-ogni:es a problem or
need! The need -an be triggered by internal or e;ternal stimuli!
%ar3eters need to identify the -ir-umstan-es that trigger a
parti-ular need! By gathering information from a number of
-onsumers6 %ar3eters -an identify the most frequent stimuli that
spar3 an interest in a produ-t -ategory! They -an then de4elop
mar3eting strategies that trigger -onsumer interest!
. I,%$r.a/+$, S&arch;-
The -onsumer tries to -olle-t information regarding 4arious
produ-ts9ser4i-e! Through gathering information6 the -onsumer
1C
learns about -ompleting brands and their features! Information may
be -olle-ted form maga:ines6 -atalogues6 retailers6 friends6 family
members6 business asso-iation6 -ommer-ial6 -hamber of
-ommer-e6 telephone dire-tory6 tradefair et-! %ar3eters should find
out the sour-e of information and their relati4e degree of
importan-e to the -onsumes!
P&r*$,a' S$)rc&*; =amily6 friends6 neighbor6 as
quittan-es!
C$..&rc+a' S$)rc&; Ad4ertising6 sales persons6 dealers6
pa-3aging6 displays!
P)('+c *$)rc&*: mass media6 -onsumer6 rating organi:ations!
EC6&r+.&,/a' *$)rc&* ; .andling! $;amine6 using the produ-t!
=. E1a')a/+$, $% a'/&r,a/+1&;-
There is no single pro-ess used by all -onsumers by one -onsumer
in all buying situations! There is se4eral =irst6 the -onsumer
pro-esses6 some basi- -on-epts are:
=irst6 the -onsumer is trying to satisfy need!
Se-ond6 the -onsumer is loo3ing for -ertain benefits from the
produ-t solutions!
The mar3eter must 3now whi-h -riteria the -onsumer will
use in the pur-hase de-ision!
>. Ch$+c& $% 6)rcha*+,@ -&c+*+$,;-
=rom among the pur-hase of alternati4es the -onsumer ma3es the
solution! It may be to buy or not to buy! If the de-ision is to buy!
The other additional de-isions are:
1% &'i$' (")es o* +i,e 'e us( +u"-
*D
*! =rom whom to buy a bi3eO
+! .ow the payment to be madeO And so on!
The mar3eter up to this stage has tried e4ery means
to influen-e the pur-hase beha4ior6 but the -hoi-e is properly
-onsumers! In the e4aluation stage the -onsumer forms preferen-es
among the brands in the -hoi-e set! The -onsumer may also form
an intention to but the most preferred brand!
?! P$*/ P)rcha*& B&ha1+$r;-
After pur-hase the produ-t6 the -onsumer will e;perien-e the same
le4el of produ-t! The %ar3eter<s 2ob not end when the produ-t is
buying must monitor post&pur-hase satisfa-tion6 post&pur-hase
a-tion6 post&pur-hase use and disposal
@! P$*/ P)rcha*& Sa/+*%ac/+$,:&

The buyer6 S satisfa-tion is a fun-tion )f -loseness between the
buyer6 S e;pe-tation and the produ-ts Per-ei4er performan-e!
The larger the gap between e;pe-tation and performan-e6 the
g greater the -onsumer dissatisfa-tion!
". P$*/ 6)rcha*& Ac/+$,;-
The 5onsumer6 S satisfa-tion or dissatisfa-tion with the produ-t
influen-e subsequent beha4ior! If the -onsumer satisfied6 he or she
will e;hibit a higher probability of pur-hasing the produ-t again!
0issatisfa-tion -onsumer may abandon and return the produ-t!

