Poonam Sharma _bba III

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PROJECTREPORT

ON

TOKNOWCONSUMERBUYINGBEHAVIOR OFHERO

HONDA MOTORCYCLE

Submitted to :

University of Rajasthan

In lieu of paper (VI) for the degree of

Bachelor of Business Administration (BBA)

SUPERVISOR:- SUBMITTED BY:-

Mrs. INDU JAIN POONAM SHARMA

Assistant Professor BBA Part IInd

Year

University of Rajasthan

UNIVERSITY OF MAHARANIS COLLEGE, JAIPUR


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TOKNOWCONSUMERBUYINGBEHAV IOR OFHEROHONDA MOTORCYCLE

ACKNOWLEDGEMENT

It is a great pleasure to have this opportunity to express my regards and sense of

gratitude to my guide Mrs. Indu Jain, it is due to their encouragement and proper

suggestion this project work could not be finished without their help in the time limit

prescribed by the university.

I am also thankful to marketing faculties for its valuable advice and help .I can

not miss the opportunity to acknowledge my respected Principle Dr. Anjali

Krishnamurthy for their help and support. I am also thankful to all staff of Maharani

College for their coordination.

I own my sincere thanks to Mr. Punit Agarwal (Prop. of M/S. Shivani Motors)

and Mr. Amit Agarwal for their coordination & help in accomplishing my project report

at this moment. I am also very much thankful to my parents & brother for their

continue encouragement and moral support during the project.

Last but not least I am also thankful to my friends who supported me during

the deed of the project work.

Poonam Sharma

University of Maharani College


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DECLARATION

I hereby, declare that the project report entitled the research of ConsumerBehavior on purchasing Hero Honda Motor Cycle is the result of my ownresearch and hard work.

I submit this Project Report to University Maharani College for the partialcompletion of my BBA Program and I assume that the same topic has not beenpresented by me at any other examination of any university. All the datapresented in this dissertation are the fact.

Place:- JAIPUR Poonam Sharma

Date: University Maharani College


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EXECUTIVE SUMMARY

In the present business environment it is very difficult for any business to survive.

For survival every business unit has to differentiate it from others and to give certainbenefits to its customers keep doing business in long run.

Discount is seen as promotional tool by many businesses. By giving huge discount

to customer, retailers want to maintain long term relationship with them.

In todays fast and developing world every person wants to try to manage their

speed. Every Individual has wish to complete their work with high efficiency and

beyond the certain time limits. People use many source to maintain their speed

according to this era motorcycle is one of them. This project is directly relate it.

The objective of my survey was to study buying behavior of Hero Honda

Motorcycles. In this survey I have used personal survey method.

The sample size for the research kept in mind seeing the size of city, and it is 200

people for survey. And for survey I used area sampling method and judgmental

method.

After demeanor the survey, I had done the analysis and finding of the buying

behavior of Hero Motorcycles.


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Supervisors Certificate

This is to certify that Ms. Poonam Sharma a student of BBA Part II of

University of Maharanis College Jaipur has prepared her project report entitled

TOKNOW CONSUMERBUYINGBEHAVIOR OFHEROHONDA MOTORCYCLE Under

my supervision.

Best of my believe, she has prepared the report on the basis of training received

at Shivani Motors Pvt. Ltd., Authorised Dealer of Hero Honda Ltd. Jaipur.

INDU JAIN

(SUPERVISIOR)


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I n d e xChapter

No

Subject

Chapter:-1

Chapter:-2

Chapter:-3

Chapter:-4

Concept of Consumer Behaviour.

Concept

What is Consumer Behaviour?

Buying Behaviour Model.

A model of Consumer Behaviour.

The Birth of Buying idea.

Factors Influencing Consumer Behaviour.

Buying Decision Process.

Industrial Back ground

Historical Industry DevelopmentIntroduction about company

Introduction about Shivani Motors Pvt. Ltd.

Research Methodology

Marketing Research

Research ObjectiveImportant of the StudySample design

Data Collection Method

Summary

Finding

Suggestion

Questionnaire

Pilot StudyConclusionBibliography


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CHAPTER: 1 CONCEPT OF CONSUMER BEHAVIOUR

CONCEPT

Knowledge of the buying behaviour of consumer is essential for a market. Theconsumers bring the changes in the market. It is essential task for marketing

behaviour of target Market.

The Consumer market consist the individual and household the buy goods and

Services for personal consumption. It is attempted to understand and predict human

actions in the buying role. It has assumed growing in the importance under Market

Oriented or Customer Oriented working planning and Management.

Consumers very tremendously in age income adulation level and Preferences.

Marketer finds it useful to distinguisia different consumer groups and to develop

products and services tailored to their needs. Consumer behaviour always involves

choice.

Buying behaviour includes acts of individual directly involves in obtaining and using

economics Good and Services includes sequences of decision processes that

proceed and determine these acts. Actual purchase is only a part of the decision

process in buyers behaviour we consider not only why now and what people buy

other factors. Such as where how offer and under in find analysis buyer is one of the

most important keys to successful Marketing.

WHAT IS CONSUMER BEHAVIOUR

The wealth and services product in a country make an economy strong. Almost all

the product which are available to buyer, have a number of alternative supplies that

is suitable products are available to customers. Who make a decision to buy

products? There fore, a seller most of his time seeks buyers and tries to please

them. In order to successful, a seller is concerned with:

Who is Consumer? What do Consumers buy?

When do Consumers buy?

How do Consumers buy?

From where do Consumers buy?

Why do Consumers buy?

A buyer makes a purchase of a particular product or a particular brand and this can

be termed Products buying Motives and the reason behind the Purchase from

particular Seller is Patronage Motives.


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The buyer may take a decision whether to save or spend the money. When he

decision to spend them there are many problems as to what to purchase because

needs are numerous. This leads to ranking the needs in terms of priority. Those the

problems are consumption problems where to buy whom to buy etc.

BUYING BEHAVIOUR MODEL

Out Side Stimuli

Marketing

Product

Price

Place

Promotion

Other

Economic

Technological

Political

Cultural

Buyers Black box

Buyer

Characteristics

Buyer

Decision

Buyers ResponseProducts

Brand

Dealer

Purchase

Purchase

Choice

Choice

Choice

Amount

Timing

A MODEL OF CONSUMER BEHAVIOUR

In earlier times Markets could understand consumers through the daily experience ofselling to them. But the growth in the size of forms and Markets has removed many

Marketing decisions from direct contract with customers increasingly; numbers have

had to turn to consumer research.

The Company that understands how Consumer will respond to different Product

features, price, advertising appeals and so on will have an enormous advantage over

the competitors. Therefore business and academic marketing researching have

invested much energy in researching the relationship between marketing stimuli and

Consumers response.


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Marketing stimuli including Four P Products, Price, Place, and Promotion.

Environmental stimuli consist economic technological political and cultural. All of

these stimuli pass through the buyers black box and Produce the buyer Purchase

decision shown. On the Product choice, brand choice, dealer choice, Purchase

timing, Purchase amount.

THE BIRTH OF BUYING IDEA

Mr. Hiren owns a bike. The bike causing or dissatisfactions because of some defects

or troubles in it. He decisions anticipates the idea of a troubles free and dependable

bike. He decides not to buy a bike of the same make, because of dissatisfaction and

lack of confidence. Thus a thought seed about a new bike is born in him, the

movement he thinks. I must replace the bike the buying idea comes up with the

thought in his mind, he thinks of the benefit, and this leads to future thinking what

sort of a bike will give the benefit he wants. The benefits make two desires. Hemakes the desire. He may bike, which can give the desire benefit. He makes

enquires an.

Observation through talking to his friends, he selects one or two possible bike. By

this he wants to confirm his decision about the make he wishes to buy. He reads

advertisement about the new bike. He chooses one with all the possible advantage

and which is wholly dependable. Mr. Hiren is a prospective Customer to dealer.

FACTORS INFLUENCING CONSUMER BEHAVIOUR

Factor influencing the consumer behaviour are internal needs, motives, perception

and attitude as well as external- family, social group, cultural, economic, business

influences, etc.

