COMPANY PROFILE

Aliens Group is a construction and infrastructure company headquartered in Hitech City, Hyderabad. Aliens group consists of Aliens Developers, Aliens Infratech and Aliens Infra. The company was founded by the visionary brother duo - Hari Challa and Venkat Challa and is committed to revolutionizing the urban landscape of Modern India. Today, Aliens group is executing projects worth INR 5000 crores with an unparalleled growth rate of 300% in the year 2007-08. Since inception in 2003 the company has grown to a 500+ strong organization. The group is steadfastly becoming one of the prime players in Hyderabads real estate market, with a land bank of over 800 acres and mega projects in prime zones. We are Young, We Dream Big. In a short span of six years, Aliens group is amongst the Top Tier among Real Estate Players in Hyderabad. The company has vision to become one of the top 5 construction company of India by 2015. In the endeavor towards achieving the vision of urban revolution, Aliens group is creating an institution that thrives in a leading by speed environment with a passion for growth through customer delight. The Aliens Space Station is coming over a sprawling space of about 20 acres, out of which 16 acres are earmarked for a commercial aspect consisting of ever bustling shopping malls, multiplexes, crches, etc and remaining landed area is for residential and amenities purposes. In fact it is going to be first and one of its kinds with high raised structures in the peripherals of twin cities of Hyderabad and Secunderabad connected with almost all the arterial roads directly or indirectly. The cost of the project is estimated at Rs. 650.00 Crores having 13 blocks each with 30 floors. Company has already obtained NOC from District Collectorate for land use conversion, Airport Authority of India and other approvals are in advanced stage and are expected to received in a couple of months.

EXECUTIVE SUMMARY

This study is about Post Purchase Customer Response towards Aliens Space Station-1. For studying this questionnaire has been prepared with the help of Faculty and Corporate Guide and the questionnaire is administered to different customers who have purchased flat/flats in Aliens Space Station-1 project. Respondent (customers) are approached through e-mail. The study is done based on the customer experience with Aliens Space Station-1. The response is collected based on the selected factors which are important from the point of study subject. After the data collection, data is presented in tables and charts. Analysis of data is done using appropriate statistical tools. Findings are drawn based on the analysis results, conclusions/suggestions are given further.

REVIEW OF LITERATURE

1) A study on Indian Customers Preferences for Domestic Tourism. Authored By:- Sheenu Jain and A K Tiwari. Published In the ICFAI University Journal of Consumer Behavior March 2009 .Vol. IV No.1.Page No. 7. The main objective of this paper is to measure the association between socioeconomic, demographic variables and tourists destination .The Research Design for this topic included collecting information from tour operators. The tourism departments officials and the consumers. The sample was essentially comprised urban students. The middle and upper middle class youth and white collar executives. To carry out the study a comprehensive questionnaire based online survey in the major cities of India was carried out. From the above mentioned study the researcher came to know that Tourism in India is considered as leisure activity and he did not noticed any significant shift of interest in either the conventional religious tourism or the moderate form of adventure and medical tourism in the study. It can be finally concluded that on the one hand some variable like income of household and holiday budget are highly correlated on the other hand income and type of accommodation are independent and there is no correlation between income and destination.

2) Impact of Store Size on Impulse Purchase. Authored By:- Sumeet Gupta, Xu Heng and Vimal Sahu. 1.VIII No.1.Published in The Icfai University Journal Of Marketing Management. Page NO.7 .Feb.2009 The objective of this paper is to analyze the response of the customer buying behavior or purchase decision made in the store with no explicit recognition of a need for such purchase prior to entry into the store. In this study survey method was used to collect data and study was conducted in semi-urban
3

market of India. The questionnaire was developed in a simple manner which asked the respondents the size of their planned and unplanned purchases as well as the categories of the items they purchased in an unplanned manner. In this study the researcher came to know that the impulse purchase contribute more to the total sales in the medium sized retail stores rather than big sized retail stores. Surprisingly, store ambience had less influence on the impulse purchase made by the shoppers.

