MARKET RESEARCH FOR INTRODUCING WINTER

WEAR (SWEATERS) IN JOHN PLAYERS

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TABLE OF CONTENTS

S.No

TOPIC

PAGE NUMBER

An Introduction to Indian Apparel market

and Indian Apparel Retail Scenario

Market research for introducing John Players Sweaters

2

Project Brief

2.1

Research methodology

2.2

Research Design

10

Market scan for Sweaters

14

3.1

Findings of market scan

19

Consumer Survey- Objectives and

methodology

23

4.1

Results Of consumer survey

24

4.2

Findings and conclusion of consumer

survey

29

Proposed range for John Players sweaters

30

5.1

Proposed quantities for sweaters

31

Forecast for autumn winter

32

Statistical Analysis

35

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1. Apparel Market in India

The apparel market in India is largely divided as Ready-to-wear and tailored
segments. Traditionally, tailor-made garments have found favor with the Indian
masses but the trend has largely bent towards the ready-to-wear now.
Proportion of Ready-to-wear in different customer segments
Category

Ready-to-wear

Tailor-made

Men

63%

37%

Women

79%

21%

Kids

88%

12%

Total

73%

27%

Source: Images Yearbook Vol. III No. I, Chapter1

Within the readymade segment there are branded as well as unbranded players.
The branded segment is one wherein manufacturer or marketer makes a
conscious effort to promote the brand name of the offering through advertising and
other means.
Proportion of branded in different categories
Proportion of branded in different categories
Category

Share of Branded

Share of Unbranded

Men

33%

67%

Women

22%

78%

Kids

10%

90%

Source: Images Yearbook Vol. III No. I, Chapter 1

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Branded wear accounts for more than 21% of the of the apparel industry and is
growing at a rate of 12-15 per cent per annum. The demand increase, fuelled by
the fast growth in retailing and rising incomes, is expected to increase the present
share of branded apparel in the total apparel market of Rs 88,340 crore, from 1012 per cent to around 20 per cent over the next five years.
The menswear segment has got the largest number of apparel brands, followed by
kidswear. As against this, the branded womenswear segment - both ethnic and
western - has a lot of untapped potential. According to KSA Technopak study The
branded apparel market represents the largest source of growth. The mens
branded apparel market is growing at a rate of 21.8% and branded womens
apparel segment is growing at an incredible 23% annually.
Indian Apparel Retail Scenario
AT Kearney has estimated Indias total retail market at Rs 7974.3 billion which is
expected to grow at a compounded 30 percent over the next five years. With the
organized retail segment at Rs 560 billion and growing at the rate of 25-30 per cent
per annum with revenues from the sector expected to triple from the current Rs
303.1 billion to Rs 944.6 billion by 2010. Apparel has the largest share of the
modern organized retail in India i.e. 20% of the current market; Rs 112 billion.
One of the biggest beneficiary of this retail revolution has been the apparel
retailing, which was once strictly a made-to-order business. The evolution of retail
channels is being driven by the changing preferences of the Indian consumer
whose awareness level of fashion trends, disposable income and consumerism are
all high. The growth in the branded wear category can be attributed to the fast
paced changes in the retail scenario. Fuelled by the fast growth in retailing and
raising incomes, demand for branded apparel is growing as it is pushing brand
visibility,
brand
awareness
and
brand
availability.

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Indian Apparel Retail Consumer Trends

The 'mass consumer' segment is moving from tailored clothes to stitched apparel
giving rise to discounted apparel stores/retailers. This is causing a shift from
unbranded to branded apparel. The 'middle end consumers', already exposed to
brands is now looking to extend these brands into all aspects of their life. Brands
are thereby becoming lifestyle brands instead of being product brands only. These
consumers are also moving up the social ladder and wish to flaunt the change in
stature by wearing affordable 'designer prt wear'. This is prompting designers to
introduce prt lines and corporatise their lines to reach out to a larger audience.
The 'high end consumer' who is exposed to international luxury brands, now
demands them in his/her vicinity. Apparel businesses are realising this and tying
up with international brands to retail in India. These consumers are also
increasingly exposed to environmental issues and want to use eco-friendly
products (including apparel) to do their bit for the society. Though this concept is at
a very nascent stage in India, apparel companies are reacting by 'going green' and
using natural fibers in some of their collections.
As all consumers, especially kids and the youth, are exposed to fashion and
media, they wish to associate themselves with characters and icons. Picking on
this trend, apparel companies are licensing these characters/icons for apparel &
accessories to increase their customer base.
Additionally, as consumers face hectic lifestyles, they are looking for convenience
in all aspects of life including shopping. Fashion businesses are taking the lead
from here and taking on consumers at unconventional avenues of retailing like
airports, metro stations, cafes, beauty saloons, etc.

