CHAPTER-I 1.

1 INTRODUCTION
Marketing is the process used to determine what products or services may be of interest to customers, and the strategy to use in sales, communications and business development. It is an integrated process through which companies build strong customer relationships and create value for their customers and for themselves. 1.1.1 OUTLINE OF THE STUDY Marketing is used to identify the customer, satisfy the customer, and keep the customer. With the customer as the focus of its activities, marketing management is one of the major components of business management. The adoption of marketing strategies requires businesses to shift their focus from production to the perceived needs and wants of their customers as the means of staying profitable. 1.1.2 DEFINITION Marketing is defined by the AMA as "an organizational function and a set of processes for creating, communicating, and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders."

"Marketing is the set of human activities directed at facilitating and consummating exchanges."- Philip Kotler

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1.1.3 DEFINITION OF BRAND POSITIONING Brand Positioning probably the most common is identifying a market niche for a brand, product or service utilizing traditional marketing placement strategies. Positioning is defined as the way by which the marketers create impression in the customers mind.

1.1.4 Brand positioning process Effective Brand Positioning is contingent upon identifying and communicating a brand's uniqueness, differentiation and verifiable value. It is important to note that "me too" brand positioning contradicts the notion of differentiation and should be avoided at all costs. Generally, the brand positioning process involves: 1. Identifying the business's direct competition (could include players that offer your product/service amongst a larger portfolio of solutions) 2. Understanding how each competitor is positioning their business today (e.g. claiming to be the fastest, cheapest, largest, etc.) 3. Documenting the provider's own positioning as it exists today (may not exist if start up business) 4. Comparing the company's positioning to its competitors' to identify viable areas for differentiation 5. Developing a distinctive, differentiating and value-based brand positioning statement, key messages and customer value propositions.
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1.1.5 Product positioning process Generally, the product positioning process involves: 1. Defining the market in which the product or brand will compete 2. Identifying the attributes that define the product 'space' 3. Collecting information from a sample of customers about their perceptions of each product on the relevant attributes 4. Determine each product's share of mind 5. Determine each product's current location in the product space 6. Determine the target market's preferred combination of attributes 1.1.6 Positioning concepts More generally, there are three types of positioning concepts: 1. Functional positions
o o o

Solve problems Provide benefits to customers Get favorable perception by investors and lenders

2. Symbolic positions
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Self-image enhancement Ego identification Belongingness and social meaningfulness Affective fulfillment

3. Experiential positions
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Provide sensory stimulation Provide cognitive stimulation

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and statistical techniques like multi dimensional scaling.1.7 Measuring the positioning Positioning is facilitated by a graphical technique called perceptual mapping.1. It involves making hard decisions about how a market is shifting and how a firm's competitors will react. Repositioning a company involves more than a marketing challenge. and logic analysis. rather than just a product line or brand. 1. which previously flourished on expense account dinners and corporate events.8 Repositioning a company It can be necessary . employees.even urgent . for example. clients and regulators all needed to shift. POSE Analysis offers a somewhat more sophisticated approach than perceptual mapping and allows one to not only determine the positioning of a brand but also the overall strength of a brand's proposition. and each company needed to influence how these perceptions changed.1. Upscale restaurants. When Goldman Sachs and Morgan Stanley suddenly shifted from investment to commercial banks. various survey techniques. Doing so involves repositioning the entire firm. many of which often lack strong brands for individual product lines. the expectations of investors.to reposition an entire company. In a prolonged recession. may for the first time need to stress value as a sale tool. 4 . for example. factor analysis. conjoint analysis. business approaches that were effective during healthy economies often become ineffective and it becomes necessary to change a firm's positioning. This is especially true of small and medium-sized firms.

It is the foundation to all communications and brand strategy. Al Reis and Laura Reis. Brand positioning is important in deciding where you want to position your brand within its category and relative to the competition. Quality. or the perception of quality. Once you determine the way in which you can reach your market.Brand positioning is the ―space‖ that your services and solutions occupy in the minds of your target audience. lies in the mind of the buyer. 5 . The right positioning incorporates strong values and differentiators that are important to your customers. Quality positioning Perception of quality is probably one of the most important elements for a brand to have and can be combined with any of the other prompts below. It is the disciplined thinking that guides the basis for building relationships between brands and customers. Here is a list of nine positioning types you can think of before deciding on which one you will attach to your brand: 1. Build a powerful perception of quality. the next thing to look at is how you are going to lure your customer to try your brand. Brand Positioning permeates virtually everything we do. authors of The 22 Immutable Laws of Branding say the best way to increase perception of quality is to narrow the company’s focus. and you will succeed in creating a powerful brand.

Today. For instance. The product or service does need to have some perk or difference to justify the higher price. Relational positioning One of the most effective ways to create interest in a brand is to send out a positioning prompt that resonates well with potential buyers. In fact. or be of ―higher quality‖ than a generalist. 2. 4. co-branded names. 6 . and the positioning will be credible if you stick to the facts about the product. The advantage is that the message is clear.When you narrow a product’s focus. and a specialist is perceived to know more. feature-orientated stances are often rendered useless if the competition comes out with a faster or more advanced model. 3. brands that are considered a value are rising in popularity amongst consumers. items that were considered to be a good ―value‖ meant that they were inexpensive. that stigma has fallen by the wayside. they explain. you become a specialist rather than a generalist. Feature-driven positioning More marketers rely on product/service features to differentiate their brands than any other method. Value positioning Although at one time. most of the other major airlines have followed Southwest’s lead by rolling out value-priced flights under new. Southwest Airlines is probably the best example of how a company has been able to offer discount prices and still keep a strong brand identity. Unfortunately.

the good value for the money solution. 3. high price tag solution. Consumer perceptions The perceived quality and value of your brand in consumer’s minds (i.8 5 Factors of Brand Positioning 1. or a person they might like to be. 4. Brand Attributes What the brand delivers through features and benefits to consumers. does your brand offer the cheap solution.1. 2. problem/solution prompts show the consumer how a sticky situation can be relieved quickly and easily with the brand or service. Competitor attributes What the other brands in the market offer through features and benefits to consumers. Price An easily quantifiable factor is your prices vs. Problem/solution positioning As the name implies. 5. etc. Consumer Expectations What consumers expect to receive from the brand. 6.e. your competitors’ prices. 1. the high-end.. 7 .5. Aspiration positioning These are positioning prompts that offer prospects a place they might like to go. or a state of mind they might like to achieve.

4.35.2 INDUSTRY PROFILE 1.2. two-wheelers.613. 1 two wheeler company has posted growth of 14. Hero Honda: Hero Honda the world’s no.234 units of two wheeler in the month of May 2011 compared to 4. The total two-wheeler sales of the Indian industry accounted for around 77. This is the thirteenth consecutive month where Hero Honda has sold more than 4 lakh 8 . the industry (excluding tractors) marked a growth of 17% over the corresponding previous. three-wheelers. multi-utility vehicles & passenger cars.963 units sold in the domestic market and 453.2 TWO-WHEELERS: MARKET SIZE & GROWTH In terms of volume.2.765 units exported.00.1 INDIAN TWO-WHEELER INDUSTRY INTRODUCTION The Indian automotive industry consists of five segments: commercial vehicles. The company has sold 5. The two-wheeler sales have witnessed a spectacular growth trend since the mid nineties.436 units of two-wheelers were sold in the country in 9MFY2005 with 256. and tractors.591 units exported during the first nine months of FY2005 (9MFY2005).75% in the month of May 2011 compared to May 2010.933 units of two wheeler sold in the month of May 2010.822. With 5.1. 1.5% of the total vehicles sold in the period mentioned.