3) Measuring Pakistani Mobile Cellular Customer Satisfaction. Authored By:- Muhammad Mohsin Butt and Ernest Cyril de Run. Published In The ICFAI Journal Of Services Marketing March 2008 Vol.VI No.1.Page No. 40.March 2008 The objective of this paper is to measure the customer satisfaction by measuring the service quality of the Cellular Phones Service Provider in Pakistan. Initially a qualitative research was adopted to identify the factors contributing to customer satisfaction of mobile subscribers. Once the common and significant variables for measuring customer satisfaction were selected, the second stage of research commenced. A questionnaire was developed with five point likert scale to measure the performance perception of each item where one to five represent from very poor to excellent respectively. The study demonstrated a four component model of customer satisfaction in Pakistani mobile industry. Price and Network Coverage are the two most important components contributing to customer satisfaction. Customer Service and ease of usage are two other components.

4) Understanding Mobile Phone Usage Pattern among College Goers. Authored By:- Subhash Jha. Published In The ICFAI Journal of Services Marketing March 2008 Vol.VI No.1.Page No. 51.March 2008
4

The objective of this paper is to give a snapshot of how frequently young people use their mobile phones for several embodied functions of the cell phones. The list of functions was developed after conducting a focus group study. Data was collected from a sample of 208 mobile phone owners, aged between 20 and 29. The study sheds light on how gender monthly voucher amount and years of owning mobile phone influence the usage pattern of this device. The findings show that there is a significant difference in the usage pattern of mobile phones because of these three variables gender, monthly voucher amount and years of owning the mobile phones. Also one of the finding of this paper is male respondents use mobile phones for updating sports, playing games and downloading software more than their female counterparts. Finally we can conclude from this paper a better understanding of mobile phone users is a crucial success factor in the emerging telecom market like India. From above mentioned finding marketers can develop effective product and promotion mix for different segment.

5) Drivers of Customer Satisfaction and Loyalty in Indian Retail Supermarkets; An Exploratory Study. Authored By:- Shirshendu Ganguli and B Vinoth Kumar. Published in The Icfaian Journal of Management Research, December 2008, Vol. VII No.12.Page No.60.Dec 2008 The objectives of this paper aims to explore the variables of service quality and service features with regard to retail supermarket service and then study the impact of these underlying factors on customer satisfaction and loyalty. Convenience sampling was used for selecting the respondents. In all 500 responses to questionnaire was received .To analyze the data collected SPSS 12.0 for Windows was used The findings of this paper are: Neither Customer Satisfaction nor loyalty is affected by parking. Satisfaction and Loyalty are most influenced by pricing feature.
5

 Store Ambience also good driver for satisfaction and loyalty. Overall satisfaction is again impacted by shopping convenience as well as product related convenience. From this paper we can draw conclusion that Customers who are satisfied tend to continue shopping and recommend the retail store to others.

RATIONALE BEHIND STUDY

Couple of years back Real Estate Market was in boom, people were purchasing flats and residential apartments with a hope that this will fetch good return for them in future. Suddenly slum in the economy took place and Real Estate is one of the sectors which are adversely affected. Now in the current scenario perception of the buyer start changing some people think that since the market is in slum it is the right time to invest as they will get the property in low rate and some people want to play wait and watch game before taking any decision. Although in the slum condition of market Aliens Group is able to sell their flat/flats in Aliens Space Station-1 project on regular basis. I precisely chosen the above mentioned topic for my SIP because to know and understand what is the response which customer possess towards Aliens Space Station-1 Project where they have booked flat/flats in current market scenario.

INTRODUCTION

Aliens Group is coming up with their current project which is venture at Gachibawli, Telapur named as Aliens Space Station-1. It is first of its type in Hyderabad with 30 floor of High Rise Apartment which has got Platinum certification by Indian Green Building Council. For my SIP in between my second and third semester the topic which I am focusing and taking into consideration for the purpose of analysis and preparation of report is Post Purchase Customer Response towards Aliens Space Station -1, where I am targeting those person who have purchased flat/flats in Aliens Space Station-1. To get response of the customer I have certain parameter which I have compiled in questionnaire with the help of my Faculty and Corporate Guide which I present to the customer who have purchased flat/flats in Aliens Space Station-1 As per information given to us by the Organization out of 2186 flats in Aliens Space Station-1 around 900 flats has been sold out. From the total population of 900 buyers who has purchased flat in Aliens Space Station-1 I have chosen sample of n=200 which is approximately 25% of the entire population so as my target whom I am focusing to survey for my project during my SIP. I have got e-mail id of all these customers and I am mailing my questionnaire to all of them and I got their response towards Aliens Space Station-1 which helped me conduct my study.