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Changing consumer needs, attitudes and behavior

The growth of modern retail is linked to consumer needs, attitudes and behavior.
Marketing channels including retailing emerge because they receive impetus from
both the supply side, and the demand side. Consumer needs, attitudes and
behavior influence the development in retail; whereas the investments in retailing
and the creation of new stores offering value, influence consumers. In Indian
retailing, convenience and merchandise appear to be the most important factors
influencing store choice, although ambience and service are also becoming
important in some contexts. Modern formats offering lower prices to consumers
increase their attractiveness and preference for purchasing from new format
stores.
Decreasing Age of Indian Consumer
As per the Indian Retail handbook 70% of the Indian population is below 35 years
of age. KSA Technopak study states 15-34 age group is the largest consuming
class for clothing in the country. An NCAER estimate suggests that this age group
will grow at a rate higher than the rest of the population. The next five years will
see this segment catalyse the domestic clothing market significantly.
The rise of younger class of middle-end consumers, spawned by the booming BPO
and IT sector, has led to burgeoning demand for locally designed, ready to wear
clothing in Indian metros. As many surveys have established, with good salaries,
strong peer pressure and the growing availability of brands across product
categories, spending in retail is being driven by the youth segment in large and
mid-sized metros.

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Market Research for introducing John Players

Sweaters

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2. PROJECT BRIEF
The project aims at a pre launch market research of mens sweaters for the
purpose of understanding the category in terms of product, price and gauge
consumer preferences and expectations for suggesting a range for John Players.
Indian winterwear market size stands at over Rs 3,46,500 million in 2006-07
across all categories and segments which is 34.2% of the total apparel market

Value share of segments in winterwear sales

Children
17%

Men
54%

Women
29%

Value share of categories in winterwear sales

22%
37%
5%

6%
4%

6%

4%

16%

Coats/Jackets

Sweaters

Cardigans

Shawls/stoles

Skirts/trousers

Warm Ethnicwear

Wollen suits

Thermals

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2.1 Methodology
Exploratory Research:
It is concerned with discovering the general nature of the problem and the
variables that relate to it. It is characterized by a high degree of flexibility, and
tends to rely on secondary data, convenience or judgment samples, small scale
surveys.
Diagnose a situation
Screening of alternatives
Discover new ideas
Descriptive Research:
It is focused on the accurate description of the variables in the problem model. eg
Consumer profile studies , product usage studies , attitude surveys.
This Research was a mix of Exploratory and Descriptive research, as I needed to
investigate the generalities associated with introducing a new category/product, to
evaluate consumer attitude towards it and study the current product usage patterns
and consumer expectations

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2.2 Research Design

A Research Design is a framework or blueprint for conducting the research project.

It details the procedure necessary for obtaining the required information, and its
purpose is to design a study which will determine possible answers to the research
questions and provide the information needed for decision making.
It involved the following steps: 1. Definition of the information needed Both primary data and secondary
data was required in both a quantitative and qualititative sense.
2. Secondary data analysis Care was taken to avoid overemphasis on
Internet data as most of that is unsubstantiated and the sources are
unreliable.
3. Qualititative Research Qualitative research was a mix of a formal
structured process along with an observation study of both retailers and
consumers.
4. Methods of collecting Data (survey, observation) primary data was
collected with the help of consumer survey questionnaire.
5. Questionnaire Design - a combination of open and close ended questions
in the questionnaire were used to gain a holistic picture of the consumer and
his purchasing behavior.
6. Sampling process and sample size Non-probability sampling was
resorted to and the methods used is Convenience sampling and Judgment
sampling.

