Pratik PDF

A
SUMMER INTERNSHIP PROJECT REPORT ON

“A STUDY ON CONSUMER BUYING BEHAVIOUR TOWARDS TWO-WHEELER
VEHICLES WITH REFERENCE TO TVS POWERWINGS BIKES PVT. LTD.”
AT
TVS
SUMITTED TO
GIDC RAJU SHROFF INSTITUE OF MANAGEMENT STUDIES’ VAPI
In Partial Fulfilment of the Requirement of the award for the degree of
MASTER OF BUSINESS ADMINISTRATION under
GUJARAT TECHNOLOGICAL UNIVERSITY
Under the guidance of
INTERNAL GUIDE: EXTERNAL GUIDE:
Prof. DR. NIDHI YADAV MR SAMEER MULGUND
PREPARED BY:
PRATIK MANGILAL POKHARNA
ENROLLMENTNO:187160592037
Batch: MBA (sem 3 )2019-2020
GIDC RAJU SHROFF ROFEL INSTITUTE OF MANAGEMENT STUDIES,

(MBA PROGRAMME), VAPI
Affiliated to
GUJARAT TECHNOLOGICAL UNIVERSITY, AHMEDABAD
GIDC RAJU SHROFF ROFEL INSTITUTE OF MANAGEMENT STUDIES vapi
GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

STUDIES, VAPI
pg. 1
Student’s Declaration
I hereby declare that the Summer Internship Project Report titled
‘‘ ____________________________________________________________ is a result of my own
work and my indebtedness to other work publications, references, if any, have been duly
acknowledged. If I am found guilty of copying from any other report or published information and
showing as my original work, or extending plagiarism limit, I understand that I shall be liable and
punishable by the university, which may include ‘Fail’ in examination or any other punishment that
university may decide.
Enrollment no. Name Signature

STUDIES, VAPI
pg. 2
Institute Certificate
This is to certify that this Summer internship project report Titled ‘‘A STUDY ON
CONSUMER BUYING BEHAVIOUR TOWARDS TWO WHEELER VEHICLES WITH
REFERENCE TO TVS POWERWINGS BIKES PVT. LTD.’’ Is the bonafide work of Mr Pratik
Mangilal Pokharna (Enrolment No. 187160592037) , who has carried out his project under
my supervision. I also certify future, that to the best of my knowledge the work reported
herein does not form part of any other project report or dissertation on the basis of which a
degree or award was conferred on an earlier occasion on this or any other candidate. I have
also checked the plagiarism extent of this report which is ____% and it is below the
prescribed limit of 30%. The separate plagiarism report in the form of html / pdf file is
enclosed with this.
Rating of project Report [A/B/C/D/E]:______
(A= Excellent; B= Good; C= Average; D=Poor; E=Worst)
(By Faculty Guide)
Signature of the Faculty Guide

( Dr. Nidhi Yadav)
Signature of Principal/Director with stamp of Institute

( Dr. Kedar Shukla)

STUDIES, VAPI
pg. 3
STUDIES, VAPI
pg. 4
PREFACE
To be an MBA student is a matter of pride because you are in a field that helps you are in a
field that helps you to develop from a normal human being into a disciplined and
professional. In the management field you cannot create success stories if you are not a good
learner. You need to be a good learner to sharpen your knowledge in the particular field to
achieve and attain the desired goals and heights.
Mere bookish or theoretical knowledge cannot help you in any field whether it is
management, technology, research, or any other field. The only thing that can help you is a
having a sound practical knowledge of the concerned field. As part of our learning in
management field and also a requirement of the MBA programme, I have been very fortunate
to receive practical knowledge in one of our country’s premier organisation. TVS
POWERWINGS BIKES PVT. LTD, Vapi.
I received my training at TVS POWERWINGS BIKES PVT. LTD, Vapi as a requirement of

MBA curriculum. This training has made me clear the difference between the theoretical
knowledge and the practice scenario, making me aware of practical working
conditions/situations.
I have tried to present various knowledge, I gained and learned at TVS POWERWINGS BIKES
PVT. LTD, Vapi during my training period in a very systematic manner.