OBJECTIVES OF THE STUDY

To study the post purchase customer response for Aliens space station 1 To evaluate the positive and negative factors of customer response To bring out suggestions and approach which will help Aliens to work on negative factor

3PS OF MARKETING-MIX

PRICE
The minimum price of a flat at SS1 is Rs 40 Lakh (approx.) for a 2BHK flat of 1122 sft. and for a Penthouse of 7617 sft. One has to pay approx. Rs 3.58 crore. The company has quoted price of Rs 3500/sft. But from 6th floor onwards one has to pay an extra of Rs 50 per floor as a charge for high rise. Apart from the above mentioned price one has to Rs 4.05 lakhs extra one for lifetime as a charge for amenities and car parking.

PLACE
The company is placing its product not only to the residents of Andhra Pradesh but to the people all round the globe. Company is placing its product through newspaper advertisement, web marketing, tele-calling etc.

PROMOTION
The company is doing promotion by giving various offers as: Summer Chillers Advantage of Bulk booking. Special schemes for the people from different sectors. Ugadi special offer. And many more.

ABOUT THE INDUSTRY

The rapidly growing real estate market in India is moving towards maturity with increasing participation from large local and international players, rising investor interest and a market-friendly approach. The governments decisions to allow 100% foreign direct investment (FDI) and the entry of venture funds in real estate are expected to add to the growth momentum created by affordable financing options and rising disposable incomes. Further, there are indications that obstacles, such as the absence of investment instruments in real estate, are likely to be removed. Already, real estate mutual funds have been floated, a move industry observers believe will pave the way for the setting-up of Real Estate Investment Trust-like structures. Apart from the IT sector, demand for commercial space is also expected to be driven by the special economic zones, large retail formats and warehousing. The widening demand-supply gap for international quality real estate space in the A-grade cities, such as Delhi, Mumbai, Chennai, Bangalore, Hyderabad and Kolkata, has created a spillover demand in smaller cities. The mounting pressure has raised prices of both residential and commercial properties in these cities.

A look at the demographics and economic development indices suggest that residential and commercial demand can be expected to remain high. Increasing disposable incomes, affordable home loans, urbanization and the emergence of a younger earning age group (aged between 25-45 years) as the largest constituent population will sustain demand for housing.

RESEARCH METHODOLOGY

POPULATION OF THE STUDY

For the purpose of my research the population of my study is all the customers who have booked flats with Aliens Group with respect to Space Station-1.

SAMPLE ELEMENT
The buyers who have purchased flats in Aliens Space Station-1, mostly they are from above middle income groups. Most of the buyers who have booked flat in Aliens Space Station-1 are married and having children there age group is between mostly ranges from 30 years to 45 years and mostly they are employed in high net worth job.

SAMPLE SIZE
I have selected a sample size of n=200. The methodology behind selecting sample size as 200 is that the total population of the buyer who has purchased flat in Aliens Space Station-1 is approximately 900.Out of which I have selected nearly 25% to represent this study.

SAMPLING METHOD
I have chosen Simple Random Sampling Method as the sampling method to use in my Research work.

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RESEARCH DESIGN
The Research Design for the purpose of my study is After Only Design. R Treatment MA X R X (Measurement After) MA

QUESTIONNAIRE
Questionnaire is developed under the guidance of my faculty and corporate guide. The first section the questionnaire collects the demographic information of the sample respondents and the second section consists of collecting information opinion from the customers regarding the purchased experience with Aliens Space Station-1. In order to collect the opinion of the customer Likert type of scale has been used.

DATA COLLECTION PLAN

For the purpose of collecting data for my study I had send questionnaire to the respondents by e-mails, illustrating them about objective and purpose of my study and I got good response from the sample which I have selected for my study which helped to conduct my research within the time frame.

STATISTICAL TECHNIQUE USED

I. Mean

Mean is the arithmetic average of a set of values, or distribution. For example, the arithmetic mean of six values: 34, 27, 45, 55, 22, 34 is 34+27+45+55+22+34/6 = 217/6 =36.17
11

II.

