M.B.

A Program 2017-19

DECLARATION

I hereby declare that the project work entitled “New to Bank Acquisition” Submitted
to the Institute of technology, Islampur,, is a record of an original work done by
me under the guidance of  Mr. Karanjakar Shrikant S. Assistant Professor,
Rajarambapu Institute of technology, Islampur, and this project work is submitted
in the partial fulfilment of the requirements for the award of the degree of Master of
Business Administration. The results embodied in this thesis have not been submitted
to any other University or Institute for the award of any degree.

Date: Signature

Place: Naim Azim Chattarki

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 M.B.A Program 2017-19

ACKNOWLEDGE

I am highly indebted to Mr. Dinesh Kumar Yadav, Branch Manager, HDFC

Bank Ltd, Jath Branch for their guidance and constant supervision as well as for
providing necessary information regarding the project & also for their support in
completing the project.
I would like to express my gratitude towards Employees of HDFC Bank Ltd,
Jath Branch for their kind co-operation and encouragement which help me in
completion of this project.
I would like to express my special gratitude and thanks to & the peoples whom
I met for project data collection for giving me such attention and time.
I would like to express my gratitude towards Prof. Dr. Mrs. Hemlata
Gaikwad (HOD), Prof. Mr. S. S Karanjkar, (Institutional Project Guide), Faculty
members of Rajarambapu Institute of Technology, Rajaramnagar, Islampur for
their kind co-operation and encouragement which help me in completion of this
project.
My thanks and appreciations also go to my friends, colleagues in developing
the project and people who have willingly helped me out with their abilities.

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 M.B.A Program 2017-19

Executive Summary
HDFC bank ltd is the India’s largest retailer bank ranked No. 1in India. From
zero balance savings accounts to customized salary accounts, flexible home and
personal loans to 360 NRI Banking services, HDFC Bank is for everybody.
HDFC Bank ltd., Jath Branch having the booksize of 17+ Cr with having
2300+ customers. To sustain in the market it is necessary to increase the potential
customer. To reach the maximum customers & develop the strategies for acquiring
the new customers, it’s a prime action to know recent requirements of customers
along with their buying behavior, consumer preferences etc.
The new to bank - acquisition subject itself indicates the how to attract the new
customers i.e. tapping the potential customer. The bank switching rate is more ever
due to dissatisfaction of the customer because of the current services of the bank.
The developing new customer that is new customer acquisition is big challenge to
an organization because the changing trend of the customer & change in buying
behaviour of the customer. So, study of changing trend of customers & change in
buying behaviour is necessary in acquiring the customer. The demographic
includes age, sex, education level, income level & occupation is studied for getting
better work in the NTB.
Accordingly, the Scoping is done and classified the Upper Middle Class &
Lower Middle Class as per their business, profession, source of income, annual
turnover, assets & liabilities etc as,
a. Doctors
b. Merchant Shops
The data collection instrument is questionnaire for primary data collection and
bank data base & internet for secondary data collection techniques. The
population is sampled by the convenient sampling techniques, clustered sampling
techniques & stratified sampling techniques.

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 M.B.A Program 2017-19

Index

1. Introduction To Study

1.1. Introduction…………………………………………………...………….…………1

1.2. Company profile ………………………………………………..…….…………… 2

1.3. Problem statement …………………………………………………...……………. 2

1.4. Scope of the study ………………………………………………………...……….. 2

1.5. Objectives Of The Study……………………………………………………………2

1.6. Significance Of Study……………………………………………………..……..….2

1.7. Conceptual framework ………………………………………..…………..……….. 3

1.8. Conclusion …..…………………………………………………….………...…..…..7

2. Literature Review …………………………………………………………...…………... 8

3. Research Framework

3.1. Research design ……………………………………………….………….….….…18

3.2. Research Methodology ……………………………….…………….......…….……18

3.3. Data Collection ………………………..………………….…………….…...……..18

3.4. Sampling ……………………………………………………….…….....…………19

4. Findings & Recommendation

4.1. Data presentation & interpretation………………………………..……………….. 20

4.2. Finding ……………………………………………………………….…………… 29

4.3. Suggestions …………………………………………………………….…………. 30

4.4. Conclusion …………………………………………….…………………………... 31

4.5. Recommendation ………………………………………….………………………. 32

4.6. Limitation & Scope for further studies ……………………………...……………. 33

5. References……………………………………………………………………………… 34

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 M.B.A Program 2017-19

List of Tables

Tabular statement showing statistics of samples ……………………………………….….20

Statements Showing the frequency for Age of respondent ………………………...………20

Statements showing the frequency for Gender of respondent …………………………...…21

Statements showing the frequency for Qualification of respondent …………………....…. 22

Statements showing the frequency for Annual Turnover of respondent ………………..….23

Statements Showing the frequency for currently the bank using by respondent…………... 24

Statements showing the frequency for any extra facilities require to respondent …………. 25

Statements showing the frequency for Current Requirements of the respondent …………. 26

Statements showing the frequency for Will you switch to other bank ……………………. 27

Statements showing the Relationship showing between Age, Annual Turnover, Gender..... 28

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 M.B.A Program 2017-19

List of figures

Graphical reapresentation for age of respondent ……………………………………….… 20

Graphical reapresentation for gender of respondent………………….……...…………….. 21

Graphical reapresentation for Qualification of respondent………….…………….……… 22

Graphical reapresentation for Annual Turnover of respondent……………..…………….. 23

Graphical reapresentation for currently the bank using by respondent …….………….. 24

Graphical reapresentation for any extra facilities require to respondent………………….. 25

Graphical reapresentation for Current Requirements of the respondent …………....…….. 26

Graphical reapresentation for Will you switch to other bank ……..………………...……... 27

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 M.B.A Program 2017-19

List of Acronyms

BAMS- Bachelor of Ayurveda, Medicine and Surgery

BHMS- Bachelor of Homeopathic Medicine and Surgery

CRM- Customer Relationship Management

HDFC- Housing Development Financial Corporation

INR- Indian Rupee

IT- Information Technology

MBBS- Bachelor of Medicine and Bachelor of Surgery

NRI- Non- Residential of India

NTB- New To Bank Acquisition

PGDM- Post Graduate Diploma in Management

POS- point-of-sale

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