Tvs Two Wheelers - Marketing-Rajesh (1) (1) .Project

A STUDY ON CONSUMER BUYING BEHAVIORAL PATTERN ON TWO
WHEELER PRODUCTS WITH REFERENCE TO TVS MOTORS IN

ARAKKONAM
AREA OF PROJECT
MARKETING
SCHOOL OF MANAGEMENT STUDIES

INDIRA GANDHI NATIONAL OPEN UNIVERSITY
MAIDAN GARHI, NEW DELHI 110 068
LIST OF THE CONTENTS

CHAPTER NO
3
4
5
6
CONTENTS
PAGE NO.
LIST OF TABLES & FIGURES

LIST OF SYMBOLS & ABBREVIATIONS
Introduction
1.1 General
1.2 Need for the study
1.3 scope of the study
1.4 Industry Profile
1.5 Company Profile
1.6 Product Profile
Research Methodology & Design
2.1 Type of Research
2.2 Research Objectives
2.3 Research Instrument
2.4 Questionnaire Design
2.5 Data Collection
2.6 Sampling Procedure
2.7 Period of Study
2.8 Sample size
2.9 Pilot Survey
2.10 Limitation of study
Data Analysis and interpretation
3.1 Data Analysis
3.2 Statistical Analysis
Summary of Findings
4.1 General Findings
4.2 Statistical Findings
Suggestion and Recommendations
Conclusion
Appendices
Reference
ii
LIST OF TABLES AND FIGURES
S. NO
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
TITLES
Age wise classification of respondents
Gender wise classification of respondents
Occupation wise classification of respondents
Income wise classification of respondents
The bikes are owning a respondents
The bikes based on respondents experience
Awareness of the two wheelers through respondents
Type of two wheelers like to the respondents
With gear types of two wheelers
With out gear types of two wheelers
The factors influencing with respondents
The type of purchase a bike
Satisfied with the mileage
Mileage given per (km/lt)
Annual maintenance cost about respondents
Rating for after sales services
Comparison with other benefits
Immediate problem with after purchase
Offer from dealers
PAGE NO
Note: Relevant Graphs and charts are included under each table.
CHAPTER 1
INTRODUCTION
1.1 GENERAL
India a country where the large segment of population is middle class Twowheeler became easiest mode of travel. Right from the introduction of two wheelers
into the Indian market they became the darlings of the middle class and even the lover
segments adore them. The main reasons for the successful run of the two wheelers are.
AFFORDABILITY: Motorcycles are affordable for the average
Indian middle class customer.
AVAILABILITY: Those are easily available when compared
to the
rugged Indian road condition better than the four wheelers.

ACCUSTOMISSATION: Two wheelers got accustomed to the rugged
Indian road condition better than the four wheelers.
Besides thus the rise in fuel prices and the low prices of the two wheelers
when compared with the four wheelers enabled the two wheelers to excel on the
Indian roads. Slowly the end changed in such a way that even the upper and premium
segments of the market started acquiring the two wheelers in the early stages of two
wheeler market.
There where very few brands, but with the entry of many of many global
giants trying themselves up with the Indian companies the scenario has changed
drastically. Latest technology was introduced and the competition between these
companies became stiff. The two-wheeler segment itself branched into many sub
divisions and now a days one.
MOTOR CYCLE MARKET:

The motorcycles can be classified into two categories:
1. Two stoke motor cycles
2. Four stoke motor cycles
Two stoke bikes are powerful and they have superior running performance.
The cost of maintenance of these bikes is very less. But the two stoke vehicles are less
fuel-efficient. That becomes main draw back of the two stoke bikes, as an Indian
customer is still very conscious of the fuel cost. Besides that the levels of pollution
caused by the two stokes motor cycles is very high. Because of that the two stoke
motor cycles are facing elimination under the new emission norms.
On the other hand there is an increase in the users of the four stoke
motorcycle. This is mainly due to the raise in the fuel costs and the growth in the
middle class segment that is more concerned with the fuel costs. The advantages of
the four stoke motorcycle besides good mileage is that it causes less pollution.
However satisfaction with the performance of their machines has been relatively low
and the general perception is that four stoke bikes have good fuel economy but they
are show. But the new tend that has been emerging is the growing demand for a
performance oriented element in the four stoke segment where by even more high
powered performance is sought with out for sacking fuel efficiency.
Because of these facts it became necessary for the study of the factors that are
paying a key roe in the sale of a two-wheeler so that companies can grab the market
and satisfy the ever-changing testes of the company.
1.2 NEED FOR THE STUDY

A TVS Motor Limited is one of the second leading company in the tow
wheeler industry. With their success in Models TVS Victor, TVS GLX, Star City,
Scarcity Max, Apache, they decided to launch a new model with Higher Cc and a new
design to increase the make of demand with the perfect blend of power style and
passion.
As New Model in launched by TVS. The company dealer wanted to know the
customer satisfaction level awareness, impact of advantages, mode of payments,
Opinion and performance of customer.
1:3 SCOPE OF THE STUDY
The study was undertaken with respect of TVS two wheeler.
The Study was based on customer opinion and performance in
purchasing.
The study helped in revealing level of customer buying behavior.
The suggestion of the study would be useful in improving the
features of the product on par with the competitors.
Though using questionnaire collect data from all areas.
The survey is very much a quantitative market survey rather them a
qualitative one. It tries to know the option a head perception of
customers,
Satisfaction with product on the basis of its Mileage
Identification of satisfaction level of the customers regarding its
technology features and style.
1.4 INDUSTRY PROFILE:

