project on mahindra tractors

CONSUMER BEHAVIOUR TOWARDS MAHENDRA TRACTORS, BELLARY

Introduction Gone are the days when people used to take a lot of trouble to meet their loved ones, travelling on foot or using bull carts. The automobile industry has evolved as a savior for everyone. The growth of automobile industry has shrunk the world and made everything easily accessible. Present day scenario of business In the last two decades the world of business has undergone rapid transformation which has led to the advent of newer and newer technologies in the bike industry. As a result , the domestic companies have to strive through a long way to find a place in the market. Every company has its own strengths and weakness and a proper balance has to be struck between them in order to carry on their activities without any hindrance. Every competitor is a major threat to every manufacturer. Therefore, domestic companies cannot ignore competitors and market if they to find a safe place in today‟s market. In order to stay afloat in the market, the marketers of consumer goods have to adopt „more for less‟ policy, „satisfaction guaranteed‟ policy. Another important factor in today‟s business climate is the trust on safeguarding the environment in order to prevent pollution or any other hazardous effect Today’s consumer Consumers of today have varying needs and unlimited wants. As a result, the consumer value and satisfaction have become the focus of every marketer. Consumer behavior is the study of how and why the consumer behaves in a particular way. Another important feature of today‟s consumer is the want for a multipurpose product at a reasonable price.

The marketers have to understand the psychology of consumers and adopt the value chain concept as a company tool for identifying ways to create consumer value and satisfaction. [SREE GURU THEPPERUDRA COLLEGE]

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1.1Title of the study A STUDY ON COSUMER BEHAVIOUR TOWARDS MAHINDRA TRACTORS, BELLARY

(A Study under Taken at Bellary motors) 1.2 OBJECTIVES OF THE STUDY: To know consumer behavior of purchasing MAHINDRA TRACTORS.  To evaluate consumer satisfaction of the MAHINDRA TRACTORS.  To find out any more improvements to be done to the present vehicle i.e. MAHINDRA TRACTORS. To study the present market scenario of the two wheeler bike industry in India. LIMITATION OF THE STUDY: The study has undertaken for 30 days, only few aspects of consumer behavior could be studied on.  The study is confined to only BELLARY region. The sample size chosen for the questionnaire was only „100‟ & that may not represent the true picture of consumer behavior about the MAHINDRA TRACTORS. The current study is limited only to mopeds.  Analysis of data collected from questionnaire was done on the assumption that the respondents have given the correct information.  Preferences and responses of customers would change over a period of time . [SREE GURU THEPPERUDRA COLLEGE]

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 Recommendations made are within the limited information and experience of the researcher.

1.3Methodology and sampling plan The report is made to find out the consumer behavior towards MAHINDRA TRACTORS by using two sources of data methods of marketing research. Sources of data:Primary data and secondary data: Primary data: the primary method of collecting data through questionnaire method and interview method Secondary data: secondary data gathered from various sources like internet, magazine etc 1.4Sampling size and methodology adopted “50” samplings and methodology adopted” questionnaires cum interview method. [SREE GURU THEPPERUDRA COLLEGE]

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1.5 Sources and tools Sources and tools to be under taken giving a general statement of the method used i.e., questionnaire& interview method Data sources

: primary data

Research instrument: questionnaire& interview method Sampling plan

: 50 members

[SREE GURU THEPPERUDRA COLLEGE]

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Chapter 2 Introduction to the Industry


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+Tractors in India As commercialization of agriculture grew in intensity in the mid-to-late 19th century the British Raj and the local legislatures and provinces began investing in agricultural development through support and establishment agricultural research farms and colleges and large scale irrigation schemes yet the level of mechanization was low at the time of independence in 1947. The socialist oriented five year plans of the 1950s and 60s aggressively promoted rural mechanization via joint ventures and tie-ups between local industrialists and international tractor manufacturers. Despite this aggressiveness the first three decades after independence local production of 4-wheel tractors grew slowly. Yet, by the late 1980s tractor production was nearly 140,000 units per year and by the late 1990s with production approaching 270,000 per year, India over-took the United States as the world's largest producer of four-wheel tractors with over 16 national and 4 multi-national corporations producing tractors today. Despite these impressive numbers FAO statistics estimate that of total agricultural area in India, less than 50% is under mechanized land preparation, indicating large opportunities still exist for agricultural mechanization 1945 to 1960 War surplus tractors and bulldozers were imported for land reclamation and cultivation in mid 1940's. In 1947 central and state tractor organizations were set up to develop and promote the supply and use of tractors in agriculture and up to 1960, the demand was met entirely through imports. There were 8,500 tractors in use in 1951, 20,000 in 1955 and 37,000 by 1960. 1961 to 1970 Local production began in 1961 with five manufacturers producing a total of 880 units per year. By 1965 this had increased to over 5000 units per year and the total in use had risen to over 52,000. By 1970 annual production had exceeded 20,000 units with over 146,000 units working in the country. [SREE GURU THEPPERUDRA COLLEGE]