Standard Deviation

Standard Deviation is a measure of the variability or dispersion of a population, a data set, or a probability distribution. A low standard deviation indicates that the data points tend to be very close to the same value (the mean), while high standard deviation indicates that the data are spread out over a large range of values.

III.

Standard Error

The standard error of a method of measurement or estimation is the standard deviation of the sampling distribution associated with the estimation method The term may also be used to refer to an estimate of that standard deviation, derived from a particular sample used to compute the estimate.

IV.

One Way Anova

One-way analysis of variance (ANOVA) tests allow you to determine if one given factor, such as drug treatment, has a significant effect on gene expression behavior across any of the groups under study. A significant p-value resulting from a 1-way ANOVA test would indicate that a gene is differentially expressed in at least one of the groups analyzed. If there are more than two groups being analyzed, however, the 1-way ANOVA does not specifically indicate which pair of groups exhibits statistical differences.

Description of Hypothesis
H1:- Age wise post purchase customer response is similar. H2:- Gender wise post purchase customer response is similar. H3:- Income wise post purchase customer response is similar. H4:- Sector wise post purchase customer response is similar.

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DATA PRESENTATION

Table 1:- Pattern of respondents based on various sectors

SECTOR Government IT Self Employed Other

No. Of Respondents 44 49 53 54

Chart 1:- Graphical division of respondents on various sectors

60

50

40

30

20

10

0 Government IT Self Employed Others

People from nearly all the sectors are booking flats at SS1 as shown in the table and graph. 27% of the respondents who have booked flat is SS1 are from others

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sectors like Banking, Non-IT. NRI. Politicians etc. followed by self employed with 26.3%, IT people with 24.5% and people from government sector with 22%.

Table 2:- Pattern of respondents based on Income

YEARLY INCOME Below Rs.4.5 Lakhs Between Rs. 4.5 to 6 Lakhs Between Rs. 6 to 9 Lakhs Between Rs. 9 to 15 Lakhs Rs.15 Lakhs and above

No. Of RESPONDENTS 39 42 53 49 17

Graph 2:- Graphical division of respondents on Income

60 50 40 30 20 10 0 Below Rs.4.5 Lacs Between Rs. 4.5 -6 Between Rs.6 -9 Lacs Lacs Between RS.9 -15 Lacs Rs. 15 Lacs and above

Out of the respondent which I have covered for my study 26.3% of the people have income range from Rs 6-9 Lakhs per month, followed by 24.5% people who have
14

income in between Rs 9 to 15 Lakhs per month, 21% between Rs 4.5 to 6 Lakhs, 19.5% below 4.5 lakhs and 8.5% with annual income of above 15 Lakhs. Table 3:- Pattern of respondents based on price of flats at SS1

PRICE OF FLAT Very High High Reasonable Low Very Low

NO. OF RESPONDENTS 15 42 141 2 0

Graph 3:- Graphical division of respondents on Price

160 140 120 100 80 60 40 20 0 Very High High Reasonable Low Ver Low

About 71.5% of the respondents have told that the price which Aliens group is charging is reasonable, where as 21% of the respondent told that the price is high, 7.5% respondent told price is very high where as 1% of the respondent told that the price of flat at SS1 is low.
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Table 4:- Pattern of respondents based on quality of work

QUALITY OF WORK AT SS-1 Excellent Very Good Good Satisfactory Poor

NO. OF RESPONDENTS 185 15 0 0 0

Graph 4:- Graphical division of respondents on quality of work

200 180 160 140 120 100 80 60 40 20 0 Excellent Ver Good Good Satisfactory Poor

92.5% of the respondent told that the quality of work at SS1 is excellent where as 7.5% people told that the quality of work is very good.

