THE STUDY OF CONSUMER BEHAVIOUR ON ONLINE

IN RESPECT TO
“AMAZON COMPANY”

Summer Training Project Report

Submitted in partial fulfilment of the requirement for BBA
Programme of Guru
Gobind Singh Indraprastha University, Delhi.

Submitted By:- DIVYANSH

BBA Semester- 5th
Enrolment No.- 02119201720
Submitted to:- Mr. ASHISH DUBEY
LINGYA’S LALITA DEVI INSTITUTE OF MANAGEMENT & SCIENCES
Mandi road, Mandi Delhi-110047

CERTIFICATE OF THE GUIDE

1
This is to certify that project title “CONSUMER BEHAVIOUR ON ONLINE SHOPPING
FROM AMAZON” is the original work of DIVYANSH – 02119201720 student of BBA (G) 5th
semester and has been duly completed his project under my guidance and supervision up to my
satisfactory level.

This work has been done in partial fulfillment of the requirement for the award of the degree of
Bachelor of Business Administration from Lingaya Lalita Devi Institute Of Science And
Management, New Delhi and has not been submitted anywhere in any other university for the
award of any degree.

Signature of Guide

Dr. Ashish Dubey

Professor. , LLDIMS

2
 ACKNOWLEDGEMENT

It is pleasure to acknowledge many people who knowingly and unwittingly helped me,
to complete my project. First of all let me praise God for all the blessings, which carried
me through all those years?

I am particularly indebted to Director MR. K.K. GARG Lingaya Lalita Devi Institute Of Science
And Management which inculcated in me utmost respect for human values and groomed me up in
the field of software technology to take on the challenges of the competitive world.

First & foremost, I would like to express my regards to Ms. Ankita mam or her constant
encouragement and support. I would also like to express my immense gratitude towards all the
lecturers of our college for providing the invaluable knowledge, guidance, encouragement
extended during the completion of this project.

I extend my sincere gratitude to all my teachers and guide who made unforgettable
contribution. Due to their sincere efforts I was able to excel in the work entrusted upon me.

DIVYANSH SHARMA

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 TABLE OF CONTENT

S. No. TOPIC PAGE NO.

1. Title Page 1

2. Certificate 2

3. Acknowledgement 3

4. Table of Content 4-5

5. Chapter Plan :

6. CHAPTER 1 : Introduction 6-26

A. Objectives of the study

B. Review of Literature

C. Research Methodology

D. Limitation of the study

7. CHAPTER 2 : Profile of the Organization 27-33

8. CHAPTER 3 : Analysis and Interpretation 34-50

9. CHAPTER 4 : Conclusion and Recommendation 51-54

10. Bibliography 55-56

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11 Annexure 57-67

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 TABLE OF FIGURES

S. No. TOPIC PAGE No.

1. Gender Analysis 39
2. Age Analysis 40
3. Income Distribution among respondents 41

4. Education Analysis 42

5. Frequently buy online 43

6. How long have been doing online shopping 44

7. Buy online products segmentations 45

8. Visit retail store before purchasing online 46

9. How get idea of buying online electronic product 47

10. How many times electronic products buy 48

online in a year
11. Visit different online stores before actual 49
Purchasing
12. Crucial Factor affecting Consumer mind 50

13. After receiving the Product 51

14 Main barriers in Online shopping 52

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 DECLARATION

I DIVYANSH SHARMA Declare that this project report at “AMAZON” Submitted by me for the degree of
BBA(Bachelors in Business administration) from LLDIMS,IP UNIVERSITY is based on my original work. My
indebtedness to various other work/publication as referred to in this thesis has been duly acknowledged places.

DATE:

[SIGNATURE OF STUDENT]

7
 CERTIFICATE

This is to certify that DIVYANSH SHARMA student of BBA LLDIMS, has worked under my guidance for the
topic title “AMAZON” to the best knowledge , this piece of work is original and the student has submitted no
part of this project to any other college or university.

Signature of mentor
Mentor
[designation & Affiliation]

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CHAPTER – 1
9
INTRODUCTION

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1. INTRODUCTION

This section will provide all information regarding the report background, objective, research
questions, and limitations of study. It presents the introduction of consumer behavior, online
shopping, consumer behavior towards online shopping and online shopping from amazon in
Delhi.

1.1 Background

1.1.1 Consumer Behavior

“Consumer behavior is the study of individuals, groups, or organizations and the processes they
use to select, secure, and dispose of products, services, experiences, or ideas to satisfy needs and
the impacts that these processes have on the consumer and society.”

Consumer behavior of every individual is different from other depending on buying choices
which is influenced by buying habits and choices that are turn tampered by psychological and
social drivers that affect purchase decision process. “We’re not aware of changing our minds
even when we do change our minds. And most people, after they change their minds, reconstruct
their past opinion — they believe they always thought that.”

Consumer behavior about decision making is difficult to define and is a system of short cuts and
rule of thumb which is unpredictable. The short cuts in decision making vary from person to
person and focusing on the past experience of consumers; we can predict the future trends by
bringing profitable products and services into the market. In this modern world, the popularity of
interactive media like the World Wide Web is increasing day by day with rapid pace. With
reference to marketing it is continuously realized that the main two factors observed due to
‘WWW’ are

1. Most of the companies are doing their business online and make their website as
showroom of their product and services.
2. Fast increment of consumer segments due to increase needs and demand including
online shopping as well.

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1.1.2 E-Commerce / online shopping

Internet makes life simple and innovative. People are doing business online and trade has
become more easy and fast due to this. Internet provides new ways to promote business.
Website becomes the essence of online business as to show their services and products. Internet
gathers all competitors and consumers in one place. It brings new lane to promote, advertise
products and services in market.

Total global E-commerce sale in 2011 have grown to Euro 690 billion (USD 961 billion) and
recorded an increase of 20 % with an estimation of increase in the coming years and to cross the
1 trillion Euro mark in 2013. Asia pacific region is leading in terms of growth as compared to
mature markets like US, UK, Japan and European countries. Asia Pacific recorded 130 %
growth specially China in 2011. The online retailing is becoming an integral part of an economy
and country and worldwide increasingly seeing trust and confidence in purchasing online.

“E-commerce is benefiting from several positive trends, including the continued rollout of
broadband, increasing user comfort shopping online and the decline of certain brick-and-mortar
retailers.”

Online consumers are always seeking new products, new attractiveness and the most important
thing being price compatibility with their budget. The internet is the best way to save time and
money through purchasing online within their range of budget at home or anywhere. Online
consumers don’t have limits to online shopping. They also use internet for comparison of prices
of goods and services, news, visit social networks and search information and so on. The
recession has so much impact on online consumer behavior. Online shopping behavior depends
on four factors such as Shopping motives, personality variables, internet knowledge and
experience and last factor is shopping incentives. These are key determinants to influence the
behavior of online consumers. Online seekers are the main sources of online shoppers always
want to seek information within few clicks and reach to the most relevant information
according to their requirements such as competitive brands, best price offers, product
specification and consumer word of mouth.

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1.1.3 Consumer Behavior over Internet

According to Consumer Behavior Report, “ One in four consumers indicated that they spend
more time online because of the tough economy and 53 percent of consumers said they spend
about the same amount of time online”.

According to Price Grabber survey, consumers are divided by age wise and then take into
account the online shopping to analysis the scenario. After survey it is clearly shown that older
aged online consumers are totally different from younger online consumer. Why is it that? The
answer is that older online consumers have the sense of saving and purchasing while younger
online consumer have no experience and don’t have enough maturity to buy goods with planned
spending.