1. Economics Factors.

An economics factor of buying behaviour is undisplinary it assumes that Consumers

are economics. When are they follow the principle of maximization of utility based on

the low of diminishing Managerial utility. As economic when, consumer evaluationsrationally the alternative in terms of cost and value received. They try to maximize

their utility or satisfactory while spending them scarce resources of time, energy and

money.

2. Psychological Factors

Psychology has contributed much to the markers to understand the buyers

psychology explains how consumers learn about a product and how they can recall

from the memory. The development of buying habits, this includes the following

factors:


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a) Motive:-

A buying motive is the reason why a person buys a particular products. It is

the driving force behind buying behaviour and may be based on psychological or

psychological want marketers are in rested in patronage motives such as storeloyalty and brand loyalty.

b) Perception:-

Perception causes the behaviour in a certain way perception influences this

behaviour. It gives direction to the taken by the behaviour. It the meaning we

have on the bases on our past dependence.

c) Learning:-

Learning refers to changes in behaviour brought about by practice or

experience. Almost every timing one does or timing is learned product features

such as price quality services, brand, packing, etc. Act as hints influencing

consumers response.

d) Att itude:-

Attitude is a state of mind of fillings it includes a per disposition to behave in

source way. Attitude core very important in explaining buyers behaviour. A

change in attitude leads to changes purchasing attitude and modify buyer

behaviour knowledge of consumer attitude can product redesigning packages

and developing and evaluating promotional programs.

e) Personality:-

In general perception attitude belief lead collectively to a consistent response

by the individual to his environment. This consistent pattern or behaviour is

termed as personality its primary teachers are self-concept role and level of

consciousness.

3. Social Factors

This includes the following factors:

a) Family:-

Most consumers belong to a family group. The family can exert considerable

influence in shaping the pattern of consumption and indicating the decision

making role personal value attitude and buying habits have been shaped by

family influences.b) Reference Group:-


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The small group to which the buyer belongs influence buyer behaviour. A

human being is considered as a social animal spending much of his or her life in

group situation, group norms direct attention of its member to a new style of a

product.

c) Social Class:-

As a predictor of consumption patterns marketing management is familiar with

social classes consumers, buying behaviour is determined by the social class to

which they cespires rather than by their income belong. Proudly speaking we

have distant social classes upper, middle and lower classes usually stress

rationality, exhibit sense of choice making whereas consumers of lower classes

have essentially no rational purchases and show limited sense of choice making.

The three social classes will have differences in the stress they patronize. The

magazines they read and abutting and furniture they select social class may actas one criterion for market segmentation.

d) Culture:-

A culture is as distinctive way of life of a group of people their complete

design for living it is the man made pan or mans environment the sum total of his

knowledge. Belief morals customers. Art laws etc it includes the attitude and

values of a whole society and affects the ways in which we do things, see tuniy,

use things and judge things in every culture. European culture, American cultureetc. Marketing strategies can developed for each culture separately.

BUYING DECISION PROCESS

The process consists include following step:

Recognition of an unsatisfied need

Identification of alternatives

Evaluation of alternatives

Purchase Decision

Post purchase decision


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1. Recognition of an unsatisfied need:-

When a person has an unsatisfied need the buying process begins to satisfy theneeds generally the unsatisfied need leads to tension. The nature of the want

indicates the speed with which a person moves to fulfill the unsatisfied want which is

of high pressing need on the basis of need and its urgency forms the order of pointy.

2. Identification of Alternatives:-

Different alternatives are available in the market the consumer must know the brand

of the product which gives maximum satisfaction and the person has to source out

for relevant information of the product brand location etc.3. Evaluation of Alternatives:-

This is a critical stage especially with regard to the costly items consumers have

different alternatives. The attributes tastes color price durability etc. have different

preference the marketers must understand this process.

4. Purchase Decision:-

By considering the likes and dislikes of alternatives one is about to take a decisionas to buy one will consider with reference to product type price quality etc. A seller

can facilitate such consumers to understand the products through advertisements.

5. Post Purchase Decision:-

Feedback information is important as for as a seller is concerned. A brand

preference maturely repeats sales to a marketer. A satisfied buyer is a silent

advertisement. A satisfying dependence of a buyer tends to strengthen the brand

preference.


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CHAPTER 2 : INDUSTRY BACK GROUND

HISTORICAL INDUSTRY DEVELOPMENTTHE FIRST MOTORCYCLE

"Who invented the first motorcycle?" It seems like a simple question, but the

answer is a bit complicated. Just as the automobile was the answer to the 19th-

century dream of self-propelling the horse-drawn carriage, the invention of the

motorcycle created the self-propelled bicycle.

Motorcycles are descendents of the "safety" bicycle-bicycles with front and

rear wheels of the same size, and with a pedal crank mechanism to drive the rear

wheel. Those bicycles, in turn, were descended from high-wheel bicycles. The high-

wheelers were descended from an early type of pushbike, without pedals, propelled

by the rider's feet pushing against the ground. These appeared around 1800, used

iron-banded wagon wheels, and were called "bone-crushers," both for their jarring

ride and their tendency to toss their riders.

The first commercial design was a three-wheeler built by Edward Butler inGreat Britain in 1884. It employed a horizontal single-cylinder gasoline engine

mounted between two steerable front wheels and connected by a drive chain to the

rear wheel. However, it would perhaps be incorrect to call it a precursor of the two-

wheeled genre of vehicles.

The person credited with building the first motorcycle in 1885 is Gottlieb

Daimler (who later teamed up with Karl Benz to form the Daimler-Benz Corporation).

The gasoline-run vehicle had one wheel in the front and one in the back, with a

smaller, spring-loaded outrigger wheel, on each side. Powered by a single-cylinder

Otto-cycle engine, it may have had a spray-type carburetor also (since Daimler's

assistant, Wilhelm Maybach was working on the invention of the spray carburetor at

the time). The motorcycle was constructed mostly of wood, with the wheels being of

the iron-banded.


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FUTURE DEVELOPMENT

Most of the development during the early phase concentrated on three- and

four-wheeled designs since it was complex enough to get the machines running

without having to worry about them falling over. The next notable two-wheeler was

the Millet of 1892. It used a five-cylinder engine built as the hub of its rear wheel. The

cylinders rotated with the wheel and its crankshaft constituted the rear axle.

The first successful two-wheeler, though, was the Hildebrand & Wolfmueller,

patented in Munich in 1894. It had a step-through frame, with its fuel tank mounted

on the down tube. The engine was a parallel twin, mounted low on the frame, with its

cylinders going fore-and-aft. The connecting rods linked directly to a crank on the

rear axle, and instead of using heavy flywheels for energy storage between cylinder

firing, it used a pair of stout elastic bands, one on each side of the cylinders, to help

out on the compression strokes. It was water-cooled, and had a water tank/radiator

built into the top of the rear fender.