STUDIES, VAPI
pg. 5
ACKNOWLEDGEMENT
There is no better work that comes without better efforts, the efforts cannot be better without
proper guidance. I wish to express my gratitude to all the people who provide factual
information, technical notes and moral support.
I am very much fortunate to get opportunity to work on the project as a part of our study at
TVS POWERWINGS BIKES PVT. LTD, Vapi.
I am thankful for the assistance received from various individual foe making this project
successfully. I find no words to express our gratitude towards those to a consistently involved
with me throughout my project.
I behold to so many people for valuable help and useful suggestion in the preparation and
completion of this project and report.
I am highly obliged to the management of ‘‘TVS powerwings Bikes PVT LTD’’ and various
department head and other people for allocation me very interesting and challenging project. I
am sincerely thankful to them for providing the resources for the project. Their guidance and
support was constant source of inspiration for me. I am also grateful to all the staff for
extending to me their kind co-operation to complete my project.
My parents has given me encouragement, moral and financial support during my studies.
They have constantly urged me to pursue excellence in whatever I do. Enormous thanks to
our director of GRIMS and my internal guide, Prof. Dr. Nidhi Yadav. Her unlimited boosting
and encouragement helped to keep our spirits throughout the project. She helped me
throughout my project work and documentation.
And last but not the least my special thanks to Manager Mr Sameer Mulgund, who helped me
throughout the project and I am sure that without her help it would be very difficult to
complete this project.

STUDIES, VAPI
pg. 6
EXECUTIVE SUMMARY
The objective of the student is an attempts to know how the theories can be applied to
practical situation. I have the opportunity to take the project at ‘‘A STUDY ON
CONSUMER BUYING BEHAVIOUR TOWARDS TWO-WHEELER VEHICLES WITH
REFERENCE TO TVS POWERWINGS BIKES PVT. LTD’’. The internship was of 1 and ½
months which was in partial fulfilment of masters of Business Administration.
A project report is on ‘‘A STUDY ON CONSUMER BUYING BEHAVIOUR TOWARDS
TWO-WHEELER VEHICLES WITH REFERENCE TO TVS POWERWINGS BIKES
PVT. LTD’’ The objective of study is to know the consumer buying behaviour for purchase
of two wheeler.
Firstly it includes the introduction part and company overview. Next comes topic
introduction i.e. morale. After that project show about research methodology i.e. types of
data, sources of data, limitation etc. With the help of questionnaires, survey is done from
which data analysis is possible. From this survey we get conclusion, also suggestion are given
to the organisation.
It was good experience at ‘‘POWERWINGS BIKES PVT. LTD’’ studying about the
company. I personally feel that this study has added features to my knowledge which will be
helpful to me in future.

STUDIES, VAPI
pg. 7
Serial Particular Page No.
No.
1 Industry Study 9
2 Company study 12
Company study TVS 13
Vision and Mission 15
Company profile 16
Organisation chart 17
Department study 18
Products 21
3 Introduction of the study 33
Problem statement 39
Objective of the study 39
Hypothesis 39
4 Literature Review 40
5 Research Methodology 47
Research design 48
Limitation of the study 49
6 Data analysis & Interpretation 50
7 Finding 93
8 Suggestion 96
9 Conclusion 98
10 Bibliography 100
11 Annexure 103