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1971 to 1980 Six new manufacturers were established during this period although three companies (Kirloskar Tractors, Harsha Tractors and Pittie Tractors) did not survive.HMT, a large public sector unit, began manufacturing Agricultural Tractors in 1972 under the HMT brand name with technology acquired from Zetor of the Czech Republic. Escorts Ltd. began local manufacture of Ford tractors in 1971 in collaboration with Ford, UK and total production climbed steadily to 33,000 in 1975 reaching 71,000 by 1980. Credit facilities for farmers continued to improve and the tractor market expanded rapidly with the total in use passing the half million mark by 1980. 1981 to 1990 A further five manufacturers began production during this period but only one of these survived in the increasingly competitive market place. Annual production exceeded 75,000 units by 1985 and reached 140,000 in 1990 when the total in use was about 1.2 million. Then India - a net importer up to the mid-seventies - became an exporter in the 1980s mainly to countries in Africa. 1991 to 1997 Since 1992, it has not been necessary to obtain an industrial license for tractor manufacture in India. By 1997 annual production exceeded 255,000 units and the national tractor population had passed the two million mark. India now emerged as one of the world leaders in wheeled tractor production. 1997 to 1999 Five new manufacturers have started production since 1997. In 1998 Bajaj Tempo, already well established in the motor industry, began tractor production in Pune. In April of the same year New Holland Tractor (India) Ltd launched production of 70 hp tractors with matching equipment. The company is making a $US 75 million [SREE GURU THEPPERUDRA COLLEGE]

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initial investment in a state of the art plant at Greater Noida in Uttar Pradesh state with an initial capacity of 35000 units per year. Larsen and Toubro have established a joint venture with John Deere, USA for the manufacture of 35-65 hp tractors at a plant in Pune, Maharashtra and Greeves Ltd will produce Same tractors under similar arrangements with Same Deutz-Fahr of Italy. Looking to South American export markets Mahindra and Mahindra are also developing a joint venture with Case for tractors in the 60-200 hp range. Total annual production was forecast to reach 300,000 during the following year. 1999 to Present Facing market saturation in the traditional markets of the north west (Punjab, Haryana, Western Uttar Pradesh) tractors sales began a slow and slight decline. By 2002 sales went below 200,000. Manufacturers scrambled to push into eastern and southern India markets in an attempt to reverse the decline, and began exploring the potential for overseas markets. Sales remained in a slump, and added to the market saturation problems also came increased problems of "prestige" loan defaults, where farmers who were not financially able took tractors in moves to increase their families prestige. There are also reported increased misuse of these loans for buying either lifestyle goods, or for social functions. Government and private banks have both tightened their lending for this sector adding to the industry and farmers woes. By 2004 a slight up tick in sales once again due to stronger and national and to some extent international markets. But by 2006 sales once again were down to 216,000 and now in 2007-08 have slid further to just over 200,000. Tractor Manufacturers Association The Tractor Manufacturers' Association of India (TMA) is housed under The Confederation of Indian Industry (CII), New Delhi. Though not all manufacturers are members TMA is recognized as the main trade group representing the agricultural tractor industry in India. Rohtash Mal, Executive Director & Chief Executive Officer of Escorts Ltd (Agri Machinery Group) is the current President of TMA.


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Current Manufacturers of Tractors in India Angad Tractors, SAS Motors Limited Balwan Tractors, Force Motors Ltd Captain Tractors Pvt. Ltd Eicher Escorts (Escort, Powertrac and Farmtrac) HMT Tractors Indo Farm John Deere Mahindra Gujarat Tractor Limited Mahindra & Mahindra MARS Farm Equipments Ltd New Holland Preet Tractor


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Same Deutz-Fahr Ltd. Sonalika (International Tractors Ltd.) Standard TAFE VST Tillers


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Profile of the Company,

Locally owned business joins U.S. Network of dealers. Medina, OH- Medina Tractors sales in now adding more valve muscles and power to its selection by offering the number one selling the Tractor in the world, Mahindra Tractors after 81 years in the business, Medina Tractors sales is joining the growing family of more than 300 U.S Tractor dealer that are offering customer the valve of heavy duty to built the last Mahindra power house. In addition, Medina Tractors sales will be offering the Mahindra’s “Best in Class” 5 years power Tractors Warranty program.