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Table 5:- Pattern of respondents based on mode of payment

ARE YOU SATISFIED BY THE MODE OF PAYMENT WHICH YOU ARE GIVING YES NO

NO. OF RESPONDENTS

167 33

Graph 5:- Graphical division of respondents on satisfaction level of payment mode

180 160 140 120 100 80 60 40 20 0 Yes NO

83.5% of the respondent told that they are fully satisfied by the mode of payment which they are giving where as 16.5% people had shown concern over it.
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Table 6:- Pattern of respondents to know whether Aliens Group is helping them to avail Home Loans

DOES ALIENS GROUP IS HELPING TO AVAIL LOAN Yes No

NO. OF RESPONDENTS 200 0

Graph 6:- Graphical division of respondents on whether Aliens Group is helping them to avail Home Loans

250

200

150

100

50

0 Yes No

100% of the respondent told that Aliens group is helping the to avail home loan from bank
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Table 7:- Pattern of respondents based on booking Amount taken by Aliens Group

OPINION ABOUT BOOKING AMOUNT TAKEN BY ALIENS Very High High Reasonable Low Very Low

NO. OF RESPONDENTS 0 9 177 14 0

Graph 7:- Graphical division of respondents on Booking Amount

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200 180 160 140 120 100 80 60 40 20 0 Very High High Reasonable Low Very Low

Table 8:- Pattern of respondents based on Amenities provided

OPINION ABOUT AMENITIES AT SPACE STATION-1 Excellent Very Good Good Satisfactory Poor

NO. OF RESPONDENTS 188 12 0 0 0

Graph 8:- Graphical division of respondents on Amenities

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200 180 160 140 120 100 80 60 40 20 0 Excellent Very Good Good Satisfactory Poor

94% of the respondent told that SS1 has excellent amenities where as 6 % of the respondent told that amenity of SS1 is very good Table 9:- Pattern of respondents based on Carpet Area given

ARE YOU SATISFIED BY THE GIVEN CARPET AREA Yes No

NO. OF RESPONDENTS 187 13

Graph 9:- Graphical division of respondents on Carpet Area

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200 180 160 140 120 100 80 60 40 20 0 Yes No

93.5% of the respondent told that they are satisfied by the carpet area of flat where as 6.5% of the respondents has shown some concern over it.

Table 10:- Pattern of respondents based on Connectivity

OPINION ABOUT CONNECTIVITY TO VARIOUS PLACE Excellent Very Good Good Satisfactory

NO. OF RESPONDENTS

8 34 33 125

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Poor

Graph 10:- Graphical division of respondents on Connectivity

140 120 100 80 60 40 20 0 Exeellant Very Good Good Satisfactory Poor

DATA ANALYSIS AND FINDING

H1:- Age wise post purchase customer response is similar. H1a:- Age wise post purchase customer response is similar in terms of price. H1b:- Age wise post purchase customer response is similar in terms quality of work. H1c:- Age wise post purchase customer response is similar in terms mode of payment. H1d:- Age wise post purchase customer response is similar in terms availability of bank loan. H1e:- Age wise post purchase customer response is similar in terms booking amount taken. H1f:- Age wise post purchase customer response is similar in terms of amenities available. H1g:- Age wise post purchase customer response is similar in terms of carpet area given.
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H1h:-Age wise post purchase customer response is similar in terms connectivity. H2:- Gender wise post purchase customer response is similar. H2a:- Gender wise post purchase customer response is similar in terms of price. H2b:- Gender wise post purchase customer response is similar in terms quality of work. H2c:- Gender wise post purchase customer response is similar in terms mode of payment. H2d:- Gender wise post purchase customer response is similar in terms availability of bank loan. H2e:- Gender wise post purchase customer response is similar in terms booking amount taken. H2f:- Gender wise post purchase customer response is similar in terms of amenities available. H2g:- Gender wise post purchase customer response is similar in terms of carpet area given. H2h:-Gender wise post purchase customer response is similar in terms connectivity.

H3:- Income wise post purchase customer response is similar. H3a:- Income wise post purchase customer response is similar in terms of price. H3b:- Income wise post purchase customer response is similar in terms quality of work. H3c:- Income wise post purchase customer response is similar in terms mode of payment. H3d:- Income wise post purchase customer response is similar in terms availability of bank loan. H3e:- Income wise post purchase customer response is similar in terms booking amount taken. H3f:- Income wise post purchase customer response is similar in terms of amenities available. H3g:- Income wise post purchase customer response is similar in terms of carpet given. H3h:-Income wise post purchase customer response is similar in terms connectivity.