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http://en.wikipedia.org/wiki/Image:ZweiRadMuseumNSU_Triumph_Bonneville.JPGhttp://en.wikipedia.org/wiki/Image:Fn-1913.jpghttp://en.wikipedia.org/wiki/Image:CB750a.JPGhttp://en.wikipedia.org/wiki/Image:Vespasidecar.JPGhttp://en.wikipedia.org/wiki/Image:R32-pn.jpghttp://en.wikipedia.org/wiki/Image:Crocker-right.jpghttp://en.wikipedia.org/wiki/Image:ZweiRadMuseumNSU_Triumph_Bonneville.JPGhttp://en.wikipedia.org/wiki/Image:Fn-1913.jpghttp://en.wikipedia.org/wiki/Image:CB750a.JPGhttp://en.wikipedia.org/wiki/Image:Vespasidecar.JPGhttp://en.wikipedia.org/wiki/Image:R32-pn.jpghttp://en.wikipedia.org/wiki/Image:Crocker-right.jpghttp://en.wikipedia.org/wiki/Image:ZweiRadMuseumNSU_Triumph_Bonneville.JPGhttp://en.wikipedia.org/wiki/Image:Fn-1913.jpghttp://en.wikipedia.org/wiki/Image:CB750a.JPGhttp://en.wikipedia.org/wiki/Image:Vespasidecar.JPGhttp://en.wikipedia.org/wiki/Image:R32-pn.jpghttp://en.wikipedia.org/wiki/Image:Crocker-right.jpghttp://en.wikipedia.org/wiki/Image:ZweiRadMuseumNSU_Triumph_Bonneville.JPGhttp://en.wikipedia.org/wiki/Image:Fn-1913.jpghttp://en.wikipedia.org/wiki/Image:CB750a.JPGhttp://en.wikipedia.org/wiki/Image:Vespasidecar.JPGhttp://en.wikipedia.org/wiki/Image:R32-pn.jpghttp://en.wikipedia.org/wiki/Image:Crocker-right.jpghttp://en.wikipedia.org/wiki/Image:ZweiRadMuseumNSU_Triumph_Bonneville.JPGhttp://en.wikipedia.org/wiki/Image:Fn-1913.jpghttp://en.wikipedia.org/wiki/Image:CB750a.JPGhttp://en.wikipedia.org/wiki/Image:Vespasidecar.JPGhttp://en.wikipedia.org/wiki/Image:R32-pn.jpghttp://en.wikipedia.org/wiki/Image:Crocker-right.jpghttp://en.wikipedia.org/wiki/Image:ZweiRadMuseumNSU_Triumph_Bonneville.JPGhttp://en.wikipedia.org/wiki/Image:Fn-1913.jpghttp://en.wikipedia.org/wiki/Image:CB750a.JPGhttp://en.wikipedia.org/wiki/Image:Vespasidecar.JPGhttp://en.wikipedia.org/wiki/Image:R32-pn.jpghttp://en.wikipedia.org/wiki/Image:Crocker-right.jpg


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In 1895, the French firm of DeDion-Buton built an engine that was to make the mass

production and common use of motorcycles possible. It was a small, light, high

Revving four-stroke single, and used battery-and-coil ignition, doing away with the

troublesome hot tube. Bore and stroke figures of 50 mm by 70 mm gave a

displacement of 138 cc. A total loss lubrication system was employed to drip oil into

the crankcase through a metering valve, which then sloshed around to lubricate and

cool components before dumping it on the ground via a breather. DeDion-Buton

used this 0.5 hp power plant in road-going tricks, but the engine was copied and

used by everybody, including Indian and Harley-Davidson in the U.S.

Although a person named Pennington built some machines around 1895 (it's

uncertain whether any of them actually ran), the first US motorcycle was the Orient-

Aster, built by the Metz Company in Waltham, Massachusetts, in 1898. It used an

Aster engine that was a French-built copy of the DeDion-Buton, and predated Indian

(1901) by three years, and Harley-Davidson (1902) by four.

The Indian Motorcycle Company, Springfield, introduced the AV-Twin in 1903,

updated with two- and three-speed gearboxes that were further refined with swing

arm rear suspensions. The first motorcycle with electric start and a fully modern

electrical system, the Hendee Special from the same company, astounded the

industry in 1913. Before World War I, IMC was the largest motorcycle manufacturer

in the world producing over 20,000 bikes per year.


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INCREASING POPULARITY

The popularity of the vehicle grew, especially after 1910. By 1900, many

manufacturers were converting bicycles, or pedal cycles as they were sometimes

called, by adding small, centrally mounted spark ignition engines. The need for

reliable constructions led to road trial tests and competition between manufacturers.

The original Tourist Trophy races were held on the Isle of Man in 1907 as reliability

or endurance

Races. Such events have been the proving ground for many new ideas-from the

early two-stroke-cycle designs to the supercharged, multi-valve engines mounted on

aerodynamic, carbon fiber reinforced bodywork engines.

In 1916, the Indian Motorcycle Company introduced the Model H racer, and

placed it on sale at the astronomical price of $350. It featured overhead-valve heads

with four valves per cylinder, and was easily capable of speeds of over 120 mph. In

various forms, it was raced on the dirt track as well as on the boards with very great

success. It is unknown how many of the 8-valve racers were manufactured, but

production was very small indeed; most machines were ridden either by factory

riders or were "loaned" to promising privateers.

During World War I, all branches of the armed forces in Europe used

motorcycles principally for dispatching. After the war, it enjoyed a sport vogue until

the Great Depression began in 1929.

After the World War II, a revival of interest in motorcycles lasted into the late 20th

century, with the vehicle being used for high-speed touring and sport competitions.

The more sophisticated motor scooter originated in Italy soon after World War II, led

by the manufacture of a 125-cc model. Since then, an increasing number of powerful

bikes have blazed the roads.

During the 1950s, the practice of attaching auxiliary engines to bicycles in

Western Europe and parts of the United States led to the development of a new type

of light motorcycle, the moped. Originating in Germany as a 50-cc machine with

simple controls and low initial cost, it was largely free of licensing and insurance

regulations except in Great Britain.


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THE PRESENT

Today the Japanese manufacturers, Honda, Kawasaki, Suzuki, and Yamaha

dominate the large motorcycle industry, although Harley-Davidson still maintains ahigh degree of popularity, particularly in the United States. Recent years have seen a

resurgence in the popularity around the world of many other motorcycle brands,

including BMW, Triumph and Ducati, and the emergence of Victory as a second

successful mass-builder of big-twin American cruisers. In November 2006, the Dutch

company E.V.A. Products BV Holland announced that the first commercially

available diesel-powered motorcycle, its Track T-800CDI, achieved production status

The Track T-800CDI uses a 800 cc three-cylinder Daimler Chrysler diesel engine.However, other manufacturers, including Royal Enfield, had been producing diesel-

powered bikes since at least 1965.

Currently, the largest motorcycle market is the small machines market for the

developing world, hence the claim from Indian Hero Honda to be the world's new

biggest bike firm. India has also been the home to the Enfield Cycle Company's

Royal Enfield, since 1995. Enfield India still makes updated versions of the 1955

Royal Enfield Bullet motorcycle.

There is a large demand for small, cheap motorcycles in the "developing world", and

many of the firms meeting that demand now also compete in "developed" markets,

such as China's Hongdou which makes a version ofHonda's venerable CG 125.
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TYPES OF MOTERCYCLES

Road motorcycles:

Road motorcycles are motorcycles designed for being ridden on paved roads. They

feature smooth tires with a light tread pattern and engines generally in the 125 cc

and over range. Most are capable of speeds up to 100 mph (160 km/h), and many

of speeds in excess of 125 mph (200 km/h).

In India and Pakistan, motorcycles are more popular than cars as means of

transport due to low operating and ownership cost. Typical displacements are small

(50450 cc), and as a result these motorcycles give better fuel economy

reportedly 1.25-2.5 l/100km (94-188 mpg) being common.

Cruiser:

These motorcycles mimic the style of American

machines from the 1930s to the early 1960s, such

as those made by Harley-Davidson, Indian, and

Excelsior-Henderson, even though they havebenefited from advances in metallurgy and design.

The riding position always places the feet forward.

Usually the hands are up and the spine erect or leaning back slightly, which some

riders find to be more comfortable for long-distance riding. The riding position of

American-style Cruisers and Choppers evolved from the Western Saddle and riding

position used by Western cowboys. This position allows greater long-distance

comfort, with some compromise of control.
http://en.wikipedia.org/wiki/Cubic_centimetrehttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Pakistanhttp://en.wikipedia.org/wiki/Carshttp://en.wikipedia.org/wiki/Means_of_transporthttp://en.wikipedia.org/wiki/Means_of_transporthttp://en.wikipedia.org/wiki/Fuel_economyhttp://en.wikipedia.org/wiki/Harley-Davidsonhttp://en.wikipedia.org/wiki/Indian_(motorcycle)http://en.wikipedia.org/wiki/Henderson_Motorcyclehttp://en.wikipedia.org/wiki/Motorcycle#Motorcycle_rider_postureshttp://en.wikipedia.org/wiki/Western_Saddlehttp://en.wikipedia.org/wiki/Image:Bmw-cruiser.jpghttp://en.wikipedia.org/wiki/Western_Saddlehttp://en.wikipedia.org/wiki/Motorcycle#Motorcycle_rider_postureshttp://en.wikipedia.org/wiki/Henderson_Motorcyclehttp://en.wikipedia.org/wiki/Indian_(motorcycle)http://en.wikipedia.org/wiki/Harley-Davidsonhttp://en.wikipedia.org/wiki/Fuel_economyhttp://en.wikipedia.org/wiki/Means_of_transporthttp://en.wikipedia.org/wiki/Means_of_transporthttp://en.wikipedia.org/wiki/Carshttp://en.wikipedia.org/wiki/Pakistanhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Cubic_centimetre


