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BACHELOR OF COMMERCE
Submitted by
OI01241210143
May 2015
A STUDY ON FACTORS INFLUENCING BUYING MOTIVES OF
CONSUMERS TOWARDS NECESSITY GOODS IN AL AIN
BACHELOR OF COMMERCE
Submitted by
May 2015
CERTIFICATE
This study is based on the original research and has not formed the basis for the
award of any other degree or diploma by Mahatma Gandhi University or any other
University.
Centre Coordinator
CERTIFICATE
This study is based on the original research and has not formed the basis
for the award of any other degree or diploma by Mahatma Gandhi
University or any other University.
Swapna VI
Faculty of ASTC
DECLARATION
I also hereby declare that this a bonafide record of this project work
done by me during the course of my study and that the project has not
previously formed the basis, fully or partly, for the award of any Degree,
Diploma, Associateship, Fellowship or other similar title or recognition.
First and foremost I thank God Almighty for all the blessings showered upon
me.
SL Particulars Page
No: No:
List of tables
1.1 Classification of respondents on basis of gender 23
1.2 Consumer preference of purchase 25
1.3 Consumer preference- cost, quality, necessity 27
1.4 Factors influencing buying motive on basis of 28
gender
1.5 Analysis of consumer awareness 30
List of charts
1.1 Classification of respondents on basis of gender 24
1.2 Consumer preference of purchase 26
1.3 Consumer preference- cost, quality, necessity 27
1.4 Factors influencing buying motive on basis of 29
gender
1.5 Analysis of consumer awareness 31
1.6 Sales trend in Electronic Department 32
1.7 Sales trend in Textiles Department 33
1.8 Sales trend in Food Stuff Department 34
1.9 Sales trend in Pharmaceuticals Department 35
Motives are the drives, impulses, wishes or desires that initiate the sequence
several factors, which are playing an influential role where the customer to
This study examines key influential factors that motivated and moves the
customer towards a purchase and determines the level of influence that each
dept, the research explores the factors influencing customer buying motives
buying decisions.
Frequently it is a combination of these that gets a product off the shelf and
psychological, not economic. No one buys anything simply because they can
afford it nor is it a guarantee that people will buy the least expensive option
primary motivator.
PERSONAL
decisions based on things like age, gender, personal taste and sometimes
When it comes to culture and ethnicity, great care must be taken and careful
offensive to another.
PSYCHOLOGICAL
Psychological consumer motivations are things that fall more into the area of
need, or at least perceived need. They include things like safety, self-esteem,
love and belonging. In other words, when consumer buy products based on
SOCIAL
Social motivations are those that are influenced by a person’s peer groups or
advertisements featuring people and settings you can identify with they are
PERSONAL PSYCHOLOGICAL
FACTORS
INFLUENCING
CONSUMER BUYING
MOTIVES
While not every consumer goes through the same process of shopping and
not always conscious, but many advertisers and retailers take into account
The consumer searches (shops) for the desired product, whether it is a want, a need
or a product or service. This is the stage of advertising where advertisers have the
Evaluation:
While many shoppers are impulse buyers or avoid window shopping, other
consumers will often go through an evaluation process during which they will
weigh all the options they came across during the searching process. During this
process, consumers evaluate such factors as cost, quality and availability before
Purchasing:
The purchase of a product or service is the fourth step in the consumer buying
process. At this point, the consumer has considered all of the factors relating to the
product, and has shopped around for the best deal or option. Customers have
typically made up their mind about what they want to spend and where to spend it.
Product Evaluation:
The last phase of the buying process is an evaluation process, during which
consumers determine if their purchasing decision was the right one. This may or
may not be a conscious thought process. For many advertisers, the goal is to elicit
positive results with the product or service, with the hope that customers will
review or talk positively to others about the product or service they’ve used.
Evaluation
Purchasing
Product evaluation
The main importance of the study is as follows:
consumers
market situations
purchasing
behavior of
consumers
buyers
necessity goods
present competitive market situations. Today we can see a lot of companies with
wide variety of goods in the market trying to attract the consumers by various
goods refers to goods which are required by the consumers at any cost, but
this problem.