26. The company exported 1. Bajaj Auto has reported growth of 18.930 units in the month of May 2011 up by 18. Total sales stood at 38.56. The company has sold 1.476 units in the April 2011. The company has sold 3.812 units in the month of May 2011 compared to 25. This is by far company’s highest ever monthly sales for May month.980 units sold in the same period last year Yamaha India: Yamaha India has reported sales growth of 55.69.033 units last year in the same period. The company sold 34. Total sales stood at 1. The company reported month on month basis sales is grown by 12. Bajaj Auto: Country’s second largest two wheeler maker.44% compared to 1.60% in the month of May 2011.54.989 units of motorcycle in the month of May 2011 compared to 2. 9 .81.units and the firth time and consecutive three times more than 5 lakh plus sale in the history of company.667 units sold in the month of May 2010.04% in the month of May 2011 compared to May 2010.818 units in the month of May 2011 TVS Motors: TVS Motors has posted growth of 17.85.488 units in the month of May 2010.891 units in the month of May 2011 compared to 1.00 % in the month of May 2011.17.58%.

842 units in the May 2010.623 units in the month of April 2011.723 units in the month of May 2011 compared to 1.72% in the month of May 2011. 1. The company sold 1.HMSI: India’s largest scooter manufacturing company Honda Motorcycle & Scooter India Ltd reported sales growth of 5. Some of the features that deserve attention in respect of the Indian two wheeler segment are as mentioned:  The production of two wheelers in India is expected to reach a staggering 17.36. more than double of the current production level. and increasing availability of fuel efficient two-wheeler models. the industry bounced back with a 25% increase in volume sales in FY1995.3 SEGMENTAL GROWTH OF THE INDIAN TWO WHEELER INDUSTRY After facing its worst recession during the early 1990s. On month on month basis the company’s sales is up by 8. higher access to relatively inexpensive financing. 10 .37.2. However. sales picked up thereafter mainly on the strength of an increase in the disposable income of middle-income salaried people (following the implementation of the Fifth Pay Commission's recommendations).45. The company reported sales of 1.13%.85 million units by 2011-12.

Increasing availability of fuel-efficient and low-maintenance models. Bajaj Auto and TVS Motor remain the leading players in terms of sales and popularity of their two wheelers. ▪ ▪ ▪ ▪ ▪ Increased availability of cheap consumer financing in the past 3-4 years.  Total investment for new capacity generation in two-wheeler segment is likely to be more than $2. Changes in the demographic profile. Difference between two-wheeler and passenger car prices. The two-wheeler production capacity is to reach 22.2 billion (INR10. Increasing urbanisation. and 11 . ▪ Steady increase in per capita income over the past five years.000 in 2006-07. 1.78 million in 2006-07. 000 core). which creates a need for personal transportation.4 DEMAND DRIVERS: The demand for two-wheelers has been influenced by a number of factors over the past five years.  India is likely to export 1.31 million units in 2011-12 compared with 10.2. which makes two-wheelers the entrylevel vehicle. The key demand drivers for the growth of the twowheeler industry are as follows: ▪ Inadequate public transportation system.39 million two-wheelers in 2011-12 compared with 590.  Hero Honda. especially in the semi-urban and rural areas.

product groups within these subsegments have gained importance in the recent years. While the demand drivers listed here operate at the broad level.accounting for over 80% of the industry sales as in 9MFY2005. Examples include 125cc motorcycles. Yamaha Motors India Ltd (Yamaha).6 MANUFACTURERS: As the following graph indicates.▪ Increasing number of models with different features to satisfy diverse consumer needs. Scooters. The other key players in the two-wheeler industry are Kinetic Motor Company Ltd (KMCL). the introduction of 4-stroke scooters has followed the imposition of stringent pollution control norms in the early 2000. etc. the Indian two-wheeler industry is highly concentrated. motorcycles and mopeds. in response to evolving demographics and various other factors. Kinetic Engineering Ltd (KEL). segmental demand is influenced by segment-specific factors.2. viz. 1. these prominent sub-segments. with three players-Hero Honda Motors Ltd (HHML). 100-125 cc gearless scooters. LML Ltd (LML). Bajaj Auto Ltd (Bajaj Auto) and TVS Motor Company Ltd (TVS) . However. other sub segments emerged.5 MARKET CHARACTERISTICS The three main product segments in the two-wheeler category are scooters. gearless scooters.2. 12 . and 4-stroke scooters. The characteristics of each of the three broad segments. 1. Besides. While the first two emerged as a response to demographic changes.

the company witnessed a gradual erosion of its market share.8 TRENDS IN THE TWO-WHEELER INDUSTRY Companies raising capacity to meet the growing demand 13 . the 100% owned subsidiary route .7 TECHNOLOGY Hitherto. HHML. Royal Enfield Ltd (REL) and Honda Motorcycle & Scooter India (P) Ltd (HMSI). Japan. A case in point is HMSI. as the demand started shifting towards motorcycles. A third form . a 100% subsidiary of Honda. technology transfer to the Indian two-wheeler industry took place mainly through: licensing and technical collaboration (as in the case of Bajaj Auto and LML). Although the three players have dominated the market for a relative long period of time. and almost doubled its market share from 20% in FY2000 to 40% in 9MFY2005 to emerge as the market leader. was the main beneficiary.Majestic Auto Ltd (Majestic Auto).that is. accounting for 32% of the two-wheeler industry volumes in the country that year. and joint ventures (HHML).2. their individual market shares have undergone a major change. However. 1. Bajaj Auto was the undisputed market leader till FY2000. Table 2 details the alliances of some major two-wheeler manufacturers in India.found favour in the early 2000s. Bajaj Auto dominance arose from its complete hold over the scooter market. 1. which had concentrated on the motorcycle segment.2.

HHML increased the capacity of its plants from 1. In light of the increase in demand for motorcycles. the company plans to set up a new plant. Bajaj Auto. TVS.25 million in FY2004 and has been able to achieve 92% capacity utilisation. HMSI has aggressively expanded its capacity. viz.All the major two-wheeler manufacturers. HMSI and others. The move has been prompted by the rapid growth reported by the motorcycles segment since FY1995. have increased their manufacturing capacities in the recent past.8 million units in FY2003 to 2. The total capacity of these players stood at 7. HHML. or converted their existing capacities for scooters and mopeds into those for manufacturing motorcycles.8 million units in FY2002. Most of the players have either expanded capacity. 14 .8 million units per annum (FY2003) as against total market sales of 3. Since its entry in the Indian market during FY2002.

The founder of the Nagappa motors pvt Ltd Mr.3 COMPANY PROFILE PROFILE OF THE NAGAPPA MOTORS PVT. in the year 1982 and commenced the Hero Honda moped two wheeler business in chennai. they started their automated service center exclusively or the service of Hero Honda two wheeler. The Nagappa motors pvt Ltd is the dealer of the Hero Honda company in Chennai. New Delhi after seeing their sincere. The type of business was partnership within the family contain 6 members. Besides improving their business to the Optimum level. Muthu palaniappan. appointed in the style of ―Nagappa motors pvt Ltd‖ as the Hero Honda authorized dealer for the Chennai District in the year 1985. LTD. They established this Nagappa motors pvt Ltd at Balfour road. Palaniappan & Mr. the Nagappa motors pvt Ltd began to work hard to extend their services in order to ensure customer satisfaction at all level to the maximum extent possible. P. They started their workshop at kilpauk & perambur in the name of ―Nagappa motors pvt Ltd‖ In the years 1994. 15 . hard work and progress achieved by them in the field two wheeler business. P.1.