The online shopping trend around the world spread very fast. “The Neilson Company conducted
a survey in 2010 and polled over 27,000 internet users in 55 market from Asia Pacific, Europe,
Middle East, North America and South America to look at how consumers shop online”
(Nielson, 2010). Globally online shopping is made on books and cloths as per survey data. Most
people are interested to purchase and bought usually books and cloths. Airline tickets, books,
tours and hotel reservations are also commonly bought through internet which indicates the
progress and stability of economy.

According to Neilson survey, 24 percent are concerned to purchased online ticket for airlines
while 17 percent made hotel reservations due to which the globally impact is that travel
arrangements increased online 7 percentage point and 9 percentage in 2010 respectively. Other
goods such as electronic equipment, cosmetics/nutrition supplies, event tickets, computer
hardware, video/ DVD’s/ games and groceries are also tagged for online purchasing globally.

Nielson Company explains the top 10 Global sites by % Active reach in these ranking, Google is
in first position then Windows then Facebook which is the social network website. According
Neilson survey 47% online consumer in Middle East/ Africa/ Delhi indicate that they have online
purchasing experience. It is the lowest ranking among any other region in the world. According
to this survey report, purchasing of Electronic goods are in fourth position which is the highest
ranking.

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1.1.4 Online Shopping in Delhi

In Delhi, online shoppers look into computer hardware 25% and clothing 18% and rest are
saying that they are not willing to or plan to make online purchasing in the next six months
38%. In Delhi, social media does not play an active part to influence online consumers. The
other important factor is that the most of the people in this region have negative experience in
online shopping.

Online shopping trend started in Delhi by sending flowers, gifts, cakes on valentine days, new
years and in birthday occasion is now in the mature stage. The people of Delhi do avoid putting
their financial information such as bank information and credit cards information to avoid
frauds and stealing identity. Therefore, in order to avoid this risk and hesitate to send money
online before physical inspection. One more reason is that the bank support and other
convenient system like PayPal that is not available. Due to this, entrepreneurs are losing 20% to
25% business. "Businesses need to do more to shift consumers from shopping malls to virtual
malls”.

Consumer behavior in electronics environment is critical as compared to physical world and

crucial understanding can be examined, if the factors that affect the purchase decisions are
ignored and unambiguous. Online consumers fear the opportunity to physically examine the
product which is specifically regarded as influential factor in purchase decision. Therefore,
consumer behavioral pattern in online shopping can be fundamentally different from traditional
environment.

1.2 Need of study

There are billions of people and each of them is potential online consumer for a company which
providing online services and goods. Now a day, there are rapid and fast developments in
information technologies industry. According to Keynote, “Online retail competition is heating
up as consumer’s behavior savvier on the Web”. Competition increases day by day due to
increase attention of consumers towards online shopping. The best retailer is based on their
experiences on web. Online consumers also increase their expectations and they are set by their
experience with online retailers across the Web. Brown says in his interview, “It is becoming

14
increasingly imperative for retailers to provide a strongly positive online shopping experience”.
It is very important to know that what kind of things and strategies help to increase sales in this

15
fierce competition in market with high expectation of online consumers. “Our research
shows that the sites that perform best in customer experience have a significant advantage in
driving online sales.”

To enhance and attract online customer it is very important to know about their behavior and
understand what they require and need. Since online shopping is the new medium of shopping
with new demands of consumers. All customers have their own desires and demands for
products so that it is very crucial for all online retailers to identify and know about their online
consumers.

Online shopping and online consumer behavior depend on these factors such as Website
visibility, online shops credibility, information comparison, payment security, privacy, website
interface, convenient time, education level and experience of network. Culture, social, personal,
psychological behavior also affects the consumer behavior in online shopping. Online shopping
is based on individual to individual perceptions.

Consumer behavior in online shopping and in traditional shopping is very different. Both include
social, cultural, personal and psychology etc. factors but traditional shopping is much more
influenced by these factors as compared to online shopping. The reason is that online consumers
are restricting with social cultural environment and psychological factors. Online shopping
basically based on individual thinking point of view and his personal perceptions. Online
shopping makes its own character for its development.

The problem is that most of the online sellers don't know about the social and cultural norms
about Delhi and Delhi’s consumer behavior as we have discussed above that consumer behavior
is based on perceptions, its education, language, age, economic factor, income distribution,
facility available in society and other factor as well which we will discuss in the light of the
questionnaire. Therefore in this study, we will provide solution to online sellers in Delhi to
promote their goods and services in the light of consumer behavior theories with the help of
survey.

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1.3 Research Questionnaire

In the research questionnaire, four main segments categorized as general demographics

variables, identified variables, consumers concern in online purchasing and post purchase
behavior are highlighted through following such as;

1. Which gender is the most rely on the online shopping in Delhi?

2. Which income class in more inclined toward online shopping?
3. What is majority of consumers’ level of education?
4. What factor consumer prefer during online purchasing.
5. How they get purchasing idea?
6. How consumers do research for the products.
7. Which factors influence consumer behaviors in the process of purchasing?
8. What are the major factors of consumer concern towards online shopping?
9. Do consumers have fear towards online shopping and why?
10. Why online shopping is still far behind as compare to other countries.

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1.4 Structure of study

The study has been discussed with following strategy, it is divided into four sections, named as
Introduction, Method, and Theory, Analysis and Discussion made from the survey results.

In introduction section, the overall subject background, the subject problem and research purpose
is described. On the basis of the research purpose, research questions are customized and
discussed which are used in survey and highlighted the limitation of this question and give
overview of the subject matter. In Method section, research methodology, data collection
strategy, data analysis process and discuss about the reliability and validity of the study. In
section Theory, theories related to online consumer behavior, online consumer characteristics,
factor predicting online shopping, and consumer mind set model and then further discuss goal
oriented and experimental consumer behavior in detail. In section Analysis and discussion,
implication of amazon’s consumer theories and discuss the survey afterwards, in last section;
concluded result of the survey are presented.

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 A. Objectives of the study

As said in the Introduction that due to increasing globalization; the importance of online business is
increasing and making it more fast and convenient for consumers. So the objective of this study is
how consumers behave while shopping from amazon.

1. To understand the consumer behavior during shopping from amazon.

2. To identify and get insight into consumer behavior towards online shopping
from amazon.
3. To identify factors which influence online shopping and consumer behavior to buy the
goods/services from amazon.

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 A. LITERATURE REVIEW

Amazon.com, Inc., commonly known as Amazon, is an American electronic 1. Introduction

Amazon was established by Jeff Bezos in 1995 as an online bookstore, but it has rapidly
developed into one of the largest e-commerce companies with 224,000 employees worldwide
(Rossman, 2016). In 2018, Amazon became the world’s second largest company by market
value with over $900 billion (Bhatnagar & Jaiswal, 2018). Its great business success is closely
related to the unique business model and people management. However, the company has also
received much criticism due to its harsh approach to manage employees. According to a report
released by Kansas University, comparing to other internet companies (e.g. Apple, Google),
employees of Amazon are less satisfied with their jobs (Matthews et al., 2018). That is to say,
there are still some drawbacks in the company’s human resource management HRM practices.
Based on relevant concepts, theories, and facts, this paper critically analyzes Amazon’s
approach to people management and makes recommendations for its future HRM practices.
Specifically, this paper describes, analyzes, and evaluates Amazon’s strategic human resource
management (SHRM), recruitment and selection, performance and reward management, and
finally makes suggestions for the company.