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Data Collection Methods

Plan of data analysis

There are two types of data:
1. Primary That which is collected from the source directly and for a specific
purpose.
a. Observations - Subjective and Objective we have used this
extensively along with administering questionnaires to gain a
complete picture of consumer behavior.
b. Interviews informal- with the store staff
2. Secondary
a. External The Internet, newspapers and magazines company
websites and research sites were used to gather data. Secondary
data was sourced from various published sources like Euromonitor,
Images fashion and KSA studies

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Sampling
Sampling methods are classified as either probability or nonprobability.
- In probability samples, each member of the population has a known non-zero
probability of being selected. Probability methods include random sampling,
systematic sampling, and stratified sampling.
-In non probability sampling, members are selected from the population in some
nonrandom manner. These include convenience sampling, judgment sampling,
quota sampling, and snowball sampling.
The advantage of probability sampling is that sampling error can be calculated.
Sampling error is the degree to which a sample might differ from the population.
When inferring to the population, results are reported plus or minus the sampling
error. In no probability sampling, the degree to which the sample differs from the
population remains unknown.

Probability sampling. With probability sampling, every element of the

population has a known probability of being included in the sample.

Non-probability sampling. With non-probability sampling, we cannot

specify the probability that each element will be included in the sample.

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Sampling Methods

In most surveys, access to the entire population is near on impossible, however,

the results from a survey with a carefully selected sample will reflect extremely
closely those that would have been obtained had the population provided the

Non Probability Sampling

Convenience sampling is used in exploratory research where the researcher is

interested in getting an inexpensive approximation of the truth. As the name
implies, the sample is selected because they are convenient. This non probability
method is often used during preliminary research efforts to get a gross estimate of
the results, without incurring the cost or time required to select a random sample

Judgment sampling is a common nonprobability method. The researcher selects

the sample based on judgment. This is usually and extension of convenience
sampling. For example, a researcher may decide to draw the entire sample from
one "representative" city, even though the population includes all this cities. When
using this method, the researcher must be confident that the chosen sample is
truly representative of the entire population
For the purpose of this research Non Probability sampling methods was used i.e
Convenience Sampling & Judgment Sampling

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3. MARKET SCAN
Objective of the Market scan
To study the market offering of sweaters for winter 07
Sub Objectives
Understanding mens sweaters as a category
Understanding competition in the branded sweater market
Methodology
Store visits
Observation
Informal interviews with the store staff
Attributes covered under the market scan

Price point range

Fabric/blends
Sizes offered by various brands
Design, detailing and added style features

Markets covered for the study

Cannaught Place
Greater Kailash I
South Extension
Basant Lok
Select City Walk, Saket
Ambience Mall, Gurgaon

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Brands covered
Economy
Koutons
Cantabil
Numero Uno
Pantaloons private labels-RIG, Bare Denim, John Miller Sport
Peter England
Middle segment
Levis
Pepe
Lee
Indian Terrain
Freelook
Premium segment
Allen Solly
Colorplus
Arrow

This segmentation of the brands into economy, middle and premium has been
done on the basis of price points for this category only and does not generalize
for other products/categories

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ECONOMY SEGMENT
BRAND

STYLE/DESIGN

FABRIC/BLEND SIZES

Koutons

M(38)-XL (42)
High neck, front
zipper
Round neck striped

half

1599-1999

acrylic

1599

acrylic

1899

Collared long sleeves

acrylic

1999

Round neck solid, cable

patterned

Wool and acrylic

1999

Cantabil

38-44
High round
front buttons

neck

899-1999

with

1999

V
neck
checkered
textured pattern knit

1899

High neck front zipper

1999

Numero Uno

S- XXL
Cotton
pattern

Knits,

cable

1099-1399

cotton

1099

Acro wool

1199

Lamb Wool

1399

Pantaloons
RIG,
Bare
Denim, JM
Sport

S (36)-XL (44)

Acrylic

Vests (549699)
Sweaters
(1099-1300)
1099

Acrylic

1099

Agile cricket vest

acrylic

549

Contrast color vest with

print

acrylic

699

RIG Front zipper

John Miller
jacquard

Peter
England
( elements)

MRP

high

neck

Acrylic

- 16 -

M(39)XXL(44)

849-1199

MIDDLE SEGMENT

BRAND

STYLE/DESIGN

FABRIC/BLEND

Levis
Lamb wool
neck

SIZES

MRP

M (40)- XL (44)

1599-1899

Round

80%acrylic and 20% wool

1599

front

85% lambs wool and 15%

nylon

1899

Lamb wool and nylon

1799

Round neck
zipper

Round neck cable

pattern solid color
Lee

M (38)- XL (4244)
Checkered sleeveless
vest
Front button, long
sleeves hoody
Checked
pattern,
round
neck
long
sleeves
V neck long sleeves
textured, patched and
emroidered