Their automated service center is situated in their building with total area of 7000sq.ft. 2004 – 05 of 4200 2005 – 06 4600 2006 – 07 5100 2007 – 08 6000 2008 – 09 7600 16 . The showroom is functioning in a building with floor area of 2500sq. they are concentrating and hard to achieve ―CUSTOMERS QUALITY‖ which is their MOTTO. Their objective is to become world’s No. At Perambur and average service of 2000 vehicles per month is being undertaken in this center. Motor cycle Source: For the last five years sales report of Nagappa motors pvt ltd.ft on the Balfour road.1 company in the sales two wheelers they are also trying their best level to contribute their share in their Endeavour to maintain their above success in the coming years also.Sale of Hero Honda spare parts required by the customer are also being under taken at this automated service center also functioning well to achieve their goal. Besides their hard and sincere efforts to maximize the sales and service of Hero Honda two wheelers. 300 numbers of two wheelers are being sold monthly in this showroom. Sales of Hero Honda Motor cycle Year No. Kilpauk on an average.

The following table shows the trend growth of sales of two wheelers in Nagappa motors pvt ltd Chennai. S.67 From the above it is clear that a sale of two wheelers keeps an increasing steady year after year.86 17. performance of the two wheeler and the expectations are fulfilled by the produces of these vehicles. Years Sales Increase Decrease % on Increase or Decrease 1 2 3 4 5 2004 – 05 2005 – 06 2006 – 07 2007 – 08 2008 – 09 4200 4600 5100 6000 7600 400 500 900 1600 9. The reasons were better dealer service.No. 17 .6 10.64 26.

The technology in the bikes of Hero Honda for almost 26 years (1984–2010) has come from the Japanese counterpart Honda Hero MotoCorp has three manufacturing facilities based at Dharuhera. Hero Group bought the shares held by Honda. Munjal family and Honda group both own 26% stake in the Company. Gurgaon in Haryana and at Haridwar in Uttarakhand. These plants together are capable of churning out 3 million bikes per year. In 2010.Forget it' that emphasised the motorcycle's fuel efficiency helped the company grow at a double-digit pace since inception. it was reported that Honda planned to sell its stake in the venture to the Munjal family. Contents ―Hero‖ is the brand name used by the Munjal brothers for their flagship company Hero Cycles Ltd. A popular advertising campaign based on the slogan 'Fill it . During the 1980s. A joint venture between the Hero Group and Honda Motor Company was established in 1984 as the Hero Honda Motors Limited At Dharuhera India. In 2010.Shut it . 18 . When Honda decided to move out of the joint venture. the company introduced motorcycles that were popular in India for their fuel economy and low cost. The company is the largest two wheeler manufacturer in India. in August 2011 the company was renamed Hero MotoCorp with a new corporate identity. Hero Honda started in 1984 as a joint venture between Hero Cycles of India and Honda of Japan.HERO MOTOCORP Formerly Hero Honda is a motorcycle and scooter manufacturer based in India. Subsequently.

Hero Honda motorcycle CD 100 launched. Ltd.Hero Honda motorcycle Splendor launched. Hero Honda motorcycle Passion Plus and Hero Honda motorcycle Karizma launched. motorcycle CD Dawn.Hero Honda motorcycle CBZ launched. 1983 -. 1991 -. 2001 -.Hero Honda motorcycle Street launched.Hero Honda motorcycle CD 100 SS launched. Japan signed Shareholders Agreement signed 1984 -.Hero Honda Motors Ltd. 1997 -.Hero Cycles becomes largest bicycle manufacturer in India.HISTORY Hero MotoCorp was started in 1984 as Hero Honda Motors Ltd. 19 . 2003 -. 1994 -. 1999 -.Hero Honda motorcycle Dawn and Hero Honda motorcycle Ambition launched. 2002 -.Joint Collaboration Agreement with Honda Motor Co. 1989 -. incorporated 1985 -. Hero Honda motorcycle Splendor.Formation of Hero Cycles in Ludhiana 1975 -. 1956 -.Hero Honda motorcycle Passion and Hero Honda Joy launched.Hero Honda .Hero Honda motorcycle Sleek launched.

2007 -.Hero Honda motorcycle Super Splendor.New Models of Hero Honda motorcycle Karizma:Karizma .ZMR and limited edition of Hero Honda motorcycle Hunk launched 2010 -. CBZ Xtreme. Glamour FI. Glamour. New licensing arrangement signed between Hero and Honda.2004 -. Hero Honda motorcycle Achiever and Hero Honda Scooter Pleasure. November 2011 -. New Models of Hero Honda motorcycle Passion Plus and Hero Honda motorcycle Hunk launched. 2011 -. Glamour Fi and Hero Honda motorcycle Passion Pro launched. 2009 -. 2005 -.New Models of Hero Honda motorcycles Pleasure. CBZ Xtreme. New Models of Hero Honda motorcycle CD Deluxe.New Models of Hero Honda motorcycles Glamour. Hero Honda motorcycle Glamour. Hero Honda motorcycle CD Deluxe.Hero and Honda part company. 2008 -.Hero Honda motorcycle Ambition 135 and Hero Honda motorcycle CBZ launched. Karizma launched.New Models of Hero Honda motorcycle Splendor NXG. 20 .Hero launched its first ever Off Road Byke Named Hero "Impulse".New Models of Hero Honda motorcycle Splendor Pro and New Hero Honda motorcycle Hunk and New Hero Honda Motorcycle Super Splendor launched. August 2011 -. thus forming Hero MotoCorp and Honda moving out of the Hero Honda joint venture.

Under the joint venture Hero Group could not export to international markets (except Sri Lanka) and the termination would mean that Hero Group can now export. Hero Honda's bike Hero Honda Splendor sells more than one million units per year. Hero Honda sells more two wheelers than the second. a growth of 12% over last year.7 million bikes. the Board of Directors of the Hero Honda Group have decided to terminate the joint venture between Hero Group of India and Honda of Japan in a phased manner. the company had a market share of 57% in the Indian market. COMPANY PERFORMANCE During the fiscal year 2008-09. So there are concerns that the Hero Group might not be able to sustain the performance of the Joint Venture alone.TERMINATION OF HONDA JOINT VENTURE In December 2010. In the same year. The Hero Group would buy out the 26% stake of the Honda in JV Hero Honda. the company sold 3. Since the beginning. the Hero Group relied on their Japanese partner Honda for the technology in their bikes. 21 . third and fourth placed two-wheeler companies put together.

CD Deluxe. Splendor PRO 22 . CD Dawn. Karizma ZMR FI  Passion. CBZ Star. Ambition 135  CBZ. Passion+. CD Deluxe (Self Start)  Glamour. Splendor NXG. Glamour F. Passion Pro  Pleasure  Splendor.I  Hunk  Karizma. Karizma R. Splendor+ (Limited Edition).MOTORCYCLE MODELS Category: Hero Honda motorcycles  Sleek  Achiever  Ambition 133. Splendor+. CD 100 SS. Super Splendor. CBZ Xtreme  CD 100.