The study is conducted within the premises of Al ain city and the data
include the customers, staffs, owners, etc. from the retail outlet. For conducting the
survey a sample of 35 were selected randomly from the above mentioned retail
store.
Hypothesis is a process or procedure under which a statistical hypothesis is laid
down and it is accepted or rejected on the basis of random sample drawn from the
population. The test conducted to accept or to reject the hypothesis are known as
Under this study we have two options. That is whether the consumers are
influenced by various factors while purchasing necessity goods or not. So these can
That is;
H0: Buying motives of consumers are influenced even in the case of necessity
goods.
H1: Buying motives of consumers are not influenced even in the case of necessity
goods.
There are mainly two methods used to study the project. They are as follows:
Census method
Sample method
Census method
If the investigator wants to study each and every part of the population the census
method is used. In this method, the investigator can get the whole information
about the population. Here he does not study the representative part of population.
The investigator can get the pure and accurate information under this method. But
Sample method
method is used. Here the investigator collects the information from only a
particular area. Under this he won’t be able to study the whole part of population.
There are more than 10,000 people living all over the area. The sample consists of
Sample size : 35
The 35 retail customers of Marhaba Trading & Importing Company are surveyed,
statistics provide a number of tools for the study purpose like diagram, graph,
Tabular
Graph
Diagrams
Sampling method is used to study the project, it did not cover the overall
population.
Since the population is large, it requires more time for the study. So lack
of adequate time
The final conclusion is drawn on the basis of data collected from the
sample is small.
Marhaba Trading & Importing was established business since 1998 in Mezyad Al
MISSION
VISION
Is linked with our mission to be the BEST RETAILER and BEST EMPLOYER in
each market we operate. Our vison will guide and direct us towards our mission,
OUR EMPLOYEES
terminals.
motives and guide their final selection of the product can be perceived as
best satisfying their purchase need. While the perception of the buyer will
mediate the information used and the interpretation put on it, all purchase
emotional factors. While one motive may dominate others, the availability of
choice in the market place means that buyers will often be faced with two or
a set of motives rather than by just one motive. Motives also affect the
proposed separating them into two categories, rational and emotional: these
motives have their origin in human instincts and emotions and represent
classification of Copeland and other experts in the subject matter, Udell has
as those reasons for the purchase that are directly related to the anticipated
the purchase that are indirectly related to the anticipated performance of the
to answer questions about what consumers buy, where they buy, how and
how much they buy, when they buy and why they buy. Though the questions
are set and straight forward, learning about the whys of consumer buying
behavior is not as easy as the answers are often locked deep within the
customer’s mind. In some cases the customers themselves are not aware of
what exactly influence their purchase. There the buying decisions are made
buyers’ culture, sub culture and the social class. Social factors are being sub
grouped as small groups, family and social roles and status. A buyer’s
without knowing it has been practiced for the last 120 years. As per his
behavior, and culture. These are factors that are beyond the control of a business,
but should be taken into consideration when marketing a product. If you are
running a business, large or small, it’s crucial to be able to put yourself in the shoes
your product or service, you can relate to them and their needs, creating more
influencing consumer behaviors, and you should take these into account when
advertising.
sampling from the population. Even though it has certain limitations, I strongly
believe this study has found proper conclusion at the end which constitute the
whole populations data from the selected sample of 35 people in Marhaba Trading
& Importing.
follows;
The table given below shows the classification of respondents on the basis of
gender:
Male 20 57
Female 15 43
Total 35 100
Table 1.1
male
female
Diagram 1.1
From the above diagram and table it’s clear that, out of 35 samples 20 are male and
sample constitutes the total population. The study is made on the response from
them.