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Sport bike:

Sport bikes, sometimes called performance bikes or

"crotch rockets", emphasize speed, acceleration,

deceleration, and maneuverability. Because of this,

there are certain design elements that most

motorcycles of this type will share. Sport bikes have comparatively high

performance engines resting inside a lightweight frame. The combination of these

help maintain structural integrity and chassis rigidity. Braking systems combine

higher performance brake pads and multi-piston calipers that clamp onto oversized

vented rotors. Suspension systems are advanced in terms of adjustments and

materials for increased stability and durability. Front and rear tires are larger and

wider than tires found on other types of motorcycles to accommodate higher

cornering speeds and greater lean angles. Fairings may or may not be found on a

sport bike. When used, the fairings are shaped to reduce aerodynamic drag as

much as possible, and less as a wind protection for the rider. The performance of

some stock sport bikes is so great they can be used on a race track right off the

showroom floor.

These overall design traits mean sport bikes are generally less practical for street

use when compared to most other types of motorcycles. There is little in the way of

extra features or creature comforts like those present on touring motorcycles, such

as center stands, provisions for saddle bags, large windshields, or fairings providing

protection from rain. Rider position and ergonomics are compromised in favor of

weight distribution and aerodynamics. This generally means higher foot pegs that

move the legs closer to the body and more of a reach to a lower set of hand

controls which positions the body and weight forward and over the tank.
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Touring:

Although any motorcycle can be so equipped and used to tour with,

manufacturers have brought specific models designed to address the

particular needs of long-distance touring and heavy commuting riders to

market. Common to the touring market are usually large displacement

fairings and screens (to offer a high degree of weather and wind protection),

large capacity fuel tanks (for long ranges between fill-ups) and a morerelaxed, more upright seating position than sport-bikes. These motorcycles

can be further subdivided into multiple sub-categories, which are commonly

used terms within the motorcycle industry.

Naked bike:

Also known as a "standard" or "street bike" (see below), this is the basic form

of the motorcycle stripped down to its fundamental parts. The emphasis is on

functionality, performance, and ergonomics rather than aerodynamic body

panels and exaggerated riding positions that are most common on sport

bikes.

Current naked bikes are usually given a modern, more-or-less sporting

suspension, unless they are intended to have "retro" styling. The BMW

K1200R, R1200R, and F650CS, Ducati Monster, Yamaha FZ1, Honda 919,

Honda Hornet (599), Triumph Speed Triple, Triumph Speed Four,
http://en.wikipedia.org/wiki/Motorcycle#Motorcycle_rider_postureshttp://en.wikipedia.org/wiki/BMW_K1200Rhttp://en.wikipedia.org/wiki/Ducati_Monsterhttp://en.wikipedia.org/wiki/Yamaha_FZ1http://en.wikipedia.org/wiki/Honda_919http://en.wikipedia.org/wiki/Triumph_Speed_Triplehttp://en.wikipedia.org/wiki/Triumph_Speed_Fourhttp://en.wikipedia.org/wiki/Image:1997SuzukiGS500E-001.jpghttp://en.wikipedia.org/wiki/Image:K1200lt.jpghttp://en.wikipedia.org/wiki/Image:1997SuzukiGS500E-001.jpghttp://en.wikipedia.org/wiki/Image:K1200lt.jpghttp://en.wikipedia.org/wiki/Triumph_Speed_Fourhttp://en.wikipedia.org/wiki/Triumph_Speed_Triplehttp://en.wikipedia.org/wiki/Honda_919http://en.wikipedia.org/wiki/Yamaha_FZ1http://en.wikipedia.org/wiki/Ducati_Monsterhttp://en.wikipedia.org/wiki/BMW_K1200Rhttp://en.wikipedia.org/wiki/Motorcycle#Motorcycle_rider_postures


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Farm bike:

These adaptations of trail bikes were first used by dairy farmers in New

Zealand from the early 1960s. They wanted a light, simple machine that

could be started easily and that would negotiate particularly muddy paddocks

and steep hillsides in all weathers. A range of bikes were tried by a number

of farmers and they came to use a mild-off-road machine that could carry a

good load (mainly a tray for their dogs, instead of a rear seat) that was easy

to mount, start and ride with heavy rainwear. Large profile low-pressure tyres

with knobby tread were found best for grass, mud and rocky tracks.

Ultimately Japanese manufacturers developed a range of specialized bikes

about the time that the farmers came to use ATVs instead.

Despite the development of the ATV, farm bikes retain certain advantages for

some tasks. They are faster on uneven ground, which can be useful in

rounding up livestock, and most are quicker in an on-road setting (and can

be registered for on-road travel). They can also operate safely on steep

terrain where ATV's have a risk of rollover. For these reasons, farm bikes are

still reasonably common in some places.

Moped:

The moped used to be a hybrid of the bicycle and the motorcycle, equipped

with a small engine (usually a small two-stroke engine up to 50 cc, but

occasionally an electric motor) and a bicycle drivetrain, and motive power

can be supplied by the engine, the rider, or both.

In many localities, mopeds are subject to less stringent licensing than bikes

with larger engines and are popular as very cheap motorbikes, with the

pedals seeing next to no use. Mopeds were very popular in the United States

during the late 1970s and early 1980s, but their popularity has fallen off

sharply since the mid 1980s
http://en.wikipedia.org/wiki/New_Zealandhttp://en.wikipedia.org/wiki/New_Zealandhttp://en.wikipedia.org/wiki/All-terrain_vehiclehttp://en.wikipedia.org/wiki/Mopedhttp://en.wikipedia.org/wiki/Bicyclehttp://en.wikipedia.org/wiki/Electric_motorhttp://en.wikipedia.org/wiki/Electric_motorhttp://en.wikipedia.org/wiki/Bicyclehttp://en.wikipedia.org/wiki/Mopedhttp://en.wikipedia.org/wiki/All-terrain_vehiclehttp://en.wikipedia.org/wiki/New_Zealandhttp://en.wikipedia.org/wiki/New_Zealand


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Towing:

Aftermarket trailers designed to be towed by motorcycles are available. However,

because of the added risk involved, no manufacturer of single-track motorcycles

recommends that they be used to tow trailers.

Although there are aftermarket trailers that allow motorcycles to tow, factory-made

motorcycles specialized for towing are rare. The only known vehicle for towing is

Retriever by a Swedish company named Coming Through, which is a modified

version of Honda GL1800 Gold Wing. With the use of a high torque engine, low

centre of gravity design, and retractable trailer, towing motorcycles can reduce

response time for retrieving cars and light trucks on congested roads.

Concept bikes:

Concept bikes are one-off motorcycles built as prototypes to test or showcase thedesirability of a design, the integration of new technologies, cost effectiveness, or

general design studies. Most concept bikes never see the light of day as full mass-

production vehicles; those that do rarely match the original concept perfectly,

instead representing a combination of some of the concepts presented in the proto-

type combined with marketing realities and tooling capabilities of the manufacturer.

Examples of recent concept bikes can be see in the press release for any of the

major global motorcycle exhibitions, including the Tokyo Motorcycle Show, the

various primary European Motorcycle Shows (Intermot (Cologne), Paris Motorcycle

Exhibit, Milan Motorcycle Show
http://en.wikipedia.org/w/index.php?title=Coming_Through&action=edit&redlink=1http://en.wikipedia.org/wiki/Honda_Goldwinghttp://en.wikipedia.org/wiki/Colognehttp://en.wikipedia.org/wiki/Colognehttp://en.wikipedia.org/wiki/Honda_Goldwinghttp://en.wikipedia.org/w/index.php?title=Coming_Through&action=edit&redlink=1


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Introduction About Company

COMPANY PROFILE

Hero Group:

Hero Group is a multi-unit, multi-product, geographically diversified Group

with myriad interests. Hero, is synonymous with two-wheelers in India and

Group's other ventures include product designing, IT enabled services,

finance and insurance etc. Hero Group ranks amongst the Top 10 Indian

Business Houses. The Group today comprises of 20 companies, 300

ancillary suppliers, over 5,000 outlets, and has employee strength of more

than23,000.

