A person’s buying choices are further influenced by four major psychological

factors: motivation, perception, learning, and attitudes.

Motivation

A need that is sufficiently pressing to direct the person to seek satisfaction of

the need.

Perception

The process by which people select, organize, and interpret information to

form a meaningful picture of the world.

Learning

Changes in an individual’s behavior arise from experience.

Beliefs and attitudes

A descriptive thought that a person holds about something is his/her belief.

A person’s consistently favorable or in favourable evaluations, feeling, and

tendencies toward and object or idea is attitude.

The common tools used to conduct data analysis range from simple cross

tabulations and segmentation analysis to more sophisticated statistical methods

such as multivariate and logistic regression discriminates analysis and cluster

analysis. In the last few years, optimization tools and machine learning algorithms

such as neural networks and genetic algorithms have also been used to perform

advanced data analysis.

The study of consumers helps firms and organizations imjprove their marketing

strategies by understanding issues such as

 The psychology of how consumers think, feel, rason, and select between

different alternatives (e.g., brands, products);

 The psychology of how the consumer is influenced by his or her

environment (e.g., culture, family, signs, media);

 The behavior of consumers while shopping or making other marketing

decisions;

Limitations in consumer knowledge or information processing abilities influence

decisions and marketing outcome;

How consumer motivation and decision strategies differ between products

that differ in their level of importance or interest that they entail for th consumer;

and How marketers can adapt and improve their marketing campaigns and

marketing strategies to more effectively reach the consumer.

Understanding these issues helps us adapt our strategies by taking the

consumer into consideration. For example, by understanding that a number of

different messages compete for our potential customers’ attention, we learn that to

be effective, advertisements must usually be repeated extensively. We also learn

that consumers will sometimes be persuaded more by logical arguments, but at

other times will be persuaded more by emotional or symbolic appeals. By

understanding the consumer, we will be able to make a more informed decision as

to which strategy to employ.

 Behavior occurs either for the individual, or in the context of a group(e.g.,

friends influence what kinds of cloothes a person wears) or an organization

(people on the job make decisions as to which products the firm should use).

 Consumer behavior involves the use and disposal of products as well as the

study of how they are purchased. Product use is often of great interest to the

marketer, because this may influence how a product is best positioned or

how we can encourage increased consumption. Since many environmental

problems result from product disposal (e.g., motor oil being sent into sewage

systems to save the recycling fee, or garbage piling up at landfills) this is

also an area of interest.

 Consumer behavior involves services and ideas as well as tangible products.

 The impact of consumer behavior on society is also of relevance.

  INDUSTRY PROFILE
 COMPANY PROFILE

INDUSTRY JPROFILE
Retail industry largest industry, accounting for are 10% of the country’s
GDP and around 8% of the employment retail industry in India is at the cross
roads. It has emerged as one of the most dynamic and fast paced industry with
several players entering the market, but because of the heave intial investment
required break even is difficult to achieve and many of these players have not
tasted success so far.

However the future is promising; the market is growing, government

policies are becoming more favorable and emerging technologies are facilitating
operations. Retailing in India is gradually inching its way towards becoming the
next boom industry. The whole concept of shopping has altered in terms of format
and consumer buying behavior ushering in a revolution in shopping in India.

SOMEKEY FACTORS

 RETAIL IS India’s largest industry accounting for over 10% of the

country’s GDP and around 8%of the employment.
 The market size of th Indian retail industry is about US $312 billion.
 Retailing in India is gradually inching its way towards becoment the next
boom industry.
 A large young working population with average age of 24 years

INDIA’S CONSUMPTION COSMO

During the past decade, private final consumption expenditure has been the key
driver of economic growth in India.
 Growth
domestic
product
$973billion

Capital Formation $273 billion

Government spending $108 billion (11%)
Private final (29%)
(2922
consumption
Expenditure
$592billion (60%)

Consumption spending
Utility payments Fuel
transportation Electricity, $350 billion
water communication
Expenditure on medical &
education $242billion