Lamb wool

1399
1399

Shetland wool

1699

Lamb wool

1699

Freelook

M (38)-XXL(44)
V neck cable pattern
long sleeves
High neck front open
zippered
V
neck
diamond
patterned
long
sleeves

1399-1899

1299-1899
1299
1299

wool

1899

V neck striped vest

Wool

999

V neck solid
sleeves formal

Wool

1299

Indian
Terrain

long

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PREMIUM SEGMENT
BRAND

STYLE/DESIGN FABRIC/BLEND

Allen Solly

SIZES

MRP

M (39)- XXL

1299-4999

V neck solid
Round neck, long
sleeves striped

cotton
acrylic

1299
1499

Round neck, long

sleeves striped

80% merino and 20%

polyamide

2999

High neck and side

button on the neck,
cable
patterned,
solid

80% merino and 20%

polyamide

2999

V neck solid

cashmere

4999
1350-6994

Colorplus

S-XXL
V
neck
long
sleeves
High neck zipper
long sleeves

Machine
washable
merino wool

V neck solid color

cashmere

2187
2260

Arrow

6994
S (38)- XXL (46)

V neck basic solid

no detailing
V neck melange
Basic V neck

1490-2900

mohair

1490

Machine
washable
merino wool
Acro wool

2465

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1695

3.1 FINDINGS OF MARKET SCAN

FABRIC/ BLEND
Brands like USI, Octave, Numero Uno and Pepes sweater range mostly
consisted of cotton flat knits
Most visible wool blend was 80% lambs wool and 20% nylon done by Levis,
Lee, United Colors of Benetton, Freelook, Allen Solly, Monte Carlo,
Casablanca etc.
Cotton and Acrylic were mostly priced between 999-1299 while Lambs wool,
Merino wool, Shetland etc were priced between 1199-1899 in the middle
segment

Melange yarn was prevalent in many collections like Arrow, Colorplus,

Indian Terrain, Casablanca
In formals, there was mostly single colored fine gauge yarn done by Arrow,
Indian Terrain, Allen Solly, Monte Carlo

- 19 -

DESIGN
The argyle was everywhere from Levis, Lee, UCB, Freelook to Monte
Carlo

Lot of horizontal stripers but very few vertical

- 20 -

 In casuals, brands like Lee, Levis, Pepe, Numero Uno, Pantaloons, had
detailing and branding in terms of patches, embroidery and print

Cables

- 21 -

 Jacquard

Most popular sizes according to sales staff on stores were 38,39 and 40
Accessories: woolen and acrylic caps, berets and mufflers were done by
brands like UCB, Lee, USI

VISUAL MERCHANDISING
Sweaters are mostly stacked on the basis of color blocking or displayed on
busts and mannequins but rarely hung as wool tends to lose shape

- 22 -

4. CONSUMER SURVEY
Objective of the Consumer survey
Understand consumer needs and identify gaps in market offerings
Sub Objectives
Profile the target customer- age and economic segmentation
Consumer perception of John Players as a brand
Consumer buying behavior for sweaters-brand loyalty vis avis fashion/trend
Attribute preferences that influence sweater purchase
Amount spent on sweater purchase and willingness to spend
Styles preferred by consumers for sweaters
Consumer satisfaction with the current market offering
Assessing brand consciousness of consumers
Frequency of purchase and purchase occasion comparison across brands
Sample Design
SAMPLING UNIT catchments include John Players stores in Delhi/NCR
and Chandigarh and University campuses to get responses from target
group
SAMPLING TECHNIQUE Non-probability sampling was resorted to and
the methods used is Convenience sampling and Judgment sampling.
SAMPLE SIZE 125 respondents

- 23 -

RESULTS OF CONSUMER SURVEY

AGE SEGMENTATION
AGE BRACKETS (in years)
18-23
24-29
30-35
36-40
>41

% of RESPONDENTS
33
42
14
5
6

OCCUPATION
OCCUPATION
Students
Service
Self employed
Professionals

% of RESPONDENTS
28
21
14
37

ECONOMIC SEGMENTATION
Monthly household income
15000-25000
25000-50000
50000-75000
>100000

