To discuss the challenges and opportunities in the field of rural marketing.
Marketing may aptly be described as the process of defining,anticipating and knowing customer needs, and organizing all theresources of the company to satisfy them. In fact, satisfaction of customer’s needs and wants provides the rationale for the firm’sexistence. Knowledge of consumer behaviour, therefore, is vital for a firmto achieve its marketing goals. The consumer’s behaviour comprises theacts, processes and social relationships exhibited by individuals, groupsand organizations in searching, obtainment, use of, and consequentexperience with products and services. An understanding and knowledgeof the motives underlying consumer behaviour helps a firm in seekingbetter and more effective ways to satisfy its customers. It helps to selectappropriate sales and advertising strategies, and to plan marketingprogramme in a more efficient manner. The rural market of India started showing its potential in the1960s. The 70s and 80s witnessed its steady development. And, there areclear indications that the 21
century is going to see its full blossoming.In our country, where research on consumer behaviour has beennominal, not much systematized information is available about the ruralconsumers. Only a few enlightened companies, known for theirmarketing orientation, viz., Hindustan Lever, Philips India, Asian Paints,Singer and Larsen and Toubro have made concrete efforts in thisdirection. But, by and large, we have still to understand the rural buyer,