“Medina Tractors sales is provided to be a full services Mahindra dealer- parts, services sales and looks forward to sharing our great customer services with the Mahindra family. “Said Brent Hollopeter, President of Medina Tractors.” Mahindra is known for building rugged work houses that never take a day off and for more power for less money. Offering more than 30 two wheel and four wheel drive Tractors in the 18-83 horse power range, Mahindra Tractors are perfect for homeowners, hobby formers, turf managers, nursery operators and small and medium size contractors. All Mahindra tractors have a 2 year bumper warranty plus additional 3 year warranty on the drive train for residential usage [Exclude 2525]. Mahindra USA Inc, enjoys an extraordinarily high level of customer satisfaction due to an unequalled commitment to quality. A recent study found at 98% of Mahindra owners were likely to recommend Mahindra to there friends and family. [SREE GURU THEPPERUDRA COLLEGE]

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Tractors owners are not the only people touting the quality of Mahindra products. In 2007 M&M’s farm equipment sector only tractor manufacturing in the world to receive the coveted Japan quality medal for excellence in total quality management, awarded by the deming price committee care of union of Japanese scientists.

Mahindra USA is the part of US $ 7.1 billion Mahindra Groups Automotive and farm sector- the #1 selling tractors company in world is based on volumes.

For the past 26 years, the farm sector has maintained his leadership position in the Indian tractor industry, the world largest market and as a global presence with operations in 35 countries.

2003- It has deming application price in Mahindra’s form sector.

2007-Japan quality models.

Place of the Company,

 20th company in the World.  2nd company in the India [SREE GURU THEPPERUDRA COLLEGE]

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Only the tractors manufacturing plants are

    

5 Plants in India. 2 Plants in China. 3 Assembly plants in USA. 1 Assembly plants in Australia. The sector also as a subsidiary Agricultural tractors manufacturing company in India known as Mahindra Gujarat Tractor Ltd [MGTL].  Houston tax as based Mahindra USA is only owned subsidiary of M&M Ltd.  3 distribution units in USA.

Board of Directors of Mahindra and Mahindra.

The board of directors of the company has its member’s eminent person from Industry, Finance, Investment and Other branches of business who bring diverse experience and expertise to the board.


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The company’s current board of directors is as follows. Names

Designation.

Mr. Anand Mahindra.

CEO

Mr. Keshwb Mahindra.

Chairman

Mr. Anand. G. Mahindra.

Vice-Chair and MD

Deepak Shantilal

Director

MM Murugappa

Director

Bharat Naratham Joshi

Executive Director and Group Chief Finance Office.

Arun Kumar Nanda

Nandu Burioji Godrg

Executive Director and Secretary. Director

Narayanan vaghul

Director

Dr Ashok shaker Ganguly

Director

R K Kulkarni

Director

Anupam Peadip Puri

Director

Thomas Mathew

Director.


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Chapter 2.2 Profile of region under study


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PROFILE OF THE REGION UNDER STUDY

INTRODUCTION

Bellary town in Karnataka State, Southwest India, 434 Km / 270 mi Northwest of Chennai formerly Madras; population (2001) is 3,17,000. It was formerly a British Military Station and the fort is built on a bare granite rock which rises abruptly from the plain to a height of 137 m / 450 ft. Industries include cotton processing and sugar refining

Bellary was once part of an area also known as Kuntala Desha or Kuntala Vishaya. Many inscriptions refer to the Western Chalukyas as rulers of Kuntala or Kondala. HISTORY Bellary taken its named from the word BALARI which refers to goddess Dura gamma as this goddess had manifested herself in the town. The history speaks volumes about significant role it acquired during Satavahanas, Chalky‟s and Vijayanagara period. The Vijayanagara rules built the city of victory on the bank of Tungabhadra River at Hampi in Hospet taluk. Bellary is the steel city of Karnataka. Bellary district is spread from south west to north west is situated on the eastern side of Karnataka state. Bellary district is bounded by Raichur district [SREE GURU THEPPERUDRA COLLEGE]

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on the north, Koppal district on west, Chitradurga and Davanagiri district on south, Ananthpur, and Karnool district of Andhra Pradesh on the east.