In this situation.REVIEW OF LITERATURE The central concern of brand positioning literature experienced a dramatic shift in the last decade. Aaker and Joachmisthaler (2000) discuss the traditional branding model where a brand management team was responsible for creating and coordinating the brand’s management program. sign. symbol. 23 . intended to identify the goods and services of one seller or group of seller sand to differentiate them from those of competitors‖ (p. American Marketing Association (AMA) definition of a brand is ―a name. were subject to constant review and redefinition. the brand manager was not high in the company’s hierarchy. With this strategy the responsibility of the brand was solely the concern of the marketing department (Davis 2002). term. as traditionally understood. his focus was the short-term financial results of single brands and single products in single markets. Branding and the role of brands. or a combination of them. A traditional definition of a brand was ―the name. 404). The basic objective was the coordination with the manufacturing and sales departments in order to solve any problem concerning sales and market share. or design. associated with one or more items in the product line that is used to identify the source of character of the item‖ (Kotler 2000).

Positioning is the process whereby information about the organization or the product is communicated in such a way that the object is perceived by the consumer/stakeholder to be differentiated from the competition. The model itself was tactical and reactive rather than strategic and visionary (Aaker and Joachimsthaler 2000). benefit-driven positioning. Hankinson and 24 . p 323).The brand was always referred to as a series of tactics and never like strategy. target driven positioning. Positioning are not verifiable scientific hypotheses. 2002. most companies thought that focusing on the latest and greatest advertising campaign meant focusing on the brand (Davis and Dunn 2002). emotional/psychological positioning. 2002). Positioning is about visibility and recognition of what a product/service represents for a buyer.In general. to occupy a particular space in the market The commercial utility of positioning The entire enterprise of branding itself can be understood as an exercise in positioning. competition driven positioning. inspirational positioning and value positioning. In markets where the intensity of rivalry and competition are increasing and buyers have greater choice. identification and understanding of a product is intrinsic values become critical (Fill. problem/solution prompts. using product experience and marketing initiatives to increase profitability by associating trademarks with compelling consumer values (Marsden. feature-driven prompts. Alternative positioning types. There is a great deal of subjective interpretation and high degree of risk involved in choosing to seek one positioning strategy over another (Upshaw 1995).

• There is a credible brand fit. secondly. Some of the most important factors are. How a brand is recognized in the marketplace is based largely on its personality. • They serve as an integrated base with a personality. 25 . Positioning can be seen as a two step process. The brand is restricted once reduced to four questions. According to Kapferer (1997) positioning does not reveal the entire brand is richness of meaning nor reflect all of its potential. • They are supported by sufficient market spending. indicate what the brands essential difference is in comparison to other products and brands of that category (Kapferer. • They promise relevant benefits. first indicate to what category the brand should be associated and compared with. • Their promises are backed up with persuasive support. According to Upshaw (1995) positioning campaigns that work often share common characteristics that can serve as a guide for marketers. but what it means in someone is life is derived from its positioning.Cowking (1997) states that a brands positioning defines the brands point of reference with respect to the competition. To identify a brands position and its future position opportunities (Aaker 1996). • They are correctly and clearly targeted. 1997).

The study helps to gather information about consumer thoughts and various competing concern of the same product. This makes to know how effectively the product reaches the customer mind and how to retain the customer in the market. The study helps to know the brand positioning towards hero Honda. 3. 26 .1 SCOPE OF THE STUDY 1. 2. The study reveals a lot of information such as awareness perception and consumers expectation towards the product. 4.2.

Through this they come to know how much the consumer feel satisfy and all their opinion about the brand. Through this hero Honda can know their brand positioning in market 3.2 NEED FOR THE STUDY 1. 27 .2. This will helps them to create their brand image much better than present condition 4. This will help them to know the level of customer aware about the brand of hero Honda 2.

To know the customer satisfaction level towards the Hero Honda.2. To identify the awareness level towards the product of Hero Honda.3 OBJECTIVE OF THE STUDY 2. 2. 2.3.2 Secondary objective 1. To find out the customer attitude level towards the product of Hero Honda. 3.1 Primary objective To study on brand positioning about the product of hero Honda in Chennai city. 4.3. 28 . To give suitable suggestions to improve the brand image in customers mind.

 Most of the customers show hesitation to fill the question.  It is very difficult to cover the entire market because of the study period was only 60 days.LIMITATION  The survey has been conducted to the customers in Chennai city.  The respondents might be given biased informations. 29 .

RESEARCH METHODOLOGY S.NO 1 2 3 4 6 PARTICULAR Type of research Type of research design Population size Sample size Type of data DETAIL Descriptive research Descriptive Chennai 120 (a) Primary data (b) Secondary data 7 Data collection method Survey method 8 Data collection instrument Questionnaire 9 Sampling technique Convenient sampling 10 Statistical tool for analysis (i) Simple percentage analysis (ii) Chi-square analysis (iii) Weighted Average Method (iv) correlation 30 .

1 GENDER PERCENTAGE 25% Male Female 75% INTERPRETATION: It is inferred that the majority of the respondents 90% are male and few no of respondents 30% are female.1.1.DATA ANALYSIS AND INTERPERTATION TABLE 3.1 GENDER S.NO GENDER NO OF RESPONDENTS 1 2 Male Female Total 90 30 120 PERCENTAGE % 75 25 100 CHART 3. 31 .

5%) of the respondents at the age group of 26-30.5% % of respondents 30 25 20 15 10 5 0 Below 25 14. and only few number (15.5% 15. 32 .83%) of respondents are under the age group of 41-50.NO 1 2 3 4 5 AGE Below 25 26-30 31-40 41-50 Above 50 TOTAL NO OF RESPONDENTS 36 27 17 19 21 120 PERCENTAGE 30 22.83 17.TABLE 3.83% 17.1. (22.5 14.17% 26-30 31-40 41-50 Above 50 particulars INTERPRETATION: It is inferred that almost 30% of the respondents at the age group of below 25. and very few number of respondents are under the age group of 31-40.2 AGE WISE CLASSIFICATION 35 30% 22.17 15.1.5) of respondents are under the age group of above 50.5 100 CHART 3. few number (17.2 AGE WISE CLASSIFICATION S.

3 CLASSIFICATION BASED ON QUALIFICATION S.1.1.TABLE 3.NO PARTICULARS NO OF RESPONDENTS PERCENTAGE 1 2 3 4 5 SSLC HSC Graduate/diploma Post Graduate Others Total 37 15 28 9 11 100 37 15 28 9 11 100 CHART 3.3 CLASSIFICATION BASED ON QUALIFICATION 40% % of respondents 30% 20% 10% 0% SSLC ITI HSC particulars Diploma Others 15% 9% 37% 28% 11% INTERPRETATION: 37% of the respondents are belonging to SSLC. 9% of Respondents are having diploma 33 .

.83%) of the respondents are government.4 OCCUPATION S.TABLE 3.17% 10% 5% Government Private Professional particulars Student Others INTERPRETATION: Almost(50%) of respondents i.17 5 100 CHART 3. are private.83 50 10 14.NO 1 2 3 4 5 OCCUPATION Government Private Professional Student Others TOTAL NO OF RESPONDENTS 25 60 12 17 6 120 PERCENTAGE % 20.4 OCCUPATION 50% 50 45 40 35 30 25 20 15 10 5 0 % of respondents 20.e. majority (20.1.83% 14.1. and only few no of respondents are others. 34 .

