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EXECUTIVE SUMMARY

VIJI POWER TRANSFORMERS PVT. LTD is the pioneer manufacturer of electrical


products in Bangalore. The company has dependably been contributing towards the
advancement of the designing division in Bangalore by introducing a scope of value electrical
types of gear by creating several specialists, talented labourers and professionals through its
apprenticeship plans and preparing programmes.

I as of late have done my internship in VIJI POWER TRANSFORMERS PVT. LTD. In


which i got training from its dispersion transformers unit. The internship essentially rotated
around the transformer design, manufacturing, and support. The framework, the style of
working and the dedication of the representatives in VIJI POWER TRANSFORMERS PVT.
LTD is truly commendable.

The distinction between the achievement and disappointment is doing things right and doing
things about right and VIJI POWER TRANSFORMERS PVT. LTD has constantly striven for
achievement and that it is known to be one of the main organisations in Bangalore.

In this report i have given an exceptionally brief audit of what i have seen and learnt amid my
internship. i have said all these as i have made an internship as per the time table. This report
will give the pursuer information about the VIJI POWER TRANSFORMERS PVT. LTD and
power division particularly about transformers unit.
I have made it conceivable to compose every last thing that i have learnt here. i have all my
useful endeavours as this original copy that is the benefit for my future profession.

Chapter 1

1.1 INTRODUCTION ABOUT THE INTERNSHIP

To enhance our analytical professionalism in relation to the fore mentioned objective the
curriculum project undertaken by me covers customer buying behaviour in manufacturing
industry. The study was undertaken in VIJI POWER TRANSFORMERS PVT. LTD
Bangalore.

1.4 OBJECTIVES OF THE STUDY

v To study marketing of electrical power transformers.


v To study customer buying behaviour while purchasing power transformers.
v To know specific aspects related to buying behaviour of the customers.
v To know the potential of the market and expand into new markets and business.

1.5 SCOPE OF THE STUDY


v Customer conduct consider helps in distinguishing the unfulfilled needs and needs of
buyers
v A survey of market openings regularly helps in recognizing particular buyer
fragments with exceptionally unmistakable and novel needs and need
v Once unsatisfied needs and needs are distinguished, the advertiser needs to decide the
correct blend of item, value, appropriation and advancement

1.6 RESEARCH METHODOLOGY

DATA COLLECTION METHOD

The project report was prepared using two methods: primary & secondary data. Primary
information has been utilized for the reviews of all around structured questionnaire
were prepared and the survey has been undertaken. Feedback for the display has been
gathered by making inquiry and perception and furthermore has been finished by
fulfilling essential data.

The secondary data was enabled from different books, journals, websites, company
manager and staff.

Primary data - field survey and feedback

Secondary data - VIJI TRANSFORMERS PVT. LTD records, books company


websites.

Area of search - Bangalore

Research approach - survey method

1.8 LIMITATIONS OF THE STUDY

The overall study is undertaken on a sample size method so it is possible that the
feedback enabled by such respondents may not tally with the actual total customers
of this industry.
This project grabbed opinions of only the customers of VIJI POWER
TRANSFORMERS PVT. LTD so the opinions of total manufacturing industry
customers feedback may vary.
As we had limited time to complete our project so this project covered only some
areas.
Chapter 2

2.1 INDUSTRY PROFILE

In 1990, India and China had practically a similar GDP for each capita .From that point
forward, driven by its fabricating area, Chinas economy has developed much speedier than
has Indias and its GDP per capita on a PPP premise is 90% higher than Indias GDP per
capita .To accomplish speedier rates of monetary development India desperately needs to
fortify its own assembling segment is subject to the speculation atmosphere. The auxiliary
changes since 1990s have gained some ground .In spite of late difficulties, is all around
recognized that the changes procedure in India cant be turned around and at some point or
another these changes will be actualized . In any case, the long haul aggressive capacity of
India firms would rely on upon generation productivity. Creation productivity, thus, is reliant
on capacity to create, import and adjust new innovations among different components. India
has gained noteworthy ground in different circles of science and innovation throughout the
years and can now take pride in having a solid system of S&T organizations, prepared labour
and an creative information base. Given the quick exhausting material assets, expanding
rivalry among countries and the developing need to secure licensed innovation, fortifying the
information base is an essential issue. While Indias specialized ability is perceived world
over, there have been not kidding institutional crevices in advancing industry inquire about
foundations cooperation. This report investigates the Indian assembling division regarding
the innovation whats more, logical asset accessibility. Basic high development fabricating
areas like sustenance handling, auto segments, pharmaceuticals, light designing and so forth
have been profiled. The present innovation status, innovation improvement activities and
future goals have been distinguished to move India assembling industry accomplish high
development rates.

2.1.1 INDIAN MANUFACTURING INDUSTRY

The Indian economy is immovably on the way of consistent development. Notwithstanding


