Synopsis of major research project On

A Study of Satisfaction among Channel Members With Reference To KHAITAN Fans In Indore Region
Submitted in partial fulfillment of the requirements of the Degree

MASTER OF BUSINESS ADMINISTRATION

(Session: 2011-2013)

Project Guide Prof. Abhinav Trivedi Faculty VIMR, Indore Semester Submitted to:DEVI AHILYA VISHWAVIDYALAYA, INDORE 2012

Submitted By Vikas Majhi MBA III

VINDHYA INSTITUTE OF MANAGEMENT & RESEARCH INDORE (M.P.)

DECLARATION

I hereby declare that the present work embodied in this report entitled A Study of Satisfaction among Channel Members With Reference To KHAITAN Fans In Indore Regionwas carried out by me and is a genuine work and all the information collected by me is authentic to the best of my knowledge under the supervision of Prof. Abhinav Trivedi, VIMR, Indore in the partial fulfillment of the Degree of MBA from D.A.V.V.

Guided By Prof. Abhinav Trivedi Faculty VIMR Indore Semester

Submitted By Vikas Majhi MBA III

INDEX

S. No. 1.

Chapter Introduction Conceptual Framework Objective of study Rationale of study

2.

Research Methodology The Sampling The Design The Tools Data collection Method

3. References

CHAPTER 1

INTRODUCTION
Electric fans are broadly categorized as general purpose fans and industrial fans. The latter are used for driving out hot/polluted air. The former includes ceiling fans, table fans, railway fans and pedestal fans all meant to provide human comfort. Though the first electric fan was manufactured in India in 1921, the industry was dominated by imports until late forties. Import of fans was banned after independence. With this, manufacture of fans started in medium scale sector in 1947 around Kolkata with a unit of Jay Engineering Works. This was followed by orient in early fifties also in Kolkata. Cromptons unit came up in late fifties at Mumbai with a British collaboration. Other organised sector manufacturers also emerged Khaitan and Rallies (in sixties), Polar (in seventies) etc. With the development of skills and migration of labour, the industry expanded into small-scale sector also. The industry further developed around metropolitan cities like Delhi, Mumbai and Chennai and further expanded mostly in small scale sector in Punjab, Haryana and around cities like Bangalore, Pune, Hyderabad, Varanasi etc. Electric Fans is a high market penetration product category and is very high in terms of purchase priority amongst durables. The domestic market size of fans in India is around 20 Million units. The share of the organized sector stands at 45 per cent and of the unorganized sector at 55 per cent. Low technology manufacturing process, quality norms, lower overheads and tax evasion methods has enabled the unorganized sector to gain larger share of the market by ensuring a significant price difference. The local/unorganized brands are quite appealing to a large section of the price- conscious Indian consumers, for their lower price points. The organized sector is dominated by national brands that have built their brand image over a period of time, through sustained advertising and a good dealer network.

CONCEPTUAL FRAMEWORK
From the beginning of the customer service revolution almost 20 years ago, a body of business research has focused on satisfaction and customer-focused organizations. 1 Business consultants, corporations and others have worked to identify the characteristics of organizations that consistently please their customers, to develop tools for monitoring satisfaction, and to build continuous, quality improvement systems that respond to consumer feedback. Although much of the research has been conducted by and for the corporate world, customer service and satisfaction is not limited to the private sector. Publicly funded organizations that are incorporating practices developed in the business world provide a growing body of experience and study. Increasingly, federal, state and local government agencies are attempting to gauge their performance and the effect on those they directly serve. In todays economy all manufacturers need to pay attention on how to build strong longterm relationships with their channel members chain. In fact, it has been demonstrated that short term policies aimed to provide channel members immediate benefits (e.g., price discount) may prevent the development of long term and fruitful relationships. Also supporting dealers in promoting manufacturers products has been proved as a sustainable strategy in the long run. These issues have been debated in then field of Distribution channel management. In particular, researchers emphasised that manufactures cannot ignore in designing long term growth-oriented policies, strategies aimed channel members satisfaction. Furthermore, in order to successfully plan business growth, it has been remarked literature the central role played by communication. In fact, researchers underlined the failure in channel communication is likely to affect the relationship between organizations and its own channel structure Such remarks suggest that in order to effectively build a long term relationship with an own channel members chain, a manufacturer has to adopt a systematic approach aimed to foster market consensus on aside, and mutual benefits on the other side. In particular, in the innovative and revolutionary high-tech industry, manufacturers in order to achieve the desired sales revenues cannot ignore the need to continuously promote activities aimed to both update dealers employees skills and motivation. This paper is the result of a research project conducted by the researcher with a manufacturer operating in the consumer durable Industry. It is based on the hypothesis that in order to successfully support dealers, manufacturer has to design long term oriented policies aimed both build up a growing potential customers awareness of company product a side, and increase dealers employee skills and motivation on the other side.