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H4:- Sector wise post purchase customer response is similar. H4a:- Sector wise post purchase customer response is similar in terms of price. H4b:- Sector wise post purchase customer response is similar in terms quality of work. H4c:- Sector wise post purchase customer response is similar in terms mode of payment. H4d:- Sector wise post purchase customer response is similar in terms availability of bank loan. H4e:- Sector wise post purchase customer response is similar in terms booking amount taken. H4f:- Sector wise post purchase customer response is similar in terms of amenities available. H4g:- Sector wise post purchase customer response is similar in terms of carpet given. H4h:-Sector wise post purchase customer response is similar in terms connectivity.

ANOVA TEST FOR H1

Sum of Squares Q1 Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Between .482 79.313 79.795 .436 13.439 13.875 .359 27.861 28.220 .000 .000 .000 2.549

df 4 195 199 4 195 199 4 195 199 4 195 199 4

Mean Square .120 .407

F .296

Sig. .880

Q2

.109 .069

1.581

.181

Q3

.090 .143

.629

.643

Q4

.000 .000

Q5

.637

6.113

.000

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Groups Within Groups Total Q6 Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total 20.326 22.875 .442 10.838 11.280 .169 11.982 12.151 2.519 155.276 157.795 195 199 4 195 199 4 194 198 4 195 199 .630 .796 .791 .532 .042 .062 .683 .605 .110 .056 1.988 .098 .104

Q7

Q8

The analysis is showing that for (H1a) null hypothesis is significant because value of significance (0.880) is higher than the (0.225) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that age wise post purchase customer response is similar The analysis is showing that for (H1b) alternate hypothesis is significant because value of significance (0.181) is lower than the (1.581) which is accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that age wise post purchase customer response is not similar. The analysis is showing that for (H1c) null hypothesis is significant because value of significance (0.643) is higher than the (0.648) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that age wise post purchase customer response is similar. The analysis is showing that for (H1d) null hypothesis is significant because value of significance (0.00) is equal to the (0.00) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that age wise post purchase customer response is similar The analysis is showing that for (H1e) alternate hypothesis is significant because value of significance (0.00) is lower than the (6.113) which is the
26

accepted error level. Therefore, null hypothesis is rejected and alternate hypothesis is selected, that age wise post purchase response is not similar The analysis is showing that for (H1f) null hypothesis is significant because value of significance (0.98) is lower than the (1.988) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that age wise post purchase customer response is not similar The analysis is showing that for (H1g) null hypothesis is significant because value of significance (0.683) is higher than the (0.605) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that age wise post purchase customer response is similar The analysis is showing that for (H1h) null hypothesis is significant because value of significance (0.522) is less than the (0.791) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that age wise post purchase customer response is not similar.

ANOVA TEST FOR H2

Sum of Squares Q1 Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Between .893 78.902 79.795 .056 13.819 13.875 .035 28.185 28.220 .000 .000 .000 .066 Df 1 198 199 1 198 199 1 198 199 1 198 199 1 .066 .569 .452 .000 .000 . . .035 .142 .245 .621 .056 .070 .798 .373 Mean Square .893 .398 F 2.240 Sig. .136

Q2

Q3

Q4

Q5

27

Groups Within Groups Total Q6 Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total 22.809 22.875 .122 11.158 11.280 .000 12.150 12.151 .012 157.783 157.795 198 199 1 198 199 1 197 198 1 198 199 .012 .797 .015 .903 .000 .062 .007 .932 .122 .056 2.167 .143 .115

Q7

Q8

The analysis is showing that for (H2a) null hypothesis is significant because value of significance (0.136) is lesser than the (2.240) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that gender wise post purchase customer response is not similar The analysis is showing that for (H2b) alternate hypothesis is significant because value of significance is(0.373) is lower than the (0.798) which is accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected. that post purchase customer response is not similar. The analysis is showing that for (H2c) null hypothesis is significant because value of significance (0.621) is higher than the (0.273) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that gender wise post purchase customer response is similar. The analysis is showing that for (H2d) null hypothesis is significant because value of significance (0.00) is equal to the (0.00) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that gender wise post purchase customer response is similar The analysis is showing that for (H2e) alternate hypothesis is significant because value of significance (0.452) is lower than the (0.569) which is the
28

accepted error level. Therefore, alternate hypothesis is rejected and alternate hypothesis is selected, that gender wise post purchase customer response is not similar The analysis is showing that for (H2f) null hypothesis is significant because value of significance (0.143) is lower than the (2.167) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that gender wise post purchase customer response is not similar The analysis is showing that for (H2g) null hypothesis is significant because value of significance (0.932) is higher than the (0.007) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that gender wise post purchase customer response is similar The analysis is showing that for (H2h) null hypothesis is significant because value of significance (0.903) is more than the (0.15) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that gender wise post purchase customer response is similar.