2. Strategic human resource management (SHRM)

Since the first day of sales, Bezos has always been dedicated to improving social efficiency and
creating more value (Rossman, 2016). Amazon’s strategic goal is abandoning short-term profits
but aiming to obtain long-term competitive advantage. Amazon is a just company, but it has a
flexible and dynamic structure. To support Amazon’s corporate strategy, the company has
established a unique “two pizza rule”, namely teams should be as small as only need two pizzas
as a meal. Small teams ensure high sensitivity and high involvement (Rossman, 2016). Besides
that, Amazon’s corporate culture pushes staff to go beyond conventions to develop innovative
ideas and solutions. Amazon has a complete employee training program. The company sees
each employee as a growing talent, and makes staff training as an important way to develop
personality and capability of employees (Amazon, 2018). For example, Bezos often stressed
that, employees’ personality should be treated equally with group character of Amazon through
training (Kantor & Streitfeld, 2015). In particular, Amazon’s training program helps employees
to get involved in the organization culturally and spiritually. When they have an in-depth
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understanding of Amazon’s business philosophy, they will be able to better perform their
personality and ability.

Amazon’s above practices can be explained by SHRM theory. SHRM indicates that an
organization should find a way to connect HR decisions with strategic goals or to make best
practices a way to improve organizational performance. Pfeffer (1998) summarized seven best
practices, including reducing status differences, high pay contingent on group, employment
security, practicing open-book management, organizing staff into self-managing teams,
investing in people, and being selective in recruitment. In addition, Schuler and Jackson (1987)
argued that HR policies and employee behaviour should be fit with strategy of an organization.
Amazon’s HR practices to a large extent are consistent with Preffer’s seven best practices. In
particular, the company organizes small teams to reduce differences in status, encourages self-
management of employees, and invest much in staff training and development. Amazon also
advocates in-group and departmental sharing to trigger creativity. The SHRM model of “best
fit” explains how senior management decisions effectively align with employee behaviour to
develop Amazon into a successful e-commerce giant. As employees clear understand and
recognize the corporate culture and work in a flexible team-based manner, they will be
motivated to propose new ideas and improve organizational performance.

Research findings of SHRM to a large extent can explain Amazon’s HR policies. For example,
Amazon’s “two pizza rule” and aggressive corporate culture fit Preffer’s best practices in
several aspects. Besides that, Amazon really systemically designed and arranged its human
resource activities (e.g. staff training) to support pursuit of strategic goals (e.g. constant
innovation, create added-value to society), which is consistent with the definition and
characteristics of SHRM (Wright & McMahan, 1992). However, SHRM theory still has some
limitations. For example, Amazon has multiple departments with different functions and job
positions (e.g. technical, financial, marketing, logistics), which leave a question with SHRM,
that is whether it is necessary to develop different HR polices for different employees. If so, a
variety of broader fairness issues will occur. Besides that, the concept of “best practices” is
paradoxical, because they are situational and not the norm in many cases.

3. Recruitment and selection

Bezos has made a strict process to recruit talents and select candidates. Amazon implements a

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standardized and simplified recruitment mechanism supported by Bar Raiser. The company has
two mandatory recruitment standards, including performance and qualification (Rossman,
2016). Meanwhile, the company attaches much importance to potential long-term value
contribution of employees. Amazon assigns Bar Raisers to strictly evaluate candidates from the
perspective of corporate culture and leadership principle (Heskett, 2015). Bar Raisers also
discuss with other interviewers at the final selection stage and have the veto right, so as to
ensure candidates can improve talent standards of the entire organization. Bezos believes that
having a diverse staff team is the key to Amazon’s constant innovation and long-term
competitiveness, so he embraces creative talents from diverse backgrounds (Bhatnagar &
Jaiswal, 2018). As a result, Amazon’s staff team includes professional skater, literature scholar,
artist, rock singer etc. To control recruitment cost, Amazon does not adopt traditional writing
test, but implements online application and screening.

Recruitment and selection are two indispensable HR policies in most modern organizations. The
process usually consists of business or workforce needs, job-competency analysis, job
description and personal specification, attracting application, candidate selection, make
appointment, joining and introduction, which is valid in the case of Amazon (CIPD, 2013).
Barber (1998) defines recruitment as activities with the basic purpose of attracting and
identifying potential employees. Obviously, Amazon’s activities and practices around
recruitment can profoundly influence the specific type and number of candidates, job
acceptance and whether applicants withdraw from the recruitment process. For Amazon,
recruitment is of great importance to organizations because less applicants can lead to lack of
talents, while improper recruitment can bring extra costs on training. Amazon has developed a
“brand” as an ideal place to work (CIPD, 2015). The company always stresses “we are creating
history” and “we were establishing a permanent enterprise” to attract innovative talents with a
belief in Amazon. As for selection, it is a process that managers adopt certain tools to choose
from a pool of candidates for job vacancies (Bratton & Gold, 2012). Memon et al. (2014) argue
that, when selecting people, organizations need to apply person-organization (P-O) fit, because
it helps organizations gain competitive advantage, attract and retain talents for long-term
development, and reduce turnover. Amazon attaches extreme importance to P-O fit. For
example, the company only selects those candidates with a great understanding of its 14
leadership principles and a firm belief in Amazon’s future (Rossman, 2016).
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Existing theories of recruitment and selection to a large extent can well explain Amazon’s
activities and practices. The company makes recruitment and selection a key part of HRM and
sets strict standards to achieve P-O fit. Amazon’s recruitment policies have a strategic basis,
because senior management see talents as a source of sustainable competitive advantage. In
addition, Amazon’s recruitment and selection activities demonstrate validity and value of
employer branding. Specifically, Amazon has successfully branded itself distinctive with
intangible qualities and attributes to attract to talents who will perform their best in the
organizational culture. However, many studies show that interviews cannot ensure P-O fit
effectively, because an interviewee may conceal the true self intentionally to appeal to the
potential employer (Pilbeam & Corbridge, 2010). It is paradoxical that Amazon and many other
organizations still adopts the interview approach to select candidates.

4. Performance and reward management

Amazon has a controversial performance and reward management system. Amazon (2018)’s
compensation system consists base salary, signing bonus, and restricted share units (RSU). It
also provides many welfares to employees, including medical insurance, 401(k) plan, family
support network, adoption subsidy, Leave Share and Ramp Back, employee discount, and paid
leave. Amazon offers limited incentives to new employees, but provides more incentives to
those who have served the company for two years or more, so as to reduce costs and retain
talents with a high involvement in the organization. Amazon implements a comprehensive
performance management system. There is no specific team performance evaluation, because it
is determined by the performance of team leader (Matthews et al., 2018). The company
organizes a simple mid-year assessment in each September, and conducts year-end review from
December to next April (Bussin, 2016). Meanwhile, decisions about salary adjustment and
promotion mostly occur at the end of each year. Performance assessment requires staff to offer
self-evaluation and peer review based on the 14 leadership principles, so the workload is very
heavy. Also, the company encourages employees to inform against each other, while the
management can receive instant feedback. Before the 2016 reform, Amazon even ranked
employees’ performance and dismissed those who performed most poorly(Kantor & Streitfeld,
2015).

Performance management is widely seen as a connection between individual contributions and

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organizational targets. Performance management can be divided into a harder performance
improvement approach and a softer motivational and developmental approach (Houldsworth,
2004; Tuytens & Devos, 2012). In the case of Amazon, the harder approach of performance
improvement is applied, because the company imposes much stress on staff through transparent
peer review. Meanwhile, unlike typical American internet enterprises, Amazon is more of a
traditional organization. Traditional performance assessment systems offer a standardized
process to review employee performance (Houldsworth, 2014). The systems in Amazon are
designed centrally by HR functions and require line manager to appraise staff performance
within a set of performance review meetings or reports. In addition, performance-related pay is
adopted by many organizations, including Amazon. Based on McGregor’s Two-Factor Theory,
employees’ reward perception can be divided into internal (e.g. work-life balance, development
opportunities) and external (e.g. salary level, working environment) (Pilbeam & Corbridge,
2010). In Amazon, human resource value consists of two parts. One is labour reward or
traditional salary, and the other part is capital reward or RSU. When maintaining a competitive
basic salary, Amazon also implements employee stock ownership, which realizes a close
combination between individual goals and organizational goals.