4. P$*/-P)rcha*& U*& $r D+*6$*a':&

The mar3eter should also monitor new buyers use and
dispose of the produ-t! If the -onsumer store the produ-t in a -lose6
*1
the produ-t is probably not 4ery satisfying! If the -onsumer throws
the produ-t away6 the mar3eter needs to 3now how they dispose of
itP espe-ially it -an be hurt the en4ironment!
Charac/&r+*/+c $% B)2&r B&ha1+$r*
The -hief -hara-teristi-s of the buyers beha4iors are as follow:&
<3> It -onsists of mental and physi-al a-ti4ities whi-h -onsumers
underta3e to get goods and ser4i-es and obtain satisfa-tion from
them!
<> It in-ludes both obser4able a-ti4ities su-h as wal3ing through
the mar3et to e;amine mer-handise and ma3ing a pur-hase and
mental a-ti4ities&su-h as forming attitudes6 per-ei4ing ad4ertising
material6 and learning to prefer parti-ular brands!
<=> 5onsumer beha4iors are 4ery -omple; and dynami- to
-onstantly -hanging! And therefore6 management need to ad2ust
with the -hange otherwise mar3et may be lot!
<7> The indi4iduals spe-ifi- beha4iors in the mar3et pla-e is
affe-ted by internal fa-tor6 su-h as need 6 moti4es6 per-eption6 and
attitudes6 as well as by e;ternal of en4iourmenatal influen-es su-h
as the family so-ial groups6 -ulture6 e-onomi-s and business
influen-es!
CHAPTER:.
**
PROBLEM DEFINATION
PROBLEM DEFINATION
OBJECTIVE OF STUDY
LIMITATIONS OF
STUDY

PROBLEM DEFINATION
To 3now the best -onsumer buying beha4ior and demand
into the minds of -onsumer of A2mer -ity be-ause always
-onsumer say something and does something! There are many
-ompanies manufa-turing 5ars into the mar3et6 at the same time as
there are many -ompanies manufa-turing 5ars6 idea about thin3ing
of -ustomer on whether6 what6 how6 and for whom to pur-hase the
5ar!
Therefore6 resear-h is required to measure present -onsumer
buying beha4ior at the pur-hase of %aruti Su:u3i 5ar! so the
resear-her problem is to identify what are the -riteria that
prospe-ti4e -ustomer ta3es into -onsideration before buying the
5ars!
SCOPE OF STUDY
*+
The main s-ope of the study is limited to A2mer -ity!
It also analysis the benefits a--ruing to the -ompany as a
result of those ser4i-e!
This study has been made to find the le4el of satisfa-tion the
-ustomer has regarding the ser4i-e pro4ider by 5ar pla-e!
OB/ECTIVES OF STUDY
To 3now mar3et position of %aruti Su:u3i 5ars in the
mar3et!
To 3now -onsumer beha4ior for pur-hase of =our wheeler
5ar!

Lii(0(ions o* s(u1"
8hen the buyers are busy we -an<t get a--urate data from
them!
*>
A--ording to the time limit of our pro2e-t we -an -o4er
only the some area!
0uring sur4ey some respondents may not gi4e answer in a
proper manner!
CHAPTER:-2
RESEARCH METHDOLOGY
*?
INTRODUCTION
RSEARCH DESIGN
SOURCES OF DATA
SAMPLING PLAN
DATA COLLECTION METHOD
RESERCH METHODOLOGY

<A>I,/r$-)c/+$,
%ar3eting resear-h is the fun-tion whi-h lin3s the
-onsumer6 -ustomer and publi- to the mar3eters through
information used to identify and define mar3eting6 opportunities
and problems6 generates refine mar3eting a-tionP monitor
mar3eting performan-eP and impro4e understanding of mar3eting
as a pro-ess!
%ar3eting resear-h spe-ifies the information required to
address these issuesP designs the method for -olle-tion information
manages and implements the data -olle-tion pro-essP analysis the
results and -ommuni-ation the findings and their impli-ation!
R&*&arch -&%+,+/+$,;
7Resear-h is -areful inquiry or e;amination to dis-o4er
new information and relationship and to e;pand and to 4erify
e;iting 3nowledge6N
*@
Resear-h always starts with questions or a problem! Its
purpose is to find answer to questions through the appli-ation of
the s-ientifi- method! It is a systemati- and intensi4e study
dire-ted towards a more -omplete 3nowledge of the sub2e-t
studies!
<B> R&*&arch -&*+@,
7Resear-h design is the plan6 stru-ture and strategy of
in4estigation -on-ei4ed so as to obtain answer to resear-h question
and to -ontrol 4arian-e!N
& BY KERLINGER
=rom definition it is e4ident that resear-h design is more or less a
blueprint of resear-h!
At the outset may be noted that there are se4eral ways of
studying and ta-3ling a problem! There is no signal perfe-t design!
The resear-h design -an be -lassified in to true broad -ategories:

#A( $;ploratory
#B( 0es-ripti4e
#5( 5asual
$;ploratory resear-h is fo-us on the dis-o4ery of ideas!
$;ploratory resear-h is -arried out to define problems and
de4eloped hypothesis to test later! An e;ploratory study is
generally based on the se-ondary data that are reading a4ailable! It
does not ha4e to -hange his fo-us of dire-tion6 depending on the
a4ailability of new ideas and relationship among 4ariables!
0es-ripti4e studies are underta3en in many -ir-umstan-es!
0es-ripti4e studies -an be -omple;6 determining a high degree of
s-ientifi- s3ill on the part of the resear-her!
5asual resear-h helps in determined -ause and effe-t
relationship! Between two or more 4ariables!
*A
The present study see3s to find out the -onsumers attitude
towards buying of 5ar! The study also aims at findings out the
drawba-3s of the mar3eting set up of %aruti su:u3i P'T! T0! So
this ma3es the study a des-ripti4e one!
<D> S$)rc&* $% Da/a
The sour-es of data -olle-tion methods are as follows!
a( Pr+.ar2 -a/a:&
The primary data is that whi-h details we -olle-t first time
from the mar3et and also used first time in the resear-h! 8e also
say that the information is first time in the resear-h de-ision! To
-olle-t the primary data questionnaire is prepared stru-ture non&
disguise questionnaire is prepared!
(>S&c$,-ar2 -a/a;-
Se-ondary data are those data whi-h are already -olle-ted by
someone for some purpose and are a4ailable for the present studyP
se-ondary data are already -olle-ted by the -ompany<s re-ords and
other library<s boo3s! 8hen the se-ondary data are suffi-ient6 the
resear-her has to be satisfied with the primary sour-es of data!
Se-ondary data -an be used as bases for -omparison with primary
data ha4e been -olle-ted by questionnaire!
<D>Da/a C$''&c/+$, M&/h$-
*B
Resear-her instruments is the tool by whi-h the resear-her
-an do resear-h on spe-ifi- problems or ob2e-ti4e! The most
popular resear-her instrument for -olle-tion data is
7LuestionnaireN for a parti-ular in4estigation! It is simple for a
moiled set of questions presented to respondents for their answers!
0ue to this fle;ibility6 it is most -ommon instrument used to -olle-t
the primary data! 0uring the pre& testing of questionnaire6 I seen
the rea-tion of respondents and suggestions required to ma3e
-hange in resear-h instrument!
The questionnaire -ontains three types of questions!
O6&,-&,-&- D)&*/+$,;-
It is helpful in 3nowing what is uppermost in the mind of the
respondents! It gi4es -omplete freedom to the respondent!
D+ch$/$.$)* D)&*/+$,* :&
It has only two answers in form Qyes< or Qn<6 Qtrue< or Qfalse<6
Quse< or Qdo not use<! So the respondent is offered two or more
-hoi-e!
M)'/+6'&-ch$+c& D)&*/+$,:&
In this6 the respondent is offered two or more -hoi-e!
Sa.6'+,@ 6'a,
*C
Sampling is a pro-ess of obtaining! The information about
the entire population by e;amine a part of it !The effe-ti4eness of
the resear-h depends on the sample si:e sele-ted for the sur4ey
purpose!
(A) sample Site:
T'e su!3e" 40s $on1u$(e1 in A5e! CITY%
#B(Sa.6'+,@ U,+/;-
It means 78ho is to be sur4eyedN! .ere target population is
de-ided and it is who are interested to pur-hase 75arN and
sampling frame is de4eloped so that e4ery one in the target
population has 3nown -han-e of being sampled! So the sur4ey is
-ondu-ted parti-ularly in A2mer 5ity!
<C>Sa.6'& *+E&;-
=or the purpose of proper sur4ey6 there is need of perfe-t
resear-h instruments to find out sample si:e for more a--urate
result about buying beha4ior of 5ar! The sample si:e is 1DD
respondents!