amid the most recent decade when other nations were in the grasp of a monstrous log jam,
India kept on getting a charge out of an agreeable monetary position . This current spurt in
development is pushed by radical changes, for example, the expulsion of confinements on
remote venture and mechanical de-authorizing .fitting the EXIM arrangement to advance
fares and adjusting to meet WTO responsibilities additionally added to this improvement.
This pattern is relied upon to proceed through the following five years, driven by an ideal
business strategy environment regarding tax reductions, widening charge base, and lessened
loan costs. The progression of the economy has opened new windows of chance for
assembling area. Progressively the accomplishment of assembling enterprises is subject to
developments, investigate furthermore, improvement. it is basic to stay focused as well as,
noteworthy favourable circumstances with a size of US$22 billion, the building area trades
remained at US$6.6 billion in 2001-02 whats more , imports atUS$4.9 billion that year .India
building producing area utilizes over 4 million talented and semi-gifted specialists. The
building producing division contains substantial building (70%) and light designing (30%).
Indias developing coordination with the worldwide economy and the administrations
acknowledgment that framework should be upgraded are probably going to guarantee that the
pattern rate of development increments in the following decade. Significance of assembling
segment in Indias monetary development the basic change of the Indian economy in the
course of the most recent three decades has been breathtaking development GDP of the
administrations area, which now represents around 50 for every penny of the. Be that as it
may , the fast development of the administrations area much before the assembling business
accomplishing development is not a solid sign . an information based economy cant be
supported over the long haul unless it is enough upheld by a developing assembling economy.
Also, an administration economy cant keep on thriving on a long haul premise in a nation
where more than 80 for every penny of the populace is instruction beneath the centre school
level a few parts ,for example ,IT,ITES and pharmaceuticals , will contend all inclusive
,utilizing maybe 2% of the populance and conveying riches to many parts of India . in the
meantime, around 60% of the populance will stay reliant on the rural part, sharing short of
what one fourth of indias gross domestic product .without change ,the horticulture will
keep on suffering from endemic underemployment ,low wages and rainstorm reliance . this
will bring about proceeded with urban movement , however without the advancement of a
modern area this will prompt to raising unemployment in the urban communities .
acknowledgement that this example is unsustainable is developing it is evaluated that india
needs to make 7-8 million new occupations every year outside horticulture to remain at its
represent unemployment level of 7percent .producing occupations are perfect for specialists
transitioning out of agribusiness as administration employments require abnormal state of
instruction and polished methodology . the recovery of producing division can make near 2.5
million new occupations consistently with the evacuation of every single quantitative
limitation on imports and the falling import taxes under the WTO administration , it is all the
more imperative for the Indian business to enhance its focused edge . the sheer volume of
universal exchange with more than 70 for every penny of the seven trillion dollar showcase
being in prepared assembling , emphatically shows the need of creating worldwide intensity
in this division .

2.1.2 MANUFACTURING INDUSTRY SECTORS

A) AUTOMOTIVE INDUSTRY

The car business turnover remained at US$19.1bn in 2003-04 and has been one of the
speediest developing divisions as of late .rising wage levels , proceeding with poor open
transport frameworks, more extensive accessibility of auto fund and the expansion in the
youthful populance are primary drivers of development . add up to generation of vehicles
rose from 4.2m units in 1998-99 to 7.3m units in 2003-04 volume terms , vehicle generation
is ruled by bikes , which represented 5.6 units of add up to generation in 20003-04. The
generation of traveller autos remained at 842,000 units in 203-04,trailed by three wheelers
(340,000), business vehicles (275,000) and multi reason vehicles (146,000). Generally
nearby generation is sold locally, yet rising quality has added to surge in vehicle sends out ,
which enlisted development rates of more than half in 2002-03 and 2003-04 .
B) STEEL INDUSTRY

India created 31.8 tons of unrefined steel in 2004-05 , making it one of the ten biggest steel
makers on the planet . An assortment of evaluations are created and the quality is at standard
with makers for example, south Korea and the US. expanded request from china and in
addition solid residential request, especially by shopper durables and car makers and the
development area are the key drivers of creation development. Around 40%of yield is
created in coordinated steel plants; the remaining originates from smaller than expected
plants , of which more than 180 exist , all in the private division .

C) LIGHT ENGINEERING

The measure of India light engineering industry is assessed at US $7 billion. In india , the
light building industry has an assorted modern base with huge chaotic market. It is evaluated
that light building area adds to 8-10% of a aggregate fares of the nation and its fares were
US$3 billion in 2002-03. The fares from the light designing industry in India primarily
comprises of organised steel items ; cruisers , cycles and auto segments; electrical,hardware,
media transmission and robotization types of gear; fans, channels and pumps; and metal
machine apparatus parts. The light engineering industry is a differing industry with various
unmistakable segments and sub parts . This area incorporates low-tech things like castings ,
forgings and clasp to the profoundly modern shall scale processor based process control
hardware and demonstrative restorative instruments . This gathering likewise incorporates
enterprises like heading , steel pipes and tubes and so forth . The items secured under the
building business are to a great extent utilized as contribution to the capital merchandise
industry .

D)PHARMACEUTICALS

The industry pharmaceutical industry today is in the front rank of Indias science based
ventures with far reaching capacities in the mind boggling field of medication make and
innovation . A profoundly composed area , the Indian Pharma industry is eval;uated to be
worth $ 4.5 billion , developing at about 8 to 9 percent yearly . The Indian pharmaceutical
segment is exceedingly divided with more than 20,000 enlisted units . It has extended
definitely in the most recent two decades . The main 250 pharmaceutical organizations
control 70% of the market with market pioneer holding almost 7% of the piece of the overall
industry.

E)MACHINE TOOLS

An industry , which has experienced a radical move in its worldwide considering, the Indian
machine device industry is currently perceived as a supplier of minimal effort excellent
encline fabricating arrangements . The industry versatilely bolsters every one of its clients to
upgrade profitability and in addition enchance intensity, for the advancement of the end client
. The Indian machine apparatus industry is around a US$500 million industry is around a
US$500 million industry . There are 138 noteworthy organization fabricating metal cutting ,
metal framing , customary and mechanized macine devices.