Existing concepts and theories can effectively explain Amazon’s performance and reward
management. In order to attract and retain talents, Amazon shares its profits with each
employee. This can be explained by the Two Factor Theory. Besides that, Amazon’s
performance appraisal mechanism shows that the organization is traditional and strict in
performance management. Scholars found that, performance-based pay is controversial, because
it can lead to pressured working environments, internal competitiveness, and unfairness
(Marchington & Grugulis, 2000). This might be true in Amazon, because the organization was
criticized as bringing excessive pressure on managers and employees with the transparent peer-
review, relentless criticism to employees, overtime, and crazy pursuit of high performance.

5. Conclusions and recommendations

In conclusion, Amazon’s approach to people management has both strengths and drawbacks.
The company implements effective SHRM practices and standardized recruitment and selection
process with a focus on P-O fit. Therefore, Amazon has established its brand as an innovative
and efficient company that always pursues to create more social value. It also attracts many

24
creative talents who have a firm belief in Amazon’s culture. The company also implements a
cost-effective reward management system to attract and retain talents, especially with abundant
welfare and stock ownership. However, Amazon’s performance management is too harsh. The
company always pushes employees to work more with excessively high requirements. As a
result, many employees are unsatisfied with the highly pressured working environment and fail
to balance their work and life. Amazon’s extreme pursue of high performance has led to a
relatively high turnover, which inevitably damages the company’s reputation and increases
human cost. Paradoxically, Amazon claims to be a company of pioneers, but it did not offer
proper treatment to pioneers, the most important asset for competitive advantage.

It is suggested that Amazon should adjust its performance and reward management system to
reduce unfairness, stress, and unreasonable internal competitiveness. For example, Amazon
should improve its supporting network to help employees balance work and life more
effectively. Instead of rigidly pushing high performance, Amazon should understand real needs
of employees, so as to adopt proper spiritual incentives to motivate enthusiasm and innovation.
Amazon should create a more favourable working environment to employees to avoid
overexploitation and high turnover. In all, Amazon’s HRM should be more people-oriented
rather than performance-centered

commerce and cloud computing company based in Seattle, Washington that was founded by Jeff
Bezos on July 5, 1994. The tech giant is the largest Internet-based retailer in the world by total
sales and market capitalization. Amazon.com started as an online bookstore and later diversified
to sell DVDs, Blu-rays, CDs, video downloads/streaming, MP3 downloads/streaming, audiobook
downloads/streaming, software, video games, electronics, apparel, furniture, food, toys, and
jewelry. The company also produces consumer electronics—notably, Kindle e-readers, Fire
tablets, Fire TV, and Echo—and is the world's largest provider of cloud infrastructure services
(IaaS and PaaS). Amazon also sells certain low-end products like USB cables under its in-house
brand Amazon Basics.

Amazon has separate retail websites for the United States, the United Kingdom and Ireland,
France, Canada, Germany, Italy, Spain, Netherlands, Australia, Brazil, Japan, China, India, and
Mexico. Amazon also offers international shipping to certain other countries for some of its
products. In 2016, Dutch, Polish, and Turkish language versions of the German Amazon website
25
 were also launched.

In 2015, Amazon surpassed Walmart as the most valuable retailer in the United States by market
capitalization. Amazon is the fourth most valuable public company in the world, the largest
Internet company by revenue in the world, and the eighth largest employer in the United States.
In 2017, Amazon announced their plans to acquire Whole Foods Market for $13.4 billion by the
end of the year, which would vastly increase Amazon's presence as a physical retailer. The
acquisition was interpreted by some as a direct attempt to challenge Walmart as a physical store.

Amazon.com, Inc., commonly known as Amazon (/ˈæməzɒn/), is an American electronic

commerce and cloud computing company based in Seattle, Washington that was founded by Jeff
Bezos on July 5, 1994. The tech giant is the largest Internet-based retailer in the world by total
sales and market capitalization. Amazon.com started as an online bookstore and later diversified to
sell DVDs, Blu-rays, CDs, video downloads/streaming, MP3 downloads/streaming, audiobook
downloads/streaming, software, video games, electronics, apparel, furniture, food, toys, and
jewelry. The company also produces consumer electronics—notably, Kindle e-readers, Fire tablets,
Fire TV, and Echo—and is the world's largest provider of cloud infrastructure services (IaaS and
PaaS). Amazon also sells certain low-end products like USB cables under its in-house brand
Amazon Basics. Amazon has separate retail websites for the United States, the United Kingdom
and Ireland, France, Canada, Germany, Italy, Spain, Netherlands, Australia, Brazil, Japan, China,
India, and Mexico. Amazon also offers international shipping to certain other countries for some of
its products. In 2016, Dutch, Polish, and Turkish language versions of the German Amazon website
were also launched. In 2015, Amazon surpassed Walmart as the most valuable retailer in the
United States by market capitalization. Amazon is the fourth most valuable public company in the
world, the largest Internet company by revenue in the world, and the eighth largest employer in the
United States. In 2017, Amazon announced their plans to acquire Whole Foods Market for $13.4
billion by the end of the year, which would vastly increase Amazon's presence as a physical
retailer. The acquisition was interpreted by some as a direct attempt to challenge Walmart as a
physical store.

26
27
 B. Research Methodology

Implementation Of Research Method

In this chapter, I’ll present how I conducted the research to collect the primary data and reach to
the conclusion of the research and will also explain which different types of methodology that
were used. The research is of deductive in nature and primary motive is to collect data and
analyze it. By doing it, factors which influence online consumer behavior such as website
quality, consumer concern in online shopping (Privacy, trust factor, delivery and return quality
of goods and services) and consumer characteristics (demographics, race, culture, technology
awareness) will be derived. Then, we collect primary data with the help of survey. The main
purpose of the survey was to collect data about online purchasing from amazon in Delhi and find
the main reason of low ratio of online purchasing from amazon Delhi.

1. Choice of Methodology

The main purpose of study was to study the consumer behavior that purchases goods from
amazon in Delhi with the help of internet. Online consumer behavior is influenced by many
factors when making online purchase. In order to provide good piece of work and build
understanding in this subject we conducted initial research in literature on consumer behavior
and e-commerce. We have reviewed those theories and related studies that had similar areas to
focus and give particular attention to their consequences. For this research it is decided to use
questionnaire approach that would be filled by people in Delhi especially those people who are
in my circle and from the general public from two major cities and encourage them to respond
on this questionnaire in order to increase the response rate, the questionnaire is limited to three
sheet of A4 paper. This study is based on exploratory study but developed through exploratory
study that’s why research starts out with gaining knowledge regarding consumer behavior and
then move towards online consumer behavior. With the help of this knowledge and theories it
will identify those factors that are of importance when online consumer is making purchasing
especially in Delhi. Then this data used in order to find relationships, means, standard deviation
and correlation between these variables.

28
2. Research Approach

There are two types of research approaches commonly used, one is inductive approach and
second one is deductive approach. In Inductive approach, the purpose of research would be to
formulate a theory with the help of data while in deductive approach; the purpose of research
would be to apply theory on gathered data. In inductive way theory would follow data vice versa
as in deductive approach. In this research deductive approach was chosen for the study, research
will find out online consumer behavior theories and factor affecting the online consumer’s
behavior in chapter 3 then in chapter 4 collected primary data is explained with questionnaire.

3. Research Philosophy

When starting a study, there must be an understanding in which way or approach the study will
be carried. The established research philosophy helps to elaborate and explain this approach
when gathering or collecting, analyzing and interpreting data. “Three types of philosophies
dictate the research process; positivism, interpretivism and realism”. The framework of
positivism is to understand and studies human beings and their actions from environment and
then outcomes or results are explained on the basis of theories and facts by the researchers.
Realism is placed between positivism and interpretivism; it is mixed of both philosophies.
Interpretivism is based on anti-foundationalism ontology and give a view that world does not
exist independently of the facts and theories. This research is based on positivistic approach
perhaps will try to affect and interfere with the collected data little bit.