A rich background of manufacturing high value, reasonably priced products an
uncompromising pursuit of the goals to attain quality along with customer
satisfaction; the resulting affinity in working cultures brought manufactures of
motorcycles in collaboration with bicycle manufacturer, bringing forth a market

leader. TVS Suzuki Motor became first Indian Company to introduce 100 Cc Indo
Japanese Motor cycles in September1984.
Today Bajaj has managed to achieve indigenization of over 75 percent, a TVS
record worldwide. TVS became second company in the country to introduce four
stoke motorcycles and set the standards for fuel efficiency pollution control and
quality. It has an excellent distribution and service network spread throughout the
country.
1.5 COMPANY PROFILE
TVS Motor Company limited part of the TVS Group is one of the Indias
leading two wheeler manufactures with a turnover of Rs. 3305.96 Crores. The
Company manufacture a wide range of Motor cycle, Scooters, Mopeds and
Scootorette, little wonder, it boasts more than 9.5 Million Happy customers.
The year was 1980 and it is a year to remember for the Indian two-wheeler
Industry. For it was this year that saw Indias first two seated Moped, TVS 50, rolling
out in the Indian roads for it was freedom to more for some shorter distance to span,
for the Indian automobile sector. A break through to be etched in history with joint
venture with Suzuki motors corporation in 1983. TVS Suzuki Motor became first
Indian Company to introduce 100 Cc Indo Japanese Motor cycles in September1984.
Through an amicable agreement the two companies parted ways as in September
2001.
Originating as a transport in 1911, it now comprise over 29 companies that
operates in diverse fields like automotive components Manufacture, automotive
dealerships and electronics underlying the success of the group is an methods of
commitment do the value of quality, service & reliability.
1.6 PRODUCT PROFILE:
The Company Manufacture its motor cycles, Scooter Etters and Mopeds and
its state of the at factories is mysore and Hosur.
Product Range;
TVS Offer a Wide range of two-wheeler.
Scooteretters -
Scooter Pep, Pep +
Mopeds
XL Supper i, XL HD, TVS Champ
Motor Cycles: (i) Centre, (ii) Victor, (iii) Star City (iv) Star City Max
(v) GLX
(vi) Apache.
TVS Victor
4-Stroke, 125cc, performance
motorcycle with VT-i technology.
T
V
4-Stroke, 150cc, high
S
performance motorcycle.
A
p
a
c
h
e
TVS Scooty
TVS Centra
4-Stroke, 90cc scooterette for the

new
generation.
4-Stroke,
100cc
executive
motorcycle with revolutionary VTi
engine.
TVS Fiero
TVS Star
4 stroke, 150
performance
cc premium
motorcycle.
TVS Super XL
2-Stroke,
70cc
moped.
4-Stroke,100cc value for money

economy motorcycle for good
mileage and rugged terrain.
COMPANY SUCCESS:
The companys success has been driven by customer centric policies and
teamwork to achieve progress and productivity. The philosophy of Yamaha
emphasizes
the Pursuit of Excellence
in designing
and manufacturing
technologically and qualifiedly supervisor products and in creating economic value

for its stakeholders. It takes care of its customers.
Through value based competitive pricing and good after sales service.
Excellent marketing finance and loan services, an efficient dealer network, tactical
promotion comprising of fuel conservation, mobile workshops, safety driving courses
and others, all placed Bajaj in a league distinct from the conventional. The Company
focuses on providing Value: for Money though its pricing strategies and after sales
serves
CHAPTER NO 2
RESEARCH METHODOLOGY
2.1 MEANING OF RESEARCH:
M. STEPHENSON in the encyclopedia of social science define research as
the manipulation of things, concepts or symbols for the purpose of generalizing
to extend, correct or verify knowledge, whether that knowledge aids in
construction of theory or in the practice of an art
Websters New International Dictionary defined research as, careful or
critical inquiry or examination in seeking facts or principles: diligent investigation
in order to ascertain something
TYPE OF RESEARCH:
DESCRIPTIVE RESEARCH
In this survey, descriptive research is used which is most appropriate. This
research enables a researcher to explore new areas of investigation; normally
empirical problems are investigated adopting this approach. A researcher develops
his hypothesis based on his knowledge about the subject matter to study.
2.2 RESEARCH OBJECTIVES

OBJECTIVES OF THE STUDY:
To find out the awareness level and TVS brand bikes compare to other
brands.
To find out which factors influence the buyer to purchase the particular
brand of bikes.
To fine out the purchasing behavior of the buyers.
To find various sales promotion offers the buyer prefer at the time of
purchase.
To get the opinion of the respondents the pricing level of particular
brand of bikes.
To find out the effectiveness of the various media in determine buyer
behavior towards TVS.
To estimate the after sales service provided to the particular brand of
bikes.
2.3 RESEARCH INSTRUMENT
Questionnaire is the research instrument used in the survey. In this method,
a pre-printed list of questions arranged in sequence is used to elicit response from
the informants. The questionnaire is mailed to respondents who are expected to
read and understand the questions and write down the reply in the space meant for
the purpose in the questionnaire itself.
2.4 QUESTIONNAIRE DESIGN:

The questionnaire is of structured type which consists of closeended, open-ended, multiple choice and dichotomous questions to suit the study.
2.5 DATA COLLECTION
Data could be broadly classified as follows:
2.5.1
Primary Data
2.5.2
Secondary Data
2.5.1 Primary Data:

It is known as the data collected for the first time through field survey.
Such data are collected with specific set of objectives to assess the current status
of any variable studied. Primary data always reveal the cross section picture of
anything studied. This is needed in research to study the effect or impact of any
policy.
2.5.2 Secondary Data:

This refers to the information or facts already collected. Such data are
collected with the objective of understanding the past status of any variable. The
data collected and reported by some source is accessed and used for the objective
of the study. In this survey, secondary data is used.
2.6 SAMPLING PROCEDURE

Convenience sampling is the sampling procedure used in the survey. This
method of sampling involves selecting the sample elements using some
convenient method going through the rigor of sampling method. The researcher
may make use of any convenient base to select the required number of samples.
2.8 SAMPLE SIZE:
Sample size is restricted to 150 customers.
2.9 PILOT SURVEY:
Pilot survey is conducted for testing the questionnaires.30 samples have
been conducted during the Pilot Study. Pilot survey is in fact the replica and
rehearsal of the main survey.
Such a survey brings to light the weaknesses of the questionnaires and also
of the survey techniques. From the experience gained in this way, improvement
can be made to the questionnaire.
2.10 LIMITATION OF THE SURVEY:

1.
Time constraints:
As the respondents were busy, they could not spare time during the
interview schedule and hence sample size was restricted to 100 depositors.
2.
Cost constraints:
Due to cost factors, survey could not be extended further.
3.
Biased answers.
4.
As the study was undertaken in Aminjikarai Branch, it may not be
applicable to other branches.

5.
The depositors were hesitating to answer the relevant detailed information.
CHAPTER NO - 3
3.1 ANALYSIS AND INTERPRETATION
3.1 Analysis and Interpretation
The term analysis refers to the computation of certain measures along
with searching for patterns of relationship that exist among data groups. The data,
after collection, has to be processed and analyzed in accordance with the outline
laid down for the purpose at the time of developing the research plan.
Interpretation refers to the task of drawing inferences from the
collected facts after an analytical or experimental study. In fact, it is a search for
broader meaning of research findings.
Percentage method is used in this analysis. They are often used in data
presentation for they simplify numbers, reducing all of them to a 0 to 100 range.
Through the use of percentages, the data are reduced in the standard form with
base equal to 100 which fact facilitates relative comparisons.
CHAPTER 3
Table No:3.3.1
AGE OF THE RESPONDENTS

Age in years
No. Of Respondents
Below 20 Yrs
34
22.67%
21-30 Yrs
63
42%
31-40 Yrs
32
21.33%
Above 40 Yrs
21
14%
Total
150
100
INFERENCE:
The above table clearly states that out of the total 150 respondents, 42% of the
respondents are 21-30Yrs of the TVs customers, followed by 22.67% of the
respondents are below 20Yrs of the TVs customers.
AGE OF THE RESPONDENT
No. of Respondents in %
Figure No. 3.3.1
45%
42%
40%
35%
30%
25%
23%
21%
20%
14%
15%
10%
5%
0%
Below 20
21-30
31-40
Age in Years
Above 40
TABLE NO:3.3.2
GENDER OF THE RESPONDENTS

Gender
Sample
Male
129
86%
Female
21
14%
Total
150
100
INFERENCE:
The above table clearly states that out of the total 150 respondents, the 86% of the
Male respondents are customers of the TVS Two Wheelers. Another14% is female
respondents.
GENDER OF THE RESPONDENTS
Figure No:3.3.2
14%
Male
Female
86%
Table No: 3.3.3
OCCUPATION OF THE RESPONDENTS

Occupation
No of Respondents
Government Employee
15
10%
Private Employee
31
20.67%
Business
29
19.33%
Students
32
21.33%
Others
43
28.67%
Total
150
100%
INFERENCE:
The above table clearly states that out of the total 150 respondents,
28.67% respondents occupation has others. , 21.33 % respondents
occupation has students. , 20.67% respondents occupation has Private
employee.
OCCUPATION OF THE RESPONDENTS

Figure No: 3.3.3
28.67%
30
25
20.67%
21.33%
19.33%
20
15
10%
10
5
Occupation
O
th
er
s
en
ts
St
ud
in
ss
Bu
s
at
e
Pr
iv
er
nm
en
G
ov
35
Table No: 3.3.4
INCOME LEVEL OF THE RESPONDENTS

Income Level
No. Of Respondents
Below 3000
61
40.67%
3001 6000
41
27.33%
6001 9000
23
15.33%
Above 9000
25
16.67%
Total
150
100%
INFERENCE:
The above table clearly states that out of the total 150 respondents, 40.67% of the
respondents Income level as Rs below 3000, 27.33% of the respondents Income level
as Rs 3001-6000
INCOME LEVEL OF THE RESPONDENTS

Figure No :3.3.4
45%
40%
35%
30%
41%
27%
25%
20%
15%
17%
15%
10%
5%
0%
Below 3000 3001-6000
Income Level
6001-9000 Above 9000
Table No: 3.3.5
THE BIKES ARE OWNING A RESPONDENTS

Opinion
No. Of Respondents
Yes
44
29.33%
No
106
70.67%
Total
150
100%
INFERENCE:
The above table clearly states that out of the total 150 respondents, the
70.67% respondents do not own a bike. The 29.33 % respondents own
a bike.
THE BIKES ARE OWNING A RESPONDENTS
No. Of Respondents in %
Figure No: 3.3.5
71%
80%
60%
29%
40%
20%
0%
Yes
No
Opinion
Table No: 3.3.6
THE BIKE BASED ON RESPONDENTS EXPERIENCE

