Final A Study On Influence of Product Quality On Sales With Reference To Kerala Balers PVT LTD (1) - Organized

A STUDY ON INFLUENCE OF PRODUCT QUALITY ON SALES
WITH REFERENCE TO KERALA BALERS PVT LTD.
Report of the Project Study Submitted in partial fulfilment of

the requirements for the MBA (Full Time) Degree of the
Mahatma Gandhi University
Submitted By
SHYAM DAS.K
Reg. No: 2102270050
MBA 2021-2023
ALBERTIAN INSTITUTE OF MANAGEMENT
DEPARTMENT OF ST ALBERTS COLLEGE(AUTONOUMOUS)
Banerji Road, Cochin-682018
August - October 2022

ACKNOWLEDGEMENT
First, I express my Profound Gratitude to the lord almighty for helping me to do this
project successfully. I bow down to God Almighty whose grace and blessings guided
me from the very inception to the completion of this project study
The success accomplished in the study would not have been possible without the
timely help and guidance rendered by many people to whom I feel obliged and
grateful. First, I would like to thank Mr. Haridas Menon HR Manager, KERALA
BALERS PRIVATE LIMITED ALAPPUZHA, for providing conceptualization and
helping with all the required facilities and guidance for the completion of the study.
I also Thank Other employees who have helped and co-operated during the study, for
giving me valuable assistance at every stage of my study, and for their sincere
cooperation and help, without them, the study would have been incomplete.
I am grateful to thank Dr. Geo Jos Fernandez, Dean, Albertian Institute of

Management, Kochi, for providing a great opportunity to learn in an organization
during the course and for the valuable support. to the project study
I am also thankful to my guide Dr. Jithin Benedict Asst. Professor of Albertian Institute
of management, for the immense help, timely guidance, unstrained attention, and
constant inspiration at all the stages to make this study successful.
I'm also grateful to all of the faculty members for their support and encouragement
throughout the study. I'd want to take this occasion to thank my parents and dear co-
workers for their unwavering support throughout my studies.
DECLARATION
I hereby declare that the Project Study Report entitled KERALA BALERS PRIVATE
LIMITED is a record of Bonafede work done by me in KERALA BALERS PRIVATE
LIMITED from 16th August to 15th October 2022 under the supervision of Mr. Haridas
Menon HR Manager KERALA BALERS, and Dr. Jithin Benedict, Assistant.
Professor, Albertian Institute of Management and no part of this report has formed the
basis for an award of any degree, diploma, associateship, fellowship, or any other
similar title or recognition in any other institution.
SHYAM DAS K ERNAKULAM

TABLE OF CONTENTS
Sl No Title Page No
1 Introduction 1
1.1 Theoretical Background of the study 2
1.2 Statement of the problem 3
1.3 Review of literature 4 -12
1.4 Scope of the study 13
1.5 Objectives of the study 14
1.6 Significance of the study 14
1.7 Hypothesis to be tested 15 -16
1.8 Definition of concepts 17-24
1.9 Model of the study 25
2 Design of the study 26-29
2.1 Research Methodology 26
2.2 Data Source 26
2.2.1 Primary data 26 -27

2.2.2 Questionnaire 27
2.2.3 Secondary data 27- 28
2.3 Research period 28
2.4 Sample size 28
2.5 Population 28
2.6 Sampling Methodology 28
2.7 Research design 28-29
2.8 Software’s used 29
2.9 Limitation of study 29
3 Data Analysis and interpretation 30 -63
4 Findings and Suggestions 64 -65
4.1 Findings 64
4.2 Suggestions 65
5 Conclusion 66
6 References 67
Appendix 68-75
LIST OF TABLES
Table No Title of the Table Page No
3.1 Case processing Summary 30
3.1.1 Reliability Statistics 30
3.21 Age of respondents 31
3.2.2 Gender of respondents 32
3.2.3 Response of unique selling proposition 33
3.2.4 Response of repurchasing the product 34
3.2.5 Response of satisfaction of quality 35
3.2.6 Response of Kerala Balers over its competitors 36
3.2.7 Response of quality Maintenance of demand 37
3.28 Response of satisfaction of packaging 38
3.2.9 Response of detailed information on the 39

packaging
3.2.10 Response on the satisfaction of the packaging 40
3.2.11 Response of satisfaction of packaging 41
3.2.12 Response of Packaging Design 42

3.2.13 Response of durability 43
3.2.14 Response of cheaper quality products 44
3.2.15 Response of preference on durability over price 45
3.2.16 Response of durability on sales 46
3.2.17 Response of satisfaction on price 47
3.2.18 Response of spending extra money on new quality 48

products
3.2.19 Response of price sensitivity 49
3.2.20 Response of purchase decision 50
3.2.21 Response of value for money on Kerala balers 51

products
3.3.1 Descriptive statistics of sales and quality 52
3.3.2 Correlations of sales and quality 52
3.3.3 Descriptive statistics of sales and packaging 53
3.3.4 Correlations of sales and packaging 53
3.3.5 Descriptive statistics of sales and durability 54
3.3.6 Correlations of sales and durability 54
3.3.7 Descriptive statistics of sales and price 55

3.3.8 Correlations of sales and price 55
3.4.1 Annova on the analysis of sales on quality 56
3.4.2 Coefficients of sales on quality 56
3.4.3 Model summary of sales on quality 57
3.4.4 Annova on the analysis of sales on packaging 58
3.4.5 Coefficients of quality on packaging 58
3.4.6 Model summary of quality on packaging 59
3.4.7 Annova on the analysis of quality on durability 60
3.4.8 Coefficients of sales quality on durability 60
3.4.9 Model summary of quality on durability 61
3.4.10 Annova on the analysis of quality on price 62
3.4.11 Coefficients of quality on price 62
3.4.12 Model summary of quality on price 63

LIST OF GRAPHS
Sl No Title Page No
1.9.1 Proposed Model of the study 25
3.21 Age of respondents 31
3.2.2 Gender of respondents 32
3.2.3 Response of unique selling proposition 33
3.2.4 Response of repurchasing the product 34
3.2.5 Response of satisfaction of quality 35
3.2.6 Response of Kerala Balers over its competitors 36
3.2.7 Response of quality Maintenance of demand 37
3.28 Response of satisfaction of packaging 38
3.2.9 Response of detailed information on the 39

packaging
3.2.10 Response on the satisfaction of the packaging 40
3.2.11 Response of satisfaction of packaging 41
3.2.12 Response of Packaging Design 42
3.2.13 Response of durability 43

3.2.14 Response of cheaper quality products 44
3.2.15 Response of preference on durability over price 45
3.2.16 Response of durability on sales 46
3.2.17 Response of satisfaction on price 47
3.2.18 Response of spending extra money on new quality 48

products
3.2.19 Response of price sensitivity 49
3.2.20 Response of purchase decision 50
3.2.21 Response of value for money on Kerala balers 51