The table shows the area of preference in purchasing the product with reference to
income:
Malls 0 1 2 3 6
Super markets 0 1 2 2 5
Ordinary shops 1 3 2 1 7
Cooperative stores 1 4 2 0 7
Ration shops 4 5 1 0 10
Table 1.2
12
10
Malls
Super markets
6
Ordinary shops
Cooperative stores
Ration shops
4
0
< 3000 3000 -8000 8000-15000 >15000 total
Diagram 1.2
The above diagram shows that people with income up to 3000 and 3000 – 8000
High income group of 8000 – 15000 and above 15000 prefer to go to super
Both 7
Table 1.3
No.of respondants
Both
Diagram 1.3
It’s clear that, most of them purchase necessity goods in order to satisfy their wants
follows:
New fashion 2 3
Advertisement 4 2
Prestige 1 3
Easy availability 6 4
Brand 3 1
Others influence 4 2
Total 20 15
Table 1.4
The above table shows that, most of the people prefer easy availability which is 10
out of 35 samples. Also some men are influenced by advertisement and others
4 Buying motives
male
female
3
0
1 2 3 4 5 6 7
Diagram 1.4
The above diagrammatic representations give the clear picture regarding the
discussed below:
what
consumers
consumers
Table 1.5
40
35
30
25
20
Some what
15
No
10 Yes
5
0
Awareness Producers Govt.
of consumer exploiting protects
rights the values of
consumers consumers
Diagram 1.5
Inference:
From the above table and diagram we can understand that most of the consumers
are not aware of their right and duties. The producers and the marketers are the real
persons who are making benefit of the market situations. Also the statistics reveals
Diagram 1.6
The electronics department of Marhaba Supermarket has faced up and down since
1998 and for the present time it is showing a positive trend of growth as per the
The Buying motive behind the initial period in Marhaba Super Market was due to
a new supermarket trend in the market and people where excited about its
advertisement and its way of presentation and style. But the buying motives
Diagram 1.7
The sales of textile department was showing a growth till 2000 and the stability of
the growth reduced in the preceding years and by 2007 negative trend was showing
till 2013 which we think as the effect of worldwide economic depression as for
The unstable buying motives in the textile department is due to the drastic fashion
change and the firm couldn’t keep to up to date with the fashion changes hence
over stocking of textile goods had caused for SALE offers even which didn’t
DIAGRAM 1.8
The sales trend of food stuff in Marhaba Supermarket is stable but little growth but
the growth rate had increased with time. Economic depression hasn’t affect this
department.
The sale trend shows that the Buying motives of customers towards food stuff is
stable and even in the depression period it was shaving a stable growth also lots of
SALE & OFFERS where given by Marhaba Super Market which has been
Diagram 1.9
shown always positive since 1998. And in depression times it is showing actually
high rate and back to normal growth rate it normal economic years.
the buying motives of the customers in this necessity goods. It is really shown that
people are really depending on medicines as people are aware “Health is wealth”
Also in the depression times it has increased high especially for medicines which
are used for keeping mental health stable against depression etc.
1. People with high income prefer to go to malls and supermarkets, whereas
2. Even though many people give equal importance to cost and quality while
3. Both gender , male and female give more importance to easy availability of
goods rather than advertisement ,brand , new fashion ,etc. which makes clear
4. Even though there are various consumer courts and such, consumers are not
still properly aware of their rights which give the producers and marketers to
social, personal, psychological, economic etc. This is due to the varied needs
Should give equal importance to cost and quality of the product while
purchasing
available in the market since same item could have different prices.
Various factors may be influencing you but the important thing in the
Consumers should make use of the consumer courts to get their rights.
.
Purchase behavior is influenced by various factors.
purchases.
The whole study regarding factors influencing the buying motives with
conclusion at the end that, consumers are not much influenced in the case
By the detailed study of the subjects I can understand the buying motives
I. Personal information
Name :
Address :
Occupation :
Between 3000-8000
Between 8000-15000
Above 15000
II. Official Information
Cooperative stores
(c) Both
Yes No Sometimes
5. Are you driven away by the advertisements shown on televisions or any
other medias?
Yes No Sometimes
Yes No No response
Is it your circumstances that you are compelled to buy the products even though
Yes No No response
8. Do you buy products that are being endorsed by your favorite film star?
Yes No Sometimes
Yes No Sometimes
10. Have the standards of your life been affected due to the price rise on the
necessity goods?
Yes No To an extend
11. While purchasing a necessity good like medicine do you prefer brand,
Yes No Sometimes
12. According to your opinion, whether the producers, sellers, etc are actually
Yes No
Yes No Somewhat
consumers’ wants?
Yes No Somewhat
BIBLIOGRAPHY
www.google.com
www.ehow.com