The origins of Hero Group can be traced to 1956 when Hero Cycles Limited

was established by Munjal brothers: Satyanand Munjal, Brijmohan Lall

Munjal and O. P. Munjal. Before the establishment of Hero Cycles, which is

the flagship company of the Hero Group, Munjal brothers were modest

manufacturers of bicycle components. In 1961, Rockman Cycles Industries

Limited established which the largest manufacturer of bicycle chains and

hubs is today. In 1963, Hero Group forayed into the international market with

bicycle exports from India. In 1971, Highway Cycles was set up to meet thedemands of Hero Cycles. It is today the largest manufacturer of single speed

and multi-speed freewheels. In 1975, Hero Cycles Limited became the

largest manufacturer of bicycles in India. In 1978, Majestic Auto Limited was

formed and the Hero Majestic Moped was introduced. In 1981, Munjal

Castings was established.
http://www.herohonda.com/media_print_ads.htm


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In 1984, Hero Group started manufacturing motorcycles with the

establishment of Hero Honda Motors Limited in joint venture with Honda

Motors of Japan. In 1985, Munjal Showa Limited was established to

manufacture shock absorbers and struts. In 1986, Hero Cycles Limited

entered the Guinness Book of Records as the largest bicycle manufacturer in

the World. In 1987, Hero Motors, a division of Majestic Auto Limited was set

up in collaboration with Steyr Daimler Puch of Austria. In 1987, Gujarat

Cycles Limited, presently known as Munjal Auto Industries Limited was

established to manufacture and export state-of-the-art bicycles and allied

products. In 1993, Hero Exports was established as the International Trading

Division for Group and non-Group products. In 1995, Hero Corporate

Services Limited was established as the service segment for the Hero Group

Companies, ancillaries, suppliers, dealers and other associates. In 1998,

Munjal Auto Components was established to manufacture gear shafts and

gear blanks for motorcycles. In 2000, Hero Group diversified into IT and IT

enabled services through its service segment - Hero Corporate Services

Limited. In 2001, Hero Global Design established to offer engineering

services in CAD/CAM/CAE related to New Product Development, Design,

Engineering and Manufacturing. In 2002, Easy Bill was established to offer

utility bill collection & retail services. In 2004, Hero Group forayed into retail

insurance business with the establishment of NsurePlus. Today, Hero Group

enjoys leadership position in all the business segments it has entered.

Major Achievements of Hero Group

Hero Honda Motors is the World's largest manufacturer of two-wheelers.

Hero Cycles Limited is a Guinness Book Record holder since 1986 as the

world's largest manufacturer of bicycles.

Hero Honda is ranked number one in the two-wheeler category on

Environmental Performance by the Centre for Science and Environment.

Group Chairman, Mr. Brijmohan Lall Munjal received the coveted "Ernst &

Young Entrepreneur of the Year" award for 2001.


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HERO HONDA MOTORS LTD

Hero is the brand name used by the Munjal brothers in the year 1956 with the

flagship company Hero Cycles. The joint venture between India's Hero Group and

Honda Motor Company, Japan has not only created the world's single largest two

wheeler company but also one of the most successful joint ventures worldwide.

During the 80s, Hero Honda became the first company in India to prove that it was

possible to drive a vehicle without polluting the roads. The company introduced newgeneration motorcycles that set industry benchmarks for fuel thrift and low emission.

A legendary 'Fill it - Shut it - Forget it' campaign captured the imagination of

commuters across India, and Hero Honda sold millions of bikes purely on the

commitment of increased mileage

Over 19 million Hero Honda two wheelers tread Indian roads today. These are

almost as many as the number of people in Finland, Ireland and Sweden put

together!

Hero Honda has consistently grown at double digits since inception; and today,

every second motorcycle sold in the country is a Hero Honda. Every 30 seconds,

someone in India buys Hero Honda's top -selling motorcycle - Splendor. This festive

season, the company sold half a million two wheelers in a single month-a feat

unparalleled in global automotive history.

Hero Honda bikes currently roll out from two globally benchmarked manufacturing

facilities based at Dharuhera and Gurgaon in Haryana. These plants together are

capable of churning out 3.9 million bikes per year. A third state of the art

manufacturing facility at Hardwar in Uttaranchal will soon be commissioned to cope

with sustained customer demand.
http://en.wikipedia.org/wiki/Hero_Cycles_Ltdhttp://en.wikipedia.org/wiki/Hero_Cycles_Ltd


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Hero Honda's extensive sales and service network now spans over 3000 customer

touch points. These comprise a mix of dealerships, service and spare points, spare

parts stockiest and authorized representatives of dealers located across different

geographies.

Hero Honda values its relationship with customers. Its unique CRM initiative - Hero

Honda Passport Program, one of the largest programs of this kind in the world, has

over 3 million members on its roster. The program has not only helped Hero Honda

understand its customers and deliver value at different price points, but has also

created a loyal community of brand ambassadors.

Having reached an unassailable pole position in the Indian two wheeler market, Hero

Honda is constantly working towards consolidating its position in the market place.

The company believes that changing demographic profile of India , increasing

urbanization and the empowerment of rural India will add millions of new families to

the economic mainstream. This would provide the growth ballast that would sustain

Hero Honda in the years to come. As Brijmohan Lall Munjal, the Chairman, Hero

Honda Motors succinctly points out, "We pioneered India 's motorcycle industry, and

it's our responsibility now to take the industry to the next level. We'll do all it takes to

reach there.

Growth

Hero Honda experienced great growth throughout its early days. The Munjal family

started a modest business of bicycle components. By 2002 Hero Group had sold 86

million bicycles producing 16000 bicycles a day. Today Hero Honda has an

assembly line of nine different models of motorcycles available. It holds the record

for most popular bike in the world by sales for Its Splendor model. Hero Honda

Motors Limited was established in joint venture with Honda Motors of Japan in 1984,

to manufacture motorcycles. It is currently the largest producer of Two Wheelers in

the world. It sold 3 million bikes in the year 2005-2006. Recently it has also entered

in scooter manufacturing, with its model PLEASURE mainly aimed at girls. HUNK is

the latest offering from the HHML stable.


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Just-in-Time Manufacturing

The Hero Group through the Hero Cycles Division was the first to introduce the

concept ofjust-in-time manufacturing. The Group boasts of superb operational

efficiencies. Every assembly line worker operates two machines simultaneously tosave time and improve productivity. The fact that most of the machines are either

developed or fabricated in-house, has resulted in low inventory levels.

In Hero Cycles Limited, the just-in-time inventory principle has been working since

the beginning of production in the unit. This is the Japanese style of production. In

India, Hero is probably the only company to have mastered the art of the just-in-time

inventory principle.

Labor relations

In Hero Group there is no organized labor union and family members of employees

find ready employment within Hero. The philosophy with regard to labor

management is "Hero is growing, grow with Hero." Hero workers receive a uniform

allowance, as well as House Rent Allowance (HRA) and Leave Travel Allowance

(LTA). Extra benefits include medical check-ups not just for workers, but also for the

immediate family members. For the majority of the production workers, who are hired

through contractors, these benefits are out of reach. This and other problems lead to

a strike and factory occupation by 4,000 temp workers in the Gurgaon plant in spring

2006.

Diversification

Throughout the years of enormous growth , the Group Chairman, Mr. Lall has

actively looked at diversification. A considerable level of vertical integration in its

manufacturing activities has been ample in the Group's growth and led to the

establishment of the Hero Cycles Cold Rolling Division, Munjal and Sunbeam

Castings, Munjal Auto Components and Munjal Showa Limited amongst other

component-manufacturing units.