products
1. INTRODUCTION
Managing Quality control is essential for small enterprises. Quality goods lower the
danger and expense of having to replace faulty items while also maintaining consumer
happiness and loyalty.
By becoming certified with a reputable quality standard, such as ISO 9001, released
by the International Organization for Standardization, businesses can establish a
reputation for quality. It may be claimed that product quality and sales are related
because every business depends on the sale of products and every consumer depends
on the quality of the products they purchase.
While quality assurance works to improve and stabilize production (and related
processes) to avoid, or at least minimize, issues that led to the defects in the first place,
quality control emphasizes testing products to uncover defects and reporting to
management who decide to allow or deny product release.
To better understand the newly introduced technologies and methods in the production
area to maintain quality as well as the challenges that are experienced, "Influence of
product quality on sales" has been chosen when given the option to perform a study
on a firm or any of its activities.
The project was completed using primary data and secondary data, primary data being
on-site learning about the functioning of the company and its various products and
their line of products and the level of quality maintained for them and secondary data
contains the traditional method of inquiry i.e., the questionnaire
1
1.1 THEORETICAL BACKGROUND OF THE STUDY
Processing industries as a whole constantly try to make their operations better. Thus,
consumer demand, environmental restrictions, and global competitiveness all work to
promote driving. By implementing an improved control strategy that aims to boost
operations' efficiency and flexibility, reduce product loss, and improve product quality
and regularity, one can contribute to the operation's improvement. Another major
driver for adopting a new control technique is more cost-effective operations.
Currently, process operations often measure several process variables, such as
temperature, pressure, and defects. This makes it possible to tightly regulate the
product's variables.
However, comparing information about the product and the process is the only way to
optimize process operations in relation to product quality requirements. This inspires
the creation of control methodologies that can be used to select the best control
approach for a particular process operation, however, their outcomes may also be used
to improve.
Indeed, it is of this that Kerala Balers has a quality control department to carry out full
responsibility for quality control of the organization’s products Quality means
different things for different people, in a Layman’s terms "quality entitles some degree
of excellence". The excellence of superiority is a relative word whereby what is
qualified as excellence by one may not be excellence to another
2
1.2 STATEMENT OF THE PROBLEM
The study focused to find out the level of product quality in manufacturing firms
particularly. This is important because product quality may be seen as its kind. If a
company’s products are to satisfy the customer’s requirements, then it is necessary to
establish a standard for the functionality and appearance of their product as well as this
durability requirement. This acceptance is generally the general requirement for setting
up a quality control department in order to ensure that standards are strictly maintained.
Problems of meeting product specifications are faced often time, products failed to
meet the specification required by the customer because of assignable causes like;
defective material used, improper setting up of equipment operational errors,
manpower, etc. Emphasis should therefore be on prevention rather than error detection.
Consequently, the attainment of suitable quality depends upon the appropriate human
performance or behaviour when the product is being manufactured
3
1.3 REVIEW OF LITERATURE
This chapter makes a brief review of the literature relevant to the study. There were
only limited studies, which were directly relevant to the study concerned. The
researcher made an attempt to present a brief review of the literature available which
consists of articles, publications, and a Ph.D. thesis in the related area.
Pietro De Giovanni, Georges Zaccour, (2022) A survey of dynamic models of

product quality, European Journal of Operational Research,
Luís G. Pinto, Luís Cavique, Jorge M.A. (2022) Procedia Computer Science,
Santos, "Marketing Mix and New Product Diffusion Models,"
William C. McDowell, Emin Babakus, Subhash Jha, Sandipan S. Sen, Aliosha

Alexandrov, (2022). How Traditional Stores Can Survive Online Competition,
Review of Managerial Science,
Zhi Yang, Xia Cao, Feng Wang, Chongyu Lu (2022) Despite the fact that sharing
internet content used to be completely free, more and more users are now willing to
pay for it. Little is understood, however, regarding when, when, and why the cost of
shared content influences the advantages of the sharer. This study investigates the
impact of content price on content sales and customer satisfaction using secondary
data analysis and two lab trials. The findings show that content price affects sales and
customer satisfaction differently. For qualified sharers, an increase in content price
boosts sales but depresses customer satisfaction; for non-certified sharers, an increase
in content price boosts sales but reduces both. Therefore, content creators must make
a choice between sales and customer satisfaction because they cannot use the price
mechanism to simultaneously enjoy high sales (wealth) and high customer satisfaction
(prestige). Theoretical and managerial implications come from these findings for
content sharing.
I Ketut Suardika, Mertyani Sari Dewi (2021) The effects of product variety on sales
performance, inventory turnover, and fill rates in the consumer goods sector
4
Victor Santos, Mauro Sampaio, Dario Henrique, (2020) Alliprandini Journal of
Manufacturing Technology Management, in a consumer goods company, fill rate,
inventory, and sales performance were examined in relation to the effects of product
variety decisions. When there is a wider product diversity on the market, from a
marketing perspective, it is possible to increase sales, reach new segments, and thus
higher level. However, experts in operations and logistics point out potential effects
on the supply chain, such as the complexity of production, storage, and delivery. The
nature of the relationship between product variety, costs, and sales success is uncertain,
and there is different empirical evidence regarding whether and how operations costs
and sales performance rise with variability.
Muhammad Yusuf Saleh, Aditya Halim Perdana Kusuma PUTRA (2019) Sellers
are always employing various marketing methods and strategies to gain new clients
and consequently boost their profitability in a highly competitive marketplace. One of
the finest strategies for bringing in new clients and keeping existing ones is sales
promotion, which also includes marketing initiatives that boost the worth of the items
for a short while to encourage consumer purchases and increase the efficiency of
intermediaries.
Adelina Proboyo, Bram Imantaka Kusuma (2019) The sector for baby and child
hair care in Indonesia has been slowly expanding, but kids’ shampoo has been the key
factor in growth. Company A introduced Product X, a children's shampoo product, in
2016 in light of this occurrence. This study aims to analyse the discrepancy between
perceived and expected intrinsic and extrinsic product features, sales promotion, and
location. Multiple regression analysis is used to determine the effects of intrinsic and
extrinsic product features, price, location, advertising, and sales promotion on
purchase intention before the gap analysis on 109 data points is conducted. The study
shows that while price and advertising are not significant, place, sales promotion, and
intrinsic and extrinsic product features greatly influence purchase intention. According
to the gap analysis, Product X's perceived performance on four key criteria falls below
expectations.
5
Dinakar Jayarajan, S Siddarth, Jorge Silva-Risso (2018) Consumers can easily buy
used versions of durable products instead of brand-new ones thanks to the well-
developed and organised secondary marketplaces that exist in many product
categories. Therefore, manufacturers in these categories must make a difficult choice
on how much durability to include in their new items. High durability levels can both
help the company gain sales from new and used versions created by its competitors
while also increasing the chance that future new product sales will be lost to used
versions (the cannibalization effect) (the competition effect). There hasn't been any
actual study done to compare the sizes of these two effects,
By conducting an actual analysis of the demand for new and used vehicles in the US
auto market, our research aims to close this gap in the literature. We examine two
datasets: one from the entry sports utility category in the Los Angeles DMA between
2003 and 2005, and the other from the mid-sized sedan segment in the Indianapolis
DMA between 2004 and 2006. In addition to estimating a structural model of
differentiated product demand with heterogeneous consumers who choose between
new and used vehicles and take durability into consideration when making their
decisions, we propose and implement a durability metric that is based on the long-term
trajectory of used car prices. With mean durability elasticities estimated to be roughly
1.7 across all datasets, it is clear that durability has a major impact on both new and
used vehicle demand. The competition effect (85%) is likewise clearly bigger than the
cannibalization effect (15%), according to both datasets. Our findings imply that
manufacturers who raise the durability of their products may realise net sales increases
as a result, even though the existing theoretical literature generally suggests that firms
prevent loss of sales by limiting product durability.
Yuni Rahmawati, Sengguruh Nilowardono (2018)
This study intends to investigate how consumers in Surabaya choose to buy Royal
Residence Housing products. Utilizing quantitative research techniques, the goods of
the Royal Residence Housing are investigated. Data testing is carried out utilizing
surveys that are statistically examined using multiple linear regression analysis,
validity and reliability tests, and SPSS 21.0 for Windows. The finding shows that the
dependent variable, namely the purchase decision, was simultaneously impacted by
6
the independent variables (product), product quality, brand trust, price, and promotion.
This effect was generally recognized. The significant value of 0.000 or less than 0.05
and the value of F count (61.441)>F Table serve as proof of this (2.71). The
independent variable has both a large and a minimal effect on the dependent variable.
By using computations with a significant level of results of 0.000 is less than 0.05,
conclusions can be drawn.
Sri Wahyuni, Mervianna Ginting (2017) Rapidly expanding motorcycle competition

pushes Indonesian motorcycle manufacturers to compete in order to boost individual
business sales and meet sales goals. This is relevant to all parties involved in the
business, particularly marketing managers who want to keep both current and potential
customers. This study looked examined how factors including product value, cost, and
distribution influenced consumers' choices to buy Honda Vario 125-FI motorcycles at
Astra Motor Jakarta. One hundred and ten Astra Motor Jakarta customers served as
the study's responders. data collection techniques that make use of a Likert scale (1–
10). The Structural Equation Modelling (SEM) AMOS program version 21.0 is used
in the data analysis technique to confirm the causality of the three study hypotheses.
According to the study's findings, costs have a large significant influence on
consumers' decisions to buy products, whereas product quality has little impact.
Distribution, meanwhile, does not significantly influence consumer choice.
Aaker (1994), quoted Ehsani (2015) According to the quote, "Product quality is the
perception of the consumer of the overall quality or superiority of the product or
service, with respect to its intended purpose, relative to alternatives.
Pajaree Ackaradejruangsri (2013) Influence of product quality factors on Thai