Bikes
No. of Respondents
150
100%
Hero Honda
0%
Yamaha
0%
Bajaj
0%
Total
150
100%
TVS
INFERENCE:
100% of the respondents said to TVS two wheelers is best.
THE BIKE BASED ON RESPONDENTS EXPERIENCE
Figure No: 3.3.6
100%
TVS Hero Honda Yamaha Bajaj
Table No:3.3. 7
AWARENESS OF THE TWO WHEELERS THROUGH

RESPONDENTS
Awareness
No. of Respondents
News Papers
25
16.67%
Magazines
11
7.33%
Friends/Relatives
81
54%
Salesman
33
22%
Total
150
100%
INFERENCE:
respondents are awareness created by through friends and relatives. 54% of the
respondents are awareness created by through friends and relatives.
AWARENESS OF THE TWO WHEELERS THROUGH

RESPONDENTS
Figure No: 3.3.7
54%
60%
50%
40%
30%
20%
22%
17%
10%
7%
0%
rs
P ape
s
w
e
N
z ins
tives
Rela
/
Maga
s
d
Frien
Awareness
s man
Sale
Table No:3.3. 8
TYPE OF TWO WHEELER
Type
No. of Respondents
With Gear
99
66%
With out Gear
51
34%
Total
150
100%
INFERENCE:
respondents want to with gear two wheelers. 34% of the respondents want to with gear
two wheelers.
TYPE OF TWO WHEELER
Figure No: 3.3.8
With out Gear

34%
With Gear
66%
Table No: 3.3.9
WITH GEAR TYPES OF TWO WHEELERS

Type of Bike
No. of Respondents
TVS Victor
19
19.19%
TVS GLX
20
20.20%
TVS Star City
15
15.15%
TVS Star City Max
17
17.17%
TVS Apache
29
29.29%
Total
100%
INFERENCE:
29.29 % of the respondents want to TVS Apache for without gear bikes. 20.20
% of the respondents want to TVS GLX for without gear bikes.
WITH GEAR TYPES OF TWO WHEELERS
Figure No: 3.3.9
29%
No.ofRespondents
30%
25%
20%
19%
20%
17%
15%
15%
10%
5%
0%
TVS Victor
TVS GLX
TVS Star City
TVS Star City

Max
TypeofBikes
TVS Apache
Table No: 3.3.10
WITH OUT GEAR TYPES OF TWO WHEELERS
Type of Bike
No. of Respondents
TVS Scotty
0%
TVS Scotty Pep
15.69%
TVS Pep Plus
12
23.53%
TVS XL Supper
17.65%
TVS XL HD
22
43.14%
Total
51
100%
INFERENCE:
43.14 % of the respondents want to TVS XLHD for without gear bikes. 23.53
% of the respondents wants to TVS Pep plus for without gear bikes.
WITH OUT GEAR TYPES OF TWO WHEELERS

Figure No:3.3.10
43%
45%
40%
35%
30%
24%
25%
20%
Type of Bikes
16%
18%
15%
10%
5%
0%
0%
TVS Scooty
TVS Scooty Pep
TVS Pep Plus
TVS XL Super
TVS XL HD
Table No: 3.3.11
FACTERS INFLUENCING WITH RESPONDENTS

Factors
No. of Respondents
Price
5.33%
Pickup
12
8%
Low Maintenance
14
9.33%
Mileage
20
13.33%
Resale Value
6%
Brand Image
87
58%
Total
150
100%
INFERENCE:
58% of the respondents influencing factor has brand Image . 13.33%
of the respondents influencing factor has mileage.
FACTORS INFLUENCING WITH RESPONDENTS
No.ofRespondentsin%
Figure No: 3.3.11
58%
60%
50%
40%
30%
20%
10%
0%
5%
Price
8%
Pickup
9%
13%
Low
Mileage
Maintance
Factors
6%
Resale
Value
Brand
image
Table No: 3.3.12
THE TYPE OF PURCHASE A BIKE

Purchase
No. of Respondents
Cash Dawn
82
54.67%
Installment
49
32.67%
Bike Exchange Mela
4%
Low percent Interest
13
8.67%
Total
150
100%
INFERENCE:
The above table clearly states that out of the total 150 respondents, 54.67%
respondents want to purchase a bike through cash. 32.67% respondents want to
purchase a bike through installment.
THE TYPE OF PURCHASE A BIKE

Figure No: 3.3.12
60% 55%
50%
40%
33%
30%
20%
10%
4%
9%
0%
la
wn
e st
ent
Me
Do
t er
ll m
n
e
i
a
h
t
g
s
t
an
Ins
en
Ca
er c
xc h
P
E
e
w
Lo
B ik
Purchase
Table No: 3.3. 13
SATISFIED WITH THE MAILEAGE

Opinion
No. of Respondents
Yes
132
88%
No
18
12%
Total
150
100%
INFERENCE:
88% of the respondents satisfied with the Two Wheelers mileage
SATISFIED WITH THE MILEAGE
Figure No: 3.3.13
90%
88%
80%
70%
60%
50%
40%
30%
12%
20%
10%
0%
Yes
No
Opinion
Table No: 3.3.14
MILEAGE GIVEN PER (KM/LT)

Mileage (KM/LT)
No. of Respondents
35 55
51
34%
55 75
29
19.33%
75 95
49
32.67%
More than 95
21
14%
Total
150
100%
INFERENCE:
respondents said 35-55 km/lt of the mileage giving. 34% of the respondents said7595 km/lt of the mileage giving.
MILEAGE GIVEN PER (KM/LT)
Figure No: 3.3.14
34
33
19
35 - 55
55 - 75
14
75 - 95
More than 95
Mileage
Table No :3.3.15
ANNUAL MAINTENANCE COST ABOUT RESPONDENTS