ANOVA TEST FOR H3

Sum of Squares Q1 Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups 3.883 75.912 79.795 .796 13.079 13.875 .616 27.604 28.220 .000 .000 Df 4 195 199 4 195 199 4 195 199 4 195 .000 .000 . . .154 .142 1.088 .364 .199 .067 2.968 .021 Mean Square .971 .389 F 2.494 Sig. .044

Q2

Q3

Q4

29

Total Q5 Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total

.000 6.294 16.581 22.875 .180 11.100 11.280 .081 12.069 12.151 .381 157.414 157.795

199 4 195 199 4 195 199 4 194 198 4 195 199 .095 .807 .118 .976 .020 .062 .327 .860 .045 .057 .789 .534 1.573 .085 18.504 .000

Q6

Q7

Q8

The analysis is showing that for (H3a) null hypothesis is significant because value of significance (0.44) is lesser than the (2.494) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that income wise post purchase customer response is not similar The analysis is showing that for (H3b) alternate hypothesis is significant because value of significance is(0.21) is lower than the (2.968) which is accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that income wise post purchase customer response is not similar. The analysis is showing that for (H3c) null hypothesis is significant because value of significance (0.34) is higher than the (1.088) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that income wise post purchase customer response is not similar. The analysis is showing that for (H3d) null hypothesis is significant because value of significance (0.00) is equal to the (0.00) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that income wise post purchase customer response is similar
30

 The analysis is showing that for (H3e) alternate hypothesis is significant because value of significance (0.00) is lower than the (1.507) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that income wise post purchase customer response is not similar The analysis is showing that for (H3f) null hypothesis is significant because value of significance (0.53) is lower than the (0.789) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that income wise post purchase customer response is not similar The analysis is showing that for (H3g) null hypothesis is significant because value of significance (0.860) is higher than the (0.327) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that income wise post purchase customer response is similar The analysis is showing that for (H3h) null hypothesis is significant because value of significance (0.976) is more than the (0.118) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that income wise post purchase customer response is similar. ANOVA TEST FOR H4
Sum of Squares Q1 Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total 2.864 76.931 79.795 .148 13.727 13.875 .100 28.120 28.220 .000 .000 .000 Df 3 196 199 3 196 199 3 196 199 3 196 199 .000 .000 . . .033 .143 .231 .874 .049 .070 .703 .551 Mean Square .955 .393 F 2.433 Sig. .066

Q2

Q3

Q4

31

Q5

Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total

.819 22.056 22.875 .095 11.185 11.280 .128 12.023 12.151 .311 157.484 157.795

3 196 199 3 196 199 3 195 198 3 196 199

.273 .113

2.426

.067

Q6

.032 .057

.557

.644

Q7

.043 .062

.693

.557

Q8

.104 .803

.129

.943

The analysis is showing that for (H4a) null hypothesis is significant because value of significance (0.066) is lesser than the (2.443) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that sector wise post purchase customer response is not similar The analysis is showing that for (43b) alternate hypothesis is significant because value of significance is(0.551) is lower than the (0.703) which is accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected. that sector wise post purchase customer response is not similar. The analysis is showing that for (H4c) null hypothesis is significant because value of significance (0.874) is higher than the (0.231) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that sector wise post purchase customer response is similar. The analysis is showing that for (H4d) null hypothesis is significant because value of significance (0.00) is equal to the (0.00) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that sector wise post purchase customer response is similar
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 The analysis is showing that for (H4e) alternate hypothesis is significant because value of significance (0.067) is lower than the (2.426) which is the accepted error level. Therefore, alternate hypothesis is accepted and null hypothesis is rejected, that sector wise post purchase customer response is not similar The analysis is showing that for (H4f) null hypothesis is significant because value of significance (0.674) is more than the (0.557) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that sector wise post purchase customer response is similar. The analysis is showing that for (H4g) null hypothesis is significant because value of significance (0.557) is lower than the (0.693) which is the accepted error level. Therefore, null hypothesis is rejected and alternate hypothesis is accepted, that sector wise post purchase response is not similar The analysis is showing that for (H4h) null hypothesis is significant because value of significance (0.943) is more than the (0.129) which is the accepted error level. Therefore, null hypothesis is accepted and alternate hypothesis is rejected, that sector wise post purchase customer response is similar