customers' purchasing choices Journal of Asia Pacific Studies, Pajaree
Ackaradejruangsri 33, 14–25, 2013 The research is followed by a thorough
examination of the effects of product quality attribute dimensions on Thai consumers'
purchasing decisions, specifically in the three product categories of electronics/IT
products, automobiles, and home appliances. The research was originally published
here at RJAPS (vol. 31, 2012) as "Defining Thai Product Quality in the 21st Century."
Additional evaluation of the responses to the questionnaires issued at the point of sale
7
(POS) in the province of Chonburi, Thailand shows that the weight and influence of
the seven examined attribute dimensions on Thai consumers' purchasing decisions is
generally similar, with "reliability," "function," and "durability" being the most
influential attributes and "eco-friendliness" and "customer satisfaction" being less
influential. Support service, value for money, and flexibility are additional attribute
aspects that could have an impact on Thai consumers' purchasing choices. The impact
of the attribute dimensions on Thai customers' purchasing decisions was also linked to
and appeared to be influenced by a number of demographic factors, including gender,
age, education, and income level.
Xiang Wan, Philip T Evers, Martin E Dresner (2012) We look at how decisions
about product variety affect sales performance as well as an operational variable called
unit fill rate. A large soft drink bottler's 108 distribution locations provided weekly
data for three years, which was used to estimate the results. Our findings indicate that
fill rates are progressively negatively correlated with product variety. We also look at
the overall impact of product diversity on sales, taking into account both the direct
impact and the indirect impact due to operational performance. Although it has a
diminishing effect over time, the overall effect of product variety on sales is initially
favourable. Beyond a certain point, increased product variety, or "too much of a good
thing," actually causes lower sales. Therefore, the results offer a thorough
understanding of how product variety affects operations and sales performance.
FL Lifu (2012) Asian Journal of Business Management 4 186-191, 2012 Customers

frequently return to a business because of the appealing packaging and high-quality
but affordable goods, which helps the company stay in operation. Products that are
packaged well and attractively provide a ready market for the business and may help
to lower advertising costs. The study looks at how customers' purchasing decisions
and impulsive purchases are affected by product packaging. Using an incidental
sampling strategy, 400 copies of a structured questionnaire were distributed to
shoppers at marketplaces, supermarkets, and other high-traffic area throughout the
city. The bivariate regression results showed that the packaging style of the product
was responsible for 79 and 81% of consumers' decisions to buy a particular product as
well as impulse buying, while the ANOVA results showed that appealing packaging
8
affected consumers' buying choices and impulse buying (p 0.05). According to the
study, organizations should balance packaging and product quality to meet their
desired level of cost as well as to win over customers' trust and loyalty because
consumers prioritize product quality and won't compromise it for anything else. This
is because consumers today are highly competitive and depend heavily on technology
to make decisions
Kotler and Keller (2012) believed that a number of factors, including performance,
features, reliability, compliance, durability, serviceability, aesthetics, and perceived
quality, contribute to a product's quality.
Kotler and Amstrong (2012) Assumed the definition: "Product quality is the attribute
of a good or service that influences its capacity to meet explicit or implicit consumer
needs."
Xiang Wan, Philip T Evers, Martin E Dresner (2012) We look at how decisions
about product variety affect sales performance as well as an operational metric called
unit fill rate. A large soft drink bottler's 108 distribution locations provided weekly
data for three years, which was used to estimate the results. Our findings indicate that
fill rates are increasingly negatively correlated with product variety. We also look at
the overall impact of product diversity on sales, taking into account both the direct
impact and the indirect impact due to operational performance. Although it has a
diminishing effect over time, the overall effect of product variety on sales is initially
favorable. Beyond a certain point, increased product variety, or "too much of a good
thing," actually causes lower sales. The results thus offer a strong understanding of
how product variety affects operations and sales performance.
JenetManyiAgbor (2011) says some researchers have proven that service quality is
related to customer satisfaction.
Vishal Gaur, Marshall L Fisher (2005) The outcomes of using an experimentation

methodology to determine how demand changes with price at a toy retailer are
discussed in this study. The sales that follow from giving the same product different
price points in various store panels are used to estimate a demand curve. To create
store panels that account for store variances and yield findings that are representative
9
of the entire chain, we employ a variation of the k-median issue. In order to determine
a price that maximizes profit, we use the projected demand curve. The unexpected
outcome of our experiment is that demand sometimes rises with price. We offer
reasonable explanations for this discovery based on conversations we had with retail
management. In addition to pricing, our methodology may be utilised to examine the
impact of other marketing and promotional tools used in a retail setting002E
Jack B. ReVelle, John W. Moran, and Charles A. Cox (1998) stated that the best
approach to achieve this simultaneous rise in revenue and decrease in costs is through
quality improvement. It is important to clarify what product quality in this context
means in order to appropriately frame the topic. The degree to which a product's
features meet a customer's or consumer's needs and expectations is referred to as the
product's quality. On the other hand, product improvement refers to an improvement
in the quality of the product that makes it more appealing and, thus, more satisfying to
the consumers.
Ram Narasimhan, Soumen Ghosh, David Mendez (1993) In this study, a dynamic
model is presented to investigate how price and consumer perceptions of product
quality affect a company's sales rate for durable items. A model of the company's sales
rate takes into account factors including pricing, average product life, perceived
quality, and market potential. The model specifically takes into account the process by
which perceived quality is established, taking into account the average life of a
product, quality-weighted units in the market, and the time delay in the influence of
actual quality on perceived quality; the process by which demand (i.e., potential sales)
is converted to realized sales due to the effects of price and perceived quality; the
saturation effect and associated non-linearity in the demand function; and finally, the
process by which actual sales are generated. The model that is being presented is an
expansion and reformulation of the one that Bass first offered. The model's validity is
examined using historical data for the Mustang.
Zeithaml (1988), "Superiority or excellence are broad definitions of quality."

According to Kotler and Armstrong (2012), a "product" is anything that may be made
10
available to a market for attention, acquisition, usage, or consumption that MIGHT
meet a need or want.
Garvin, D.A. (1987) provided an extensive list of qualities that make a product high-
quality, including performance, features, conformance, reliability, durability,
serviceability, aesthetics, and customer perception of quality. The degree to which a
product complies with safety, health, and other regulations can also be used to gauge
its quality. An improvement in quality would raise demand, which would increase
sales volume.
It is essential to remember that the customer's perspective, not the company's, is used
to evaluate the product's quality. Along with that, it brought up two critical elements—
the expected product quality and the perceived product quality—that have a significant
impact on the product's quality. In more specific terms, if the perceived product quality
matches the expectation, the consumer will feel satisfied and will consider the product
to be of good quality. In contrast, if the customer's perception of the product quality is
lower than predicted, the product is considered to have poor quality. As a result,
whether a product is seen to be good or terrible depends on the company's capacity to
satisfy client demands. The quality of toothpaste is the attribute that has an impact on
its capacity to satisfy customers declared or implied needs.
Increasing product quality is frequently accomplished by simplifying production

procedures. Arguments that such production process improvements will target not only
the product's quality but also its potential for mass production are also very logical.
This implies that the likelihood of an overall increase in the product's quality and
quantity is high. The most likely result is a rise in sales with a corresponding gain in
profit when both quality and quantity are improved. and most crucially, how the
product stands out among similar products that rivals are selling. Prices should be set
with a sense of balance and sensibility, bearing in mind the relationship between cost
and value. As production continues, raising the quality will not only please the
customers but also attract more. Sales and earnings will consequently rise.
Mark M Moriarty (1983) In a landmark paper, Clarke addressed the issue of how
long the carrying effect of advertising on sales endures [Clarke, D.G., J. Marketing
11
Res. 13 (November 1976): 345-357]. Given that the majority of the research he
analyzed focused on mature consumers who frequently bought low-priced products,
Clarke's conclusions come with the appropriate warnings. According to his analysis,
the advertising's long-term effects on these products are measured in months rather
than years. Preliminary data from the current study's examination of durable goods
suggests that, in certain cases, advertising effects may last longer than a year.
Carl Shapiro (1982) This article examines markets where customers have incomplete
information regarding the quality of the products. The development of firm-specific
reputations is a significant factor preventing a decline in the quality of the goods and
services provided by sellers. Reputations can only function imperfectly since they can
only reward high quality creation with a lag, as is generally shown. This article
examines the characteristics of quality expectations that are met using reputation as a
substitute for quality. Any self-fulfilling quality level must be lower than the ideal
information quality level when sellers establish quality once and for all. When vendors
can alter quality over time, the same is true of steady-state quality levels. The
connection between consumer knowledge and product quality is then investigated.
12
1.4 SCOPE OF STUDY
The study is to examine the impact of product quality on organizational productivity.