67 100 CHART 3.16 51.TABLE 3.5 INCOME WISE CLASSIFICATION 60 50 % of respondents 40 30 20 10 0 Upto 5000 24.5 INCOME WISE CLASSIFICATION S.67% 5001-10000 1001-15000 particulars 15001-20000 Above 20001 INTERPRETATION: Almost (51. (24.16%) of the respondents are earning upto 5000.33 6. 35 .17% 8.NO 1 2 3 4 5 INCOME Upto 5000 5001-10000 1001-15000 15001-20000 Above 20001 TOTAL NO OF RESPONDENTS 29 62 11 10 8 120 PERCENTAGE % 24.67 9.33% 6.17 8.67% 9.1.16% 51.67%) of respondents are earning 5001-10000. and only few no of respondents are earning above 20001.1.

1.1.6 AWARING OF HERO HONDA TWO WHEELER PERECENTAGE Yes No 9% 91% INTERPRETATION: It is inferred that (91%) of respondents are aware of Hero Honda two wheeler and only very few (9%) of respondents i. are not aware of the Hero Honda two wheeler.6 AWARING OF HERO HONDA TWO WHEELER S.e.TABLE 3.. 36 .NO 1 2 PARTICULAR Yes No TOTAL NO OF RESPONDETNS 110 10 120 PERECENTAGE 91 9 100 CHART 3.

7 INFORMATION ABOUT HERO HONDA 43.5 20 100 CHART 3.NO 1 2 3 4 5 PARTICULAR Media Friends Neighbours Relation Others TOTAL NO OF RESPONDENTS 52 36 5 3 24 120 PERCENTAGE 43.16 2. 37 .TABLE 3. of respondents (3%) are gets from neighbors and relations.5% Media Friends Neighbours Particulars Relation Others INTERPRETATION: It is inferred that the majority (43%) of the respondents are get the information from media and (30%) of respondents gets information from friends and most of respondents gets information from others and very few no (4%).34 30 4.1.7 INFORMATION ABOUT HERO HONDA S.1.34% 45 40 35 30 25 20 15 10 5 0 % of respondents 30% 20% 4.16% 2.

1.e.1.NO 1 2 3 4 5 PARTICULAR Yamaha Hero Honda Honda Bajaj TVS TOTAL NO OF RESPONDENTS 10 60 15 20 15 120 PERCENTAGE 8 50 13 17 12 100 CHART 3.8 BRAND MOSTLY PREFER FOR TWO WHEELER 50% 50 45 40 35 30 25 20 15 10 5 0 % of respondents 17% 8% 13% 12% Yamaha Hero Honda Honda particulars Bajaj TVS INTERPRETATION : Almost (50%) of respondents i..8 BRAND MOSTLY PREFER FOR TWO WHEELER S.TABLE 3. are mostly prefer hero Honda two wheeler and few no of respondents (17%) are prefer Bajaj and also some of the respondents prefer Honda and TVS and very few no of respondents (8%) are prefer Yamaha. 38 .

(3%) are preferred HUNK.1.9 POSSESS THE SUB BRAND OF HERO HONDA S.9 POSSESS THE SUB BRAND OF HERO HONDA 50 45 40 35 30 25 20 15 10 5 0 44% 31% % of respondents 10% 12% 3% Splendor Passion Hunk particulars CBZ ZMR INTERPRETATION: It is inferred that majority (44%) of the respondents are possess the subbrand of the Hero Honda is SPLENDER and most of the respondents (31%) is prefer PASSION and Only very few no of respondents (10%). CBZ and ZMR.TABLE 3.NO 1 2 3 4 5 PARTICULAR Splendor Passion Hunk CBZ ZMR TOTAL NO OF RESPONDENTS 53 37 12 15 3 120 PERCENTAGE 44 31 10 12 3 100 CHART 3. 39 .1. (12%).

10 BRAND PREFERANCE OF HERO HONDA S. 40 .1.TABLE 3.10 BRAND PREFERANCE OF HERO HONDA 31% 26% 16% 3% 24% 35 30 25 20 15 10 5 0 % Of respondents Reasonable price Attractive design Quality particulars Brand image Show room INTERPRETATION: It is inferred that most of the respondents (31%) are prefer that Hero Honda brand is giving the best quality and also (26%) of the respondents prefer that hero Honda brand is reasonable price and (24%) of respondents said that hero Honda is brand image and only few (3%) of the respondents for show room.NO 1 2 3 4 5 PARTICULAR Reasonable price Attractive design Quality Brand image Show room TOTAL NO OF RESPONDENTS 31 19 37 29 4 120 PERCENTAGE 26 16 31 24 3 100 CHART 3.1.

41 .1.11 ATTRACTION OF PURCHASE THE BRANDED PRODUCT 32% 29% 23 35 % of respondents 30 25 20 15 10 5 0 Brand name 12% 4% Price Fuel capacity particulars Model Resale value INTERPRETATION: It is inferred that majority (32%) of the respondents are view that fuel capacity is attract to purchase that branded product and also (29%) of the respondents for favorable price of the branded product and only few (4%) of the respondents view that resale value.TABLE 3.NO 1 2 3 4 5 PARTICULAR Brand name Price Fuel capacity Model Resale value TOTAL NO OF RESPONDENTS 28 35 38 14 5 120 PERCENTAGE 23 29 32 12 4 100 CHART 3.1.11 ATTRACTION OF PURCHASE THE BRANDED PRODUCT S.

TABLE 3.1.1.12 CUSTOMER USAGE OF HERO HONDA S.12 CUSTOMER USAGE OF HERO HONDA 30 20 10 0 1-6 months 7-12 months 1-3 years 16% 26% 17% 20% 21% % of respondents 3-5 years Above 5 years particulars INTERPRETATION: It is inferred that majority (26%) of the respondents are view that they using hero Honda for past 7-6 months and almost (21%) of the respondents are using Hero Honda for above 5 years and also (20%) of the respondents using hero Honda for 3-5 year and few no of respondents i (17%). (16%) are using for past 3-5 years 1-6 months. 42 .NO 1 2 3 5 PARTICUALR 1-6 months 7-12 months 1-3 years 3-5 years Above 5 years TOTAL NO OF RESPONDENTS 19 31 21 4 24 25 120 PERCENTAGE 16 26 17 20 21 100 CHART 3.

.1.e. (25%) are agree with the influence of brand purchase and (21%) are moderate with purchase decision and very few no of respondents (7%).13 INFLUENCE OF BRAND ON PURCHASE DECISION S. 43 .1.NO 1 2 3 4 5 PARTICULAR Strongly agree Agree Moderate Disagree Strongly disagree TOTAL NO OF RESPONDENTS 55 30 25 8 2 120 PERCENTAGE 46 25 21 7 1 100 CHART 3.TABLE 3. (1%) are responsible for disagree and strongly disagree.13 INFLUENCE OF BRAND ON PURCHASE DECISION % of respondents 60 40 20 0 Strongly agree Agree Moderate 46% 25% 21% 7% 1% Disagree Strongly disagree particulars INTERPRETATION: It is inferred that the table shows majority (46%) of the respondents are strongly agree on influence of brand on purchase decision and most of the respondents i.

(5%).14 REASONABLE PRICE OF THE PRODUCT 50 % of respondents 40 30 20 10 0 Strongly agree Agree Moderate particulars 50% 27% 17% 5% Disagree 1% Strongly disagree INTERPRETATION: Almost (50%) that the table show that majority of the respondents are strongly agree with that the product of the price is reasonable and (27%) of the respondents are agree the price is reasonable and (17%) of the respondents are moderate with the price and some of the respondents i. 44 . (1%) are disagree and strongly disagree with the price of the product.1.NO 1 2 3 4 5 PARTICULAR Strongly agree Agree Moderate Disagree Strongly disagree TOTAL NO OF RESPONDENTS 60 32 20 7 1 120 PERCENTAGE 50 27 17 5 1 100 CHART 3.TABLE 3.14 REASONABLE PRICE OF THE PRODUCT S.1.e..