F)TEXTILE INDUSTRY

Materials represent around one fifth of aggregate fare profit . since the legislature segregated
for a considerable length of time against coordinated material factories , with the point of
helping house handlooms , generally processes shut down . processes as of now deliver just
4% of materials yield . Regardless of government help, the share of handlooms in all out
yield is just 18%; the remaining is created by power looms situated in sheds outside the plants
, which permit them to get away from the limitations . creation in the material business
depends on a decentralized framework with proceeding with little scale booking for
somethings . The eliminating of the . agrrement on textiles and clothing (ACT) at the start of
2005 is probably going to profit the India material industry . the business has a which upper
hand as far as as a solid and substantial multi fiber base , rich shoddy gifted work furthmore
,nearness over the whole esteem chain of the business running from turning and weaving to
the last fabricate of articles of clothing .

G)COMPUTER HARDWARE

The fast development of programming fares has pulled in a great many individuals into the
business and has invigorated the interest for PCs . Offers of PCs rose by 20% in 2004-05, to
3.6m . import progression and the passage of remote makers has changed this industry ,
which , until five years prior , was modest and overwhelmed by a couple of bringing in
segments has supported several unbranded constructing agents, which summon 62% of the
market.

2.2 COMPANY PROFILE

ABOUT COMPANY

Built up in 2008, VIJI POWER TRANSFORMERS PVT LTD .,under the brand name VIJI
is an ISO 9001:2008 ensured organisation at Bangalore. Company have been dedicated to the
outline, development also, assembling of a wide-ranging variety of transformers. Company
broad assortment of transformers incorporates oil cooled dry type with on load tap changer
alongside remote tap changer cubicle and unique application transformers from 25kVA to
20MVA/66kV class.

A set of architects having wide contribution of over 10 years facilitate us in assembling


these transformers according to relevant designing values complying with the momentous
quality measures in light of IS 11171. Transformers are prepared utilizing most recent
building rehearses with comprehensive assessment at every phase of produce guaranteeing
excellence and dependability of these transformers. Company transformers have been sort
tried effectively at C.P.R.I. Bangalore and ERDA Vadodara. Keeping in mind the end goal to
address the issues of our regarded buyers , we have an undeniable processing plant at 137/3
Dasanapura Hobli ,Magadi main road near Kadbagere cross Bangalore and outfitted with all
current assembling testing and materials taking care of offices ready to handle 30/7.5 Tonne
capacity.

Company transformers are very much acknowledged by company clients and countless items
have been provided and are being used rendering proficient and inconvenience free
administration. These transformers are endorsed by all Electricity Boards for establishment at
Residential Apartments, commercial complexes, formats, industries, hospitals, and so on.
With various plans, we at VIJI POWER TRANSFORMER PVT LTD are gifted at meeting
the necessities of company clients for custom arrangements.

Company sister concern creation unit of involvement in creation, assembling and supply of
force and conveyance transformers tank up to 50 MVA and furthermore created things like
link box, conservator, and so forth, give its administration to meet client prerequisite.

2.3 PROMOTERS

BOARD OF DIRECTOR

DINAKAR BARANDADI

SHOBHA DINAKAR

2.4 COMPANY VISION

To create clean, Economic and greener power systems for the better usage of the minimum
available energy for everyones need and reducing the Transmission and Distribution losses
by supplying the most efficient products.

2.5 COMPANY MISSION

To be global leaders in products manufactured and marketed by us with a determined pursuit


of excellence in innovation and technology.

2.6 QUALITY POLICY

The administration and group of VIJI POWER are focused on nearly screen with accuracy to
convey on the most on each part of the business to those guidelines that offer the most
elevated conceivable nature of administration to all customers. This is bolstered by a dynamic
administration style that supports the quality culture all through the gathering of organisations
are not just restricted to full scope of repairs and support administrations for power
hardwares transformers , and its related auxiliary gear additionally incorporates
administrations reached out to new parts, Component repairs , changes , redesigns and
establishment administrations. All administration related work is attempted either in our
processing plant arranged at Bangalore or on at client site Company designing and
specialized administration capacities incorporate rerates, overhauls, disappointment
examination and more other client particular administrations. VIJI POWER built up in year
2008, is occupied with business of engineering, design, manufacture, supply, repairs,
modification of transformers, supply of extras, erection, testing, commissioning and review
of a wide range of transformer. We give a one stop specialist organisation providing food
control arrangements that will cover each part of client necessity, a vast venture or a
circumstances including emergency driven crisis breakdown benefit.

2.7 COMPANY PRODUCTS

v Distribution transformer up to 25kva- 2500kva, 33kv class


v Power transformer up to 2500kva-12000kva,33kv class
v Dry type transformer up to 1000kva ,11kv class
v Furnace transformer up to 1000kva,33kv class
v Converter transformer up to 1000kva,33kv class
v Turn key projects
v LBS,LBS with meeting cubical and switchgears
v All types of fabricated transformer tanks up to 100MVA
v All sign board equipments
v Solar power products
v Dry type enclosures and panel box
v OLTC BOX

2.9 COMPETITORS

1. SABTRON TRANSFORMERS AND ELECTRO EQUIPMENTS

2. KAMATH TRANSFORMERS PRIVATE LTD

3. MIRACLE ELECTRONIC DEVICES PRIVATE LIMITED

4. BANGALORE TRANSFORMERS PVT. LTD

5. UNIVERSAL TRANSFORMERS

2.10 SWOT ANALYSIS

STRENGTHS

Sound engineering base and simple to absorb.