The research shall be limited to only Kerala Balers Ltd, particularly to the production
department and quality control department of the organization. The theoretical scope
of the study was aimed at covering the production and quality control department of
the organization and also understanding the various activities of the quality control
department. The study also provides information regarding the global coir industry and
its evaluation
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1.5 OBJECTIVES OF THE STUDY
The study is aimed at examining the impact of product quality on organizational

productivity.
The specific objectives are:
1. To Study the relationship between product quality and sales

2. To Find the factors influencing product quality
3. To find the customer’s opinion about the product quality.
1.6 SIGNIFICANCE OF THE STUDY
The life of a product depends on its quality, a poorly made product would not last long
in the market. This study is conducted to understand what measures are taken to
increase product quality and life of the product. Also, to understand the level of
importance given to product quality by the company, and to find what all techniques
are employed for quality improvement.
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1.7 HYPOTHESIS TO BE TESTED
H0: There is no relationship between product quality and sales
H1: There is a relationship between product quality and sales
After reviewing the literature, the researcher arrived at the following hypothesis. The
hypothesis is formulated from the objective set for the study.
1. From the first objective, two hypotheses are formulated, the first objective is
to figure out the relationship between Sales and Product Quality. Two
hypotheses formulated to satisfy the objective are:
Ho: There is no significant relationship between Sales and Product Quality

intention towards Kerala Balers products.
H1: There is a significant relationship between Sales and Product Quality

2. From the Second objective, two hypotheses are formulated, the Secondary
objective is to figure out the relationship between Quality and Packaging. Two
Ho: There is no significant relationship between Quality and Packaging

H2: There is a significant relationship between Quality and Packaging

15
3. From the Third objective, two hypotheses are formulated, the Third objective
is to figure out the relationship between Quality and Durability. Two
Ho: There is no significant relationship between Quality and Durability

H3: There is a significant relationship between Quality and Durability intention

towards Kerala Balers products.
4. From the Fourth objective, two hypotheses are formulated, and the Fourth
objective is to figure out the relationship between Quality and Price. Two
Ho: There is no significant relationship between Quality and Price intention

H4: There is a significant relationship between Quality and Price intention

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1.8 DEFINITION OF CONCEPTS
PRODUCT QUALITY
The collection of features and characteristics of a product that contribute to its ability
to meet given requirements. It's the ability of the product to fulfill and meet the
requirements of the end user.
For a product to be of good quality it should be reliable and perform all its functions
smoothly.
Techniques for improving product quality:
➢ Packaging
➢ Durability
➢ Price
SALES
A sale is an exchange of a thing or service for cash or another commodity as payment.

Sales are activities associated with selling or the number of goods or services that are
sold within a specific time frame.
The seller or the provider of the goods or services completes a sale in response to an
acquisition, appropriation requisition or a direct interaction with the buyer at the point
of sale. There is a passing of title (property or ownership) of the item, and the
settlement of a price, in which agreement is reached on a price for which transfer of
ownership of the item will occur. The seller, not the purchaser generally executes the
sale and it may be completed prior to the obligation of payment. In the case of indirect
interaction, a person who sells goods service on behalf of the Owner is known as a
salesman or saleswoman or salesperson, but this often refers to someone selling goods
in a known store/shop, in which case other terms are also common, including
salesclerk, shop assistant, and retail clerk.
17
QUALITY
Any good or service's natural capacity to be compared to other products or services of

its kind can be referred to as having quality. The term "quality" has a variety of
definitions, but generally speaking, it describes the set of inherent features that allow
a thing to satisfy explicit or implicit wants.
A customer's impression of a product or service's quality is another factor. It is the

mindset of the consumer who accepts a certain commodity or service and recognizes
its capacity to satisfy his or her demands.
PACKAGING
Packaging is the act of enclosing or protecting the product using a container to aid its
distribution, identification, storage, promotion, and usage.
In simple terms, packaging refers to The designing and developing the wrapping
material or the container around a product that helps to:-
➢ Identify and differentiate the product in the market,

➢ Transport and distribute the product,
➢ Store the product,
➢ Promote the product,
➢ Use the product properly.
DURABILITY
Durability is the ability of a physical product to remain functional, without requiring

excessive maintenance or repair, when faced with the challenges of normal operation
over its design lifetime. There are several measures of durability in use, including
years of life, hours of use, and the number of operational cycles. In economics, goods
with a long usable life are referred to as durable goods.
Product durability is predicated on good repairability and renewability in conjunction

with maintenance. Every durable product must be capable of adapting to technical,
technological, and design developments. This must be accompanied by a willingness
on the part of consumers to forgo having the "very latest" version of a product.
18
PRICE
Price is the money that which customers must pay for a product or service. In other
words, price is an offer to sell for a certain amount of currency. Here, the word, offer
indicates that price is subject to change if there are found insufficient numbers of the
customers at the original price of the product. The sum or amount of the money or its
equivalent which anything is bought or sold and offered for sale.
other factors improving product quality
➢ Facility
➢ Equipment
➢ Organization & Personnel
➢ Rejection & Refuse
➢ Laboratory Control
➢ Storage Distribution
➢ Materials Management
➢ Complaints & Recall
➢ Production & Process
➢ Change Control
➢ Labeling
➢ Documentation on Records
➢ Validation
Process control
Process control (PC) is a type of quality control that makes use of statistical techniques.
Process control is used to keep an eye on and manage a process. The process is
monitored and managed to ensure that it performs to its complete capacity. When used
to its best capability, the process can produce as much conforming product as possible
while producing little to no waste (rework or scrap). Any process that can measure the
output of a "conforming product" (a product that meets specifications) can use process
control.
19
Product control
Activities involving the orderly and effective management of materials, parts,

assemblies, and parts and components from their raw or starting stage to the stage of
the finished product. Additionally, it might involve tasks like organizing, arranging,
directing, sending, storing, etc.
Six Sigma
The market's top quality control program, Six Sigma, has proven to be effective. Six
Sigma is now being utilized more frequently and is proven to be an effective method
for improving quality control in many industries. Six Sigma offers a statistical method
for fixing any issue, raising both the company's and the product's level of quality.
A collection of techniques known as the Six Sigma quality control program are based
on statistics and are intended to improve product quality, giving the business some
chance for an increase in customer satisfaction. Six Sigma aims to lower the chances
of defects to less than 3.4 per million opportunities, which will significantly impact
both the company's profit margin and the caliber of the final product.
Benefits of the Six Sigma Quality Control Program:
It aims at achieving the highest degree of quality of the product within a specified
period.
It aims to achieve the desired goals and objectives within a specified period, without
compromising the quality level of the product.
It aims for providing employees a quality job satisfaction.
It provides a better-quality framework for setting up of short-term and long-term goals

and Objectives
20
Quality control
Quality control, or QC for short, is a process by which entities review the quality of
all factors involved in the production, ISO 9000 defines quality control as "A part of
quality management focused on fulfilling quality requirements".
This approach places an emphasis on three aspects:
1. Elements such as controls, job management, defined and well-managed processes,

performance and integrity criteria, and identification of records
2. Competence, such as knowledge, skills, experience, and qualifications
3. Soft elements, such as personnel, integrity, confidence, organizational culture,

motivation, team spirit, and quality relationships.
Controls include product inspection where every product is examined visually, and
often using a stereo microscope for fine detail before the product is sold into the
external market. Inspectors will be provided with lists and descriptions of unacceptable
product defects such as cracks or surface blemishes for example.
The quality of the outputs is at risk if any of these three aspects is deficient in any way.
Quality control emphasizes testing of products to uncover defects and reporting to
management who make the decision to allow or deny product release, whereas quality
assurance attempts to improve and stabilize production (and associated processes) to
avoid, or at least minimize, issues that led to the defects in the first place for contract
work. particularly work awarded by government agencies, quality control issues are
among the top reasons for not renewing a contract.
Total Quality Management (TQM)
Total Quality Management Principles: The 8 Primary Elements of TQM
Total quality management can be summarized as a management system for a customer

focused organization that involves all employees in continual improvement. It uses
strategy, data, and effective communications to integrate the quality discipline into the
21
culture and activities of the organization. Many of these concepts are present in modern
Quality Management Systems, the successor to TQM. Here are the 8 principles of total
quality management:
1. Customer-focused
The customer ultimately determines the level of quality. No matter what an