.
http://en.wikipedia.org/wiki/Just-in-time_manufacturinghttp://en.wikipedia.org/wiki/Labor_unionhttp://en.wikipedia.org/wiki/Check-uphttp://en.wikipedia.org/wiki/Vertical_integrationhttp://en.wikipedia.org/wiki/Vertical_integrationhttp://en.wikipedia.org/wiki/Check-uphttp://en.wikipedia.org/wiki/Labor_unionhttp://en.wikipedia.org/wiki/Just-in-time_manufacturing


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AWARDS

1. National Safety Award:-

Hero Honda got national safety award for the Year 2000-01.

2. National Productivity Award:-

Hero Honda got the National Productivity award for the best performance in

automobile sector even in the very sluggish condition of economy for the year 2000-

01.

3. Best Slogan Award:-

Hero Honda got the Best Slogan Award for its touching Slogan DESH KI

DHADKAN for the year 2000-01.

These are some decent awards which are collected by the Hero Honda

Customer satisfaction is the biggest award for any company this can be the Hero

Hondas biggest strength that it has more than 35,00,000 satisfied customers.

Future of the Company:-

Being a master of the automobiles sector HH is consistent with its amazing

performance. Hero Honda has been a successful story in an otherwise dull market.

Positing a over 1 million sales in the financial year 2001-02 the company has out

ridden all the players. The company signed two of most popular celebrities. Hritik

Roshan and Sourav Ganguly to be brand ambassadors. That should further help the

(Both its) company in maintaining its following. Both its duly launched models, the

CBZ and Passion have received highly positive response and created new segment for

the company so the future of two company seems very good and profitable.


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List of group companies:-

Hero Motors

Hero Exports

Hero Cycles Majestic auto Ltd.

Munjal Showa Ltd.

Gujarat Cycle Ltd.

Hero Honda Motors Ltd.

Hero Cycle Ltd. (Unit2)

Munjal and Sunbeam Castings

High way cycle Industries.

IN PURSUIT OF EXCELLENCE

"We, at Hero Honda, are continuously striving for synergy between technology,

systems, and human resources to provide products and services that meet the

quality, performance, and price aspirations of our customers. While doing so, we

maintain the highest standards of ethics and societal responsibilities, constantly

innovate products and processes, and develop teams that keep the momentum

going to take the company to excellence in the new millennium".


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INTRODUCTION ABOUT SHIVANI MOTORS PVT.LTD.

Mr.Vijay Bhai Agarwal started his business career 1968 in Patna in the textile

trade . By the year 1975, he along with his Brothers Mr.Ajay Bhai Agarwal &

Mr.Sanjay Bhai Agarwal had diversified in the promising distribution and logistical

support business.

In natural progression, Automobile giants like HMT (1976), Kinectic Honda

(1980), Bajaj Tempo (1980), Maruti Udhyog (1981), LML (1982), Kinetic Engineering

(1980) and various others joined association with M/S Vijay Agricultural Implements

and established long term relationship. Even Today the firm in Bihar and its

branches in Gujarat are growing at a tremendous rate and its presence is being felt

in the Surat area with the newly acquired Dealership of the prestigious HERO

HONDA Dealership for Surat.

OUTSTANDING PERFORMANCE AND ACHIEVEMENTS

1) Shivani Motors Pvt Ltd, Varachha Road, Surat Opened its gates on the 26th

Sept, 2002 and has been in the forefront of HERO HONDA sales & service

ever since.

2) The sales figure for the first Three Months for a newly eastablished dealership

is a new record at HERO HONDA & is quoted as mark of outstanding sales

effort from Shivani Team.

3) The Genuine Spares sales reached a record 3 lacs in the first month itself and

promises to grow from the retail counter at the location workshop.

4) The design of the entire showroom and in built workshop/warehouse & further

construction was done at a seemingly impossible time frame of 4 months flat.

Its a vision and dedication to this exercise that realized this goal & The

shivani team is looking forward to grow in near future.


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Market players

Bajaj Auto: The company registered a 32% growth in the sales of

motorcycles much above the industry average of 19%. Bajaj Auto has

emerged as a market leader in the entry level or price segment motorcycle

with the Bajaj CT 100 accounting for nearly 40% of the market share. It also

commands a 62% market share in the premium segment of motorcycles with

products like the Bajaj Pulsar DTSI

TVS : It stand out from all other two wheeler company in the country is that it

is without any foreign collaboration. The company was established by T.VSundaram Iyengar in the year 1911 and was primarily into the production of

mopeds. TVS Motor Company Limited, the flagship company of the USD 2.2

billion TVS Group, is the third largest two-wheeler manufacturer in India and

among the top ten in the world, with an annual turnover of over USD 650

million. The company has many first to its credit like the introduction of the

first indigenous moped and a 100 cc motorcycle in collaboration with

Japanese auto giant Suzuki.

Kinetic Motor: Kinetic has launched India's first motoscooter in the form of

Kinetic Blaze. Kinetic Blaze is a 165 cc scooter which seeks to revolutionize

the diminishing scooter market in the country. The product is a first of the

seven series of vehicles which Kinetic want to acquire from the Italian two

wheeler giant Italjet Spa.

Suzuki Motor: The company has started its India operation with three mass

market motorcycles and is also expected to come up with a 150 cc high

performance set of two wheelers soon. The company has a manufacturing

capacity in Gurgaon to churn out over one lakh motorcycles annually. The

company employs around two hundred people and will step up its production

capabilities as and when required. Some higher end models are also

expected to be rolled out of the Suzuki factory soon.


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Honda Motors: Honda Motors Co. Ltd. is a renowned Japanese engine

manufacturer and engineering corporation. Although Honda is known all over for its

motorcycles and automobiles, it also manufactures products such as scooters,

trucks, aeronautical, robots, electric generators, jets, jet engines, water crafts, ATV

beside others. The best-known Honda luxurious cars are acknowledged as Acura in

North America and China. Recently, Honda came up with mountain bikes called

Honda RN-01 G-cross. The Power of Dreams- is the motto of Honda . True to its

slogan, Honda definitely turns dreams into reality

Royal Enfield: The new age biking concept was ushered into the country with the

advent of first batch of Enfield bikes which were manufactured indigenously, since

then these bikes have become as much a part of the Sergeant stable of Kolkata to

the business minded milkman in Uttar Pradesh. However it's only the beginning of

the contrast, these bikes are also a prized possession of the rebellious college

student in any part of the country. The bikes are a part of the domain of the hardcore

bike enthusiast who wants to stretch the limits of biking.

herohonda

44%Bajaj

23%

Tvs

19%

others

14%

Pie view


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CHAPTER : 3

RESEARCH METHODOLOGY

Research methodology is a systematic design collection of analysis, reporting of

data and finding relevant to specific marketing situation that is faced by the

company.Properly conduct of market survey is a required tool for top management

in decision making in order to conduct a useful and objective market research. A

research methodology only then the studies conduct can be properly elaborated and

commented on so I have conduct research and it include some sub-point and it is

given below.

MARKETING RESEARCH

1. Formulating the research problem:-

According to the marketing research process, the first step is the

identification of the problem or defining the objective. My objective of the project

is to study The Research Work of Consumer Buying Behavior of Hero Honda

motorcycle. After the objective is defined, next I have to formulate that objective,for that great effort is required.

2. Choice of research design:-

A research design specifies the idea about sampling methods, sources of

data and method of data collection for conducting a particular study. I will use

descriptive research design.

3. Determining the source of data:-

I will use two types of data basically for my survey, those are as follows:

(1) Primary data:-

Primary data is the data which can collect by the researcher at the first

hand when the needed data is not exist or are dated inaccurate, incomplete and

unreliable, the researcher has to collect the primary data will be collected through

observation, personal interview and questionnaire. I will get primary data in terms

of personal interview by filling the questionnaire.


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(2) Secondary data:-

Secondary data which have been gathered earlier for some purpose. I

will use secondary data as which available in company site

www.gujaratsrtc.com for company details. I will also use secondary data for

industry details, from the different web sites which will mention in to

bibliography.

4. Designing the data collection forms:-

The data collection phase of marketing research is generally the most

expensive and most prone error. I will use primary data collection method as the

data collection method. For that purpose I have decided to go for survey method.

The personal survey will used by me. I will prepare the questionnaire for

collecting the data by personal survey.

5. Personal interview:-

Personal interview is the most versatile method of primary data

collection method. I will conduct a personal interview because the respondents

would easy to contact and get response. For this I will conducted the survey for

collecting the reposes from the respondents.