% of RESPONDENTS
27
42
22
9

The age group of 18-29 years formed 75% of the customers surveyed
Maximum chunk of John Players customers consisted of professionals and
students in the age group of 18-29 constituting nearly 65% of the sample
taken
The maximum respondents came from Middle and upper middle class
families with monthly household incomes ranging between 25,000-50,000

- 24 -

WINTERWEAR WARDROBE ANALYSIS

Winterwear category
Sweaters
Sweatshirts
Casual jackets/blazers
Formal suits

% Volume in the wardrobe

28
25
34
13

Consumers were asked to give percentage composition of the above winterwear

categories in their wardrobe. Taking the total size of 125 respondents wardrobe the
breakup revealed that casual jackets and blazers occupy the maximum space in
winterwear wardrobe followed by sweaters.
This result also stems from the fact that the biggest group of respondents is
students
PURCHASE INFLUENCE
Factor
Occasion
Fashion/trend
Brand name

% Respondents
33
28
39

This result reveals a characteristic of John Players consumers i.e. Trendy fashion
with a brand name hence most consumers get influenced by the brand name while
buying sweaters.
MOST PREFFERED ATTRIBUTE WHILE PURCHASING SWEATERS
Attribute
Price
Fabric
Comfort
Fit/pattern
Design/style

Weighted score of the

ranking
313
347
432
380
382

RANK
5
4
1
3
2

Consumers ranked comfort as the most important product attribute in a sweater

followed by design/style and fit/ pattern.
This result again proves that the John Player consumer is fashion forward and
looks for quality.

- 25 -

CONSUMER WILLINGNESS TO SPEND ON SWEATERS (SINGLE PURCHASE)

MRP RANGE (in rupees)
<1000
1000-1500
1500-2000
>2000

% RESPONDENTS
18
55
18
9

The highest percentage of consumers want to spend less than 1500 on a single
sweater purchase which indicates that value for money is an important factor.

STYLE PREFERENCE
MRP RANGE (in rupees)
V neck
Round neck
Front zipper
V neck cardigan
Chest zipper with collar
Collar and front button placket

% RESPONDENTS
37
32
18
9
3
2

Basic styles like regular V necks and round necks are the most preferred styles by
the consumers

TOP OF MIND BRAND RECALL

BRAND
No particular brand
Monte Carlo
United colors of Benetton
Others

NUMBER OF RESPONDENTS
54
28
19
24

Since sweater is a seasonal and need based garment item, people are not very
particular about the brands. The main focus is comfort backed by patter/fit.
However, given a open choice , Monte Carlo tops the list on top of mind brand
recall.

- 26 -

FREQUENCY OF PURCHASE AND BRAND PREFERNCE

BRAND
Peter England
Levis
Lee
UCB
Excalibur
Indian Terrain
Koutons

WEIGHTED SCORE
141
244
168
223
74
37
166

For assessing the which brand is bought the most the consumers were faced with
choices of John Players competitor brands which comprised of brands that offer a
mix of all genres i.e. Casual, Party and formal/work.
The consumers were asked to reveal their frequency of purchase depending on
whether they once, seldom, often, regularly, or never bought the brand.
Maximum weight given to regular -4
Minimum weight given to never 0
Thus, the combined weighted score of this revealed that Levis is the most
preferred brand followed by UCB, Koutons, Lee and Peter England

GENRE WISE BRAND PREFERNCE

BRAND
Peter England
Levis
Lee
UCB
Excalibur
Indian Terrain
Koutons

Casual
4
45
35
30
4
3
16

NUMBER OF RESPONDENTS
Party
Office
3
33
9
2
23
11
11
1
2
17
3
8
3
13

Maximum number of responses were for casual followed by Office and party
clearly stating that sweaters is considered mostly casual wear by the JP
consumers

- 27 -

CONSUMER PERCEPTION OF JOHN PLAYERS

ATTRIBUTES
Price
Style/design
Fabric
Variety
Price and style/design
All four attributes
Price, style /design and fabric,
Style/ design and variety
Price and variety
Price, fabric and variety
Fabric and variety
Style/design and fabric

RESPONDENTS
27
26
17
14
15
8
5
2
4
2
2
3

Customers like John Players for price and style/design with nearly 50% people
citing these as the reasons why they like JP.