organization does to foster quality improvement by training employees, integrating
quality into the design determines whether the efforts were worthwhile.
2. Total employee involvement
All employees participate in working toward common goals. Total employee

commitment can only be obtained after fear has been driven from the workplace, when
empowerment has occurred, and management has provided the proper environment.
High-performance work systems integrate continuous improvement efforts with
normal business operations. Self-managed work teams are one form of empowerment.
3. Process-centred
A fundamental part of TQM is a focus on process thinking. A process is a series of

steps that take inputs from suppliers (internal or external) and transforms them into
outputs that are delivered to customers (again, either internal or external). The steps
required to carry out the process are defined, and performance measures are
continuously monitored in order to detect unexpected variation
4. Integrated system
Although an organization may consist of many different functional specialties often

organized into vertically structured departments, it is the horizontal processes
interconnecting these functions that are the focus of TQM
Micro-processes add up to larger processes, and all processes aggregate into the
business processes required for defining and implementing strategy. Everyone must
understand the vision, mission, and guiding principles as well as the quality policies,
objectives, and critical processes of the organization, Business performance must be
monitored and communicated continuously.
22
An integrated business system may be modeled after the Baldrige National Quality
Program criteria and/or incorporate the ISO 9000 standards. Every organization has a
unique work culture, and it is virtually impossible to achieve excellence in its products
and services unless a good quality culture has been fostered. Thus, an integrated
system connects business improvement elements in an attempt to continually improve
and exceed the expectations of customers, employees, and other stakeholders.
5. Strategic and systematic approach
A critical part of the management of quality is the strategic and systematic approach
to achieving an organization's vision, mission, and goals. This process, called strategic
planning or strategic management, includes the formulation of a strategic plan that
integrates quality as a core component.
6. Continual improvement
A major thrust of TQM is continual process improvement. Continual improvement

drives an organization to be both analytical and creative in finding ways to become
more competitive and more effective at meeting stakeholder expectations.
7. Fact-based decision making
In order to know how well an organization is performing, data on performance

measures are necessary: TQM requires that an organization continually collect and
analyse data in order to improve decision-making accuracy, achieve consensus, and
allow prediction based on past history.
8. Communications
During times of organizational change, as well as part of day-to-day operations,

effective communication plays a large part in maintaining morale and in motivating
employees at all levels. Communications involve strategies, methods, and timeliness.
These elements are considered so essential to TQM that many organizations define
them, in some format, as a set of core values and principles on which the organization
is to operate.
23
PRODUCTION
Production is a process of workers combining various material inputs and immaterial

inputs (plans, know-how) in order to make something for consumption (the output). It
is the act of creating output, a good or service that has value and contributes to the
utility of individuals.
Economic well-being is created in a production process, meaning all economic

activities that aim directly or indirectly to satisfy human wants and needs. The degree
to which the needs are satisfied is often accepted as a measure of economic well-being.
In production, there are two features that explain increasing economic well-being.
They are improving the quality price ratio of goods and services and increasing
incomes from growing and more efficient market production.
The most important forms of production are
➢ Market production
➢ Public production
➢ Household production
24
1.9 MODEL OF THE STUDY
Packaging
Durability Quality Sales
Price
Figure 1.9.1 Proposed Model of the study
These are the major factors that influence “Product Quality On Sales” towards Kerala
Balers Private Limited
Statement: Analysis of Influence of product quality on sales
Dependent Variable Independent Variable
Quality
Packaging
Sales
Durability
Price
25
CHAPTER 2
DESIGN OF THE STUDY
2.1 RESEARCH METHODOLOGY
The research methodology adopted here, includes the collection of information in a

structured and unstructured manner, with the objective of defining the problem.
Research methodology is a way to solve the problem and it explains the various steps
generally adopted to study the research problem. Research in a common language
refers to the search for knowledge. It can also be described as a systematic and
scientific search for data on a certain subject. A documented strategy is somehow
specified in the study technique. There may be different aspects to the research
methodology. It comprises research techniques and also takes into account how those
techniques made sense in the context of the study. It reduces the level of uncertainty
in making poor decisions and can also be seen of as a study science. Understanding
the assumptions underlying various processes and the criteria by which they can draw
the conclusion that some solutions will be applicable to particular problems and others
will not help. Therefore, in order to solve a research problem, a research methodology
must be created that allows for a simple and clear solution.
2.2 DATA SOURCE
The methodology used in the study involves the collection of primary and secondary
data of which primary data are the most important.
2.2.1 Primary Data
Primary Data provides the researchers with the most reliable and recent data since it is
information that is directly collected by researchers using tools like surveys,
interviews, and focus groups that are adapted to their particular needs. In order to help
with the current issue, new data was collected. similar to secondary data, which is
information that has already been obtained. An example is data acquired through a
questionnaire.
In the process of research, new quantitative or qualitative data are gathered from
surveys, focus groups, independent observations, and test results. These data are made
up of unique information that originates from people. Information gathered by the
researcher while doing research. This is referred to as secondary data, which is the use
of information gained by someone other than the researcher using surveys,
observation, or experiments to gather information directly from first-hand sources.
2.2.2 QUESTIONNAIRE
A Questionnaire has been prepared and distributed among the respondents and to the
Company. 30 questions are used in the questionnaire to collect data from the
respondents and from the Company. A copy of the questionnaire is attached in the
appendix forming part of the report.
Likert scaling is a bipolar scaling technique that measures how many people agree or
disagree with a proposition. Respondents are asked to rate how strongly they agree or
disagree with the statement (from highly on a scale of 1 to 5, agree to strongly disagree)
Respondent's name is asked to rate how much they agree with a statement or any type
of statement evaluation, whether it be subjective or objective. The Likert scale looks
like this:
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
Where a 5-point scale, 5 is assigned for strongly agree, 4 for agree, 3 for neutral, 2 for
Strongly disagree, and 1 for disagree.
2.2.3 Secondary Data
Information that is already public has been gathered for another reason. The source
consists of records, studies, books, and subscription services. Internal and external data
are the two categories of secondary data. Information gathered within or outside the
organization for a reason other than the current research effort, including market data
acquired for a reason other than the current research effort, information that has
previously been published, and information that is currently being researched. The
information is also gathered from a variety of published sources, including books,
journals, magazines, and websites.
2.3 RESEARCH PERIOD
The study was carried out for a period of Two months from 16th Aug 2022 to 15th Oct
2022
The tools used for collecting the data are "QUESTIONNAIRE". It is the set of
questions put forward for customers to answer. There are the preferred techniques used
to collect data. After the data collection, each question was classified and tabulated
subject to analysis.
2.4 SAMPLE SIZE
Sampling is a very small, representative part of the whole population chosen for the
study. 154 customers are chosen from many districts, based on my convenience and
conditions
2.5 POPULATION
A population is a specific group of individuals, businesses, and other entities that share
certain qualities relevant to the researcher's field of study. The study is among the
Consumers of Kerala Balers products from the Alappuzha district
2.6 SAMPLING METHODOLOGY
The sampling method was convenient sampling method.
For tabulation and analysis purposes SPSS Software has been used. Simple
percentages are used for analyzing the data.
2.7 RESEARCH DESIGN
The Research Design used in the study is a Descriptive Research Design
2.7 Data Processing and Analysis Plan
Statistical Tools for data analysis and processing

➢ Correlation
is used to study the relationship between dependent and independent variables
relate to one. Simply said, a correlation is a link between two variables. The
primary goal of using correlation in studies is to evaluate the related variables.
This also applies to researchers who make use of uncontrollable factors.
➢ Regression
is a group of statistical procedures used to determine how well one or more
independent variables and a dependent variable relate to one another. The most
popular kind of regression analysis is called linear regression, and it involves
determining which mathematical model best matches the data.
➢ Frequency Table
Calculating frequency involves counting how many times a certain value
appears in a particular set of data. By displaying a list of scores in ascending
or descending order together with their frequencies and the number of times
each score appears in the relevant data set a frequency table can be used to
compactly arrange raw data.
2.8 Software’s Used
➢ IBM SPSS STATISTICS VERSION 29.0.0.0

➢ MS Office Word.
➢ MS Office Excel
2.9 LIMITATION OF STUDY
1. The low return of questionnaires