The population of the district stood at 22,90,600. The geographical area is 8447 sq; kms. It has revenue sub divisions. Bellary sub division and Hospet sub division. The six ratios were 965, which are slightly higher than the average of 960. The normal rainfall 639.

THE ROCKS

Granite rocks and hills form a prominent feature of Bellary and granite quarrying is big business. The city is spread mainly around two huge rocky granite hills. The Bellary Gudda and Kumbara Gudda. These 2 hills are dominant features of the city and are visible from every part of the city.

BELLARY FORT


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The Bellary Fort is built on top of the Bellary Gudda or the fort hill. The fort was built round the hill during Vijayanagara times by Hanumappa Nayaka. The fort is divided as Upper Fort and Lower Fort.

GEOGRAPHY Bellary is located at 15.15 degree north, 76.93 degree east. It has an average elevation of 445metres (1459 feet). The summer temperature can reach a scorching 48 degree and the winter as low as 11 degrees. BRITISH COLONIAL BUILDINGS The following is a list of buildings built during the British Colonial period, despite many of them having been partially modified, they retain the typical colonial British style architecture. [SREE GURU THEPPERUDRA COLLEGE]

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 Bellary Central Jail.  Wardlaw High School Complex  St. Joseph‟s School Complex  St. John‟s School Complex  St. Philomena‟s School Complex  The District Chief Judge‟s residence and many more. Chapter 2.3 Company profile

Mahindra & Mahindra Limited (BSE: 500520) is the flagship company of the Mahindra Group, a multinational conglomerate based in Mumbai, India. The company was set up in 1945 in Ludhiana as Mahindra & Mohammed by brothers K.C. Mahindra and J.C. Mahindra and Malik Ghulam Mohammed.[3] After India gained independence and Pakistan was formed, Mohammed emigrated to Pakistan where he became the nation's first finance minister. The company changed its name to Mahindra & Mahindra in 1948.

History Mahindra & Mahindra was set up as a steel trading company in 1945. It soon expanded into manufacturing general-purpose utility vehicles, starting with assembly under licence of the iconic Willys Jeep in India. Soon established as the Jeep manufacturers of India, M&M later branched out into the manufacture of light [SREE GURU THEPPERUDRA COLLEGE]

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commercial vehicles (LCVs) and agricultural tractors. Today, M&M is the leader in the utility vehicle segment in India with its flagship UV Scorpio and enjoys a growing global market presence in both the automotive and tractor businesses. Over the past few years, M&M has expanded into new industries and geographies. They entered into the two-wheeler segment by taking over Kinetic Motors in India.[5] M&M also has controlling stake in REVA Electric Car Company[6] and acquired South Korea's SsangYong Motor Company in 2011.[7] The US based Reputation Institute recently ranked Mahindra among the top 10 Indian companies in its 'Global 200: The World's Best Corporate Reputations' list From army vehicles to farm tractors to major automobile manufacturing, Mahindra's relationship with American industry goes back quite a few years. American GI's who served in India during World War II recognize our parent company, Mahindra & Mahindra, which in l945 was selected to assemble the famous Willis Jeep. Following Indian independence in 1947, Mahindra & Mahindra charted a course of product expansion and globalization. The philosophy led to the company's entrance into the worldwide tractor market. In 1962, M&M formed a joint venture with International Harvester to make tractors carrying the name Mahindra name-plate for the Indian market. Armed with engineering, tooling and manufacturing know-how gained from this relationship, M&M-a major auto maker- developed its first tractor, the B-275. This successor to International Harvester's incredibly popular B-414 is still the basis for some current Mahindra models. Today, Mahindra is the third largest tractor manufacturer in the world with sales of nearly 85,000 units annually in 10 countries. This places them ahead of John Deere & Kubota. In India, Mahindra has been the number one selling brand since 1983. The various types of tractors model and its prices.