15 QUALITY OF THE PRODUCT 50 45 40 35 30 25 20 15 10 5 0 48% % of respondents 28% 15% 7% 2% Excellent Good Average particulars Poor Very poor INTERPRETATION: This table show that majority (48%) of the respondents are view that quality of the product is excellent and (28%) of the respondents are view that good in product quality and (15%) of the respondents is responsible for average and some of the respondents i.TABLE 3.1.(7%).. 45 .15 QUALITY OF THE PRODUCT S. (2%) are poor and very poor.NO 1 2 3 4 5 PARTICUALR Excellent Good Average Poor Very poor TOTAL NO OF RESPONDENTS 58 34 18 8 2 120 PERCENTAGE 48 28 15 7 2 100 CHART 3.e.1.

(5%).e.1.TABLE 3.16 FEEL ABOUT PRODUCT FEATURE S. (3%) are responsible for poor and very poor..1.NO 1 2 3 4 5 PARTICULAR Excellent Good Average Poor Very poor TOTAL NO OF RESPONDENTS 55 30 25 6 4 120 PERCENTAGE 46 25 21 5 3 100 CHART 3.16 FEEL ABOUT PRODUCT FEATURE 46% 50 % of respondents 40 30 20 10 0 25% 21% 5% 3% Excellent Good Average particulars Poor Very poor INTERPRETATION: It is inferred that the table shows majority (46%) of the respondents are feel excellent about product feature and (25%) of the respondents are view that good about product feature and (21%) of the respondents are average about feature of product and some of the respondents i. 46 .

(1%) of the respondent are responsible for poor and very poor.17 PEER GROUP INFLUENCE IN PURCHASE DECISION S.1.TABLE 3.NO 1 2 3 4 5 PARTICULAR Excellent Good Average Poor Very poor TOTAL NO OF RESPONDENTS 60 40 15 4 1 120 PERCENTAGE 50 33 13 3 1 100 CHART 3. 47 .17 PEER GROUP INFLUENCE IN PURCHASE DECISION 50% 50 40 30 20 10 0 Excellent % of respondents 33% 13% 3% Good Average 1% Poor Very poor particulars INTERPRETATION: Almost (50%) of the respondents are view that excellent of peer group influence in purchase decision and (33%) are view that good in peer group of purchase decision and (13%) of the respondents are average and very few (3%).1.

18 SATISFACTION OF HERO HONDA ADVERTISEMENT 70 60 % of respondents 50 40 30 20 10 0 Highly satisfied Satisfied Moderate particulars 13% 20% 5% Dissatisfied 0 Highly dissatisfied 62% INTERPRETATION: It is inferred that almost (62%) of the respondents are satisfied with the hero Honda advertisement and (20%) of the respondents moderate with advertisement and (13%) of the respondents are highly satisfied and only very few are dissatisfied and none of the respondents are dissatisfied.NO 1 2 3 4 5 PARTICULAR NO OF RESPONDENTS Highly satisfied 16 Satisfied 74 Moderate 24 Dissatisfied 6 Highly dissatisfied 0 TOTAL 120 PERCENTAGE 13 62 20 5 0 100 CHART 3.TABLE 3. 48 .1.18 SATISFACTION OF HERO HONDA ADVERTISEMENT S.1.

19 OVERALL LEVEL OF SATISFACTION S.19 OVERALL LEVEL OF SATISFACTION % of respondents 60 40 20 0 Highly satisfaction Satisfaction Moderate Dissatisfaction Highly dissatisfaction particulars 53% 30% 12% 4% 1% INTERPRETATION: It is inferred that the table shows majority (53%) of the respondents are highly satisfied with overall level of satisfaction and (30%) of the respondents are satisfied and (12%) of the respondents are moderate and very few (4%).1. (1%) are dissatisfied and highly dissatisfied.NO 1 2 3 4 5 PARTICULAR NO OF RESPONDENTS Highly satisfaction 63 Satisfaction 36 Moderate 15 Dissatisfaction 5 Highly 1 dissatisfaction TOTAL 120 PERCENTAGE 53 30 12 4 1 100 CHART 3. 49 .1.TABLE 3.

(18%) . 50 .e.TABLE 3. are Bajaj and Yamaha two wheeler availability and very few (7%) are response for Honda.20 AVAILABLE OF TWO WHEELER MARKET S..NO 1 2 3 4 5 PARTICULAR Hero Honda Yamaha TVS Honda Bajaj TOTAL NO OF RESPONDENTS 34 14 42 8 22 120 PERCENTAGE 28 12 35 7 18 100 CHART 3.1.1. (12%).20 AVAILABLE OF TWO WHEELER MARKET 35% 35 30 25 20 15 10 5 0 Hero Honda Yamaha TVS Particulars 28% 18% 12% 7% % of respondents Honda Bajaj INTERPRETATION: Majority (35%) of the respondents view that TVS brand is available in two wheeler market and also (28%) of the respondents are view that the Hero Honda is available in two wheeler market and few no of respondents i.

21 BRAND RANKING OF TWO WHEELER 29.5 4 25 12 29.21 BRAND RANKING OF TWO WHEELER S.5 100 CHART 3.1.e.5%) are view that HERO HOND and BAJAJ are fast moving brand in two wheelers marker and mostly (25%) of the respondents are view that TVS and only few supported for HONDA and very few response for YAMAHA 51 .1.5% Honda Bajaj Particulars INTERPRETATION: This table show that the majority of the respondents i..5% % of respondents 30 20 10 0 Hero Honda Yamaha TVs 4% 12% 25% 29.NO 1 2 3 4 5 PARTICULAR Hero Honda Yamaha TVs Honda Bajaj TOTAL NO OF RESPONDENTS 35 5 30 15 35 120 PERCENTAGE 29.TABLE 3.(29.

(4%) are responsible for poor and very poor.22 RATE THE DESIGN OF HERO HONDA S.e..1..e.(38%) are view it was good and (25%) are view that excellent rate of design and (21%) of the respondents are average with rate of design and some of the respondents i. 52 .22 RATE THE DESIGN OF HERO HONDA 40 30 20 10 0 Excellent Good Average 25% 21% 12% 4% 38% % of respondents Poor Very poor particulars INTERPRETATION: This table show that rate the design of hero Honda the majority of the respondents i.(12%).1.NO 1 2 3 4 5 PARTICULAR Excellent Good Average Poor Very poor TOTAL NO OF RESPONDENTS 30 45 25 15 5 120 PERCENTA GE 25 38 21 12 4 100 CHART 3.TABLE 3.

23 BEST MEDIA FOR ADVERTISMENT S. 53 .TABLE 3.V Newspaper Radio Bit notice Magazines TOTAL NO OF RESPONDENTS 55 36 9 4 16 120 PERCENTAGE 46 30 8 3 13 100 CHART 3..e.1.NO 1 2 3 4 5 PARTICULAR T.23 BEST MEDIA FOR ADVERTISMENT 50 40 30 20 10 0 46% 30% % of respondents 8% 3% T.1.. (46%) are responsible of TV advertisement and mostly (30%) of the respondents are view that newspaper is the best and some of the respondents i.e.(13%) are responsible for magazine and very few responsible for bit notice and radio.V Newspaper Radio Bit notice 13% Magazines particulars INTERPRETATION : This table show that the best media for the advertisement of hero Honda that is majority of the respondents i.