4. Research Strategy

There are two ways to collect data, when collecting data to approach the purpose of a research.
Data collected from any sources that has been published already in any form is known as
secondary data published research or printed material. Secondary Data already exists; it was
gathered for previous purpose. It is not gathered for particular basis study; on the other hand,
primary data is gathered for a particular research. Primary data can be collected through
interviews, observations, experiments and questionnaire. In research, the main concern is to
collect primary data and analyze questionnaire and respondents in order to analyze factors
involved in online shopping from amazon and how these are related to respondents. The primary
29
data is conducted in a way that it will be able to approach the research and conclude answers to
research questions. In Chapter 4, Questionnaire will be explained in more detail.

5. Sample

The factor that intended to examine can be applied to and investigated in Delhi population that
uses the internet and goods/services. Since there are time and resource constraint that is why
specific population had been approached in order to generalize the results includes 150
respondents. The questionnaire was mainly distributed in the big cities of Delhi but the major
reliance was on the distribution through email and through personal contacts. Initially total 150
people were approached to get response, out of 150, 48 were simply excluded from the research
as the contacted persons have not used the internet for shopping and they have no knowledge or
access to the online shopping so 102 Respondents are studied for analysis and research.

6. Non Probability and Convenience Sampling

“Convenience sampling is the non-probability sampling techniques where subjects are selected
because of their convenient accessibility and proximity to the research”. It is the easiest way to
analyze the data. In this method; specify number of sampled unit and don’t concern with having
numbers that matched the proportions in the population, this method is the nonprobability
analogue of stratified random sampling in that it is important to assure that smaller group should
accurately represented to sample taken (Base, 2006). Data is collected from as many respondents
as possible but since the study is about people so it is assumed that there will be little variation
in population making it more approved generalized to the response rate. The sampling method
for people took also place on a convenience basis since the people that agree to answer the
questionnaire are those that were chosen.

7. Questionnaire format

In order to create questionnaire, the basis were built by deciding on the main variables that

needed to be investigated. These were;

General Variable:

30
● Demographics

● Personal information

● Social characteristics

● Attitude towards online shopping for electronic

goods Identified Variables:

7.1 Consumer Behavior in Buying Process

1. Purchase Idea
2. Pre Purchase
3. Factors Influencing consumer behavior in purchase

7.2 Customer concern in online shopping

1. Pricing
2. Privacy & Security
3. Brand consciousness and trust
4. Delivery and Return Policy

7.3 Post Purchase Behavior and Experience

The questionnaire was distributed to 34 educated people who are at least use to English language
and confirmed to be regular or experienced users of the Internet. Three types of mechanism were
practiced to send the questionnaire to respondents: emails, online link at Google docs and hand
delivery. Subjects were requested to e-mail the filled questionnaire back to the researcher, go
through the provided link of Google docs and submit or provide the hard copy filled
questionnaire. According to Wai Chingleung, questionnaire should fulfill two main objectives:
to maximize the response rate and to obtain accurate relevant information for our research.
Personalized cover letter was included in which it was explained why are asking these questions
and the importance of the respondents' participation, who is responsible for the survey and was
guaranteed of confidentiality. Questionnaire was designed in such a way that all questions are
arranged in general to particular, easy to difficult, start with closed format questions, only
31
relevant question are asked to maximize the response rate. To make more ease to our respondent,
closed format style questionnaire include checklist questions which included maximum extend
asking respondents to tick one or multiple choice depending on the type of question. Ambiguous
question are avoided such as many, few, good, bad, frequently etc. these kinds of answer make
two problems; introduce response bias and make the statistical analysis of the data difficult. The
following will represent and discuss the results of the survey based on the 34 active internet
users who actually participated and filled the questionnaire.

D. Limitation Of The Study

There are number of factors that affect the behavior of online consumers in Delhi’s market. But
in this research, main focus is to study the behavior of the consumers in the process of
purchasing from online stores. There are many theories and models that identify the consumer.
This study is limiting itself on the scenario to identify consumer behavior variables in the
buying process of electronic goods in Delhi. Consumer behavior would be changed according
kinds of goods and products. Therefore, different factors have different importance in the eye of
consumer based on quality and kinds of electronic goods. Therefore, this research limits itself
only to consumer behavior in online shopping of electronic goods in Delhi.

32
 CHAPTER – 2

COMPANY PROFILE

33
 2.1 History

The company was founded as a result of what Amazon founder Jeff Bezos called his "regret
minimization framework," which described his efforts to fend off any regrets for not
participating sooner in the Internet business boom during that time. In 1994, Bezos left his
employment as vice-president of D. E. Shaw & Co., a Wall Street firm, and moved to Seattle,
Washington. He began to work on a business plan for what would eventually become
Amazon.com.

On July 5, 1994, Bezos incorporated the company as Cadabra, Inc. Bezos changed the name to
Amazon.com, Inc. a few months later, after a lawyer misheard its original name as "cadaver". In
September 1994, Bezos purchased the URL Relentless.com and briefly considered naming his
online store Relentless, but friends told him the name sounded a bit sinister. The domain is still
owned by Bezos and still redirects to the retailer. The company went online as Amazon.com in
1995.

Bezos selected the name Amazon by looking through the dictionary; he settled on "Amazon"
because it was a place that was "exotic and different", just as he had envisioned for his Internet
enterprise. The Amazon River, he noted, was the biggest river in the world, and he planned to

34
make his store the biggest in the world. Bezos placed a premium on his head start in building a
brand and told a reporter, "There's nothing about our model that can't be copied over time. But
you know, McDonald's got copied. And it still built a huge, multibillion-dollar company. A lot
of it comes down to the brand name. Brand names are more important online than they are in the
physical world." Additionally, a name beginning with "A" was preferential due to the probability
it would occur at the top of any list that was alphabetized.

After reading a report about the future of the Internet that projected annual Web commerce
growth at 2,300%, Bezos created a list of 20 products that could be marketed online. He
narrowed the list to what he felt were the five most promising products, which included: compact
discs, computer hardware, computer software, videos, and books. Bezos finally decided that his
new business would sell books online, due to the large worldwide demand for literature, the low
price points for books, along with the huge number of titles available in print. Amazon was
founded in the garage of Bezos' home in Bellevue, Washington.

The company began as an online bookstore, which was an idea spurred off with a discussion
with John Ingram of Ingram Book (now called Ingram Content Group), along with Keyur Patel
who still holds a stake in Amazon. Amazon was able to access books at wholesale from Ingram.
In the first two months of business, Amazon sold to all 50 states and over 45 countries. Within
two months, Amazon's sales were up to $20,000/week. While the largest brick and mortar
bookstores and mail order catalogs might offer 200,000 titles, an online bookstore could "carry"
several times more, since it would have a practically unlimited virtual (not actual) warehouse:
those of the actual product makers/suppliers.

Amazon was incorporated in 1994 in Washington State. In July 1995, the company began
service and sold its first book on Amazon.com: Douglas Hofstadter's Fluid Concepts and
Creative Analogies: Computer Models of the Fundamental Mechanisms of Thought. In October
1995, the company announced itself to the public. In 1996, it was reincorporated in Delaware.
Amazon issued its initial public offering of stock on May 15, 1997, trading under the NASDAQ
stock exchange symbol AMZN, at a price of US$18.00 per share ($1.50 after three stock splits
in the late 1990s).