Capacity to manufacture or obtain or supply spare parts
Moderate wellspring of household business prompting to significant presence and
impact in the market.
Ability to effectively redesign and renovate power stations hardware of various
universal organisations.
Low work cost

WEAKNESS

Have a vast delivery cycles in examination with international providers of comparable


products
Powerlessness to give providers credit, soft loans, and financing power ventures.

OPPORTUNITIES

Demand for power and thus plant equipment is relied upon to develop.
Private division control plants to offer exategies
Tended market as utilities endures asset crunch.
Maturing power plants would offer rise to more extras and administrations business
Life development program for old power stations
Simple handling of joint endeavours/coordinated effort/import/procurement of new
innovation

THREATS

Expanded competition both national and global


Multilateral organisations hesitant to loan to power division as a result of poor money
related administration of S.E.Bs
More concessions to private part and not to government claimed utilities like NPTC
or S.E.Bs, so future tasks would be opened up in private segment
Level playing ground not accessible, outside organisations spending considerably
more on business advancement strategies

2.11 FUTURE GROWTH PROSPECTUS

Specialized coordinated effort

Putting resources into R&D

Bringing in completing of its item


Presenting new innovations in power era
Increment its abroad business by expanding supplies
Chapter 3

THEORETICAL BACKGROUND OF THE STUDY

CUSTOMER BEHAVIOUR

3.1 OVERVIEW OF CUSTOMER BEHAVIOUR

Customer behaviour is comparatively a new field of study where the vendors market has
disappeared and purchasers market has come up. This prompted to outlook change of the
manufacturers attention from product to shopper and specially focused on the CUSTOMER
behaviour. The evolution of showcasing market concept from negligible offering idea to
customer arranged advertising has brought about purchaser conduct turning into an
autonomous teach. The development of customerism and purchaser enactment underlines the
significance that is given to the customer .customer conduct is an investigation of how people
settle on choice to spend their accessible assets (time, cash, and effort) or utilisation related
aspects(what they purchase? When they purchase? , how they purchase? And so on.).
The heterogeneity among individuals makes understanding among purchaser conduct a
challenging task to advertisers. Hence advertisers wanted to acquire an in-depth information
of purchasers purchasing conduct. Finally this learning acted as a basic tools in the hands of
advertisers to forecast the future purchasing conduct of clients and devise four advertising
techniques keeping in mind the end goal to make long haul customer relationship.

CUSTOMER BEHAVIOUR

It is extensively the study of people, or organisation and the procedures customers use to
look, select , and discard products, services, experience, or thoughts to fufill needs and its
effect on the customer and society.

3.2 DEFINITION OF CUSTOMER BUYING BEHAVIOUR

A DEFINITION OF THE TERM CUSTOMER BEHAVIOUR CAN VARY, BUT SIMPLY


DEFINED, IT REFERS THE STUDY OF HOW AND WHY CUSTOMERS MAKE
PURCHASE DECISIONS. HOWEVER, ACCORDING TO CUSTOMER BEHAVIOUR
AUTHORS WAYNE D. HOYER AND DEBORAH J. MACINNIS, CUSTOMER
BEHAVIOUR GOES BEYOND BUYING THE PRODUCT OR SERVICE, TO INCLUDE
USAGE AND DISPOSAL.

3.4 TYPES OF CUSTOMER BUYING BEHAVIOUR

There are four types of customer buying behaviour

ROUTINE RESPONSE
Purchasing low cost products involves buying low products frequently, so that it needs where
little research and decision process effort which involves buying automatically.

LIMITED DECISION MAKING

It involves purchasing the product occasionally, it means collecting the information about the
unknown or unfamiliar product brand category in familiar product category. It needs a
specific time to collect the information of the product.

EXTENSIVE DECISION MAKING

3.3 CUSTOMER MOTIVES

Customer has a motive process in acquiring a specific product. Motive is rationale a solid
feeling, ask, sense, craving or feeling that makes the purchaser to settle on a choice to
purchase. Purchasing motives in this manner are characterized as thgose impacts or
consideration which give the drive to purchase , intitiate activity or decide decisions in the
buy of goods or services. This motives are for the most part controlled by financial , social ,
mental impacts and so on.

MOTIVES WHICH INFLUENCE PURCHASE DECISION

The buying motives might be ordered into two:

1. Product motive
2. Patronage motive

1 .PRODUCT MOTIVE

Product motives might be characterized as those motivations , wants and considerations


which makes the buyer buy a product . these may even now be classified on the premise of
nature of fulfilment.

A) Emotional product motives.


B) Rational product motives

A)Emotional product motives.


Emotional product motives are those motivations which convince the purchaser on the
premise of his feeling. The buyer does not attempt to reason out or logically dissect the
requirement for procurement. He makes purchasing to fulfil pride , feeling of self image ,
inclination to start others, and desired to be unique.

B)Rational product motives

Rational product motives on the basis of logical analysis and correct evaluation rational
product motives arises. The buyer looking after the purpose , alternatives, benefit of cost, and
other valid reasons make rational decisions.

2.PATRONAGE MOTIVES

Patronage motives processes might be characterized as thought or driving forces which


induce the purchaser to support particular shops. Much the same as product motives
patronage motives can likewise be gathered as emotional product motives and rational
product motives.

A) EMOTIONAL PRODUCT MOTIVES

Emotional product motives are those that influence a client to purchase from particular
shops ,without having any reasons behind the particular action he may purchase in his most
loved place.

B) RATIONAL PATRONAGE MOTIVES.

Rational motives are those which emerge while choosing a place contingent upon the
purchaser fulfilment that it offers a wide choice, it has most recent models, offers great after
deals benefit and so on.