Annual Maintenance
Cost
No. of Respondents
Very High
16
10.67%
High
50
33.3%
Moderate
36
24%
Low
34
22%
Very low
14
9.33%
Total
150
100%
INFERENCE:
The above table clearly states that out of the total 150 respondents, 33.33% of the
respondents said annual maintenance Cost is high. 24% of the respondents said annual
maintenance Cost is moderate.
ANNUAL MAINTENANCE COST ABOUT RESPONDENTS

Figure No: 3.3.15
33%
35%
30%
24%
25%
22%
20%
15%
11%
9%
10%
5%
0%
Very High
High
Moderate
low
Very low
Annual Maintenance Cost
Table No :3.3.16
RATING FOR AFTER SALES SERVICES

Rating
No. of Respondents
Excellent
47
31.33%
Very Good
66
44%
Good
10
6.67%
Average
20
13.33%
Worst
4.67%
Total
150
100%
INFERENCE:
44% of the respondents said after sales service is very good. 31.33% of
the respondents said after sales service is Excellent.
RATING FOR AFTER SALES SERVICES
Figure No: 3.3.16
44%
45%
40%
35%
31%
30%
25%
20%
13%
15%
10%
7%
5%
5%
0%
Excellent
Very Good
Good
Average
Rating
Worst
Table No :3.3.17
COMPARISON WITH OTHER BENEFITS

Benefits
No. of Respondents
Reasonable Price
11
7.33%
Mileage Pickup
12
8%
Comfortable
6%
Models & Style
48
32%
Low Maintenance
58
38.67%
Longer Warranty
12
8%
Total
150
100%
INFERENCE:
38.67% respondents said Other bikes to TVS bikes low maintenance
cost as the benefit for the TVS Two Wheelers.
COMPARISON WITH OTHER BENEFITS
No. of Respondents
Figure No: 3.3.17
39%
40%
32%
35%
30%
25%
20%
15%
10%
7%
8%
6%
5%
0%
n
aso
Re
P
le
ab
rice
p
le
e
nt y
ty e
ku
ab
nc
rre
Pic
ne
ort
ls S
a
a
p
e
t
e
W
d
g
m
ain
er
Co
Mo
ilea
ng
wM
Lo
Lo
Benefits
8%
Table No :3.3.18
IMMEDIATE PROBLEM WITH AFTER PURCHASE

Opinion
No. of Respondents
Yes
2.67%
No
146
97.33%
Total
150
100%
INFERENCE:
The above table clearly states that out of the total 150 respondents, 97.33%
respondents said after purchasing the bike has not trouble.
IMMEDIATE PROBLEM WITH AFTER PURCHASE
Figure No: 3.3.18
120%
97%
100%
80%
60%
40%
20%
3%
Opinion
0%
Yes
No
Table No :3.3.19
OFFERS FROM DEALERS

Offers
No. of Respondents
Discount Offer
28
18.67%
Gifts
17
11.33%
After Sales Service
44
29.33%
Period
40
26.67%
Bike Exchange Mela
21
14%
Total
150
100%
Longer Warranty
INFERENCE:
The above table clearly states that out of the total 150 respondents, The Offer
Expired from the declare has 29.33% of after Sales Service. The Offer Expired from
the declare has 26.67% of Longer warranty period.
eE
x ch
ang
e
Me
la
nt y
25%
B ik
Wa
rre
30%
Lon
ger
erv
ic e
Gif
ts
tO
ff er
10%
Af t
er
Sa
les
S
D is
c ou
OFFERS FROM DEALERS
Figure No: 3.3.19
29%
27%
20% 19%
15%
14%
11%
5%
0%
Offers
3.2 STATISTICAL ANALYSIS

The role of statistics is to function as a tool in designing research, analyzing its
data and drawing conclusions therefore. The important statistical tools that are used in
this analysis are:
a. Chi-Square Test
b. Kolmogorov smirnov Test
Chi-Square Test:
The chi-square test is an important test amongst the several tests of significant
developed by statisticians. Chi-square, symbolically written as 2, is a statistical
measure used in the context of sampling analysis for comparing a variance to a
theoretical variance.
Steps involved in applying Chi-Square Test:
1.
Calculate the expected frequencies on the basis of given
hypothesis or on the basis of null hypothesis.

Expected
Frequency} =
Of any
Cell
2.
(Row total for the row of that cell) x

(Column total for the column of that cell)
Grand total
Obtain the difference between Observed and Expected
frequencies and find out the squares o such differences i.e., calculate (O-E) 2.
3.
Divide the quantity (O-E)
obtained as stated above by the
corresponding expected frequency to get (O-E) 2 / E and this should be done for all
the cell frequencies or the group frequencies.
4.
Find the summation of (O-E) 2 / E values or what we call

(O-E) 2
E
This is the required 2 value.