STUDIES, VAPI
pg. 8
CHAPTER NO 1
INDUSTRY STUDY

STUDIES, VAPI
pg. 9
Two-wheeler are one of the most versatile form of transportation. The adaptive ability of motorised
two-wheeler can be characterised by its usage. Its used could vary from being used just for commute
from being used just for commute from point A to point B. Quickly transport small packages of goods
through the cramped bazaar vegetable. The sheer pleasure of riding a motorbike with the wind
blowing on your face, while on a pleasure ride is one of the most compelling reason to own a two-
wheeler.
In India there are three top reason of owner of a two-wheeler are :
I. Low cost of ownership and maintenance
II. Compact size and
III. Ease of learning and use
Under the provision of the motor vehicle act 1988, the eligibility for a learner licence for a motor
vehicle of 50 cc of engine capacity without gear in 16 years, and permanent licence is 18 years
and above. in India one can witness commuters across all age groups using motorised two-
wheeler. owing to the growing population and ever-increasing traffic congestion in the in urban
cities, two-wheeler are the most popular and convenient choice for transport .

STUDIES, VAPI
pg. 10
History of two-wheeler in India
The Indian two-wheeler industry since its beginning, has evolved many folds in technology
and, in the number been manufacture and produced. It has seen tremendous growth in about
half a century, in comparison to other countries where two-wheelers are a major component
of transportation. The inception of the industry dates to 1955, when the first ‘350 cc Bullet,
bikes were commissioned by the Indian army. The rough terrains and harsh conditions with
narrow passage-ways needed strong motorcycles for the Western and Northernmost regions
of India. These bikes were manufactured by the ‘Royal Enfield’ company of the United
Kingdom and assembled in Chennai.
Journey of two-wheeler industry in India

The three segments of motorised two-wheeler are Motorcycle, scooter and Moped. The journey
of the India Two-wheeler industry can be describe briefly based on the advancement in these
segments.
With such humble beginnings, during the decade that led up to 1970, the two-wheeler industry
received encouragement for foreign collaborations. The production was controlled by the
government with licensing, to meter the number of units being produced in the plants.
Indian Two-wheeler Industry in the Global Scenario.

The global market for two-wheeler has witness a steady growth in past few years Ans is
expected to grow at a higher pace during 2014-2019. The major contribution to the demand of
two-wheeler are the countries in Asia -pacific region which will continue to dominate the world
wide demand in future. The region is the home to the top six market in the world.
China is the largest national market of two-wheeler industry and will continue to remain at the
top followed by India Indonesia in future. The demand for two wheelers is highly dependent
on the economic stability and the average income levels of the country. In emerging economies
like china and India, two wheelers are an affordable alternative to walking, riding bicycle and
public transit systems etc. The rising fuel prices can also be a growth driver for two-wheelers
due to their higher fuel efficiency.
Since the post economic liberalisation, with reforms and policies allowing Foreign Direct
Investments into India, two-wheeler industry has seen drastic increase in domestic sales with
in the country. Today, India is the second largest producer and manufacturer of two-wheelers
in the world, and stands next only to china in terms of the number of two-wheelers produced
and domestic sales respectively.
Major players in this market are Honda, Yamaha, Hero Moto corp., Bajaj Auto, and Suzuki.

STUDIES, VAPI
pg. 11
CHAPTER NO: - 2
COMPANY STUDY

STUDIES, VAPI
pg. 12
Company study - TVS
TVS Motor (officially TVS Motor Company Limited) is an Indian manufacturer of
motorbikes, scooters, auto-rickshaws and mopeds. It is the flagship division of TVs group.
TVS motor, in its present form, was founded in 1979. The company was acutally started by
TV Sundaram lyengar and sons Limited in 1911 with Madurai’s first bus service. Lyengar
died in1955. Therafter, his son took over the reins of the business and expanded the company.
TVS Motor is involved peripherals, software development and contract manufacturing
services. The head office of TVS Motor is located in Chennai, Tamil Nadu, Venu Srinivasan
is the Chairman and the Managing Director of TVS Motor.
It is the Third Largest motorcycle company in India with a revenue of over ₹20,000crore in
2018-2019. The company has the annual sales of 3 million units and an annual capacity of
over 4 miilon vehicles. TVS motor company is also the 2nd largest exporter in India with
export to Over 60 countries.
TVS motor company ltd (TVS motor), a member of the TVS group, is the largest company of
the group in terms of size and turnover.
TVS Motor has a total of four manufacturing facilities. Three of these plants are in India,
while one is situated in Indonesia. The location where the plants are located are:
• Hosur, Tamil Nadu.
• Mysore, Karnataka.
• Nalagarh, Himachal Pradesh.
• Karawang, Indonesia.