3.4 CHARACTERISTICS OF CUSTOMER BEHAVIOUR

A) PERSONALITY

Personality is a powerless part of customer behaviour .personality implies an example of


behaviour founded on an individuals viewpoint and internal traits. In this utilisation ,
viewpoint means perspectives and traits mean the buyers typical way of reacting to the earth.
A case of viewpoint is the impact of a recessionary economy on purchaser certainty. Example
of traits are self preoccupation or extroversion, desire or lack of concern , forcefulness or
hesitancy and enthusiasm or sober mindedness. A shopper whose decision to buy is affected
by extroversion or urgency, may be less innovative amid a monetary downturn since certainty
is lower.

B) VALUES
Values are the customers arrangement of models about direct that emerge from educated
culture. A terminal value is a long haul objective or role model, as when a purchaser takes a
stab at a specific way of life ,such as healthful diet and exercise. An instrumental esteem is
an adaptable and debatable activity that is practiced every day, such has when customer
makes a choice to buy either natural or nonorganic items.

C) BELIEFS

In purchaser conduct contemplate beliefs are particular beliefs about products in


commercial centre. Buyer belief is a blend of information , feelings and genuine activities to
buy or not to buy . for example, if a purchaser has a negative or baised arrangement of
convictions about Yugoslavia, than marketing an automobile made in Yugoslavia would need
to concentrate on changing convictions.

D) ATTITUDE

Purchaser attitude is a mix of observations , qualities and convictions. The customer should
first see the product and then focus on qualities and convictions onto the item and settle on a
choice to buy or not to buy . convictions are more helpless against promoting than qualities
are, on account of convictions are liable to learning and feeling . for example positive
realities can educate a customers learning about automobile manufacturing in yogoslavia. A
marketer can choose what statistic gathering can bear the cost of a yogoslavian automobile
and than generate positive feeling by associating the automobile with music toward which
that statistic assemble feels positive.

3.5 PSYCHOLOGICAL FACTORS THAT INFLUENCE CUSTOMER BUYING


BEHAVIOUR

A) BRAND LOYALTY

Brand loyalty is another conduct for buyer conduct . brand loyalty is the tendency of buyer to
purchase products or services from a specific organisations that he likes or compares with
having superb quality goods and services. For example , if her first auto was a Honda as a
youngster and the auto kept going 200,000miles, she might tend to purchase Hondas later on
because of his already positive experience . this brand loyalty may be so strong that he does
without the data look all together while considering her next vehicle. A data look requires
significant investment and exertion; brand loyalty is a way purchasers maintain a strategic
distance from the time and exertion required in a data seek.

Price elasticity of demand is an financial idea and a critical normal for purchase conduct .the
price elasticity of demand is the adjustment in consumptuion that an individual rolls because
of an improvement in the cost of a specific product . the utilisation of product withhigh
flexibility of interest will fall sharply with an increase in price. For example, baseball tickets ,
rose 30percent, purchasers might stop purchasing baseball tickets and purchase more movie
or basketball tickets as substitute. If shopper demand shifted in this way , base ball tickets
could be said to have high flexibility of interest , since purchasers will shift their preferences
greatly as price changes . products with low elasticity of demand , or inelastic products , are
those that that buyers tend to buy paying little mind to cost. Products such as fuel, drain and
different basics have a tendency to be inelastic . gas may go up in cost by 30 percent ,
however purchasers may at present get it in a similar amount since many individuals depend
gas for driving and other basic transportation.

B) MOTIVATION

The inspiration is the drive that leads the purchaser towards purchasing an product or service.
If the inspiration is high , which means the need or impression of need is high, the individual
will effectively satisfy the need. This results in the customer choosing to purchase the product
or service. This variable is identified with maslows hierarchy of needs which states that
each individual will effectively try to fufill physiological needs first, followed by safety,
social, regard lastly , self realization needs . organisations that successfully use thgis
reqirements will rouse shoppers to purchase their products.

C) PERCEPTION

MBA notes world characterizes perception as, The procedure by which people select ,
compose and interpret data to frame an important photo of the world. Coustomers make all
way of relationship from their earlier leraning and encounters. It is difficult for an
organisation that positions itself as a an low retail location , walmart for instance , to offer
costly dresses once it has established its market positioning. The shopper perception is that
everything that originates from that store is cheap and intuitively , bring down quality.
Precious stone merchants say their products come from Antwerp instead of Sierra Leone to
maintain strategic distance from negative shopper observation.

D) LEARNING

Buyers are results of their of their experience . they inventory each involvement as good or
bad for latter utilize when a similar situation arises. This experience impact the buyer
purchasing conduct by changing the way they react to products like those they as of now have
involvement with. For example, many purchasers purchase Toyota autos light of the fact have
good experience with their past Toyota model . companies that concentrate regularly on the
purchase encounter often gain repeat business in light of the fact that the customer does not
want to look anyplace else to satisfy that specific need. This often exceeds the fact that the
opposition might be cheaper or far and way superior sometimes.

E) BELIEFS AND ATTITUDES

Beliefs and attitudes of mind significantly impact customer purchasing conduct. Beliefs are
the way people consider a specific subject or product. An attitude of mind is the individuals
reliably positive or negative evaluation, tendency or feeling about a specific subject. These
beliefs and attitudes of mind shape the buyers view of the product. These factors might be
hard to change since they originate from the individuals personality and way of life.
Purchasers regularly block data that conflicts with their convictions and state of mind. They
tend specifically hold information or even contort the data to make it consistent with their
past view of the product.