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Tractors Models

Prices (in lakhs)

275 DI New BP

4, 76,595

275 DI Old BP

4, 82,595

275 DI NST

4, 91,595

295 DI Turbo

4, 91,595

475 DI New BP

5, 01,595

475 DI Old BP

5, 01,595

475 DI MKM

5, 02,595

475 DI Total [without Case vehicles]

475 Delux [OTB] [SREE GURU THEPPERUDRA COLLEGE]

5, 30,595

5, 40,595 Page 21


575 DI New BP

5, 40,595

575 DI Old BP

5, 33,595

575 DI NST

595 DI Turbo

605 Arjun [Base]

5, 42,595

5, 62,595

5, 84,595

605 Arjun [Carrarro] Harvester special

6, 32,595

605 Arjun [RJCE] Construction loader


6, 51,595

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Profile of the Branch,

Bellary Automotive is situated in Bellary was established in the year 18-02-2005. Since than 5years life it has served the people of Bellary it is located at Opposite “BSAL” Anantapur Road Bellary.

It is a partnership firm Bellary Automotives is managed by Mr. R K Nagaraj B.com, Bellary.

There is 10 employees is working in Bellary Automotives excusive showroom in Bellary.

The sales items is managed by Mr. Nagaraj B.E [MEC].

There are 2 Accountants 7 salesman, 1 Office Manager.


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The motive is to maintain customer’s relationship and to increase their sales. They have fewer competitors. They provide the following facilities to their employees.

Financial Assistance,

 Increments  Incentives  Bonus etc. They have made an investment of RS 40, 00,000 with financial assistance from APMC and State Bank of Mysore. They are giving a very good demonstrations of the tractors to their customers visiting frequently is more in between the timing of 10.00 Am to 1.00Pm the annual sales turnover is Rs 3 Crores.


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CHAPTER-3

   

Theoretical accepts of behavior Meaning of consumer and consumer behavior Factors influencing buying Buyer characteristics


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THEORETICAL ASPECTS OF BEHAVIOR Introduction:The study of consumer behavior is the study of how individuals make decision to spend their available resources (time, money & effort) on consumptionrelated items. It includes the study of what they buy why they busy is, when they buy it, where they buy it, how often they buy it and how often they use it. Consider a more durable product, such as the Two-wheeler. What kinds of consumer by fax machines for how use? What features do they look for? What benefits do they seek? How likely they to replace there are old models when new models with added features become available? The answers theses questions can be found through consumer research and can provide manufactures with important input for product scheduling, design, modification & promotional strategy. Although how and why consumer make decisions to buy goods and services consumer research goes far beyond these facts of consumer behavior and encompasses all of the behaviors that consumers display in searching for purchasing, using, evaluating, and disposing of products & services that they except will satisfy their needs.


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Marketers must decide at whom to direct their promotional efforts the buyer or the user. For some products, they must identify the person who is most likely; to influence the decision-who may be neither the buyer nor the user.

Some

marketers believe that the buyer of the product is the best prospect others believe it is the user of the product, will still others play it safe directing their promotional efforts to both buyers and users. Consumer behavior was a relatively, new fields of study in the mid to late 1960‟s. with no history or body of research of its own, the discipline borrowed heavily from concepts developed in other scientific discipline, such as psychology ( the study of how an individual), sociology (the study of groups), social psychology (the study of how and individual operators in groups), anthropology (the influence of society on the individual) and economics. Many early theories concerning consumer behavior based on economics theory, on the notion those individuals at rationally to maximize their benefit (satisfaction) in the purchase of goods and services.


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MEANING OF MARKET Market plays a very important role in management field. Where buyers and sellers come at one point and make their business transactions all the activity and business transaction will be done at one particular place. That place is called market. Importance of the market: Market plays a very crucial role and make their purchase and sale decision. A market is a dynamic world. A market is a place where buyer and seller meet together is place where consumer can satisfy their needs and wants. Definition/meaning of market: Although the description of the marketing has around some semantic controversies, which has retained thematic similarity emphasis variations notwithstanding. According to Philip kiotler “The process of planning and execution the conception pricing promotion and distribution of ideas goods services to create exchange that satisfy individual and organization goals,” According to America,: marketing association(AMA): “Marketing is concerned with the people and activities involved in the flow of goods and service from the producer to consumers.” Who is Consumer?