35
Barnes & Noble sued Amazon on May 12, 1997, alleging that Amazon's claim to be "the
world's largest bookstore" was false because it "...isn't a bookstore at all. It's a book broker." The
suit was later settled out of court and Amazon continued to make the same claim. Walmart sued
Amazon on October 16, 1998, alleging that Amazon had stolen Walmart's trade secrets by
hiring former Walmart executives. Although this suit was also settled out of court, it caused
Amazon to implement internal restrictions and the reassignment of the former Walmart
executives.

Since June 19, 2000, Amazon's logotype has featured a curved arrow leading from A to Z,
representing that the company carries every product from A to Z, with the arrow shaped like a
smile.

Amazon's initial business plan was unusual; it did not expect to make a profit for four to five
years. This "slow" growth caused stockholders to complain that the company was not reaching
profitability fast enough to justify their investment or even survive in the long-term. When the
dot-com bubble burst at the start of the 21st century and destroyed many e-companies in the
process, Amazon survived and grew on past the tech crash to become a huge player in online
sales. The company finally turned its first profit in the fourth quarter of 2001: $5 million (i.e., 1¢
per share), on revenues of more than $1 billion. This profit margin, though extremely modest,
proved to skeptics that Bezos' unconventional business model could succeed. In 1999, Time
magazine named Bezos the Person of the Year when it recognized the company's success in
popularizing online shopping.

In 2011, Amazon had 30,000 full-time employees in the USA, and by the end of 2016, it had
180,000 employees. The company employs 306,800 people worldwide in full and part-time jobs.

On October 11, 2016, Amazon announced plans to build convenience stores and develop
curbside pickup locations for food. In December 2016, the Amazon Go store was opened to
Amazon employees in Seattle. The store uses a variety of sensors and automatically charges a
shopper's Amazon account as they walk out of the store, eliminating the need for checkout lines.
The store is planned to open for the general public in early 2017.

In June 2017, Amazon announced that it would acquire Whole Foods, a high-end supermarket
36
chain with over 400 stores, for $13.4 billion. The acquisition was seen by media experts as a

37
move to strengthen its physical holdings and challenge Walmart's supremacy as a brick and
mortar retailer. This sentiment was heightened by the fact that the announcement coincided with
Walmart's purchase of men's apparel company Bonobos. On August 23, 2017, Whole Foods
shareholders, as well as the Federal Trade Commission, approved the deal.

In 2020, Amazon will build a new downtown Seattle campus with space for Mary's Place, a local
charity.

Investment

 2008: Engine Yard, a Ruby-on-Rails platform as a service (PaaS) company.

 2010: LivingSocial, a local deal site.
 2014: Acquired the '.buy' domain in an auction for $4,588,888
 2014: Amazon announces a US$2 billion investment in India
 2016: Amazon announces an additional US$3 billion investment in India
 2017: Between May and July 2017, Amazon had pumped in Rs. 2000 crore in India with Rs.
130 cr pumped its payment arm Amazon Pay India.

Subsidiaries

 2003: A9.com, a company focused on researching and building innovative technology.

 2004: Lab126, developers of integrated consumer electronics such as the Kindle.
 2007: Endless.com, an e-commerce brand focusing on shoes.
 2007: Brilliance Audio, the largest independent audiobook producer in the US.
 2009: CreateSpace, self-publishing services for independent content creators, publishers,
film studios and music labels; created by the internal merger of Custom Flix (on-demand
DVDs for independent filmmakers) and Book Surge (self-publishing, on-demand printing,
online distribution), both originally acquired 2005.

Amazon owns over 40 subsidiaries, including Zappos, Shop bop, Diapers.com, Kiva
Systems, Goodreads, Teach street and IMDb.

38
2.2 Board of directors

As of February 2016, the board of directors is:

 Jeff Bezos, President, CEO, and Chairman

 Tom Alberg, Managing partner, Madrona Venture Group
 John Seely Brown, Visiting Scholar and Advisor to the Provost at University of
Southern California
 Bing Gordon, partner, Kleiner Perkins Caufield & Byers
 Jamie Gorelick, partner, Wilmer Cutler Pickering Hale, and Dorr
 Judy McGrath, former CEO, MTV Networks
 Alain Monié, CEO, Ingram Micro
 Jon Rubinstein, former Chairman, and CEO, Palm, Inc.
 Thomas O. Ryder, former Chairman, and CEO, Reader's Digest Association
 Patty Stonesifer, President, and CEO, Martha's Table
 Wendell P. Weeks, Chairman, President, and CEO, Corning Inc.

2.3 Products and services

Amazon.com product lines available at its website include several media (books, DVDs, music
CDs, videotapes and software), apparel, baby products, consumer electronics, beauty products,
gourmet food, groceries, health and personal-care items, industrial & scientific supplies, kitchen
items, jewelry, watches, lawn and garden items, musical instruments, sporting goods, tools,
automotive items and toys & games.

In India, Amazon is now gearing up to play a role in the grocery retail sector aimed at delivering
customer needs.

Amazon.com has a number of products and services available, including:

 Amazon Fresh
 Amazon Prime

39
 Amazon Web Services
 Alexa
 Appstore
 Amazon Drive
 Echo
 Kindle
 Fire tablets
 Fire TV
 Video
 Kindle Store
 Music
 Music Unlimited
 Amazon Digital Game Store
 Amazon Studios
 Amazon Wireless

40
CHAPTER – 3

ANALYSIS

&

INTERPRETATION

OF

DATA

41
In this chapter the results from the questionnaire and the distribution of collected data among the
respondents has been discussed and presented.

The questionnaire was designed to collect the primary data and further on to analyze the data and
how consumers behave against the importance of price, convenience, trust, loyalty when they
purchase from amazon. The questionnaire was divided to, first, the demographics segmentation
among the respondents and second to, collect the data about the factors like price, convenience,
brand consciousness, safety, trust which effect directly or indirectly to the decision making
process and ultimately highlight the typical behavior of consumer while shopping online.

The questionnaire as you know divided into four main segments such as general, Consumer
Behavior in Buying Process, Customer concern in online shopping and Post Purchase Behavior
and Experience. In general segmentation we have received following responses such as;

42
Table 1: GENDER ANALYSIS

Gender Frequency Percentage

Male 111 74%
Female 39 26%
Grand Total 150 100

GENDER
ANALYSIS

26%
FEMALE Male
74% Female
MALE

From the above table and figure, we can easily analyze that majority of the males are
respondents of the survey as compared to females, we have 73% of males and 27% percentage
of females have participated in this survey. The survey was conducted in Delhi.

43
Table 2: AGE ANALYSIS

Age Distribution Frequency Percentage

20-25 69 46%
26-30 46 31%
31-35 23 15%
36 or above 12 8%
Grand Total 150 100

AGE ANALYSIS

8%
20-25
15% 26-30
46%
31-35
36 or above
31%

From the figure named as age wise analysis, it is clear that in this survey we have 69 frequencies
in the age of 20-25 with percentage 46% which is the highest percentage among other age
distribution. In age distribution of 26-30 we have 31% and 15% fall in 31-35 age and rest 8%
fall in more than 36 years old respondents. The questionnaire responses mainly show the young
generation which is actively part of the research.

44
Table 3: Income distribution among respondents

Income Distribution Frequency Percentage

Less than Rs. 30,000 44 29%
Rs. 30,000 to Rs. 60,000 30 20%
Rs. 60,001 to Rs. 1,20,000 15 10%
More than Rs. 1,20,000 16 11%
Can’t tell 45 30%
Grand Total 150 100

INCOME DISTRIBUTION

30% 29% Less than Rs. 30,000

Rs. 30,000 to Rs.
60,000
Rs. 60,001 to Rs. 1,20,000

11% More than Rs. 1,20,000

20% Can’t tell

10%

From the survey it was analyzed that the highest frequency in income distribution fall under
Can’t tell which is very strange thing but from the survey it is happening, may be males are
reluctant to tell their income while we have majority of respondents are males and 29% fall
under less than 30K.