3.6 MODELS OF CUSTOMER BEHAVIOUR

ECONOMIC OR MARSHALLIAN MODEL

This theory was initially best in class by the financial analysts. They gave formal clarification
of purchaser conduct. As indicated by this theory the customers are thought to be normal and
cognizant about financial estimations. They follow the law of marginal utility. An individual
purchaser seeks to spend his cash on such products which give greatest fulfilment (utility) as
per his interests and at relative cost. The purchasing conduct is controlled by the salary-its
distribution and level influences the buying power. The economic variables which influence
the purchasers conduct are:

1. Expendable personal income


2. Expected income
3. Tendency to save and spend
4. Funds of liquidity
5. CUSTOMER credit

LEARNING OR PAVLOVIAN MODEL

Brain science has contributed lot to the advertisers to comprehend the purchasers. It clarifies
how buyers find out about an product and the way they can review from the memory ,and the
improvement of purchasing habits. All speculations of purchasers conduct have been
primarily based on leraning, viz , stimulation- response then again S-R demonstrate, this
theory of learning is clarified as a procedure of repetition, inspiration , modling and
relationship. Repition enchances learning, for illustration , when commercials are repeated,
people might have the capacity to get it encourage about the product. This is aimed to draw
the interest and attention of the general population. As indicated by reaction hypothesis
learning includes the accompanying strides.

1. Drives
2. Cues
3. Response

PSYCHOANALYTICAL MODEL

Sigmund fund built this theory .As per him human identity has three sections:

1. The Id ,is the wellspring of all mental vitality that drives us to activity.

2. The super ego, it is the supper inner self, the inside represtentation of what is social
endorsed still, small voice.

3. The ego, the cognizant executive of id motivations for discovering him satisfaction in
socially adequate manner.
The purchaser conduct depends upon the relative quality of the three components in the
individual capacity. Motivational research has been included in investigating thought
processes of customer conduct in order to create reasonable showcasing suggestions in
like manner. This approach has been utilized to create thought for creating design,
components, publicizing and other limited time strategies.

SOCIOLOGICAL MODEL

As per this theory the individual choice and behaviour are regularly influenced by the
family and the general public. He gets influenced by it and thus additionally influence it
in its way of advancement. He has many parts as an impact of formal and casual
associations or organisations i.e as a relative worker of a firm ,individual from expert
gathering , and as a dynamic individual from a casual social association. Hence he is
largely influenced by the group which he is part of it. For example, the choice made
might be made by one , real purchasing might be finished by another, and the product is
utilizedby another part of the family. Hence, a mother takes a choice to purchase a minor
cycle for her son, the cycle is bought by the father and the user is the son.

HOWARD-SHETH MODEL

The howard-sheth model display the processes and factors affecting the purchaser
conduct before and during the purchase. It stresses three key factors recognition, learning
and state of mind arrangement. It clarifies the way purchasers compare available products
all together with pick the best which fits their needs and desires. Purchasers leran by
discovering the applicable data about items through two wellsprings of data:

A) social sources

B) business sources

The gathered information can be made about the model

i) stimuli or perceived learning happens and brings about yield.


ii) Output occurs on the premise of the observation and learning non-detectable
factors
iii) Exogenous or outside variables such as social class, financial status etc., are used
to predict learning and perception.

NICOSIA MODEL

The purchaser conduct model is taken from the advertising mans point of view.it is also
called frameworks demonstrate as the human is broke down as a framework, with boosts
as the contriubution to the framework and the human conduct as yield of the framework.
Francesco Nicosia , a specialist in shopper inspiration has built up this in 1966. He
attemted to clarify purchaser conduct by setting up a link between the association and its
prospective CUSTOMER. Here the messages from the company at first impact the
inclination of the buyer towards the product and services. In view of the circumstances ,
the customer will have a certain evaluation of the product properties by the purchaser. On
the off chance that this progression fulfils the customer, it might bring about a positive
reaction, with a choice to purchase the product on the other hand else the turn around may
happen.

3.7 STEPS IN DECISION MAKING PROCESS

1. NEED RECOGNISATION
At that point when a person has an unsatisfied need, the buying procedure starts to
satisfy the needs. The need might be initiated by internal or external components. The
force of the need will indicate the speed with which a person will move to satisfy the
need. On the basis of need and its criticalness, shapes the request of need. Advertisers
should give required data of offering focuses.

2. INFORMATION SEARCH
Identified reqirements can be fulfilled just when wanted product is known and also
easily available . distinctive products are available in the market, yet purchaser must
known which product or brand gives him most extreme fulfilment. Whats more, the
individual needs to look out for relevant information of the product , mark or area.
Purchasers can utilize many sources e.g ., neighbours, loved ones, advertisers
additionally give applicable data through promotions, retailers , merchants, bundling
and deals advancement, and window showing. Board communications like
newspapers, radio, and t.v give data . presently a days internet has become important
and reliable wellspring of data .

3. EVALUATION OF ALTERNATIVES
This is a basic stage during the process of purchasing. Following are imperative
components during the time during alternative assessment.
a) A product is seen as a heap of qualities. This attributes and components are
utilized for assessing products or brands. For example, in clothes washer
purchaser considers value,quality, model, and size.
b) Factors like organisation , brand picture, country, has become critical in evaluation
c) Marketers ought to comphrehend the significance of these elements to purchase of
these elements to purchasers while assembling and showcasing their products.