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Consumer is one who is an actual user of the goods and services, who express his feelings after actual use, whether the goods and services are up to his satisfaction of not. In other words consumer are persons who act in the capacity of consumers, whether they consume on their own behalf (final consumer) or consumer‟s a necessary part of these employments in institutions or industry

Consumer Behavior:According to LONDON Della Bitta consumer may be defines as “The decision process and physical activity individuals engage in men evaluating, acquiring, using or disposing of goods and services”. According to Webster it may be defined as “All psychological social and physical behavior of the potential customers as they become aware of evaluate purchases, consume and other product and services”. In chart consumer behavior is the act of consuming or using goods or services. So in consumer behavior we consider not only part of decision process but also why, after and under what condition the purchases in needed. The buying process [SREE GURU THEPPERUDRA COLLEGE]

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To be successful, marketer have to go beyond the various influences on buyers and develop an understand of how consumers actually make their buying decisions. Specifically marketers must indentify who makes the buying decisions and the steps in the buying process. Buying roles: we can distinguish five roles people might play in a buying decision:Initiator: a person who first suggest the idea of buying the product or service. Influencer: a person whose view or advice influences the decision. Decider: a person who decides on any component of a buying decision-whether to by, what to buy, or where to buy. Buyer: the person who makes the actual purchase. User:- a person who consumes or uses the product or service. Buying behavior:


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Consumer decision-making varies with the type buying decision. Complex and expensive purchases are likely to involve more buyer deliberation and more participants. Assael distinguished four types of consumer buying behavior based on the degree of buyer involvement and the degree of differences among brands.


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Major factors influencing buying Behavior The buyer‟s behavior is influenced by four major factors which are as follows: Factor influencing consumer behavior:Cultural factors  Culture  Subculture.  Social class. Social factors  Reference group.  Family.  Roles and statuses. Personal factors  Age and stage in the life cycle.  Occupation.  Economic circumstances  Life style.


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Psychological factors  Motivation  Perception.  Learning


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BUYER CHARACTERISTICS:-

INFLUENCING CONSUMER:

Cultural Culture

Social Reference Groups

Sub culture Family Social class Role & Strategies

Personal

Psychological

Age & Life Occupation Economics Circumstance Life style Personality

Motivation Perception Leading Attitude & Beliefs

B U Y E R

Philip kottler Marketing management


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CULTURAL CHARACTERISTICS The broadest influence on the buyer is the buyer cultural characteristics, particularly the buyer‟s culture, sub-culture and social class identification. CULTURE: It is the most fundamental determinant of wants and behavior whereas of lower creatures is largely by instinct, human behavior is largely learned. The new baby as it grows up in a society will earn a basic of socialization involving the family and other Key institutions. SUB-CULTURE: Each culture contains similar groups or sub-groups and each of those provides more specific identification and socialization for its members. SOCIAL CLASS: Virtually all-human societies exhibit social satisfaction. Satisfaction may take the form of a cast system where the numbers of different castes are reared for certain roles and cannot change their caste membership. Several features:  Persons within given class tends to behave more alike.  Persons as ranked as occupying inferior or superior position.


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 It is measured as weighted function of one‟s occupation, income, wealth, education, value orientation etc..  It is continues rather than discrete, with individuals able to move into a higher social class or drop into a lower one. SOCIAL CHARACTERISTICS: It includes reference group, family and status of the buyer. REFERENCE GROUPS:This group influence the person‟s attitudes, opinions and values. Some are primary groups such as family; close friends, neighbors and fellow worker and other are secondary groups such as fraternal organization & professional association. Groups they are not members of called Inspirational groups also influence people. Sports heroes & motive starts are typical members of these groups. 1. FAMILY: Of all the face groups, a person‟s a family undoubtedly plays the largest & most enduring role in influencing has or her attitudes. Opinions & values from the family the person acquires a mental set not only towards religion, politics & economics but also towards personal ambition, self worth & loves. Even if the buyer no longer interacts very much with his or her family, the family influence on the unconscious behavior of the buyer can be strong.


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2. ROLE & STATUSES: A person participates in many groups throughout life family other reference groups, organizations & institution. The person will have a certain position in each group that can be defined in terms of role & status. Each role has a status attached to it. This reflects thegeneral esteem according to that role in society or in the eyes of the immediate group. III. PERSONAL CHARACTERISTICS: The buyer‟s age and life cycle occupation, economic circumstances, life style & personality also influence a buyer decision. 1. AGE AND LIFE CYCLE The concept of family life cycles has been developed to help identity possible changing wants, attitudes & values, as people grow older. Seven stages of the family life cycle have been distinguished. The bachelor stage

: young, single people.

Newly married couples

: young no children.

The fullness I

: young married couples with youngest Child under six.

The fullness II

: young married couples with youngest Child six or over.


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The fullness III

: older married couples with Depending on children.

The emptiness

: older married couples with no Children are living with them.