STUDIES, VAPI
pg. 13
Characteristics of TVS Motor.
It was the first Indian company to deploy a catalytic in a 100cc motorcycle and the first to
Indigenously produce a four stroke 150cc motorcycle. The list of firsts from the firm include
India’s first 2-seater moped- TVS 50, India’s first indigenous scooter Ette- TVS scooty.
India’s first Digital Ignition – TVS champ, India’s first fully indigenous motorcycle victor,
First India company to launch ABS in a motorcycle- Apache RTR series, The first scooter
with Body- Balance Technology – TVS wego, The clutchless motorcycle jive, Indonesia’s
first dual tone exhaust noise technology – Tormax and India’s oil-cooled chamber construct
with Ram-Air assist TVS Apache RTR 200 4v. and a recent launch- India’s first connected
scooter TVS NTORQ which claims to be India’s first Bluetooth Connected Scooter with
feature like Call Assistance, Navigation etc.
Company Performance.
TVS Motor company registered sales of 325,345 units in march 2019 as against 326,667 units
in March 2018. Total two-wheeler registered sales of 310,901 units in March 2019 as against
315,773 units in March 2018. Domestic two-wheeler sales of units are 247,710 units in march
2019 as against 265,174 units in march 2018.
Motorcycle sales grew by 5% increasing from 134,420 units in march 2018 to 141,086 units
in march 2019. Moped sales of the company registered 98,477 units in march 2019 as against
100,972 units in March 2018. The company’s total export grew by 28% from 59,628 units
registered in the month of march 2018 to 76,405 units in march 2019. Two-wheeler export
grew by 25% increasing from sales of 50,599 units in march 2018 to 63,191 units in march
2019.
Three-wheeler of the company grew by 33% increasing from 10,894 units in march 2018 to
14,444 units registerd in March2019.
Full Year sales performance FY 2018-2019:

During the financial year 2018-19, two-wheeler sales of the company grew by 12%
increasing from 33.67 lakh units registered in the financial years 2017-18 to 37.57 lakh units
in the years under review. Shares of TVS MOTOR Company LTD was last trading in BSE at
RS.480.05 as compare to the previous close os RS 474.45. The total number of shares traded
during the day was 133,269 in over 1751 trades.
The stock hit an intraday high of Rs.483.9 and intraday low of 471.3 The net turnover during
the day was Rs.64008430.

STUDIES, VAPI
pg. 14
Company study - TVS
Vision & Mission:-

Vision
➢ The story of Powerwings Bikes PVT LTD began with a simple vision – the vision of a
mobility and an empowered India, powered by its bikes.
➢ Powerwings Bikes PVT LTD new identify reflects its commitment towards providing
world class mobility solution with renewed focus on expanding company’s footprint
in the global area.
Mission
➢ Powerwings Bikes PVT LTD mission is to become a global enterprise fulfilling its
customer’s needs and aspiration for mobility, setting benchmarks in technology,
styling, and quality so that it converts its brand advocates.
➢ The company will provide an engaging environment for its people to their true
potential.
➢ It will continue its focus on value creation and enduring relationship with its partner.

STUDIES, VAPI
pg. 15
Company Profile: -
1. Powerwings Bikes PVT LTD was established in July 2017
2. Founder of TVS P.R. Jadeja (chairman of JBGO groups)
3. It is a sole proprietorship firm.
4. On current date market share of Powerwings (TVS) is 50% in vapi region.
5. Powerwings Bikes PVT LTD works on 4S principal-sales, service, spares parts,

safety.
6. Powerwings Bikes PVT LTD also supply TVS bikes and scooters in Pardi,
Udwada, Bhilad, sanjan, sariagm and Umargam.
7. Number of employees are 35.
8. Turnover for 2018-2019 is Rs. 40 crore.
9. Email Id: - sm.vapi@powerwings.biz
10. It was mission of P.R. Jadeja to increase market share upto 70%in vapi.