2. Inaccessibility to research subject
3. There may be errors due to the bias of the respondents
4. The time allowed for the study was limited, which decreased the content of
information
CHAPTER 3
DATA ANALYSIS
AND INTERPRETATION
3. DATA ANALYSIS AND INTERPRETATION
3.1 Reliability Check
The quality of the data that was collected has been examined for reliability.
Every respondent from the sample of 154 respondents was selected, and
Cronbach's alpha was determined. Above.7, Cronbach's alpha is regarded as
being highly reliable. 5 is considered reliable. The data from this study has a
Cronbach's alpha of 0.532, showing its reliability.
Table 3.1.1
Case Processing Summary

N %
Cases Valid 154 100.0
Excluded 0 .0
Total 154 100.0
a. Listwise deletion based on all
variables in the procedure.
Reliability Statistics
Cronbach's
Alpha N of Items
.805 5
Table 3.1.2
A Reliability check has been done in order to check the reliability of the data
collected. from the sample of 154 respondents every respondent has been
accepted and Cronbach’s alpha has a value of .805
3.2 Analysis and Interpretation
Table 3.2.1 Age of Respondents
Figure 3.2.1 Age of Respondents
From the above table and figure, it is clear that half of the respondents belong to the
age group of 25-35 and the least is above 50-60 category 6%. Respondents belong to
the age groups of 18-25 and 35-50 are 24% and 27% respectively
Table 3.2.2 Gender of Respondents
Figure 3.2.2 Gender of Respondents
Among the Respondents 71% are male and the rest (28.6%) belongs to the female
Table 3.2.3 Response of Unique selling proposition
Figure 3.2.3 Response of Unique selling proposition
From the above table and graph depicts the fact that 39 % of respondents Strongly
agree that Kerala Balers have a unique selling proposition, 51.3% of respondents agree
with the statement, and 6 % of respondents Strongly Disagree and Disagree. 8.4% of
the respondents have the neutral opinion
Table 3.2.4 Response of Repurchasing the product
Figure 3.2.4 Response of Repurchase the product
From the above table and graph depicts the fact that 51 % of respondents Strongly
agree they will purchase Kerala Balers products again 39 % of respondents agree with
the statement, and 2 % of respondents Strongly Disagree. 13 % of the respondents have
the neutral opinion
Table 3.2.5 Response of Satisfaction of Quality
Figure 3.2.5 Response of Satisfaction of quality
From the above table and graph depicts the fact that 64.9 % of respondents Strongly
agree that they are satisfied with the product quality of Kerala Balers, 26.6% of
respondents agree with the statement, and 6 % of respondents Strongly Disagree and
Disagree. 7.8% of the respondents have the neutral opinion
Table 3.2.6 Response of Kerala Balers products over its competitors
Figure 3.2.6 Response of Kerala Balers over its competitors
From the above table and graph depicts the fact that 58.4% of respondents Strongly
agree that Kerala Balers products have better quality than other company products,
33.8 % of respondents agree with the statement, 1.3% of respondents Strongly
Disagree and 6.5% of respondents have the neutral opinion
Table 3.2.7 Response of Quality Maintenance and Demand
Figure 3.2.7 Response of Quality Maintenance and Demand
Agree that the Maintenance of high-Quality products secures a high level of demand,
46.1 % of respondents agree with the statement, and 1.3 % of respondents Strongly
Disagree and 3.9 % of the respondents have the neutral opinion
Table 3.2.8 Response on the satisfaction of packaging
Figure 3.2.8 Response on the satisfaction of packaging
agree that they are satisfied with the quality packaging of Kerala Balers coir products,
27.9 % of respondents agree with the statement, and 1.3 % of respondents Strongly
Disagree and 6.5 % of respondents have the neutral opinion
Table 3.2.9 Response of detailed information on the packaging
Figure 3.2.9 Response of detailed information on the packaging
agree that they agree with the packaging of the Kerala Balers products provides
detailed information about the product, 42.9 % of respondents agree with the
statement, and 6 % of respondents Strongly Disagree and 7.8 % of the respondents
have the neutral opinion
agree that Packaging must provide security and protection to the products which is
assured by the brand ,46.1 % of respondents agree with the statement, and 6 % of
respondents Strongly Disagree and 3.9 % of the respondents have the neutral opinion
agree that they are satisfied with the packaging of Kerala Balers Coir Products, 42.2%
of respondents agree with the statement, and 1.9 % of respondents Strongly Disagree
and 4.5% of the respondents have the neutral opinion
Table 3.2.12 Response of Packaging Design
Figure 3.2.12 Response of Packaging Design
agree that they are satisfied with the packaging design of Kerala Balers, 50.6 % of
respondents agree with the statement, and .6 % of respondents Strongly Disagree and
7.1 % of the respondents have the neutral opinion
Table 3.2.13 Response of Durability
Figure 3.2.13 Response of Durability
agree that Durability makes things more economical, 30.5 % of respondents agree with
the statement, and 7.8% of the respondents have the neutral opinion
Table 3.2.14 Response of Cheaper Quality Products
Figure 3.2.14 Response of Cheaper Quality Products
Agree that Cheaper, less durable products are naturally prone to much more frequent
breakages, 34.4 % of respondents agree with the statement, and 2.6 % of respondents
Strongly Disagree and 7.8 % of the respondents have the neutral opinion
Table 3.2.15 Response of Preference on durability over price
Figure 3.2.15 Response of preference on durability over price
agree that most customers focus on the product’s durability than the price of the
product, 40.9 % of respondents agree with the statement, and 1.9% of respondents
Strongly Disagree and .6 % Disagree. 13.0 % of the respondents have the neutral
opinion
Table 3.2.16 Response of Durability on sales
Figure 3.2.16 Response of Durability on sales
agree that they think durability is the essential factor that increases in sales, 33.8 % of
respondents agree with the statement, and 1.9 % of respondents Strongly Disagree and
.6% Disagree. 7.8 % of the respondents have the neutral opinion
Table 3.2.17 Response of Satisfaction on price
Figure 3.2.17 Response of Satisfaction on price
agree that they are satisfied with the price of Kerala Balers Products when Compared
to others, 39.6 % of respondents agree with the statement, and 1.3 % of respondents
Strongly Disagree and 7.1 % of the respondents have the neutral opinion
Table 3.2.18 Response to Spending extra money on new quality products
Figure 3.2.18 Response to spending extra money on new quality products
agree that Kerala Balers is coming out with new product extensions focusing o quality,
would you like to pay extra amount, 40.9 % of respondents agree with the statement,
and 1.3 % of respondents Strongly Disagree and 1.9% Disagree. 12.3 % of the
respondents have the neutral opinion
Table 3.2.19 Response of Price Sensitivity
Figure 3.2.19 Response of Price Sensitivity
agree that they are price sensitive customers, 42.9 % of respondents agree with the
statement, and 1.3 % of respondents Strongly Disagree and Disagree. 14.9 % of the
respondents have the neutral opinion
Table 3.2.20 Response of Purchase Decision
Figure 3.2.20 Response of Purchase Decision
agree that they compare the price of the alternative products before making the
purchase decisions, 45.5 % of respondents agree with the statement, and .6 % of
respondents Strongly Disagree and 5.8% of the respondents have the neutral opinion
Table 3.2.21 Response of Value for money on Kerala Balers Products
Figure 3.2.21 Response of value for money on Kerala Balers products
agree that they are satisfied with the value of money that I pay for Kerala Balers Coir
products, 43.5 % of respondents agree with the statement, and 1.3 % of respondents
Strongly Disagree and 1.3 % Disagree. 4.5 % of the respondents have the neutral
opinion
3.3 Correlation
The relationship between the study's dependent and independent variables is examined
using correlation. Simply put, a correlation is a relationship between two variables.
The entire point of using correlation in research is to identify the relationships between
the variables. This involves the researcher using variables they cannot control.
3.3.1 Correlation between Sales and Quality
Descriptive Statistics
N Minimu Maximu Mean Std.
m m Deviation
SALES 154 1.00 3.50 1.6623 .57702
QUALITY 154 1.00 3.33 1.5087 .51724
Valid N 154
(listwise)
Table 3.3.1
H1 There is a relationship between Sales and Quality
Correlations
SALES QUALITY
SALES Pearson Correlation 1 .663**
Sig. (2-tailed) <.001
N 154 154
QUALITY Pearson Correlation .663** 1
N 154 154
**. Correlation is significant at the 0.01 level (2-tailed).
Table 3.3.2
From the table, the correlation coefficient is .663 which shows that there is a positive
correlation between the variables and the R-value is .001 so there is a significant
relationship between Sales and Quality.
H1 is Accepted: therefore, there is a relationship between Sales and Quality.