CONCLUSION
H1a:- That age wise post purchase customer response is similar. H1b:- That age wise post purchase customer response is not similar. H1c:- That age wise post purchase customer response is similar. H1d:- That age wise post purchase customer response is similar. H1e:- That age wise post purchase customer response is not similar H1f:- That age wise post purchase customer response is not similar H1g:- That age wise post purchase customer response is similar. H1h:- That age wise post purchase customer response is similar. H2a:-Gender wise post purchase customer response is not similar H2b:- Gender wise post purchase customer response is not similar
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H2c:- Gender wise post purchase customer response is similar H2d:- Gender wise post purchase customer response is similar H2e:- Gender wise post purchase customer response is not similar H2f:- Gender wise post purchase customer response is not similar H2g:- Gender wise post purchase customer response is similar H2h:- Gender wise post purchase customer response is similar H3a:-Income wise post purchase customer response is not similar. H3b:- Income wise post purchase customer response is not similar. H3c:- Income wise post purchase customer response is not similar. H3d:- Income wise post purchase customer response is similar. H3e:- Income wise post purchase customer response is not similar. H3f:- Income wise post purchase customer response is not similar. H3g:- Income wise post purchase customer response is similar. H3h Income wise post purchase customer response is similar.

H4a:-Sector wise post purchase customer response is not similar. H4b:- Sector wise post purchase customer response is not similar. H4c:- Sector wise post purchase customer response is similar. H4d:- Sector wise post purchase customer response is similar. H4e:- Sector wise post purchase customer response is not similar. H4f:- Sector wise post purchase customer response is similar. H4g:- Sector wise post purchase customer response is not similar. H4h :- Sector wise post purchase customer response is similar.

SUGESSTIONS

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 Company should fix uniform price so that transparency can be maintained. Make sure the project get completed in time. Encourage the sales team to move to other parts of the country to make people aware about Aliens Group and its ongoing project. Encourage client visit service more. Sponsor such show in TV which has good TRP rating. Dont shuffle team. Make sure particular leads should not get overlap between two teams. Make sure Lead Generators get genuine data. Proper CRM should be maintained. Encourage Lead Generators to do web posting also apart from doing tele calling. More cabs should be maintained for the purpose of site visit. Try to make bank personnel/insurance agent as channel partner

REFERENCE
A study on Indian Customers Preferences for Domestic Tourism. Authored By:- Sheenu Jain and A K Tiwari. Published In the ICFAI University Journal of Consumer Behavior March 2009 .Vol. IV No.1.Page No. 7. Impact of Store Size on Impulse Purchase. Authored By:- Sumeet Gupta, Xu Heng and Vimal Sahu. 1.VIII No.1.Published in The Icfai University Journal Of Marketing Management. Page NO.7 .Feb.2009 Measuring Pakistani Mobile Cellular Customer Satisfaction. Authored By:- Muhammad Mohsin Butt and Ernest Cyril de Run. Published In The ICFAI Journal Of Services Marketing March 2008 Vol.VI No.1.Page No. 40.March 2008
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 Understanding Mobile Phone Usage Pattern among College Goers. Authored By:- Subhash Jha. Published In The ICFAI Journal of Services Marketing March 2008 Vol.VI No.1.Page No. 51.March 2008 Drivers of Customer Satisfaction and Loyalty in Indian Retail Supermarkets; An Exploratory Study. Authored By:- Shirshendu Ganguli and B Vinoth Kumar. Published in The Icfaian Journal of Management Research, December 2008, Vol. VII No.12.Page No.60.Dec 2008

BIBLIOGRAPHY
Marketing Management :- By Phlip Kotler Market Research:- By Naresh K. Malhotra Consumer Behavior

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