STUDIES, VAPI
pg. 16
Founder
Pradyuman Jadeja
Managing
Director
KNasira
Sales Spare parts Service Safety Other

Manager Manager Manager Manager departments
Sameer Mulgund Kalpana Patel Niikheal Patel Nikhal Patel
Sales Cashier Account Insurance Goodlife RTO

Workers Supervisor
Executives Akash Katri Akash Katri Pooja Singh Anjali
Mechanic Employees Employees Employees Employees

STUDIES, VAPI
pg. 17
DEPARTMENTS STUDY:-
1. Services
2. Sales
3. Safety
4. Spare parts
5. Account
6. Insurance department
7. RTO department
1. Service department: -
At this department servicing of the bike is done.
Process of after sales service :-
1. Job card making
Firstly, it is seen that in which type service falls i.e. 1) Free or 2) Paid.
1) Free service: - Free service is offered to customer for 12 month from date of
purchase of TVS vehicle. Interval between two services is either 3 month or 3000km
travel.
2) Paid service:- Service given after 12 month is paid service. In paid service Rs. 325 is
labour charge. If any extra material for bike, then it is first asked to the owner
whether to install material in bike or not. If permitted then this material is installed.
But cost is to be paid by owner other than service charge.
▪ Simple work is not charged but if work is difficult and needs more skilled
labour then this is charged according to charge of the expert labour. For
example, if there is a problem in chain sprocket then work needs expert
labour of chain, then other extra charges are required and charged to the
customer with his/her permission.
Accident bike service:- Servicing of the bikes damaged in accident is done in this
category. There are two type:- 1) With insurance 2) Without insurance
➢ With Insurance:-
▪ Firstly bike is checked what is to be repaired.
▪ Details of the owner are gathered like Pan card, Aadhar card, etc.
Then insurance copy of bike is checked, everything is ok or not.
▪ Claim form is issued. In this form how accident is happened, where
happened like details are there.
▪ Goes to office & checks what repair comes in insurance.
▪ Insurance agent comes & checks bikes. Takes photo of bike.

STUDIES, VAPI
pg. 18
▪ After servicing is done then bill is sent to insurance company by mail.
Then only that repair charges are given by insurance company which
comes under insurance claims, other are not given.
▪ Other charges are given by owner & then owner can take bike to
home.
2. Without Insurance:- Bike without insurance has to be totally paid by owner of bike.
▪ Washing:- Here washing of bike is done.
▪ Polishing:- After washing, polishing of bike is done.
▪ Problem solving :- Here whatever problem to the bike is solved.
▪ Engine oil changing :- If customer requires engine oil of engine is
changed.
▪ Quality checking:- After all, it is checked that whatever was told to
repair, is done properly or not.
▪ Delivery:- After quality checking delivery of bike is done.
2. Sales department
This department looks after the sales of the product. This is the main department of
the showroom. Here salesman give the information to the customers about various
products and sell the products to the customers.

STUDIES, VAPI
pg. 19
Methodology followed:-
1. Firstly welcome the customer with warm greetings. Then let customer feel
comfortable and easy.
2. Then customer is asked what his/her requirement are. Then customer tells what
requirement are. According to the requirement the salesman shows vehicle to the
customer. Product’s feature are told to the customer and conviced to purchase the
product.
3. Safety
In this department safety of the organisation is taken care. Steps for safety of staff
and customer is taken care. Safety from fire, accident in the showroom, safety of the
workers working in service workshop, safety of workers loading and uploading the
bikes is taken care by this department.
Also to make customer aware about the safety measure is the duty of this
Department. Various workshop are arranged to make people understand that how Safety is
taken care while driving. Recently, organisation took a safety workshop in Bayer company to
make customer aware about safety measure.
4. Spare parts
In this department spare parts are stored and utilisation at service department and
also sold to customer and agents.
5. Other departments
1. Account
Here all accounting operation regarding showroom are done.
2. Insurance department
Here work related insurance of the vehicles is done. Documentation, giving
information of insurance, information about premium is done here.
3. RTO department
Here all RTO related works are done. RTO related documents, number plate work is
done here.