24 BRAND RANKING OF TWO WHEELER 29.5 100 CHART 3.5 4 25 12 29.1.5% Honda Bajaj Particulars INTERPRETATION: This table show that the majority of the respondents i.TABLE 3.(29.NO 1 2 3 4 5 PARTICULAR Hero Honda Yamaha TVs Honda Bajaj TOTAL NO OF RESPONDENTS 35 5 30 15 35 120 PERCENTAGE 29.e.5% % of respondents 30 20 10 0 Hero Honda Yamaha TVs 4% 12% 25% 29.24 BRAND RANKING OF TWO WHEELER S.1..5%) are view that HERO HOND and BAJAJ are fast moving brand in two wheelers marker and mostly (25%) of the respondents are view that TVS and only few supported for HONDA and very few response for YAMAHA 54 .

61000-70000 and (10%) of the respondents are prefer Rs. 5100060000 Rs. 51000-60000 Rs..e. 71000-80000 Above 80000 TOTAL NO OF RESPONDENTS 43 46 15 12 4 120 PERCENTAGE 35 38 12 10 3 100 CHART 3.71000-80000 and only few (3%) of the respondents is above Rs.NO 1 2 3 4 5 PARTICULAR Rs. 4000050000 Rs.25 PREFERANCE OF PRICE RANGE OF HERO HONDA S.80000.40000-50000 and (12%) of the respondents are prefer Rs.25 PREFERANCE OF PRICE RANGE OF HERO HONDA 35% 38% % of respondents 40 30 20 10 0 12% 10% 3% Rs. 55 . 7100080000 Above 80000 particulars INTERPRETATION: It is inferred that majority of the respondents i.TABLE 3.1.51000-60000 and (35%) of the respondents are prefer Rs. 61000-70000 Rs.1. 40000-50000 Rs.(38%) are mostly prefer that price range of the Hero Honda is Rs. 6100070000 Rs.

1. 56 .TOOLS 3.2. ALTERNATIVE HYPOTHESIS (H1) H1: There is relationship between brand preference and attraction of purchase the branded product. CHI-SQUARE TEST TABLE ( 10 & 11 ) Chi-square test was conducted to analyze the relationship between the brand preference and the attraction of purchase the branded product. BRAND PREFERENCE VS ATTRACTION OF PURCHASE THE BRANDED PRODUCT NULL HYPOTHESIS (Ho) H0: There is no relationship between brand preference and attraction of purchase the branded product.

TABLE 1 OBSERVED FREQUENCY Two wheeler Attribute Brand name 1 12 6 5 14 28 price Fuel capacity 6 16 3 7 3 35 2 24 2 5 5 38 1 6 3 3 1 14 Model Resale value 0 2 1 0 2 5 TOTAL Yamaha Hero Honda Honda Bajaj TVS TOTAL 10 60 15 20 15 120 CALCULATION OF EXPECTED FREQUENCY Row total x Column total E = -----------------------------------Grand Total 57 .

75 Model Resale value 0.17 19 4.83 4.75 6.75 2.TABLE 2 Two wheeler Attribute Brand name 2.38 5.17 7 1.91 17.83 0.50 0.5 4.33 1.5 4.62 Yamaha Hero Honda Honda Bajaj TVS 58 .33 14 3.67 3.38 3.33 4.42 2.62 0.5 Price Fuel capacity 2.75 1.

75 1.33 2.62 4.23 0.43 0.17 0.33 2.43 0.28 0.56 1.37 1.31 0.75 0.14 0.28 0.45 (O-E)2/E 0.77 0.42 14 17.38 4.5 4.29 0.89 0.5 3.14 0.13 1.59 0.78 0.90 7.55 1.19 .11 1.25 6.5 19 7 2.029 0.62 5.43 1.10 1.17 1.FREQUENCY VALUES O 1 6 2 1 0 12 16 24 6 2 6 3 2 3 1 5 7 5 3 E 2.91 3.76 3.18 4 2.02 0.33 59 (O-E)2 1.22 0.25 1.83 6.25 25 1 0.024 0.77 9.37 0.56 0.

5 4.43 0.83 3.254 DEGREE OF FREEDOM = (R-1) (C-1) = (5-1) (5-1) = (4) (4) = 16 60 .69 0.75 1.90 0.32 3.90 0.62 0.07 0.01 0.83 0.75 0.25 1.062 0.56 1.07 17.0 4 3 5 1 2 0.38 4.

FORMULA FOR CHI-SQUARE: χ2=Σ(O-E)2/E Calculated value = 17.254 At 5% level of significance 16 is 26.296 Since calculated value is less than the tabulated value C.V So H0 is accepted and H1 is rejected CONCLUSION: Hence there is no significant between brand preference and attraction of purchase the branded product. 61 .V < T.296 Tabulated value =26.

13 Correlation between which brand is always available in two wheeler market with which brand is fastly moving two wheeler in market.1.12& 3. CORRELATION TABLE: 3.2.2.3. HERO HONDA X Y 34 35 YAMAHA 14 5 TVS 42 30 HONDA 8 15 BAJAJ 22 35 Calculation of simple correlation X 34 14 42 8 22 ΣX=120 Y 35 5 30 15 35 ΣY=120 X2 1156 196 1764 64 484 ΣX2=3664 Y2 1225 25 900 225 1225 ΣY2=3600 XY 1190 70 1260 120 770 ΣXY=3410 62 .1.

FORMULA FOR CORRELATION = ΣXY √ ΣX2 ΣY2 = 3410 √ 3664*3600 = 0.9.5 is said to be highly correlated and the value for this correlation is 0.938 The value more than 0. So it is correlated. 63 .

3.3. WEIGHTED AVERAGE Customer view on factors influencing buying decision: RANK QUALITY PRICE ADVERTISEMENT OVER ALL SATISFACTION 63 36 15 5 1 1 2 3 4 5 58 34 18 8 2 60 32 20 7 1 16 74 24 6 0 QUALITY RANK(X) 1 2 3 4 5 TOTAL NO OF RESPONDENTS (W) 58 34 18 8 2 120 WEIGHTAGE (WX) 58 68 54 32 10 222 Weighted average = ∑WX/∑W =222/120 = 1.85 64 .3.

PRICE RANK(X) 1 2 3 4 5 TOTAL NO OF RESPONDENTS (W) 60 32 20 7 1 120 WEIGHTAGE (WX) 60 64 60 28 5 217

Weighted average = ∑WX/∑W =217/120 = 1.80

ADVERTISEMENT

RANK(X) 1 2 3 4 5 TOTAL

NO OF RESPONDENTS (W) 16 74 24 6 0 120

WEIGHTAGE (WX) 16 148 72 24 0 260

Weighted average = ∑WX/∑W =260/120 = 2.17
65

OVER ALL SATISFACTION

RANK(X) 1 2 3 4 5 TOTAL

NO OF RESPONDENTS (W) 63 36 15 5 1 120

WEIGHTAGE (WX) 63 72 45 20 5 205

Weighted average = ∑WX/∑W =205/120 = 1.70

66

The following are the weighted average for customers buying decision towards Hero Honda

PARTICULARS QUALITY PRICE ADVERTISEMENT OVER ALL SATISFACTION

WEIGHTAGE 1.85 1.80 2.17 1.70

RANK 2 3 1 4

Since advertisement have the highest rank ; Therefore it is the factor which influencing the customers buying decision towards Hero Honda.