4. PURCHASE DECISION
Results of the evaluation creates different preferences likes and dislikes about
different products or other brands in buyers. This attitude towards the brand impacts a
choice as to purchase or not purchase.in this manner the buyer makres final decision .
all the variables like merchant terms, falling costs,and so on.

5. POST- PURCHASE BEHAVIOUR


The behaviour of customer is more imperative as for as advertisr is considered.
Buyer gets mark inclination just when that brand satisfies his desire. A fulfilled
purchaser is a noiseless notice.yet, in the event that the utilized brand does not yield
sought fulfilment, negative felling will happen and that will prompt to the
development of negative state of mind towards brand. Advertisers attempt to utilize
this phenomenon to pull in client of different brands to their brands. Distinctive
special blend components can offer components can offer assistance advertisers to
hold his clients and also to pull in new clients.
DATA ANALYSIS AND INTERPRETATION

1. INFORMATION ABOUT THE COMPANY

VIJI TRANSFORMERS PVT.LTD


Word of mouth Advertisement Internet source Reference
Numbers 5 5 3 12
% 20% 20% 12% 48%

Company information

50%
45%
40%
35%
30%
25%
20% Series 1
15%
10%
5%
0%

ANALYSIS

From the survey of twenty-five Individuals I got to know 20% of them chose Word of mouth,
20% of the chose Advertisement, 12% chose Internet source and 48% of them chose
Reference.

INTERPRETATION

Form this survey I got to know that most of them got to know about this company through
Reference. So this means the quality of product and services of VIJI transformers made their
customers to refer others. VIJI transformers need to focus on Advertisement media more to
boost other factors of enhancing customers.

2. OPINION ABOUT THE ORDER PROCESS

VIJI TRANSFORMERS PVT.LTD


Adherence to Flexibility of Handling complaint Packaging
delivery dates delivery time
NUMBERS 7 9 6 3
% 28% 36% 24% 12%

OPINION
40%

35%

30%

25%
Series 1
20%

15%

10%

5%

0%
Adherence to delivery dates

ANALYSIS

From the opinion I got from this survey gathered information that 28% of them response to
Adherence to delivery dates, 36% respondents replied for Flexibility of delivery time and
quantity, 24% Handling complaint and 12% of them replied Packaging.

INTERPRETATION
From the above analysis I got to know that VIJI power Transformers PVT LTD has good time
maintenance in delivery. So the customers of VIJI power transformers were given credit to
the flexibility of delivery good response. VIJI power transformers have to improve their
packaging facility.

3. QUOTATION PROCESSING JUDGMENT

VIJI POWER TRANSFORMERS PVT. LTD


Quick response Clear quotation Lead time Overall
to quotation and details appraisal
order
confirmation
NUMBERS 8 8 5 4
% 32% 32% 20% 16%

QUOTATION PROCESSING JUDGMENT


9
8
7
6
QUOTATION
5 PROCESSING
4 JUDGMENT

3
2
1
0
Quick response to quotation and order confirmation

ANALYSIS

From this survey I got know that out of twenty five individuals, 32% of them choose quick
response to quotation and order confirmation, 32% of them choose clear quotation details,
20% of them go to lead time option , and at last 16% choose overall appraisal.

INTERPRETATION
From the above survey I come to know that there is equal response to both the option i.e.
quick response to quotation, and clear quotation details so VIJI TRANSFORMERS Company
has good quotations processing therefore they have to bit focus on overall appraisal.

4. TECHNICAL CONSULTING SERVICE

VIJI POWER TRANSFORMERS PVT. LTD


Good staff Good variety of Good speed Good technical
capacity solutions response documentation
NUMBERS 5 5 6 9
% 20% 20% 24% 36%

TECHNICAL CONSULTING SERVICE

Good staff capacity


20%
Good variety of
36% solutions
Good speed response
Good technical
20%
documentation

24%

ANALYSIS

From this feedback, I came to know that there is 20% response to good staff capacity, 20%
towards good variety of solutions, 24% towards good speed response and, 36% high response
towards good technical documentation.

INTERPRETATION
From this survey I come to know that that VIJI TRANSFORMERS is good in technical
documentation that more number of customers is satisfied with this. VIJI TRANSFORMERS
should come with the good staff capacity and good variety of solutions where the customers
will be satisfied wit this company.

5. INFLUENCED TO BUY THE PRODUCTS

VIJI POWER TRANSFORMERS PVT. LTD


Competitive Good service Good quality Other factors
price
NUMBERS 6 10 8 1
% 24% 40% 32% 4%

INFLUENCED TO BUY THE PRODUCTS

40%
35%
30%
25% INFLUENCED TO BUY
20%
15% THE PRODUCTS
10%
5%
0%

ANALYSIS

From the above analysis I come to know that VIJI POWER TRANSFORMERS PVT. LTD.
Customers gave feedback about 24% towards competitive price, 40% towards good service,
32% towards good quality, 4% very less response towards other factors.

INTERPRETATION

By studying the situation of customers by this analysis the feedback is very clear that VIJI
TRANSFORMERS are very good in service to customers. but some of the factors where the
VIJI TRANSFORMERS have to improve for the better development of the products provided
to customers.

6. QUALITY OF PRODUCT

VIJI POWER TRANSFORMERS PVT. LTD


Non influential Literally influential Strongly
influential influential
NUMBERS 0 3 18 4
% 0% 12% 72% 16%

QUALITY OF PRODUCT
80%
70%
60%
50%
40%
30% QUALITY OF PRODUCT
20%
10%
0%

ANALYSIS
The answers given by twenty-five customers towards the quality of the product of VIJI
POWER TRANSFORMERS PVT.LTD. 0% is non influential, 12% are literally influential,
72% are influential, and 16% are strongly influential.