<D>Sa.6'+,@ M&/h$-;-
A Stratified random sample is one where the population is
di4ided in to mutually e;hausti4e strata or sub&group and then a
simple random is sele-ted within ea-h of strata on age groups6
o--upation et-! It may be noted that stratifi-ation does not means
absen-e of randomness! I use a simple random sampling method!
+D
+1
1% AGE &ISE CLASSIFICTION
Age #in year( No! of respondents Per-entage #G(
1B&*D +D +D
*1&*? +A +A
*@&+D 1? 1?
+1&+? D@ D@
+@&>D DA DA
>1M abo4e D? D?
Total 1DD 1DD
+*
#Sour-es: Luestionnaire&personal 0etail(
5omment:&
Abo4e Graph shows are +DG of respondent in age group
of 1B&*D6 +AGof respondent in age group of *1&*?6 1?G of
respondent in age group of *@&+D6 AG and ?G respondent are -ome
in +@&>D and >1Mabo4e!
6% OCCUPATION &ISE CLASSIFICATION
)--upation No! of respondents Per-entage #G(
Ser4i-emen >A >A
Student +D +D
Business 1* 1*
Profession DB DB
)thers D+ D+
Total 1DD 1DD
++
#Sour-es: Luestionnaire&personal detail(
5omment:&
Abo4e 5hart Shows that >A respondent are Ser4i-emen out
of 1DD and +D are the students! 1* respondents are businessman!
.% INCOME &ISE CLASSIFICATION
In-ome e4el No! of respondents Per-entage #G(
RS ?DDDD 1D 1D
?DDDD&1DDDDD 1? 1?
1DDDDD&1?DDDD *? *?
1?DDDD&*DDDDD *B *B
*DDDDD Abo4e ** **
Total 1DD 1DD
+>
#Sour-es: & Luestionnaire K Personal 0etail(
5omment:&
Abo4e graph shows that 1DG of respondents are in-ome
in RS?DDDD in-ome le4el6 Se-ond 1?G of respondents are of
?DDDD&1D6DDDD in-ome le4el! *?G of respondents are of 1DDDDD&
1?DDDD6 *BG of respondents are of 1?DDDD&*DDDDD and remain
**G of respondents abo4e *DDDDD of in-ome le4el!
2% SOURCES OF FINANCE
Sour-es of =inan-e No! of respondents Per-entage #G(
By -ash >? >?
By oan ?? ??
Total 1DD 1DD
+?
#Sour-es: & LuestionnaireTLue!B(
5omment:&
Abo4e Graph shows that ?? people pur-hase %aruti
Su:u3i 5ar =or by oan and >? people pur-hase %aruti Su:u3i
5ar from 5ash!
7% ANALYSIS OF PREFERING AUTO MOBILE
+@
Auto %obiles No! of respondents Per-entage #G(
A2mer Auto >? >?
Ra2 Auto *? *?
)ther +D +D
Total 1DD 1DD
#Sour-es: & Luestionnaire K Lue!A(
5omment:&
+A
Abo4e 5hart shows that out of 1DD6 +DG respondents
prefer other Automobile to pur-hase 5ar! >? G respondents prefer
A2mer Auto to pur-hase 5ar!
8% FROM &HICH SOURCE YOU PURC0HSE
$0!-
Sour-es No! of respondents Per-entage #G(
News Paper 1* 1*
T!'!Ad4ertisement 1> 1>
=riends *@ *@
)thers >B >B
Total 1DD 1DD
#Sour-es: & Luestionnaire K Lue!+(
5omment:&
Abo4e graph shows that >B G respondents are -ome to
3now from the Qother<! Then *@ G respondents are -ome to 3now
+B
from the Qfriends<! 1> G M 1* G respondents are -ome to 3now
from the T!'!Ad4ertisement M news paper!
2% &'o is 1e$ision 0,e! *o! )u!$'0sin# $0! in "ou!
*0i9"-
Sour-es No! of respondents Per-entage #G(
=ather >@ >@
Self >* >*
%other 1D 1D
)thers D* D*
Total 1DD 1DD