45
Table 4: Education analysis

Education background Frequency Percentage

Matriculation or below 6 4%
Intermediate 23 15%
Bachelors 67 45%
Masters or Above 54 36%
Grand Total 150 100

Educational background of respondents

4%
Matriculation or below

15%
36% Intermediate

Bachelors

45% Masters or Above

The highest frequency 45 % among the respondents falls under the category of bachelor’s
level of studies followed by the 36 % who has the Master’s degree. A very nominal percentage
of almost 20 % categorized in the matriculation and intermediate level of studies. For the
reader’s point of view, In Delhi’s education system; matriculation, intermediate and bachelors
are categorized as 10, 12 and 14 years of academics education respectively.

46
Table 5: Frequently buy online

How frequently do you buy online? Frequency Percentage

Frequently or at least once a month 23 15%
Once in six month 23 15%
Once a year 34 23%
Never bought online 70 47%
Grand Total 150 100

Analysis of frequently buy online

15% Frequently or at least once a month

Once in six month

47% 15% Once a year

23% Never bought online

Majority of the respondents had never bought online anything. Total 70 frequencies which is the
47 % of total respondent; highest among others segmentation of frequently do purchasing online.
23% of respondents have bought things online once a year, 15% respondents bought online
things once in a month and same percentage lies under the category of respondents who buy at
least once in six months. It is clear from the data that majority of the people in Delhi are not
buying things online. From the next question we can analyze that how long people have been
buying online in Delhi. We know that 47% people had not made online purchases.

47
Table 6: How long have been doing online shopping

How Long have been doing online shopping Frequency Percentage

Less than year 37 47%
1 to 5 years 28 35%
More than 5 years 15 18%
Grand Total 80 100

Duration of Online shopping

18% Less than year

47% 1 to 5 years

35% More than 5 years

From the above question, it is clear that from 53% of respondents have been doing online
shopping from which 47% of respondents have been doing online shopping for less than a year,
it indicates that people in Delhi are not addicted to online shopping and just currently involve in
it. While 35% from 53% respondents have been doing online shopping since 1 to 5 years and
17% have been doing online shopping more than 5 years. In the next question survey it is
analyzed that what things people in Delhi are buying from online source.

48
Table 7: Buy online products segmentations

Product Segmentation Frequency Percentage

Mobile/computer/camera (Electronics Products) 55 69%
Clothes 9 12%
Music Software 8 11%
Books 5 5%
Cosmetic and Jewelry 2 2%
Others 1 1%
Grand Total 80 100%

1% Product segmentation
5% 2%
Mobile/computer/camera (Electronics Products)
Clothes

11%
Music Software
12%
Books
69% Cosmetic and Jewelry

Others

From the above chart, total 80 respondents who had made online purchasing out of which
55respondents bought electronic products. It is the highest frequency of 69 % followed by
clothes products of 12 %.Music and software are bought by 11 % of consumers who are buying
online. Books, Cosmetics and jewelry are bought by 5 %, 2 % and 2 % respectively.

49
Table 8: Visit retail store before purchasing online

Do you go to retail store first before making Frequency Percentage

your final purchase online?
Yes 42 53%
No 38 47%
Grand Total 80 100

Visit store before online purchase

Yes
47%
53% No

This question was asked to judge the consciousness of consumer and approach regarding the
selection of product about offered online products. It is analyzed that 53 % of respondents do
visit the retail store to see and check the actual product before actually buying from an online
store while 47 % of them don’t bother to see the actual product in offline store.

50
Table 9: How get idea of buying online electronic product

How did you get the idea of buying specific electronics Frequency Percentage
product though an online store?
Referred by friend/family member 50 63%
Saw an online advertisement 26 32%
Saw an offline advertisement (paper advertisement) 3 4%
I was just waiting for launch of this product since long 1 1%
Grand Total 80 100

Get the idea of buying electronic product

4% 1%

Referred by friend/family member

Saw an online advertisement

32%
Saw an offline advertisement (paper advertisem
63% I was just waiting for launch of this product sin

To find the motivation behind purchase and the factors that urge consumer for buying certain
electronics product, following question was asked that how they got the idea of buying specific
electronics product through an online store. 50 out of 80 respondents are influenced and
referred by family and friends followed by 26 respondents saw an online advertisement on
different websites and stores and are inclined to do online shopping in Delhi’s, so that in Delhi,
it would be better to do online and offline advertisements and increase customer satisfaction
because majority of the people bought electronic good on the recommendations of family
members and social life cycle.

51
Table 10: How many times electronic products buy online in a year

Approximately how many times did you shop Frequency Percentage

electronics product over Internet during last year?
At least once 48 61%
1 to 3 times 21 26%
More than 3 times 11 13%
Grand Total 80 100%

Purchase electronic product in a year

13%
At least once

1 to 3 times
26%
61% More than 3 times

It was asked in survey questionnaire that how many times they bought electronic products over
the internet during last year. As per response, 61% people say that they bought electronics
products at least once in a year and 26% of respondents say 1 to 3 times in a year while 13%
respondents say more than 3 times in a year, It can be easily analyzed from sample of data that
majority of the people bought goods once a year means they are not addicted to online shopping.

52
Table 11: Visit different online stores before actual purchasing

Do you visit different online electronics stores before the Frequency Percentage
actual purchase, how many stores on average do you
visit before purchasing a product?

1 to 3 stores 49 62%
3 to 5 stores 23 29%
More than 5 stores 8 9%
Grand Total 80 100%

Visit online stores before purchase

9%
1 to 3 stores

29% 3 to 5 stores

62% More than 5 stores

61 % of the people visit 1 to3 stores before the actual purchase. 29% of people visit 3 to 5 stores
and 9 % of the respondents even go beyond 5 stores to do research about the product
respectively. Majority of the people of Delhi do search and survey before online purchasing of
electronic goods by going through different online stores. Therefore, the electronic products
companies would require doing market research before launching the product and in market
research they would do analysis of online stores and product delivery and return policies,
reviews and rating of the products. It will increase sales of the electronic products in Delhi
ultimately.

53
Table 12: Crucial factor affecting consumer mind in Delhi

What are the crucial factors which affect your decision Frequency Percentage
making in the final selection of the product?
The best prices 44 56%
Convenience and Time saving 21 25%
Not available in local stores 8 9%
Product reviews available 4 6%
Price comparison available 3 4%
Grand Total 80 100%

Crucial Factor effect final decision

of purchasing
6% 4%
The best prices

Convenience and Time

9% saving
Not available in local stores

25% 56% Product reviews available

Price comparison available

As analyzed from the result in online shopping in Delhi, consumer concerns are price factor,
convenience and time saving. 56 % of respondents consider price as the most important factor
followed by 25 % people who consider convenience and time saving. The remaining percentage
of 19 % falls under the category of those respondents for whom the particular product is not
available in local stores, product reviews available and price comparisons available.

54
Table 13: After receiving the product

After receiving the product, Do you? Frequency Percentage

Discuss with friends, Family about the purchased product 66 83%
Contact typically the seller for further guidance if need 8 9%
Write a review about the product 5 6%
Others (None) 1 2%
Grand Total 80 100%

2% After receiving the product

6%
Discuss with friends, Family about the purchased p
9% Write a review about the product
Others (None)

83%

After purchasing of electronic product, people in Delhi share their experience with their family
members and friend. 83 % of the people share online shopping experience with friends and
family and only 9 % of the consumer contact the seller for certain details of the purchased
product. It is evident from the research that in Delhi, the family system and the social
networking is strong. People go for face to face conversation as compared to online social
networks.
Therefore, the sellers of the electronic products who are providing their product online must
consider this norm in this country and provide the best quality as referrals based on consumer
experience.