INTERPRETATION

Through clear study of the customers feedback whether they are influential with the quality
of the products of VIJI TRANSFORMERS with the analysis i come to know that they are
fully influential with the quality of the product .

7. COMPANYS SERVICE

VIJI POWER TRANSFORMERS PVT. LTD


Poor Fair Good Very good
NUMBERS 2 12 8 3
% 8% 48% 32% 12%

COMPANYS SERVICE

3 2

Poor
Fair
Good
8 Very good
12

ANALYSIS
From above customers feedback I got to analyse that the companys service towards the
product ,the percentage is 8% i.e. poor towards the services, 48% fair , 32% good and, 12%
very good

INTERPRETATION

From the research above Customers of VIJI power transformers are satisfied with the
companys service. But VIJI power transformers can improve more service factor to improve
customer base and their trust .

8. OVERALL PERFORMANCE AND SATISFACTION OF TRANSFORMERS

VIJI POWER TRANSFORMERS PVT. LTD


Excellent Very good Good Poor
NUMBERS 2 6 13 4
% 8% 24% 52% 16%
Permomance & satisfaction

60%

50%

40%
Permomance &
satisfaction
30%

20%

10%

0%
excellent Very good Good Poor

ANALYSIS

From this above analysis I come to know that overall performance and satisfaction of
transformers of VIJI POWER TRANSFORMERS PVT. LTD. There is 8% excellent result,
24% very good, 52% good and, 16% poor towards satisfaction of transformers.

9. PAST PURCHASE OF PRODUCTS

VIJI POWER TRANSFORMERS PVT. LTD


YES NO
NUMBERS 2 23
% 8% 92%
PAST PURCHASE OF PRODUCTS

8%

YES
NO
92%

ANALYSIS

From the past purchase of products of VIJI POWER TRANSFORMERS PVT. LTD through
analysis I came to know that the feedback of customers is less towards yes option i.e. 8% and
towards no option it is 92%.
10. RATING VIJI POWER TRANSFORMERS

VIJI POWER TRANSFORMERS PVT. LTD


Good Average Below average No comment
NUMBERS 4 12 4 5
% 16% 48% 16% 20%

RATING

50%
45%
40%
35%
30%
25%
20% RATING
15%
10%
5%
0%

ANALYSIS

From above analysis of rating VIJI POWER TRANSFORMERS PVT.LTD. There is good
rating customers have rated 16% towards good ,48% is average , 16% below average, 20%
there is no comment

INTERPRETATION

By the result on above analysis customers have rated the VIJI TRANSFORMERS in more
positive way the result is in average. So the company has to improve more in customer
satisfaction so that it will improved more in future.
11. RATING VIJI TRANSFORMERS PVT. LTD COMPARED WITH OTHER
COMPETITORS

VIJI POWER TRANSFORMERS PVT. LTD


Image Quotation Technical Product Customer
processing support quality service
NUMBERS 3 4 6 8 4
% 12% 16% 24% 32% 16%

Rating regarding compitators

21% 16%
Image
Quotation processing
Technical support
21%
Customer service

42%

ANALYSIS

From this analysis, I come to know that the feedback given by the customers varies from their
choice that is 12% towards image of the product, 16% quotation processing, 24% technical
support, 32% product quality and, 16% customer service.

INTERPRETATION

From the given feedback it is easily understood that VIJI TRANSFORMERS is very good in
product quality where they give much importance to the product. Where they must improve
the above process so that they will improve more in product quality.
12. CONTINUE TO USE VIJI TRANSFORMERS PRODUCT IN FUTURE

VIJI POWER TRANSFORMERS PVT. LTD


YES NO
NUMBERS 25 0
% 100% 0%

Future relation

Yes
No

100%

ANALYSIS

From the feedback given by the twenty- five individuals , that to use to the VIJI
TRANSFORMERS product in future or not 100% selected the option of yes , and none of
them selected no.
INTERPRETATION

From all above analysis i came to know that the products of VIJI TRANSFORMERS is much
better than past purchase of products because customers are much satisfied are ready to use
the products in future.

13. RECOMMEND VIJI TRANSFORMERS WITH OTHER COMPANY

VIJI TRANSFORMERS PVT. LTD


YES NO
NUMBERS 23 2

% 92% 2%
Further Reference

YES
No

ANALYSIS

After recommending with other company the analysis done with the feedback of customers is
that 92% were satisfied with the transformers and only 2% were not satisfied.

INTERPRETATION

Customers are fully recommended with the VIJI TRANSFORMERS Company than the other
company mainly due to service and quality of the product etc .

14. CUSTOMER SERVICE

A} Customer support
VIJI TRANSFORMERS PVT. LTD
Satisfied Not Satisfied
NUMBERS 22 3
% 88% 12%

Customer Support

12%

Satisfied
Not Satisfied

88%

B] Handling of compliant
VIJI TRANSFORMERS PVT. LTD
Satisfied Not satisfied

NUMBERS 20 5
% 80% 5%

Complaint Handling

20%

Satisfied
Not satisfied

80%

C] Easy Processing

VIJI TRANSFORMERS PVT. LTD


Satisfied Not satisfied

NUMBERS 18 7
% 72% 28%

Sales

0.28
Satisfied
Not satisfied

0.72

D] Staffs Knowledge

VIJI TRANSFORMERS PVT. LTD


Satisfied Not satisfied

NUMBERS 12 13
% 48% 575

Sales

Satisfied
Not Satisfied