#Sour-es: & Luestionnaire K personal detail M Lue&>(
5omment:&
+C
Abo4e Graph shows that >@ G respondents ta3e de-ision
by father for pur-hasing bi3e! And >* G respondents are ta3e
de-ision by self for pur-hasing 5ar
7% &HAT FEATURES YOU CONSIDERS
&HEN YOU PURCHASE $0!s PLEASE GIVES
THE RAN:%
8eightage @ ? > + * 1
Attributes $;-ellent 'ery
Good
Good A4erag
e
Poor 'ery
Poor
Total Total
s-ore
Pri-e +D *D 1B 1@ 1D D@ 1DD >*@
ess
maintenan-e
1B 11 1A +D 1+ 11 1DD +?B
Style *1 1B 1C 1D 11 *1 1DD +??
0urability 1D 1A 1@ *> *1 1* 1DD ++?
%ileage *> 1C 1> 1A DC 1A 1DD +B1
$asy 0ri4ing *D 1* *1 *+ 1D 1> 1DD +@A
Brand
Reputation
1A 1C 1> *1 1A 1* 1DD +@*
5olor *B 1C 1B 1+ 1D 1* 1DD >D@
Pi-3 up 1C ** 1? *D 1> 1D 1DD +B*
Total 1BA 1?A 1?* 1A> 11? 11? CDD ++AD
>D
Attributes 8eightage
Pri-e >*@
ess maintenan-e +?B
Style +??
0urability ++?
%ileage +B1
$asy 0ri4ing +@A
Brand Reputation +@*
5olor >D@
Pi-3 up +B*
Total ++AD
#Sour-es: & Luestionnaire K personal detail M Lue&?(
5omment:&
>1
Abo4e -hart show that more no of respondents are gi4e
more weightage to the pri-e!
8% RATE THE FOLLO&ING ATTRIBUTES OF
SHO& ROOM
Attributes $;-ellent 'ery
Good
Good A4erage Poor Total
A4ailable +D *> 1B 1@ 1* 1DD
After Ser4i-e 1@ +? *> 1? 1D 1DD
Jnowledge
)f Sales man
*D *1 *+ *D 1@ 1DD
Ser4i-e *? 1B *A 1C 11 1DD
Infrastru-ture 1* *C *D 1A ** 1DD
Total 1D+ 1*A 11* BA A1 ?DD
>*
#Sour-es: & Luestionnaire K personal detail M Lue&@(
5omment:&
Abo4e -hart shows that +D respondents out of 1DD are
a4ailable who gi4e 8eight age on the e;-ellent and se-ond +?
respondents out of 1DD are after ser4i-e who gi4es 8eight age on
the 'ery Good6 *+ respondents are Jnowledge of salesman who
gi4e 8eight age on the good6 *A respondents are ser4i-e who gi4e
8eight age on the good6 *C respondents are Infrastru-ture who
gi4es 8eight age on the 'ery Good!
>+
;% RATE THE FOLLO&ING SCHEMES THAT
ATTRACT YOU MOST%
Attributes $;-ellent 'ery
Good
Good A4erage Poor Total
=esti4al
)ffer
>+ *1 1* 1> 1D 1DD
$;-hange
)ffer
1? +1 *C 1* 1+ 1DD
Spe-ial Gift *D 1C +D *D 11 1DD
5ash
0is-ount
11 *1 1C +> 1? 1DD
Anni4ersary
)ffer
1> 1+ 1* *D >1 1DD
Total 1D+ 1D? 1D* 1DD CD ?DD
>>
#Sour-es: & Luestionnaire K personal detail M Lue&C(
5omment:&
Abo4e graph shows that in festi4al offer >+ respondents
out of 1DD are gi4e a e;-ellent6 then in e;-hange offer +1
respondents out of 1DD are gi4e a 4ery good ran36 in spe-ial gift +D
respondents are gi4e a good ran36 in -ash dis-ount +> respondents
are gi4e a a4erage ran3
1<% RATE THE FOLLO&ING FEATURE YOU
HAVE PURCHASE M0!u(i Su=u,i $0!
Attributes $;-ellent 'ery
Good
Good A4erage Poor Total
%ileage +1 *@ 1? 1B 1D 1DD
A4ailable 1> *? +* 1@ 1+ 1DD
Pri-e 1@ ** >* 11 DC 1DD
After Ser4i-e *D +1 *? 1> 1D 1DD
>?
Pi-3 up *1 +@ 1A 1? 11 1DD
Style 1B *? 1? *@ 1@ 1DD
5olor *D *> *@ 1D *D 1DD
A4erage *A *> *D 1? 1> 1DD
Total 1@A *1+ 1C* 1*? 1D+ BDD
#Sour-es: & Luestionnaire K personal detail M Lue&1D(
5omment:&