6. Determine the sampling design and sample size:-

Sample design:-

I will decide to go for sample survey because the population survey is

out of reach. The population survey consumes more time and money, and

therefore the sampling survey was better for my project.

Sample size involved the questions like How many people should be

surveyed?


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OBJECTIVE

Primary objective

The primary objective of my research is To Know Consumer Buying Behavior of

Hero Honda motorcycle

Secondary objective

To find out brand awareness of hero Honda and its competitor.To study consumer behavior about purchasing of Hero Honda Motorcycle.

To find out the consumer buying pattern.

To study which sources of media really reach to consumer or which highly nearer

to consumer

To study the buying of consumer financial schemes.

To find out consumer buying pattern.

To find out in term of improvement in promotional tools.

Important of the Study:-

The study helpful for the manufacturing in formulating the strategies and

suitable marketing mix to improve the sales of Hero Honda two wheeler Vehicle and

taking note of important required in some of the product. Because at the study is

based on the consumer survey if will help the company to understand the consumer

need and wants properly and in acceptable will get the concerned product more &

more of their choice.

The study will also provide basic data help in the research organization for

future study and research in area of two-wheeler vehicles industries. At automobiles

industries.


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Sample size:

The statistical formula for sample size is:

n = p * q (z / e) 2

Where, n = Sample Size

p = Probably of Future Buyer

q = 1-p

e = Tolerable Error

z = The z score associated with the

degree of confidence selected.

Here, p = 0.40, q = 0.60, e = 0.10, z = 1.00, n =? n =

p * q (z / e) 2

n = 0.40 * 0.60 (1.96 / 0.10) 2

n = 0.24 * (19.6) 2

n = 0.24 * 384.16

n = 92.20

So I have taken approximately 100 samples as sample size.

7. ORGANIZING AND CONDUCTING THE FIELD SURVEY:

Having prepared the questionnaires and selected the sample design and size of

sample, I will go for conducting a field survey. For field work I personally meet

various retailers for filling up my questionnaires. I will also take help of y some of the

friends for filling up my questionnaires. I will take care that they give better

understanding to persons from whom they filling my questionnaires.


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8. PROCESSING AND ANALYSING THE COLLECTED DATA:

When I am complete my field survey, I will process the collected data and analyze it

in a systematic manner so as I can derive results from it. In order to derive

meaningful outcomes from the data, I will form the data in a tabular and graphical

representation and then use various statistical tools to interpret the data to derive

meaningful findings from the data.

9. PREPARING THE RESEARCH REPORT:

After data had been tabulated, interpreted and analyzed, I will prepare my report

embodying the findings of my research study and my recommendations. I will

prepare my report in several parts to make it easy to understand to others. I will

divide my report into chapters such as-

I. Executive summary

II. Introduction of industry

III. Introduction of companies

IV. Objective of project

V. Methodology of the project

VI. Limitation of the project

VII. Findings and analysis of research

VIII. Conclusions and suggestions


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CHAPTER 4 SUMMARY

Finding:-

1. About 22%, 19%, 25%, Respondents are come to know about the Hero Honda

from Television, News Paper and Friend/Relatives.

2. The Criteria of Select the Hero Honda Motorcycle the Most of the Service manTrade shop Owner and Business man the give the importance of the Average

Pick up and Price and also maintenance consideration.

3. About 28%, 30%, 12%, respondents will purchase splendor, Passion and CBZ

respectively produced by the Hero Honda Company.

4. About 60%, respondents will Purchase a Bajaj Motorcycle, 18% respondents willpurchase a Suzuki / TVS Motorcycle and 11% respondents will Purchase other

Bikes if they wont purchase Hero Honda.

5. Most of Respondents Purchase a Motorcycle on bike required and festival and

students preferred it to buy when they start Job.


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Suggestions

1. Hero Honda co. is suggested to make improvement in their vehicle considering

the C.C. and Maintenance cost occur after sales.

2. Company and dealer are suggested to concentrate on advertising print Media like

Hoarding, Magazines, and adverting Banner. So it can help both them to

increases their sales.

3. No. of Competitors entered in the market so Consumers are sifting towards

others. So, company is suggested to more concentrate on consumer by creating

more dealers in city. Dealers are advise to provide better quality after sales

service to retain consumer and for mouth publicity.

4. The company should come out with its own financial company and provide

attractive finance like Low down payment, low rate of interest to attract

customers.


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Questionnaire

THE RESEARCH FOR CONSUMER PERCEPTION ABOUT PURCHASING HEROHONDA BIKES

Name:____________________________________________Address:

Gender: Male FemaleAge: Phone no:

Education:

Attended school Std 12 Attended college Graduate Post Graduate

Occupation:

Student Executive Industrialist House wife Business men Service Professional Trade shop own other

1) Which two wheeler motor cycle company you aware that presently available in theMarket?

a) b) c)d) e) f)

2) Will you /Do you want to purchase any HERO HONDA Bike?

Yes No

3) If yes, than which model do you purchase?

CD-Deluxe CD-Dawn CBZ Splendor Passion Karizma Ambition Glamour


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4) Have you planed to purchase any other Bike?

YesPlease Mentioned Company name

No then planning for four wheeler

5) How did you come to know about this HERO HONDA Bike?

News paper Hoarding Magazine Advertising Television Showroom banner On road Friend/Relative

6) On which specific occasion did you purchase HERO HONDA two-wheeler Bike?

On festival Get promotion Bike required On birthday When you start job when you go married

7) Who promotes you to purchase this HERO HONDA Bike?

Family member Relative Friend For other

8) Do you considered any consumer incentive before purchasing HERO HONDA

Bike?

Yes No

9) What important criteria you considered while purchasing the HERO HONDA Bike?(Multi tick mark)

Price Average Pick up Design Company image Maintenance CC of engine

10) Main reason for you to selecting this particular model?(Rank any five in ascending order)

Good looks/ stylish Reasonable price Low maintenance cost Auto Start Fuel efficiency Engine capacity Pick up

11) You had to purchase your Bike on?

Cash basis Corporate buying Loan from bank Loan from financial institute


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12) From where you will purchase your Bike?

Shivani motors Dhru motors

Siddhi automobiles

13) You will use this Bike mainly for? (Multiple Tick mark)

Going with family Going to college Travelling for field work Community work

14) Any comments or suggestion.

________________________________________________


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Bran awareness is an important factor now days. Hero Honda and Bajaj have a

100% brand awareness which is become competitive advantage for them. Other

Bike manufacturer has slight less brand awareness which they can increase by

promotional activities and quality service.

Que: 2

Objective: To Know Future Purchaser of Hero Honda Motorcycles.

Detail No. of Respondents Percentage

Yes 65 65%

No 45 45%

Total 100 100%

Interpretation:

65% of respondents want to purchase Hero Honda Bikes in future. It means Hero

Honda has a good future aspects and can sell more bikes than competitors mainly

Bajaj. 45% of respondents dont want to Hero Honda Bikes, and they prefer other

bikes. Hero Honda can attract those customers by providing them other benefits.

65%

45%

Percentage of Consumers Who want topurchase Hero Honda Bikes.

Yes No


47/60


Que: 3

Objective: To know which model of Hero Honda bikes, he/she wants to purchase.

Model No. of Respondents %

CD-Deluxe 7 10.76%

CD-Down 3 4.61%

Splendor 18 27.69%

Glamour 7 10.77%

Passion 19 29.23%

CBZ 8 12.31%

Karizma 2 3.07%

Ambition 1 1.54%

Total 65 100.00%

Interpretation:

10.76%

4.61%

27.69%

10.77%

29.23%

12.31%

3.07%1.54%

0.00%

5.00%

10.00%

15.00%

20.00%

25.00%

30.00%

35.00%

CD-Deluxe CD-Down Splendor Glamour Passion CBZ Karizma Ambition

Hero Honda Bikes

posibility of Bikes Purchase in future for HeroHonda


48/60


From the above chart, we conclude that consumer purchase passion and splendor

bikes. After, that CBZ comes which is stylish and powerful bike, more preferred by

youngsters. Other Bikes have not much demand because CD-Deluxe and CD-Dawn

are for lower middle class and Karizma is for Higher Upper class bikes. Glamour and

Ambition fails in Market and have not much demand and company introduce newmodel of glamour which increase the glamour demand to around 11%.