The $ 350 billion consumption spending provides the single biggest business
opportunities in India and is divided into sa,e key categories led by food, fashion
and home products

Fashion
Accessories 5.5%
$225b
 Fashion Consumer
Accessories 5.5% Durable 4%
$225b $14b

Fashion
Accessories 5.5%
$225b Furniture 3.4% $12b
Fashion Accessories 5.5% $225b

Fashion Accessories 5.5% $225b

Fashion Accessories 5.5% $225b

Fashion Accessories 5.5% $225b

Fashion Accessories 5.5% $225b

COMPANY PROFILE

Pantaloon Retail (India) Limited, is India’s leading retailer that operates

multiple retai formats in both the value and lifestyle segment of the Indian

consumer market. Headquartered in Mumbai (Bombay), the company operates

over 12 million square feet of retail, has over 10000 stores across 71 cities in India

and employs over 30,000 people.

The company’s leading formats include pantaloons, a chain of fashion

outlets, Big Bazaar, a uniquely Indian hypermarket chain, Food Bazaar, a

supermarket chain, blends the look, touch and feel of Indian bazaars with aspects

of modern retail choice, convenience and quality and central, a chain of seamless

destination malls. Some of its formats include brand factory, blue sky, all top 10

stars and sitara. The company also operates an online portal, futurebazaar.com.

A subsidiary company, Home solutions Retail (India)limited, operate Home

Town, a large – format home solutions store, collection I, selling home furniture

products and e-zone focused on catering to the consumer electronics segment.

Pantaloon Retail was recently awarded the international retailer of the year

2007 by the US – based National Retail Federation (NRF) and the Emerging

market retailer of the year 2007 at the world retain congress held in Barcelona.

Pantaloon Retail is the flagship company of Future Group, a business group.

Catering to the entire Indian consumption space.

THE FUTURE GROUP AS GIVEN BY THE GENERAL MANAGER:

 “Future Bazaar.com is owned and operated by Future Bazaar India Ltd.

(FBIL).

FBIL is a part of the Future Group, India’s largest retain conglomerate.

FBIL is the e-commerce arm of the Future Group. The company was incorporated

in 2006 and began business in 2007.

As part of India’s largest retail chain, we enjoy the benefits of buying in

bulk for the entire group. Out aim is to get you a great range of products at great

prices.

Core competency of the business… what makes us different from other.!!

 A choice of more than 20,000 products.

 Delivery across more than 1500 cities and towns in India covering around

16,000 pin codes.

 Fast deliveries – tie ups with world leaders in logistics & transportation

services

 A dedicated customer care helpline for any queries.

 Always offering Manufacturer’s guarantee as opposed to seller’s guarantee,

which most of the other online shopping sites offer.

 Aggressive prices –FutureBazaar.com has the benefit of leveraging the

sourcing network of the Future Group’s retail chains. This sourcing network
 straddles a wide range of product requirements, thus being able to offer us

economies of scale thereby – unbelievable prices to it’s customers.

 Unmatched selection of products an Brands - we have more than 20,000

products which crates the flexibility to offer a large range of choices to

customers. We also have partnerships with most of the brands available in

the country, which allows us to get the latest in the range to our customers.

We have been able to create some major popularity ripples with our

corporate clients with products like mobiles, electronics, laptops, MP3

players, T-shirts, Gift Vouchers and so on.

 Seamless end-to-end Logistics solution – we pride ourselves in having

built an end-to-end logistics solution, right from stocking, dispatching, and

delivery confirmation up to post-sales support. Our back-end infrastructure

enables us to service around 15,000 pin codes across India.

 Dedicated Customer Care for online customers as well as corporate

clients – We have a dedicated team straddling client servicing, sourcing,

logistics and customer service for all our customers.

“our Brand Association” – Most importantly out parentage & association with
humungous retail brands like Big Bazaar, Pantaloons, Central and many more,
lends tremendous amount of trust jj& credibility to our end consumers.”