>@
Abo4e graph show that respondents gi4e more weightage
to the pri-e then after they gi4e more weightage to the mileage
before pur-hasing 5ar!
CHAPTER: >
FINDINGS
>A
Fin1in#s
The study shows that ?1 respondents are using %aruti Su:u3i!
The -urrent trend is that respondents gi4e ma;imum no of point
to pri-e and mileage!
The study show that >B respondents are -ome to 3now from
7othersN and *@ respondents are -ome to 3now from 7friendsN
about %aruti Su:u3i 5ar!
The study shows that ?? respondents are pur-hase %aruti
Su:u3i 5ar by oan and >? respondents are pur-hase %aruti
Su:u3i 5ar by -ash!
The study shows that +1 respondents are gi4e point to mileage!
The study shows that more no! of respondents gi4es more
weightage to pri-e! The more no! of ser4i-eman6 Students6
Businessmen6 and others gi4e more weightage to the pri-e when
Professionals gi4e more weightage to the mileage!
The study shows that >@ respondents are father ta3e a de-ision
to pur-hase 5ar And >* respondents are self ta3e a de-ision to
pur-hase 5ar!
The study shows that +D respondents are gi4e ran3 to a4ailable
in show rooms and +? respondents are gi4e ran3 to after ser4i-e!
>B
The study shows that >+ respondents are gi4ing e;-ellent to
festi4al offer and >1 respondents are gi4e poor ran3 to the
anni4ersary offer!
The study shows that >? respondents are pur-hase %aruti
Su:u3i 5ar whose salary is below ?DDDD in-ome!
>C
SUGGESTIONS
1%M0!u(i Su=u,i s'ou91 in(!o1u$e 0 9o4 )!i$e C0!
6%Fo! ('e )!oo(ion? $o)0n" s'o4 0,e !o01-s'o4
('0( 4i99
+!In-rease the sales! The -ompany should gi4e more -on-entrate
on the ad4ertisement!
>!%aruti Su:u3i 5ompany should implement a new strategy to
redu-e the -ompetition and lead into the four wheeler mar3et
?!As people e;pe-t more mileage per 3ilometer6 -ompany should
in-rease the mileage of the %aruti Su:u3i 5ars!
@!5ompany should pro4ide the appropriate loan fa-ility to their
-ustomer
A! 5ompany should impro4e the quality of ser4i-e!
?D
CHAPTRE: @
REFERENCE MATERIAL
BIB)GRAP."
APP$N0I5$S
?1
?*
BIBLIOGRAPHY
%ar3eting resear-h6 G!5!Beri6 Third $dition6 Tata %-Graw
.ill Publishing 5ompany imited6 New 0elhi6 *DDD
%ar3eting management6 Philip Jotler6 Twelth #%illennium(
edition6 Prenti-e&.all of India Pri4ate imited6 New 0elhi6 *DD+
8ebsite of %aruti Su:u3i
?+
?>
APPENDICES
FUESTIONNAIRE
A STUDY ON CONSUMER BUYING BEHAVIOUR
AT TIME TO PURCHASE 0!u(i su=u,i%
1 0o you ha4e own 5arO
#a( "es U V! #b( No U V
If yes than6
* 8hi-h -ompany 5ar do you ha4e at presentO

5ompany WWWWWWWWWWWWWWWWWWWW
+ 8hom do you refer to pur-hasing 5arO
#A( News paper U V #5( T' ad4ertisement U V
#B( =riends U V #0( others U V
> 8ho is de-ision ma3er for pur-hasing -ar in your familyO
#A( =ather U V #B( %other U V
#B( Self U V #0( other U V
??
? .ow you pur-hase 5arO
#A( By -ash U V #B( By oan U V
@ 8hat features you -onsiders when you pur-hase 5ar please
gi4e the ran3!
attributes e;-ellent 'ery
good
good A4erage Poor 'ery
poor
pri-e
ess maintenan-e
Style
0urability
%ileage
$asy dri4ing
Brand reputation
5olor
A Rate the following attribute of show room
Attributes 1 * + > ?
A4ailable
After sales
Ser4i-es
infrastru-ture
?@
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CUSTOMER PERSONAL INFORMATION;-
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