The 2 value obtained as such should be compared with relevant table value 2
and then inference be drawn.
Table No: 3.2.1

CHISQUARETESTNO1
AIM :
To test the several of bikes and occupation of the respondents
Ho
There is no significance relationship between the types of bikes

and occupation of the respondents.
H1
There is significance relationship between the types of bikes and

occupation of the respondents.
O
15
31
29
32
43
E
(O-E)
30
-15
30
1
30
-1
30
2
30
13
Calculated 2value
Calculated Value 2
(O-E) 2
225
1
1
4
169
(O-E) 2 /E
7.5
0.033
0.033
0.133
5.633
13.33
= (O-E) 2 /E
= 13.33
Degree of Freedom (d.f) = n 1

= 5 1
=4
At 5% of significance level, df = 4, table value of chi-square is 9.49.
Result:
Calculated value of 2 is greater than table value of 2 so we

Reject H0
Decision:
There is significance relationship between the types of bikes and

Table No: 3.2.2

CHISQUARETESTNO2
AIM :
To test the opinion among the bikes owned and age group of
the respondents.
Ho
There is no significance opinion among the bikes owned and

age group of the respondents.
H1
There is no significance opinion among the bikes owned and

age group of the respondents.
Observed Value
14
20
5
5
44
20
43
27
16
106
34
63
32
21
150
24.03
44.52
22.61
14.84
106
34
63
32
21
150
Expected Value
9.97
18.48
9.39
6.16
44
O
14
20
20
43
5
27
5
16
E
(O-E)
9.97
4.03
24.03
-4.03
18.48
1.52
44.52
-1.52
9.39
-4.39
22.61
4.39
6.16
-1.16
14.84
1.16
2
Calculated value
(O-E) 2
16.24
16.24
2.31
2.31
19.27
19.27
1.35
1.35
(O-E) 2 /E
1.63
0.68
0.125
0.052
2.05
0.85
0.22
0.07
5.697
Calculated Value 2
= (O-E) 2 /E
= 5.697
Degree of Freedom (d.f) = (r 1) (c-1)

= (4 1) (2-1)
=3X1 = 3.
Result:
Calculated value of 2 is less than table value of 2 so we

Accepts H0
Decision:
There is no significance opinion among the bikes owned and age group
of the respondents.
Table No: 3.2.3

CHI-SQUARE TEST NO-3
AIM :
To test the relationship between the types of two wheelers

and income level of respondents.
Ho
There is no significance relationship between the types of two

Wheelers and income level of respondents.
H1
There is significance relationship between the types of two

Wheelers and income level of respondents.
Observed Value
41
26
13
19
99
20
15
10
6
51
61
41
23
25
150
20.74
13.94
7.82
8.5
51
61
41
23
25
150
Expected Value
40.26
27.06
15.18
16.5
99
O
41
20
26
15
13
10
19
6
E
(O-E)
40.26
0.74
20.74
-0.74
27.06
-1.06
13.94
1.06
15.18
-2.18
7.82
2.18
16.5
2.5
8.5
-2.5
Calculated 2value
(O-E)2
0.55
0.55
1.124
1.24
4.75
4.75
6.25
6.25
(O-E)2 /E
0.013
0.026
0.042
0.081
0.313
0.61
0.38
0.74
2.204
Calculated Value 2
= (O-E) 2 /E
= 2.204
Degree of Freedom (d.f) = (r 1) (c-1)

= (4 1) (2-1)
=3X1 = 3.
Result:
Calculated value of 2 is less than table value of 2 so we

Accepts H0
Decision:
There is no significance opinion among the bikes owned and age group
of the respondents.
Table No: 3.2.4

AIM :
To test the relationship between the annual Maintenance costs

and bike names
Ho
There is no significance relationship

Maintenance cost and bike names
H1
There is significance relationship

Maintenance cost and bike names
O
16
50
36
34
14
E
(O-E)
30
-14
30
20
30
6
30
4
30
-16
Calculated 2value
Calculated Value 2
(O-E)2
196
400
36
16
256
between the annual

between
the
annual
(O-E)2 /E
6.53
13.33
1.2
0.53
8.53
30.12
= (O-E)2 /E
= 30.12

= 5 1
=4
at 5% of significance level, df = 4, table value of chi-square is 9.49.
Result:

Reject H0
Decision:
There is significance relationship between the annual Maintenance cost

and bike names
Table No: 3.2.5

AIM :
To test the opinion about the

and Name of the bikes to the respondents.
Ho :
There is no significance opinion about the purchase of bikes

H1:
There is significance opinion about the purchase of bikes and

Name of the bikes to the respondents.
O
82
49
6
13
E
(O-E)
37.5
44.5
37.5
11.5
37.5
-31.5
37.5
-24.5
2
Calculated value
Calculated Value 2
(O-E)2
1980.25
132.25
992.25
600.25
Purchase
of
bikes
(O-E)2 /E
52.81
3.53
26.46
16.01
98.81
= (O-E)2 /E
= 98.81

= 5 1
=3
at 5% of significance level, df = 3, table value of chi-square is 9.49.
Result:

Reject H0
Decision:
There is significance opinion about the purchase of bikes and Name of

the bikes to the respondents.
Table No: 3.2.6

AIM :
To test the opinion about the factor and Name of the bikes to
the respondents.
Ho
There is no significance opinion about the influencing factor

and Name of the bikes to the respondents
H1
There is significance opinion about the influencing factor and

Name of the bikes to the respondents
O
8
12
14
20
9
87
E
(O-E)
25
-17
25
-30
25
-11
25
-5
25
-16
25
62
2
Calculated value
Calculated Value 2
(O-E)2
289
169
121
25
256
3844
(O-E)2 /E
11.56
6.76
4.84
1
10.24
153.76
188.16
= (O-E)2 /E
= 188.16

= 6 1
=5
at 5% of significance level, df = 5, table value of chi-square is 11.036
Result:
Calculated value of 2 is greater than table value of 2 so we reject H0.
Decision:
There is significance opinion about the influencing factor and Name of

Table No: 3.2.7

KOLMOGOROV SMIRNOV TEST NO-1
AIM :
To test the opinion about the after sales service

Ho
There is no significance opinion about. The After sales service

H1
There is significance opinion about the after sales service and

Name of the bikes to the respondents.
F
47
66
10
20
7
CF
47
113
123
143
150
Fo(x)
0.313
0.753
0.820
0.953
1
Calculated Value =
E
30
30
30
30
30
CE
30
60
90
128
150
Fe(x)
0.2
0.4
0.6
0.8
1
and Name of
Fo(x)-Fe(x)
0.113
0.353 (D Max)
0.220
0.153
0
0.353
at 5% of significance level, table value.