STUDIES, VAPI
pg. 20
PRODUCTS: -
Motorcycle: - The term “motorcycle” usually refers to a self-propelled two-wheeled
vehicle, most commonly powered by a gasoline fuelled internal combustion engine. It is a
heavier and more powerful vehicle than a moped or motor scooter.
Scooter: - The “motor scooter” has two small wheels and a low- powered gasoline engine
geared to rear wheel. It is produced in greatest number in Italy.
TVS manufacture all these two types of vehicles. It has the best feature products in these
categories it has good market shares in all these categories.
Following are the various products of TVS with their features: -

STUDIES, VAPI
pg. 21
➢ TVS Ntoraq
Features
▪ The TVS NTORQ 125 is powered by a 124.79 cc air-cooled engine which produces
of power.
▪ India’s first USB charger and Bluetooth enabled.
▪ It also supports Navigation assist
▪ It has also assist the last parked location to us.
▪ Sporty stubby muffler first ever in moped.
▪ In NTORQ there are two variance are there.

STUDIES, VAPI
pg. 22
➢ TVS Jupiter
Feature
▪ Powerful next generation 110cc CVTI engine
▪ Alloy wheels with tubeless tyres
▪ This model of Jupiter has more than 10+ shades of variety they gives
▪ Its weight is 108kg
▪ Its maximum power is 5.88KW (8 bhp ) @ 7500rpm

STUDIES, VAPI
pg. 23
➢ TVS Wego
Features
▪ Dimension and weight. Kerb weight 108kg
▪ Chassis and suspension
▪ Engine 110cc
▪ Its fuel effiency is 5ltr.
▪ Exciting body graphics.
▪ Smooth suspension system

STUDIES, VAPI
pg. 24
➢ TVS Zest
Features
▪ Scooty Zest 110 has better mileage than 77% of scooters
▪ Its mileage is 62 Kmpl
▪ Its weight is 97 kg
▪ Rear wheel size front brake typedrum
▪ Its fuel effiency is 5 ltr

STUDIES, VAPI
pg. 25
➢ TVS pep+
Features:-
▪ Mileage of the scooty is 65 Kmpl
▪ Weight is 95 kg
▪ It mostly benefits for the short people and the ladies too
▪ It has a drum brakes front, Alloy wheels, Tubeless tyre etc
▪ Standard warranty is 3 years or 30000 kilometers which ever is less

STUDIES, VAPI
pg. 26
➢ TVS XL
Features :-
▪ Suspension Front Telescopic spring type hydraulic
▪ Suspension rear swing arm with hydraulic shocks
▪ Weight is 80kg
▪ 4 stroke single cylinder
▪ 100 cc vehicle
▪ Mileage of XL is 67 Kmpl

STUDIES, VAPI
pg. 27
➢ TVS Radeon
Feature:-
▪ The engine has 4 stroke duralife, and also air cooled
▪ It has USB charger, Impressive mileage, Electric starter etc
▪ 110cc, weight 112kg, mileage 69 Kmpl
▪ Starting with kick and self start both
▪ 8.4 ps @ 7000 RPM

STUDIES, VAPI
pg. 28
➢ TVS Sports
Features:-
▪ It is No 1 economic motorcycle 2015 & 2017 from the study
▪ Shocks 5 step adjustment
▪ Double polyurethane foam filter element air filter
▪ Fuel capacity is 12 ltr
▪ It has also got an award that is JD power award
▪ Mileage is 95Kmpl