67

5%) at the age group of 26-30  It is inferred that 37% of the respondents are belonging to SSLC. 9% of Respondents are having diploma  Almost the no of respondents i..e..e. majority of the respondents i.  Almost no of the respondents i. 68 .  Almost of the respondents i.e.  50% of the respondents mostly preferred hero honda two wheeler . majority of the respondents i.FINDINGS OF THE STUDY  It is inferred that the majority of the respondents 90% are male and few no of respondents 30% are female.67%) are earning 5001-10000.  Majority of the respondents i.e.e.e.  Almost of respondents i.16%) are earning upto 5000  Majority of the respondents i. (43%) are get information for media.e... 91% are aware of hero honda two wheeler in the market..e. (31%) are prefer hero honda brand giving the best quality and only few 24% of respondent for brand image.. (51. (30%) at the age group of below 25. (44%) are possessing the sub-brand of hero honda splender. (22.(24.

32% are view that fuel capacity is attract to purchase that branded product.e..  Almost 46% of the respondents are felt excellent about product feature..5% are view that hero honda and bajaj are the fast moving brand two wheeler in the market.  Around 46%of the respondents are strongly agreed on influence of brand on purchase decision.(50%) are favourable and strongly agree that hero honda is providing that the product of the price is reasonable value.e. 69 .  It is found that 28% of the respondents are view that the hero honda is available in two wheeler market.  50% of respondents are view that excellent of peer group influent in purchase decision. Majority nof the respondents i.e.  48% of the respondents are view that hero honda product quality is excellent..  Majority of the respondents i.(53%) are highly satisfied with overall performance of hero honda.  Around 29.  Almost of the respondents (62%) are satisfied with the hero honda advertisement  Majority of the respondents i.

 Most of the respondent i.  Around 46%of the respondents are strongly agreed on influence of brand on purchase decision. 70 .. 46% are view that media is the best advertisement..  Most of the respondents i..e.e. (38%) are preferred the price range of 5100060000 and (35%) of respondent are preferred 40000-50000. Majority of the respondents i. 26% are view that they using hero honda for past 7-12 months and most of the respondents using 3-5 year and 5 above.  It is found that 49% of the respondents are brand recommend for two wheeler is hero honda and only few respondents for bajaj.e.

71 . more advertisement.  Company should organize seminars. regular contact. dealers meeting to promote sales quarterly. So that company creates good brand image.  Company should increase availability of the product which can be increase the sale and brand image. conferences.  By giving some gifts and best wishes cards to the customer that your buying decision is very good. marketing experts dealing with dealers in all areas.  For customer care services company should concentrate on information provided by mobile  Company conducts society welfare program in rural area.SUGGESTIONS AND RECOMMENDATIONS  From the above findings it is suggested that if the company has good quality.

Hero Honda being one of the dominating and leading players in two wheeler market. Most of the customers are fully satisfied with the price of Nagappa motor Pvt Ltd. 72 . Hero Honda has a good brand image in the dealer & customers mind and improve the availability of two wheeler in the market and concentrate on distribution network.CONCLUSION The project was concluded from the topic a study on brand positioning towards the hero Honda in nagappa motors PVT Ltd the market of Hero Honda is growing at rapid speed. Most of the customer buying decision depends on the quality and price of the product. The company should focus more on sales promotion & public relation. so here Nagappa motor pvt limited maintaining good will with the customers.

QUESTIONNAIRE A STUDY ON BRAND POSITIONING TOWARDS THE HERO HONDA IN NAGAPPA MOTORS PVT LTD PERSONAL DETAILS: 1) Name of the respondent__________________________________ 2) Address _______________________________________ ______________________________________ 3) Gender (a) Male (b) Female 4) What is your age? (a) 18-26 (b) 26-34 (c) 34-42 (d) 42-50 (e) above50 5) Educational Qualification (a) Below 10th (b) 10th-+12 (c) Graduate/diploma (d) Post Graduate (e) Others 6) Profession Type (a) Government (b) Private (c) Professional (d) Student (e) Others______________ 7) Monthly Income (a) Up to 5000 (b) 5001-10000 (c) 10001-15000 (d)Above15001 (e) Nil 73 .

PROJECT DETAILS: 1) Are you aware of Hero Honda two wheeler (a) Yes (b) No 2) From which source you get the information about Hero Honda (a) Media (b) Friends (c) Relation (d) Exhibition (e) others 3) Which brand you mostly prefer for two wheeler (a) Hero Honda (b) Yamaha (c) Honda (d) Bajaj (e) TVS 4) Which sub brand of Hero Honda do you possess (a) Splendor (b) Passion (c) Hunk (d) CBZ (e) ZMR 5) Why do you prefer Hero Honda brand (a) Reasonable price (b) Design (c) Quality (d) Availability (e) showroom 6) Which attribute did attract you to purchase Hero Honda (a) Brand name (b) Price (c) Fuel (d) Performance (e) Resale value 74 .

7) Since how many months/years have you been using Hero Honda (a) Up to 6months (b) 7-12 months (c) 1-3 years (d) 3-5 years (e) Above 5 years 8) What do you influence of brand on purchase decision (a) Strongly agree (b) Agree (c) Moderate (d) Disagree (e) Strongly disagree 9) Are you think price of the product is reasonable (a) Strongly agree (b) Agree (c) Moderate (d) Disagree (e) Strongly disagree 10) How do you feel about quality of the product (a) Excellent (b) Good (c) Average (d) Poor (e) Very poor 11) What do you feel about the product features? (a) Excellent (b) Good (c) Average (d) Poor (e) Very poor 12) How the peer group influence in purchase decision (a) Excellent (b) Good (c) Average (d) Poor (e) Very poor 75 .

13) Are you satisfied with the advertisement of Hero Honda (a) Highly satisfied (b) Satisfied (c) Moderate (d) Dissatisfied (e) Highly dissatisfied 14) Mark your overall satisfactory level. (a) Highly satisfied (b) Satisfied (c) Moderate (d) Dissatisfied (e) Highly dissatisfied 15) Which brand is always available in two wheeler market (a) Hero Honda (b) Yamaha (c) Honda (d) Bajaj (e) TVS 16) Rank the brand according to fastest moving in two wheeler market (a) Hero Honda (b) Yamaha (c) Honda (d) Bajaj (e) TVS 17) How do you rate the design of Hero Honda (a) Excellent (b) Good (c) Average (d) Poor (e) Very poor 18) In which media have you seen the advertisement (a) T.V (b) Newspaper (c) Radio (d) Bit notice (e) Magazine 76 .

——————————————————————————— ———————————————————————— 77 .19) Rank the brand of two wheeler would you recommend to others (a) Hero Honda (b) Yamaha (c) Honda (d) Bajaj (e) TVS 20) Which price range of Hero Honda do you prefer most (a) Rs 40000-50000 (b) Rs 50001-60000 (c) Rs 60001-70000 (d) Rs 70001-80000 (e) Above Rs 80000 21) Kindly give your suitable suggestion.

R. Websites www. K. Published by Pearson Education Pvt. Research Methodology. Philip Kotler.com 78 . published by Wishaprakashan Publishing Company. Marketing Management. C. 2003 2.New Delhi .com www.wikipedia.herohonda.Ltd.BIBLIOGRAPHY 1.com www. New Delhi.kothari. Second Edition. Journal of Consumer Marketing 1998. Functional Positioning of Brands.com www. Reddy.amzon.scribd.answer. 3. S.com www.

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