- 28 -

4.2 FINDINGS
John Players customers are mostly young, identify with the image and
follow trends
Consumers look for comfort while buying sweaters and since most
customers are not aware of the fabric/blends, warmth, comfort and hand
feel are taken as signs of quality
Customers do not distinguish between cotton flat knits and woolen
sweaters hence many people buy brands like Reebok, Adidas and Octave
Though mostly customers are satisfied with the branded sweaters available
in the market, they are price conscious when enquired about their
willingness to spend
The category is dominated by only sweater brands like Monte Carlo,
Pringle and Casablanca and consumers bank upon these for
quality,
designs and comfort and the Top of mind recall awareness is highest there

CONCLUSION
Brand pull and fashion/trend are important factors for customers while
buying sweaters. So a range providing for both work and non work keeping
in mind the trend is required
Not much is available in the market for party in sweaters. Few brands like
Van Huesen and Provogue offer party line. This market gap can be catered
to
Customers want a deal hence they want comfort and trendy fashion at
affordable prices as most of them do not want to spend beyond 1500 on a
single purchase
Customers like John Players for price and style/design with nearly 50%
people citing these as the reasons why they like JP. Hence, these need to
be emphasized in the sweater range for A/W 08-09

- 29 -

5. PROPOSED RANGE FOR JOHN PLAYERS SWEATERS A/W 08-09

STYLE/ DESIGN
FABRIC/BLEND
MRP
CASUAL
Stripers in round neck, v 50% lambs wool 50% acrylic, 1095-1195
neck.
10gg
Basic structures with
branding
V necks vests with cables
and stripes
Front
open
raglan
sleeved
FORMAL/WORK
Solids in mlange
V neck solids with cables
and ribs
PARTY/CLUB
Fully fashioned with print
and
embroidery,
Jacquard

80% lambs wool 20% nylon

1195-1295

100% acrylic,
70% acrylic 30% wool
80% lambs wool 20% nylon

695-795

fine gauge merino wool

80% lambs wool 20% nylon

1495-1695
1395-1495

1295-1395

Fine gauge wool, modal any 1395-1495

nylon blend

- 30 -

5.1 PROPOSED QUANTITIES FOR JOHN PLAYERS SWEATERS

For John Players: Approximately 100 stores in north India

AGR for proposed range is Rs.1280 approximately
AW season : 90 days (Oct, Nov, Dec)
Proposed quantity 48000 pieces
=> 53 size sets in a store on an average
=> aiming to achieve .5 size set or 5 pieces sale per day per store
=>48000* 1280 = 61440000 (Total business)
=>48000*80/100*1280 = 49152000 @ 80% sell through

- 31 -

6. FORECAST FOR COMING AUTUMN WINTER

COLOR FORECAST
The mens forecast straddles the niche between the thoughtful sophistication of the
womens projection and the nature-inspired mystique of the interiors/environmental
palette. A warm range of brown and buff tones, like Mane and Cavern, are offset
by inky blues and purples, slate grays and vegetable greens.
A creamy yellow and vivid coral indicates the strength of these shades as
contemporary accents. Entitled A New Order and incorporating many mythical or
magical ideas, this palette addresses the ongoing revolution in American mens
style, and suggests that the modern man may be seeking more primordial roots
through color.

- 32 -

MATERIALS
Soft fluffy wools, mohair, cashmere, velvety cashmere textures, wool-silk blends,
light weight thick yarns, velvet, chenille, fake fur, colored fleece, soft cotton jerseys.
Baby and royal alpaca, super kid mohair, cashmere,
fine merino wools.
Cotton jerseys, fleece, felted knits, padded and quilted knits, cotton mix silks, new
developments in cross-dying in order to create different nuances, open work stitch
and lace, silver colored metals and treads.
PATTERNS
Classic wool with micro patterns, natural fibers with original type cables, inventive
varieties in cables and ribs, all kind of checks from mini to tartans, herringbone,
hounds tooth, birds eye, Prince of Wales, Argyle, refined fill fills, new
combinations in weaving techniques (lurex with Shetland), overprinting,
embroidered details

- 33 -

- 34 -

Wardrobe constitutes of more Sweaters for lower salary bracket

- 35 -

Hypothesis

H0:
H1:

1 = 2 = 3 = 4 = 5 = 6
i j for at least one pair i, j

Result: P value < .05 , Reject null

- 36 -

Wardrobe constitutes of more Formal Suits for higher salary bracket

- 37 -

Correlation

coefficient

Amount Spend 0.767

- 38 -

Not a very robust model since the R-sq(adj) on 32%

- 39 -