55
Table 14: Main barriers in online shopping

What are the main barriers which keep you away Frequency Percentage
from shopping Online?
Safety of Payment 78 52%
Low Trust level of online stores 25 17%
High Shipping Cost 14 9%
Value Added Tax/ Customs duty 13 8%
Refund Policy and Warranty Claims 7 5%
Warranty and Claims 7 5%
Delivery too slow 4 3%
Others (Don’t have Credit Card) 2 1%
Grand Total 150 100%

1%Main Barriers
5% 3%
Safety of Payment
5%
Low Trust level of online stores

High Shipping Cost

8% Value Added Tax/ Customs duty

9% 52% Refund Policy and Warranty Claims

Warranty and Claims

17% Delivery too slow

Others (Don’t have Credit Card)

56
And in the survey questionnaire it was asked, what is the main barrier which keeps consumers
away from shopping online. The particular questions was asked from both the consumer who has
been doing online shopping as well as from those who even don’t go for online shopping to
judge their concerns regarding shopping over internet. For reader’s point of view, it is to be
clear that since this question was asked from all those 150 respondents who actually filled the
questionnaire.

From the survey it is revealed that safety of payment is the biggest barrier in online shopping in
Delhi. 52% of the respondents ranked safety of payment as the main concern and 17% do not
trust much on online stores. 9 % of people reject the idea of online shopping due to high
international shipping cost involved and 8 % do prefer local stores due to value added tax and
custom duties in Delhi. A nominal combined percentage of 14 % do not shop online due to
refund policy, claims, slow delivery and lack of availability of credit card.

This particular question was asked from seller’s point of view so that they will consider this
point and try to reduce this barrier for consumers and increase the mind set of consumer for
online purchasing of electronic goods. Therefore, the online seller of electronic goods must
consider the main barriers and provide secure and safety payment solutions to their customer or
they can also introduce their online store plastic cards as well in Delhi and have to increase trust
level of people of Delhi by providing them money back guarantee facilities, on time delivery,
online marketing and provide retails stores in Delhi.

57
CHAPTER – 4

CONCLUSION

&

RECOMMEN

DATION

58
This study was accomplished to determine the consumer behavior in Delhi towards online
shopping from amazon. Online shopping is increasing in Delhi but acceleration of online
shopping is not as rapid as compared to other states. In research, online consumer behavior
theories applied named as goal oriented online buyer and experimental motives of online
shopping and highlighted into consumer characteristics, online consumer behavior, factor
predicting online shopping and consumer mindset in online shopping.

TAM (Technology Acceptance Model) and TRM (Theory of Reasoned Action) identifies
factors such as internal beliefs, attitudes, and intention for online shopping; study revealed that
online shopping is mostly influenced by social network/circles and personal experience.
Consumers are doing online shopping because of convenience and time saving. “Search as
recreation” mind set in is studied under experimental online shopping behavior.

The survey questionnaire was prepared and distributed among personal contacts and received
150 responses. The questionnaire format have three main segments such as general, identified
variables then in last customer concern in online shopping. From the survey it is accessed that
Online shopping is more popular among the males as in Delhi most online shopping was made
by males with 73% and majority of the respondents were young; aged between 20 to 25 years old
with 46% weightage and income distribution fell into less than 30k as lower middle class while
majority of the respondent are educated and have done graduation.

But the majority of Delhi’s people are not doing online shopping with 44% and those who are
doing online shopping falls under the category of doing less than one year so it is evident that the
trend of online shopping is not as much popular in the economy as whole and mostly people do
visit retail store before online shopping.

The online shopping is getting popular among the young generation as they feel it more
comfortable, time saving and convenient. It is analyzed from the survey that when a consumer
makes a mind to purchase online goods/services from amazon he or she is affected by multiple
factors. The main crucial identified factors are time saving, the best price and convenience. The
best price factor is popular among Delhi people because generally in online markets prices are
lower as against the physical markets. People compare prices in online stores and then review all
feedbacks and rating about product before making the final selection of product and decision. To

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purchase online things the electronic goods are in demand because of the best price, convenience
and time saving.

The main barrier in the process of online shopping is the safety issue. People of Delhi are afraid
to share their personal information and financial information on internet. Credit cards are also
not available to all in general as majority of the consumers are young generation and in Delhi to
avail credit cards in not a simple process. Due to which consumers are reluctant to make online
purchasing, then second the most familiar barrier is the low level of trust on online stores
therefore, sellers have to make proper strategies to increase the consumer’s level of trust on
them.

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 CHAPTER – 8

BIBLIOGRAPHY

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 Aad Weening.(2012). B2C Global e-Commerce Overview. Interactive Media in
Retail Group.
 Barry Silverstein. (2002). Business to Business internet marketing. Canada: Jim Hoskins.
 Bidgoli, H. (2004). The Internet encyclopedia. Canada: John Wiley and Sons.
 Brown, D. B. (2004). Consumers Getting Savvy About Online Shopping.
 Dasgupta, S. (2006).Encyclopedia of virtual communities and technologies. London: Idea
Group Inc (IGI).
 Yuan Gao. (2005). Web systems design and online consumer behavior. London:
Idea Group Inc (IGI).
 Yoram Wind, J. W. (2001). Digital marketing. USA: John Wiley and Sons.
 Wan, Y. (2009). Comparison-Shopping Services and Agent Designs. USA: Idea
Group Inc (IGI).
 Sirghar, M. S. (2008). Research Methodology. Bangalore.

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ANNEXURES

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 QUETIONNAIRE

NAME :

ADDRESS :

OCCUPATION :

E-MAIL :

Q1. Which gender is the most rely on the online shopping?

 Male
 Female

Q2. Which age group do you belong to?

 20-25
 26-30
 31-35
 36 or more

Q3. Which income class in more inclined toward online shopping?

 Less than Rs. 30,000

 Rs. 30,000 to Rs. 60,000
 Rs. 60,001 to Rs. 1,20,000
 More than Rs. 1,20,000
 Can’t tell

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Q4. What is majority of consumers’ level of education?

 Matriculation or Below
 Intermediate
 Bachelors
 Masters or Above

Q5. How frequently do you buy online?

 Frequently or once in a month

 Once in six month
 Once a year
 Never bought online

Q6. How long have been doing online shopping?

 Less than year

 1 year to 5 year
 More than 5 year

Q7. Do you buy online product segmentations?

 Mobile/Computer/Camera (electronic products)

 Clothes
 Music software
 Books
 Cosmetics and jewelry
 Others

Q8. Do you go to retail store first before making your final purchase online?

 Yes
 No

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Q9. How did you get the idea of buying specific electronics product though an online store?

 Referred by friend/family member

 Saw an online advertisement
 Saw an offline advertisement (paper advertisement)
 I was just waiting for launch of this product

Q10. Approximately how many times did you shop product/services over Internet during last
year?

 At least once
 1 to 3 times
 More than 3 times

Q11. Do you visit different online stores before the actual purchase, how many stores on average
do you visit before purchasing a product?

 1 to 3 stores
 3 to 5 stores
 More than 5 stores

Q12. What are the crucial factors which affect your decision making in the final selection of the
product?

 The best price

 Convenience and time saving
 Not available in local store
 Product reviews available
 Price comparison available

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Q13. After receiving the product, do you?

 Discuss with friends, Family about the purchased product

 Contact typically the seller for further guidance if need
 Write a review about the product
 Others (None)

Q14. What are the main barriers which keep you away from shopping Online?

 Safety of Payment
 Low Trust level of online stores
 High Shipping Cost
 Value Added Tax/ Customs duty
 Refund Policy and Warranty Claims
 Warranty and Claims
 Delivery too slow
 Others (Don’t have Credit Card)

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