The solitary survivors

: older single people.

2.OCCUPATION Persons occupation will lead to needs and wants for goods services. A blue cooler worker will buy work clothiers & work shoes.

His or her company

president buys expensive goods.

3. ECONOMICS CIRCUMSTANCES People‟s economic circumstances will greatly affects the goods & services they consider & buy. Their circumstances consist of their income saving & asset, borrowing power & attitude towards spending versus saving. 4. LIFE STYLE People coming from some sub-culture, social class, and even occupational group can choose to lead quite different life styles. Marketers believe that person‟s products and brand choices are a key indicator of his of her life style. [SREE GURU THEPPERUDRA COLLEGE]

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5. PERSONALITY Personality describes the organization of the individuals distinguishing character trait attitudes and habits. Each person has a distinct personality marketed by such traits as their degree of extraversion versus introversion impulsiveness versus deliberativeness, creativity versus conventionality and activeness versus passiveness. IV. PSYCHOLOGICAL CHARACTERISTICS Four major Psychological process motivation, perception learning & beliefs & attitudes also influence a person‟s buying choice. A.MOTIVATION A person will recognize himself or herself as having all kinds of needs at any point in time. Some needs are, Biogenic need for food, drink, sex and bodily comfort. Psychogenic – such as need for recognition, response or variety of experience. A motive is stimulated need that it sufficiently pressing to direct the person towards the goal of satisfying the need. B.LEARNING: A motivated person is ready to act. How the motivated person decides to act is influenced by him or her perception of the situation. Two people in the same [SREE GURU THEPPERUDRA COLLEGE]

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motivated state and objective situation may act quite differently because they perceive the situation differently. When people act, they experience direct and indirect effect, which influence their future behavior learning, is the name given to the change in an individual behavior arising from experience most of behavior is learned. C.BELIEFS AND ATTITUDES: Through the learning process, people acquire their beliefs and attitudes. These in turn influence their behavior. A belief is a descriptive thought that a person holds about something manufacturers are very much interested in the beliefs that people carry in their heads about their products and services. An attitude describes a person enduring favorable or unfavorable condition evaluation, emotional, feeling and action tendencies towards some objects or idea. Attitudes function in people‟s level to enable them to have a fairly consistence behavior towards similar classes of objects. 1. BUYERS CHARACTERISTICS: To understand buyer characteristics we should understand cultural, social, personal and psychological factors. 1.1 Product characteristics 1.2 Seller characteristics 1.3 Situational characteristic [SREE GURU THEPPERUDRA COLLEGE]

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1.1 PRODUCT CHARACTERISTICS: Various characteristics of the product that is quality and backup services will influence the buying outcome. 1.2 SELLER CHARACTERISTICS: Characteristics of the seller that is retailer‟s knowledge, ability, friendliness and services will influence the buying outcome. 1.3 SITUATIONAL CHARACTERISTICS: Various situational factors that are time pressure, time of the year, weather chance meeting with friends and the current economic outlook will also influence the buying decision. All four components of buying situation- buyer product, seller and situation interact to product the buying outcome.


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Table 1:Table showing on Age of respondents

YEARS

No. of Respondents

Percentage

BELOW-20

7

20%

20-30

10

25%

30-40

27

40%

40-50

4

10%

ABOVE-50

2

5%

Total

50

100%

45

Age chart

40 35 30 25 20 15 10 5 0 Below-20

20-30

30-40

40-50

above-50

INTERPRETATION


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It is obvious from the table that the respondent who is in the age group of 30-40 years has preferred the Mahindra Tractor when to other groups. The second place goes to the respondent whose age group is in between 20 to 30 and their percentage is 25%

Table 2:Mode of sales

Particulars

No. of Respondents

Percentage

Cash

10

20%

Credit

40

80%

TOTAL

50

100%

sales

15%

cash credit

85%


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INTERPRETATION Among the 50 mumbers 80% respondents were purchase by credit and remaining were by cash.