3.3.2 Correlation between Sales and Packaging
N Minimum Maximu Mean Std.
m Deviation
SALES 154 1.00 3.50 1.6623 .57702
PACKAGING 154 1.00 3.80 1.5727 .49630
Valid N 154
(listwise)
Table 3.3.3
H1 There is a relationship between Sales and Packaging
Correlations
SALES PACKAGING

N 154 154
PACKAGING Pearson Correlation .616** 1

N 154 154
Table 3.3.4
relationship between Sales and Packaging
H1 is Accepted: therefore, there is a relationship between Sales and Packaging

3.3.3 Correlation between Sales and Durability
m m Deviation
SALES 154 1.00 3.50 1.6623 .57702
DURABILITY 154 1.00 3.75 1.5925 .54529
Valid N 154
(listwise)
Table 3.3.5
H1 There is a relationship between Sales and Durability
Correlations
SALES DURABILITY

N 154 154
DURABILITY Pearson Correlation .396** 1

N 154 154
Table 3.3.6
relationship between Sales and Durability
H1 is Accepted: therefore, there is a relationship between Sales and Durability

3.3.4 Correlation between Sales and Price
m m Deviation
SALES 154 1.00 3.50 1.6623 .57702
PRICE 154 1.00 3.40 1.6649 .52138
Valid N 154
(listwise)
Table 3.3.7
H1 There is a relationship between Sales and Price
Correlations
SALES PRICE

N 154 154
PRICE Pearson Correlation .443** 1

N 154 154
Table 3.3.8
relationship between Sales and Price
H1 is Accepted: therefore, there is a relationship between Sales and Price

3.4 Regression
Regression analysis is a set of statistical processes to estimate the relationship between
a variable dependent and one or more independent variables. The most common form
of regression analysis is linear regression, in which a researcher finds which fits the
data most closely according to a particular mathematical criterion.
3.4.1 Regression analysis on the effect of sales on quality
ANOVAa
Model Sum of df Mean F Sig.
Squares Square
1 Regressi 22.405 1 22.405 119.33 <.001b
on 8
Residual 28.537 152 .188
Total 50.942 153
a. Dependent Variable: SALES
b. Predictors: (Constant), QUALITY
Table 3.4.1
Coefficientsa
Model Unstandardized Standardize t Sig.
Coefficients d
Coefficients
B Std. Error Beta
1 (Consta .546 .108 5.058 <.001
nt)
QUALI .740 .068 .663 10.924 <.001
TY
a. Dependent Variable: SALES
Table 3.4.2
From the above table, the significance level is .001 which shows that there is a
significant relationship between Sales and Quality
Model Summary
Mode R R Adjusted R Std. Error of
l Square Square the Estimate
1 .565a .319 .315 .40808

a. Predictors: (Constant), QUALITY
Table 3.4.3
Therefore, R Square x 100
S = Q x 100
.319 x 100 = 39.9%
The R square Value indicates that 44% of the variance in Sales is addressed by the
predictor variable Quality
3.4.2 Regression analysis on the effect of quality on Packaging
ANOVAa
Squares Square
1 Regressi 20.121 1 20.121 146.94 <.001b
on 7
Residual 20.812 152 .137
Total 40.933 153
a. Dependent Variable: QUALITY
b. Predictors: (Constant), PACKAGING
Table 3.4.4
Coefficientsa
Model Unstandardized Standardi t Sig.
Coefficients zed
Coefficient
s
B Std. Beta
Error
1 (Consta .359 .099 3.617 <.001
nt)
PACKA .731 .060 .701 12.12 <.001
GING 2
Table 3.4.5
significant relationship between Quality and Packaging
Model Summary
Mode R R Square Adjusted R Std. Error of
l Square the Estimate
1 .391a .153 .147 .45711

a. Predictors: (Constant), PACKAGING
Table 3.4.6
Q = P x 100
.153 x 100 = 15.3%
The R square Value indicates that 48.8% of the variance in Quality is addressed by the
predictor variable Packaging
3.4.3 Regression analysis on the effect of quality on Durability
ANOVAa
Squares Square
1 Regress 16.225 1 16.225 99.80 <.001b

ion 9
Residua 24.708 152 .163
l
Total 40.933 153
b. Predictors: (Constant), DURABILITY
Table 3.4.7
Coefficientsa
Coefficients zed
Coefficien
ts
B Std. Beta
Error
1 (Consta .558 .101 5.544 <.001
nt)
DURAB .597 .060 .630 9.990 <.001
ILITY
Table 3.4.8
significant relationship between Quality and Durability
Model Summary
Mode R R Adjusted R Std. Error of
l Square Square the Estimate
1 .416a .173 .165 1.09517
a. Predictors: (Constant), DURABILITY
Table 3.4.9
Q = D x 100
.173 x 100 = 17.3%
The R square Value indicates that 39.6 % of the variance in Quality is addressed by
the predictor variable Durability
3.4.4 Regression analysis on the effect of quality on price
ANOVAa
Squares Square
1 Regres 14.291 1 14.291 81.53 <.001b

sion 8
Residua 26.642 152 .175
l
Total 40.933 153

b. Predictors: (Constant), PRICE
Table 3.4.10
Coefficientsa
Coefficients zed
Coefficien
ts
B Std. Beta
Error
1 (Const .533 .113 4.705 <.001
ant)
PRIC .586 .065 .591 9.030 <.001
E
Table 3.4.11
significant relationship between Quality and Price
Model Summary
Mode R R Square Adjusted R Std. Error of
l Square the Estimate
1 .473a .224 .216 1.06115
a. Predictors: (Constant), PRICE
Table 3.4.12
Q = P x 100
.224 x 100 = 24.4%
The R square Value indicates that 34.9 % of the variance in Quality is addressed by
the predictor variable Price
CHAPTER 4
FINDINGS AND SUGGESTIONS
4. FINDINGS AND SUGGESTIONS
4.1 Findings
Findings are said to be the end result of a research study. This study was conducted to
analyze the Influence of product quality on sales with reference to Kerala Balers Pvt
Ltd. Following are the findings from the research study.
➢ Among the total respondents, 71.4% are male and 28.6% are female
➢ The Major Factor influencing customers to buy Kerala Balers Products is
Quality
➢ The Most Prefer Kerala Balers Product is Coir Mats
➢ Most of the customers came to know about the product through online media
➢ The majority of the customers agree that they recommend Kerala balers
products to others
➢ Kerala Balers Product is Highly Aware Among the customers
➢ The Customer would like to change is the Design of the product
➢ Customers have an opinion that Kerala Balers Products have lasted more than
one year
➢ The most important factor influencing sales is durability
➢ Customers are highly satisfied with the price of Kerala Balers Products
➢ The majority of the respondents agree that Kerala Balers have a Unique Selling
Proposition
➢ The majority of the respondents will purchase Kerala Balers products again
➢ The Customers are highly Satisfied with the quality of Kerala Balers the
products
➢ Customers would prefer High-Quality products
➢ Customers are Highly Satisfied with the packaging of Kerala Balers Products
➢ Kerala Balers Products are valued for the money
4.2 SUGGESTIONS
The study shows that the bringing of changes in the production and quality of the
material used has a direct impact on the sale of the company. On the basis of such
observations, the following suggestions have been provided.
➢ Conducting a survey among the customers will provide the company with
a new idea on how to improve the quality of the product
➢ Ensuring the durability of the product will provide the company with a firm
customer base Bringing time-to-time changes in product quality will help
to retain old customers while attracting new ones.
➢ Using advertisements can prove to be beneficial for the company in its

homeland.
CHAPTER 5
CONCLUSION
5. CONCLUSION
The Study in Kerala Balers Pvt. Ltd. has enabled the gaining of knowledge related to
the production, and quality control procedure of the company and preparations of its
products. It also helps to understand how the company works. It was possible only
with the help of the extended support of people working in Kerala Balers Pvt. Ltd. The
study reveals that Quality control departments in the organization are taken seriously
and play the main role in achieving the goals of the organization and the effort of the
people is tremendous. It was an interesting and live experience to do the study in
Kerala balers Pvt Ltd. There will be the implementation of new quality control
procedures and also the use of raw materials as substitutes for coir to ensure long life
and top quality, such as eco-friendly mats. Finally, the study enabled an understanding
of an organization and its objectives and how they function to achieve the quality
expected by consumers around the world.
REFERENCES
The details required for completing this project were collected from:-
1. JenetManyiAgbor (2011) The Relationship between Customer Satisfaction and