Que: 4

Objective: To know future demand for other bikes manufacturer.

Brand No. of Respondent %

Bajaj 27 60%Suzuki/Tvs 8 17.78%

LML 3 6.66%

Escort 2 4.44%

Other 5 11.11%

Total 45 100%

Interpretation:

In other companys Bike purchaser, most share (60%) is covered by Bajaj Auto

which has also 100% brand awareness and a major competitor of Hero Honda.

Bajaj

60%Suzuki/Tvs18%

LML7%

Escort4% Other

11%

Posibility of Percentage to purchase other company'sbikes


49/60


Other bike manufacturers are having very less percent of future prospects and they

have to come with good quality consumer preferred bikes to compete in the market.

Que: 5

Objective: To know the media by which consumer come to know about bikes.

Media Preferred by RespondentsMedia No. of Respondents %

News Paper 19 19%

Hoarding 6 6%

Magazine 3 3%

Television 22 22%

Showroom Banner 7 7%

On Road 18 18%Friend/Relative 25 25%

Total 100 100%

NewsPaper19%

Hoarding6%

Magazine3%

Television22%

Showroom

Banner7%

On Road18%

Friend/Relativ

e25%

Percentage of Media By which people come toknow about bikes


50/60


Interpretation:

Most important media by which consumers come to know about Bikes are television

and News Papers with 22% and 19% respectively. They are most effective source to

advertise and promote new and existing models of bikes for Hero Honda and other

Bike Manufacturer.

Que: 6

Objective: To aware about the time which customer uses to purchase Bike.

Time No. of Respondents %

On Festival 18 18%

Get Promotion 11 11%

Bike Required 41 41%

On Birthday 6 6%

When you start job 16 16%

When you go married 8 8%

Total 100 100%

18%

11%

41%

6%

16%

8%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

On Festival GetPromotion

Bike Required On Birthday When youstart job

When you gomarried

Time

Time of Purchase


51/60


Interpretation:

Most peoples purchase bikes when they have needed to purchase Bike. Many

people purchase bikes when they start job (16%) or get promotion in job (11%). On

festival also many consumer purchase bikes to take advantages of promotional

offers.

Que: 7

Objective: To know that who affects the most while taking the purchase decision.

Detail No of Respondents Percentage

Family Member 30 30%

Friends 25 25%

Relatives 15 15%

Show Room/ Dealer 10 10%

Past Users 20 20%

Total 100 100%

FamilyMember, 30%

Friends, 25%Relatives, 15%

Show Room/Dealer, 10%

Past Users,20%

Peoples who affect the consumer while purchasingBike


52/60


Interpretation:

In purchasing decisions many peoples take part especially in the cases of costly and

durable product like Bike. Many people affect the consumers decision of purchase.

In those family members (30%), friends (25%), Past Users (20%), Dealers (10%),

and relatives (15%) affect the consumers decision.

Que: 8

Objective: To aware about the effect of promotional scheme on consumer.

Affect by Incentives No. of Respondents Percentage

Yes 85 85%

No 15 15%

Total 100 100%

Interpretation:

Yes85%

No15%

Percentage of consumer Affect by Promotinal

Schemes


53/60


As per above chart, consumers are purchases bikes when they get promotion

incentives for purchasing Bikes. 85% of consumers affect by the promotional

schemes and incentives and purchase bike when they get more incentives. 15% of

consumers are not wait for incentive scheme and make purchase of Bike without any

incentive expectation.

Que: 9

Objective: To aware about the purchasing criteria for purchasing Hero Honda Bike.

Criteria No. of Respondents Percentage

Prices 14 14%

Average 23 23%

Pickup 18 18%

Design 9 9%

Company image 17 17%

Maintenance 12 12%CC of Engine 7 7%

Total 100 100%

14%

23%

18%

9%

17%

12%

7%

0%

5%

10%

15%

20%

25%

Criterias

Percentage of criteria which is considered byconsumer while purchse of bike


54/60


Interpretation:

While purchasing bike, consumers considers a number of criterias such as price,

average, company image, maintenance cost, etc. Average is most important criteria

for purchase bike with 23%, after that comes company image (17%), Pick up (18%)

and price (14%).

Que: 10

Objective: To know the reason for purchasing Hero Honda Bike.

Reasons No. of Respondents Percentage

Good looks/ stylish 13 13%

Reasonable price 26 26%

Low maintenance

cost 11 11%

Fuel efficiency 19 19%

Auto Start 15 15%

Engine capacity 9 9%

Pick up 7 7%

Total 100 100%

Good looks/stylish13%

Reasonableprice26%

Lowmaintenance

cost11%

Fuel efficiency

19%

Auto Start15%

Engine capacity9%

Pick up7%

Consumers Reasons for selecting particular HeroHonda Bike


55/60


Interpretation:

As above mentioned consumer looks for many things before purchasing Bike. 26%

of consumer looks for reasonable price bike, while 19% of consumer looks for fuelefficient bike. 15% want Auto start bike and !3% want stylish bike. 11% have lowmaintenance cost is important whereas 9% shows engine capacity and 7% showspick up of Bike.

Que: 11

Objective: To aware purchase pattern of consumer of hero Honda Bikes.

Detail No. of Respondents Percentage

Cash Basis 54 54%

Loan from Bank 26 26%

Loan from financial Institute 15 15%

Corporate Buying 5 5%

Total 100 100%

Interpretation:

Purchase pattern is important factor for bike dealers as many people wants purchase

bike with cash whereas many purchase with loan from bank or financial institute and

Cash Basis,54%

Loan fromBank, 26%

Loan fromfinancial

Institute, 15%

CorporateBuying, 5%

Purchase Pattern of Hero Honda Consumer


56/60


take advantage of installment payment. Here more respondents want to purchase

with cash (54%).

Que: 12

Objective: To know the location from which consumer purchase Hero Honda Bikes.

Show Rooms No. of Bike Purchased Percentage

Shivani Motors 24 24%

DhruAuto 47 47%

Siddhi Auto 29 29%

Total 100 100%

Interpretation:

ShivaniMotors, 24%

DhruAuto,47%

Siddhi Auto,29%

Purchase Location of hero honda Bikes


57/60


Consumer purchase from the location which is more benefited to him such as near to

house or more quality after sales provides. 47% of Hero Honda Bike consumer of

Surat City purchases bikes from the DhruAuto whereas 29% from Siddhi Auto and

24% from Shivani motors.

Que: 13

Objective: To aware about the purpose of Bike purchased by the consumer of Hero

Honda.

Detail No. of Respondents Percentrage

Going with Family 24 16.78%

Going to College 17 11.89%

Traveling for field work 47 32.87%

Community work 55 38.46%

Total 143 100.00%


58/60


Interpretation:Bikes are useful for many purposes such as for go to office, college and other

places. Hero Honda purchaser use bikes most frequently for community work (38%)

and office use (32%). Consumer purchase bike for college going use is 17%.

Conclusion

After the completing my research on the topic of The research of consumer

Perception About purchasing Hero Honda Bike it concluder that Customer

satisfaction is the one major part of the buying behaviour consumer needs arise timeto time and its changes time to time.

0

10

20

30

40

50

60

Going withFamily, 24

Going toCollege, 17

Traveling for

field work, 47

Communitywork, 55

16.78% 11.89% 32.87% 38.46%

Purpose for which Bike is used


59/60


Company has to Build strong brand awareness and credibility among its customers.

It is good for Hero Honda that majorities of people are aware about its brand that

Hero Honda has earned enough to keep conditions contact with customer market

and to constantly carry out R & D in production of two wheeler and marketing the

same to the different destination. They try to produces such vehicles that attract the

customer.

BIBLIOGRAPHY

WEBSITES

www.wikipedia.com

www.researchandmerkets.com

www.hero honda.com


60/60


www.google.com

BOOKS

Marketing Management - J.C. Berry

MAGAZINES

Business Today

Documents

Poonam Sharma _bba III