Table3: source of purchase

Particulars

No. of Respondents

Percentage

Showroom

40

80%

Friends

Nil

Nil

Relatives

10

20%

total

50

100%

purchase

showroom

friends

reletives

INTERPRETATION [SREE GURU THEPPERUDRA COLLEGE]

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From the above table, it was explained that among 50 respondent 80% of them were purchased in the show room, 16% of them from other source, of them from relatives. Table4:models of tractors SL.NO

PARTICULARS (NO OFBRANDS)

NO OF PERCENTAGE RESPODENTS

1

Mahindra-275

20

40%

2 3 4 5

Mahindra-575 Mahindra-585 Mahindra-475 Mahindra-arujn

15 8 5 2

30 % 16% 10% 4%

TOTAL

50

100%

satiasfaction 4% mahindra275 16% 40%

mahindra 575 mahindra475

10%

mahindra585 30%

mahindra arjun

INTERPRETATION [SREE GURU THEPPERUDRA COLLEGE]

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It has been further obsereved from the table that 40% of the share is given to Mahindra – 275 in the market is 40%, Mahindra - 575 is 30%,Mahindra - 585 is 16%,Mahindra - 475 is 10% and rest to Mahindra arjun .

Table5: Showing the Color Of the Tractors

Education

No. of Respondents

Percentage

Below&SSLC

30

60%

PUC

15

30%

DEGREE

5

10%

50

100%

Total

30 30 25 20

15

15 10 5

5 0

[SREE GURU THEPPERUDRA Blue COLLEGE] Red Clours

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INTERPRETATION The field survey indicats that the blue color is more prefer by respondents that is 60%. Red is preferred by 30% respondents and other 10% of respondents prefer diversification of color.

Table 6: Showing The Pricing Policy

OCCUPATION No. of Respondents

Percentage

Very High

5

10%

High

15

30%

Reasonable

30

60%

TOTAL

50

100%

30

30 25 20 15 15 10 5

[SREE GURU THEPPERUDRA COLLEGE] 5 0

Page 49 0

Very High

0


INTERPRETATION Above diagram indicats that the price polcy followed by this company for its tractors quite attractive and very low when compared to other competitors.

Table7: Showing the mileage Of Respondents mileage 0-5km/liter 5-10 km/liter Above-10km/liter total

No. of Respondents 16 24 10 50

Percentage 33% 49% 18% 100%

mileage 60

50

40

[SREE GURU THEPPERUDRA COLLEGE] 30

20

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INTERPRETATION The above table clearly reveals that the majority of the respondents, i.e. 20% tune of have preferred this Mahindra tractor as it gives more mileage i.e. above 10 km/Ltr.

FINDINGS & SUGGESTIONS Findings A study has been conducted to understand the consumers behavior , beliefs , brand loyalty , brand image and attitude towards Mahindra tractors. Following are the findings from data analysis  It is observed that most of the people who preferred are Mahindra tractors pleasure are 20-30 years below 20 years 45% and 29%.


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 It is observed that from the study that maximum percentage of Mahindra tractors pleasure is high demand among the farmers and traders.  It is found that factors influenced to respondents to prefer mahindra tractors are driving comfort, safety, fuel effiance and mileage.  It is found that satisfaction level of mahindra tractors with consumer is satisfied.  The quality of after sales service rendered by the dealer of mahindra tractors is satisfied.

SUGGESTIONS Since there is an increasing demand for Mahindra tractors in the market I suggested that,


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 Good positioning of Mahindra tractors is to be done to the target group to increase sales of volume and market share.

 In order to promote sale of vehicles of company should undertake massive advertisement through different Medias. As there is a cut throat competition from the rivals in the market, advertisement is must.

 I suggested that Mahindra tractors should provide excellent sales service to the customers, which will add to the company brand image. The mileage given by the Mahindra tractors is good compare to the other tractors. Therefore I suggest that the company should increase mileage of the Mahindra tractors by adopting the latest technology in order to increase the sales volume

CONCLUSION [SREE GURU THEPPERUDRA COLLEGE]

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To conclude the summer project on "consumer satisfaction towards Mahindra tractors” Bellary. I have received both favourable and unfavourable responses from the respondents. I have met 50 customers of different places and accommodated at bellary automotives and findings were enlightened to me. The project work has helped in studying and understanding the practicalities of organisation. The study of “consumer satisfaction towards Mahindra tractors Bellary" The data was collected from various sources and also through the tools like questionnaire and relevant interaction with Manager bellary automotives Bellary and relevant interaction with concerned persons. The need was identified in the form of findings and suitable suggestions were put forth. in the form of suggestions.


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BIBLIOGRAPHY

BOOKS

1. Marketing Management

- Philip Khotler

2. Principles of Marketing

- T.N Chaabra

MAGZINES:

 The Business Today

INTERNET BROWSING: Website: www.kisanmitr.com www.mahindratractors.com


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project on mahindra tractors

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