=
1.36
n
=
1.36
150
=
0.111
Result:
Calculated value is greater than table value so we reject H0.
Decision:
There is significance opinion about the after sales service and name of
Table No: 3.2.8

KOLMOGOROV SMIRNOV TEST NO-2
AIM :
To test the opinion about the factor and study among the cost,
service, brand image, pickup, mileage, Model to the
respondents.
Ho
There is no significance opinion about the factor and study

among the cost, service, brand image, pickup, mileage, Model
to the respondents.
H1
There is significance opinion about the factor and study among

the cost, service, brand image,
pickup, mileage, Model to the
respondents.
Dissatisfied/
Highly
Neither
Satisfied
Highly
Satisfied
satisfied
Study
dissatisfied
Cost
89
36
18
7
Service
59
63
21
7
Brand Image
104
36
8
2
Pickup
92
40
14
4
Maintenance
54
51
35
10
Model
84
49
11
6
Factor/
Calculation
Total
89x4+36x3+18x2+7x1
59x4+63x3+21x2+7x1
104x4+36x3+8x2+2x1
92x4+40x3+14x2+4x1
54x4+51x3+35x2+10x1
84x4+49x3+11x2+6x1
507
474
542
520
449
511
F
3.613
3.467
3.406
3.38
3.16
2.99
CF
Fo(x)
3.613
0.181
7.08
0.354
10.486
0.524
13.86
0.693
17.026
0.851
20.016
1
Weighted
Average
3.38
3.16
3.613
3.467
2.99
3.406
E
25
25
25
25
25
25
CE
25
50
75
100
125
150
Rank
4
5
1
2
6
3
Fe(x)
0.167
0.333
0.5
0.666
0.833
1
Fo(x)-Fe(x)
0.014
0.021
0.024
0.027(D MAX)
0.018
0
Calculated Value
0.027
At 5% of significance level, table value.

=
=
=
1.36
n
1.36
150
0.111
Result:
Calculated value is less than table value so we accepts H0.
Decision:
There is no significance opinion about the factor and study among the
cost, service, brand image, pickup, mileage, Model to the
respondents.
SUMMARY OF FINDINGS
4.1 GENERAL FINDINGS
42% of the consumer are under the age group of 21-30 years
86% of the consumer are male
28.67% of the consumer occupations for others
40.67% of the consumer is earning Rs. Below 3000 as a monthly income.
70.67% of the consumer not owning a bike
100% of the consumer opinion as TVs is best
54% of the consumer are create awareness for our friends and relatives
66% of them like the with gear two wheeler
58% of. the consumer are influenced by brand image
54.67%. of. the consumer wants to purchase a bike through cash
88% of the consumer are satisfied with mileage
33.3% of. the consumer said to annual maintenance cost has high.
44% of. the consumer said to after sales as very good
38.67% of the consumer said to low maintenance is benefit for TVs
97.33% of the consumer said to no problem with after purchasing
29.33% of the consumer wants the offer for after sales service.
4.2 STATISTICAL FINIDINGS
There is significant relationship between the types of bikes and

There is no significant opinion among the bikes owned and age group of the
respondents.
There is no significant opinion among the bikes owned and age group of the
respondents.
There is significance relationship between the annual Maintenance cost and
bike names
There is significance opinion about the purchase of bikes and Name of the
bikes to the respondents.
There is significance opinion about the influencing factor and Name of the
There is significance opinion about the after sales service and Name of the
There is no significance opinion about the factor and study among the cost,
service, brand image, pickup, and mileage, Model to the respondents.
CHAPTER-5
SUGGESTIONS AND RECOMMENDATIONS
The Company has to take effective measures in getting attractive

advertisement for new launches of TVS two wheelers like TVS Apache though
banners, Porters local newspaper in rural area.
As the area of recommendation of swetha TVS two wheeler limited they can
expand the area, so that more vehicles can be accumulated for service.
Impressive and attractive advertisement can be give through media like
newspapers and magazines along with Television advertisement. So that the
company can boos up the sales of the computers.
Steps can be taken to make them spares available easily in the local market,
apart from the dealers at affordable prices, which can prevent the duplication.
After sales service can be improved by setting up more service centers.
The company should provide more offers in order to improve to attract the
customers towards the product and to improve the sales.
The company should improve the quality of the products in order to improve
the sales and to satisfy the customer expectations.
CHAPTER-6
CONCLUSIONS
As the competitor enters into the market, customers are confused in