Service Quality: a study of three Service sectors in Umeå
2. Garvin, D.A. (1987) Competing on the eight dimensions of quality. Harvard
Business Review, November-December: 101-109.
3. Jack B. ReVelle, John W. Moran, Charles A. Cox (1998) The QFD Handbook,
John Wiley & Sons Ltd
4. Kothari CR Research Methodology.Methods and Techniques",
Wishwaprakashan (New Delhi 1997)
5. Prasad LM "Human Resource Management Second Edition Reprint (2006),
Sultan Chand Sons, New Delhi.
6. Azaddin Salem Khalifa (2004). "Customer value".[online web] Accessed on
20 July 2015
7. Andreas Leverin, Veronica Liljader (2006), "Does relatisionship marketing
improve customer relationship satisfaction and loyalty".[online web] Accessed
on 20 July 2015
8. Boulding,(1993) A Dynamic Model of Service Quality. From Expectations to
Behavioural intentions, Journal of Marketing Research, 1993, Vol. 30, pp 7-27
9. Bhave(2002) Customer Satisfaction Measurement, Quality & Productive
Journal, February 2002,
10. Bhatt (2008), "A Study of Mobile Phone Usage Among Post Graduate students
[online web]Accessed on 20th July 2015
11. Cathy Parker, Brain P. Mathews (2001), "Customer Satisfaction: contrasting
academic and consumers' interpretations",[online web] Accessed on 20 July
2015
12. Dubrovski (2008) The Role of Customer Satisfaction in achieving Business
Excellence, Total Quality Management, December 2011, vol. 12, Issue 7, pp
920-925 MSN Institute of Management And Technology, Chavara
13. Schneider Benjamin Organizational Climate and Culture First edition (2009)
Pfeiffer, North Carolin
APPENDIX
A STUDY ON INFLUENCE OF PRODUCT QUALITY ON SALES WITH

REFERENECE TO KERALA BALERS PVT LTD
Dear Mam/Sir,
I am Second year MBA student of Albertian Institute of Management,
In partial fulfilment of my MBA program, I’m doing a project on “STUDY ON INFLUENCE
OF PRODUCT QUALITY ON SALES WITH REFERENCE TO KERALA BALERS PVT LTD ” . I
request you to kindly help me by providing following information for the successful
completion of my project. I assure you that this information will be used only for my
academic purpose and confidentiality of the source will be respected. We would require
a few minutes of your time to fill out this questionnaire which forms a comprehensive
part of my research. Your response holds a great significance in my quest of data
collection.
Thanking
Shyam Das K
1. In Which age category do you belong?
o 18-25
o 25-35
o 35-50
o 50-60
o 60 Above
2. What is your Gender?
o Female
o Male
o Other
3. Kerala Balers have unique selling proposition
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
4. What is the major factor you consider while purchasing Kerala Balers Coir
products?
o Quality
o Price
o Durability
o Brand Name
o Packaging
5. Which all product of Coir do you prefer to buy?
o Rug & Mats

o Coir Mat
o Fibre Mat
o Jute Rubber
o Others
6. How did you know about Kerala Balers Coir Products?
o Newspapers
o Magazines
o Online Platforms
o Friends & Family
o Co-Workers
7. How do you rate the brand image of Kerala Balers Products?
o Excellent
o Good
o Average
o Below Average
o Poor
8. How often do you recommend this brand to others?
o Always
o Rarely
o Sometimes
o Often
o Never
9. How do you rate the brand awareness of “Kerala Balers Products”?
o Very Good
o Good
o Accecptable
o Poor
o Very Poor
10. What are the most important factors that influence customer’s preference for
buying the Kerala Balers Products?
o Price
o Quality
o Service
o Packing
o Regular Supply
11. I will purchase Kerala Balers Product again.
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
QUALITY
12. I’m highly satisfied with Kerala Balers product quality
o Strongly agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
13. Kerala Balers products have better quality than other company products
o Strongly agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
14. Maintenance of high-quality products secures a high level of demand.
o Strongly agree
o Agree
o Neutral
o Strongly disagree
o Disagree
15. If I would like to change one thing about the product, what would it be?
o Quality
o Price
o Delivery
o Design
o Packaging
PACKAGING
16. I’m satisfied with the quality packaging of Kerala Balers coir products
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
17. How do you agree with the packaging of Kerala Balers products provides detailed
information about the product
o Strongly agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
18. Packaging must provide security and protection to the products which is assured
by the brand
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
19. I'm Highly Satisfied with the Packaging of Kerala Balers Coir products
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
20. I’m satisfied with the packaging design of Kerala Balers products?
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
DURABILITY
21. According to your opinion How long does the Coir products lasts?
o 1-3 Months
o 3-5 Months
o 5-7 Months
o 7-9 Months
o Above 1 Year
22. Durability makes things more economical?
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
23. Cheaper, less durable products are naturally prone to much more frequent
breakages?
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
24. Mostly Customers focuses on the product durability than price of the product?
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
25. Do you think durability is the essential factor that increase in sales?
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
PRICE
26. I'm satisfied with the price of Kerala Balers Products when compared to others?
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
27. Kerala Balers is coming out with new product extensions focusing on quality,
would you like to pay extra amount
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
28. I am a Price sensitive customer
o Strongly agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
29. I compare the price of the alternative products before making the purchase decision
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree
30. I’m satisfied with the value of money that I pay for Kerala Balers Coir Products
o Strongly Agree
o Agree
o Neutral
o Strongly Disagree
o Disagree

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A STUDY ON INFLUENCE OF PRODUCT QUALITY ON SALES

WITH REFERENCE TO KERALA BALERS PVT LTD.

Report of the Project Study Submitted in partial fulfilment of

Reg. No: 2102270050

ALBERTIAN INSTITUTE OF MANAGEMENT

DEPARTMENT OF ST ALBERTS COLLEGE(AUTONOUMOUS)

Banerji Road, Cochin-682018

August - October 2022

I am grateful to thank Dr. Geo Jos Fernandez, Dean, Albertian Institute of

SHYAM DAS K ERNAKULAM

1.1 Theoretical Background of the study 2

1.2 Statement of the problem 3

1.3 Review of literature 4 -12

1.4 Scope of the study 13

1.5 Objectives of the study 14

1.6 Significance of the study 14

1.7 Hypothesis to be tested 15 -16

1.8 Definition of concepts 17-24

1.9 Model of the study 25

2 Design of the study 26-29

2.1 Research Methodology 26

2.2 Data Source 26

2.2.1 Primary data 26 -27

2.2.3 Secondary data 27- 28

2.3 Research period 28

2.4 Sample size 28

2.6 Sampling Methodology 28

2.7 Research design 28-29

2.8 Software’s used 29

2.9 Limitation of study 29

3 Data Analysis and interpretation 30 -63

4 Findings and Suggestions 64 -65

3.1 Case processing Summary 30

3.1.1 Reliability Statistics 30

3.21 Age of respondents 31

3.2.2 Gender of respondents 32

3.2.3 Response of unique selling proposition 33

3.2.4 Response of repurchasing the product 34

3.2.5 Response of satisfaction of quality 35

3.2.6 Response of Kerala Balers over its competitors 36

3.2.7 Response of quality Maintenance of demand 37

3.28 Response of satisfaction of packaging 38

3.2.9 Response of detailed information on the 39

3.2.10 Response on the satisfaction of the packaging 40

3.2.11 Response of satisfaction of packaging 41

3.2.12 Response of Packaging Design 42

3.2.14 Response of cheaper quality products 44

3.2.15 Response of preference on durability over price 45

3.2.16 Response of durability on sales 46

3.2.17 Response of satisfaction on price 47

3.2.18 Response of spending extra money on new quality 48

3.2.19 Response of price sensitivity 49

3.2.20 Response of purchase decision 50

3.2.21 Response of value for money on Kerala balers 51

3.3.1 Descriptive statistics of sales and quality 52

3.3.2 Correlations of sales and quality 52

3.3.3 Descriptive statistics of sales and packaging 53

3.3.4 Correlations of sales and packaging 53

3.3.5 Descriptive statistics of sales and durability 54

3.3.6 Correlations of sales and durability 54

3.3.7 Descriptive statistics of sales and price 55

3.4.1 Annova on the analysis of sales on quality 56

3.4.2 Coefficients of sales on quality 56