Objectives of the Study:

The project objective consists of the business benefits that an organization expects to achieve as a result of spending time and exerting effort to complete a project.

1. 2. 3. 4.

To find out the awareness of Khaitan brand in fans. To determine the factors for recommendation of Khaitan by dealers. Measuring the elements resulting in creating satisfaction. To find the dealers satisfaction of the Class II & Class III towns in the indore region who deals with khaitan fans. 5. To find out how the dealers rate the promotional activities carried down by khaitan. 6. To know the impact of after sales service provided by khaitan and the satisfaction level of the dealers. 7. To know how effective are the employees in dealing with the channel members.

Rationale of the study:

These areas of field yet not explore by anyone and untouched by the scholars of this industry. By which I get influenced to search new root where this field need some kind of innovation in the product and their channel members.

RESEARCH METHODLOGY
RESEARCH METHODOLOGY:Research methodology is a systematic way to solve the research problems; it refers to search for knowledge, a scientific and systematic search for information. Marketing research is the systematic design, collection, analysis and reporting of data and finding relevant to a specific marketing design, collection, analysis and reporting of data and finding relevant to a specific marketing situation facing the company.

7.1. Research Design

The study mainly focuses on analyzing the factors creating satisfaction among the dealers. Thus, the study is descriptive in nature and moving towards drawing the

conclusion for the same. The research design is also an conceptual structure within which research is conducted; it constitutes the blueprint for the collection, measurement and analysis of data. The data was collected from 30 dealers from Indore district. A scheduled questionnaire was used to collect primary data on the other hand; secondary data was collected using books, magazines and websites. Graphical tools including bar diagrams, pie charts and statistical tools including percentage & chi-square analysis were used in the process of analysis and interpretations of the collected data.

7.2. Variables to be used

Dependent variables: Dealers satisfaction Indepenent variables 1. salary 2. incentives

7.3. Sample Design

S.NO 1. Universe The entire INDORE city contributed to the universe. Sample unit: Dealers (Indore). Sample size:SAMPLE UNIT DEALERS SAMPLE SIZE 30

Sampling technique

Indirect in-depth will be taken for filling questionnaire and data from the questionnaire are analyzed by using various statistical technique. Simple random sampling was the method adopted for the selection of sample from the above-mentioned universe.

7.4. Tools for Data Collection

Both primary and secondary data is going to be used for the study PRIMARY DATA The primary data was generated through the questionnaire by soliciting the response of the dealers of KHAITAN FANS. The questionnaire has been tested

for its validity before the research is been conducted. The reliability test has given an Alpha value of 0.604. The reliability statistics has been given below. Case Processing Summary N Cases Valid 7 % 100.0

Excluded a 0 .0 Total 7 100.0 a. List wise deletion based on all variables in the procedure.

Reliability Statistics Cronbach's Alpha .604 SECONDARY DATA The secondary data will be collected from various published & unpublished sources which is mainly used for o Industry analysis o Company profile No of Items 10

7.5. Tools for Data Analysis

Percentage (%) method is used for data analysis. Statistical tables, charts and diagrams are used for the presentation of the data mainly: Reliability test has been conducted for finding out the Alpha value for the questionnaire used for the survey. Analysis being carried down by the help of statistical software like SPSS o Pie charts o Line charts o Bar graphs

REFERENCES
Books: Research methodology, C. R. Kothari Managing People, - V.S.P Rao Human Resource Management, - David S & Robbins Human Resource Management, - C.B. Memori

Websites: www.citehr.com www.texmopipe.com www.en.wikipedia.org www.performance-appraisal.com www.appraisals.naukarihub.com