purchasing, in order to attract the customer, the company seekers help from dealers in
purchasing their products.
In the swetha TVS can Maintain its strategies and at new strategies given in
the suggestions. It can increase buying and grow at a very good Phase.
Market research has been conducted on consumer buying behavior on TVS
Motor Cycle, from this study it way clear that TVS has a brand loyalty and they name
positioned it self in the wind of customers.
APPENDIX
A STUDY ON CONSUMER BUYING BEHAVIORAL PATTERN ON TWO
WHEELER PRODUCTS WITH REFERENCE TO TVS MOTORS IN
ARAKKONAM
Questionnaire
i. Name of the Respondent:
ii. Age of the respondents:
Below 20 Yrs
21-30 Yrs
31-40 Yrs
Above 40 Yrs
III. Gender
: Male
Female
Iv Occupation :
Government Employee
Private Employee
Business
Students
Others
V. Income:
Below 3000
3001 6000
6001 9000
Above 9000
1. Do you own a bike?
Yes
No
2. If yes, mention name of the bike.
TVS
Hero Honda
Yamaha
Bajaj
2. What influenced you to purchase TVS bike?
News Papers
Magazines
Friends/Relatives
Salesman
4. Mention the Type of TVS Two Wheeler u have

With Gear
With out Gear
5. What is the type of TVS with Gear Two Wheelers you have
TVS Victor
TVS GLX
TVS Star City
TVS Star City
Max
TVS Apache
6. What is the attribute u look in while purchasing the bike?

Price
Pickup
Low Maintenance
Mileage
Resale Value
Brand Image
7. How do you wish to purchase the bike?

Cash Dawn
Installment
Bike Exchange Mela
Low percent Interest
8. Are you satisfied with the Mileage offered by TVS bike?
Yes
No
9. What is the mileage given by your current TVS bike?

35 55
55 75
75 95
More than 95
10. What is the annual maintenance cost of your TVS bike
Very High
High
Moderate
Low
Very low
11. How Do You Rate the After Sales Services Offered By TVS
Excellent
Very Good
Good
Average
Worst
12. Compared with Other brands do you think TVS?

Is Reasonably Priced
Provides Good Mileage
Provides good Pickup
Is Comfortable
Offers more Models
Is Stylish
Provides low Maintenance
cost
Provides Longer Warranty
13. Did you face any problems immediately after the purchase TVS bike?
Yes
No
14. What type of offers you expect from dealers?
Discount Offer
Gifts
After Sales Service
Longer Warranty
Period
Bike Exchange Mela
REFERENCE
GUPTA. S.C. and KAPOOR V.K. (2002)
FUNDAMENTALS OF
MATHEMATICAL STATISTICS, published by SULTAN CHAND &

SONS, New Delhi, 2002, 15th Edition.
KOTHARI. C.R. (2002) RESEARCH METHODOLOGY ,
Published by K. K. GUPTA for New Age International ( P ) Ltd., New
Delhi, Second Edition.
RAVILOCHANAN .P. (2002) RESEARCH METHODOLOGY,
Published by Margham Publications, Chennai.
GUPTA. S.P.(2000) ELEMENTS OF STATISTICAL METHODS ,
Published by SULTAN CHAND & SONS, New Delhi.
Web site Names:

a.
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A STUDY ON CONSUMER BUYING BEHAVIORAL PATTERN ON TWO

WHEELER PRODUCTS WITH REFERENCE TO TVS MOTORS IN

SCHOOL OF MANAGEMENT STUDIES

LIST OF THE CONTENTS

LIST OF TABLES & FIGURES

LIST OF TABLES AND FIGURES

rugged Indian road condition better than the four wheelers.

MOTOR CYCLE MARKET:

1.2 NEED FOR THE STUDY

1.4 INDUSTRY PROFILE:

motorcycles in collaboration with bicycle manufacturer, bringing forth a market

Scooter Pep, Pep +

XL Supper i, XL HD, TVS Champ

4-Stroke, 90cc scooterette for the

4-Stroke,100cc value for money

the Pursuit of Excellence

technologically and qualifiedly supervisor products and in creating economic value

2.2 RESEARCH OBJECTIVES

2.4 QUESTIONNAIRE DESIGN:

2.5.1 Primary Data:

2.5.2 Secondary Data:

2.6 SAMPLING PROCEDURE

2.10 LIMITATION OF THE SURVEY:

As the study was undertaken in Aminjikarai Branch, it may not be

applicable to other branches.

The depositors were hesitating to answer the relevant detailed information.

AGE OF THE RESPONDENTS

AGE OF THE RESPONDENT

Figure No. 3.3.1

GENDER OF THE RESPONDENTS

GENDER OF THE RESPONDENTS

Table No: 3.3.3

OCCUPATION OF THE RESPONDENTS

OCCUPATION OF THE RESPONDENTS

Table No: 3.3.4

INCOME LEVEL OF THE RESPONDENTS

INCOME LEVEL OF THE RESPONDENTS

Below 3000 3001-6000

6001-9000 Above 9000

Table No: 3.3.5

THE BIKES ARE OWNING A RESPONDENTS

THE BIKES ARE OWNING A RESPONDENTS

Figure No: 3.3.5

Table No: 3.3.6

THE BIKE BASED ON RESPONDENTS EXPERIENCE

THE BIKE BASED ON RESPONDENTS EXPERIENCE

Figure No: 3.3.6

AWARENESS OF THE TWO WHEELERS THROUGH

AWARENESS OF THE TWO WHEELERS THROUGH

Figure No: 3.3.7

TYPE OF TWO WHEELER

With out Gear

TYPE OF TWO WHEELER

Figure No: 3.3.8

With out Gear

Table No: 3.3.9

WITH GEAR TYPES OF TWO WHEELERS

TVS Star City

TVS Star City Max

WITH GEAR TYPES OF TWO WHEELERS

Figure No: 3.3.9

TVS Star City

TVS Star City