STUDIES, VAPI
pg. 29
➢ TVS Apache
Features:-
▪ Performance 0-60 km/h in 4.73 sec/4.8 sec
▪ Weight is in drum 143 kg / disc 145 kg
▪ Double cradle split synchro STIFF frame
▪ Razor- sharp handling
▪ Streetfighter styling, Ultimate racing power
▪ From 10 year company has one aim no second place
▪ Patented racing synchro stiff chassis

STUDIES, VAPI
pg. 30
➢ TVS Victor
Features:-
• Biggest seat in segment (Ample comfort)

• Big series-spring dual suspension
• 110cc, fuel 8 ltr, mileage 72 Kmpl
• Weight 112kg (Es alloy drum), 113kg (Es alloy disc)
• It is available in 9 different colours

STUDIES, VAPI
pg. 31
➢ TVS Star city plus
Features:-
▪ Enable quick start in traffic. Easy to operate, stylish to behold
▪ Service reminder indicator for timely service.
▪ Weight is 109kg, 110 cc, 4 speed constant mesh
▪ Telescopic oil damped front suspension
▪ Mileage 86 Kmpl, maximum speed is 90 Kmph.

STUDIES, VAPI
pg. 32
Chapter no. 4
Introduction of the
study

STUDIES, VAPI
pg. 33
BACKGROUND OF STUDY
Consumer buying behaviour
Consumer buying behaviour is the study of consumers and the processes they use to select,
purchase and dispose of the goods and services. This process may consists of areas like
psychology, sociology, anthropology and economics. This study reveals the decision making
process of individuals, groups and organisations.
Consumer buying behaviour is the sum total of a consumer's attitudes, preferences,

intentions, and decisions regarding the consumer's behaviour in the marketplace when
purchasing a product or service.
According to Belch and Belch, “Consumer behaviour is the process and activities people
engage in when searching for selecting, purchasing, using, evaluating and disposing of products
and services so as to satisfy needs and wants.”
Broadly, it is decision-making process of individuals to allocate their potential resources, i.e.

time, effort and money for consumption purpose.
In order to understand the consumers’ taste and preferences, analysis of their buying behaviour
is the most preferable method. For example, if marketers want to study the behaviour of
consumers in buying toothpaste, then they should analyse certain points such as variants(gel,
regular, stripped or with a pump), brands (national brand, generic brand, private brand), reasons
for buying (to prevent cavities, to remove stains, to brighten and whiten teeth, to get rid of bad
mouth odour), places of purchase (super market, general stores, medical stores), usage
frequencies (in the morning, after every meal, before going to bed), and the consumption rates
(monthly, biweekly or weekly).
A consumer making a purchase decision will be affected by following factors/dynamics:
1. Cultural Factors 2. Social Factors 3. Personal Factors 4. Psychological Factors
The marketer must be aware of these Factors in order to develop an appropriate marketing plan
for its target market.
1. Cultural Factors: Cultural Factors exert the greatest impact on buying behaviour of
consumer. A buyer is always influenced by his culture, sub-culture and social class.

STUDIES, VAPI
pg. 34
Culture: - Culture can be described from the dawn of civilization, human beings have been
looking for ways and means to better their lives. Culture is the most fundamental
determinant of a person’s wants and behaviour. Culture refers to the set of values, ideas
and attitude that are accepted by a homogeneous group of people and transmitted to the
next generation.
For example, a child attains a defined set of values and behaviours from his family, friends
and key institutions. In the U.S. child is open to adapt values such as individualism,
freedom, external comfort, humanitarianism, efficiency, practicality and youthfulness.
Subculture: - Subculture is a member of a culture, shares most of the core value, beliefs
and behaviours of that culture. A culture has several sub-cultures which assist the marketers
to easily recognise & socialise with its customers. It includes nationalities, religions racial
groups, and geographical regions. Many times these subcultures are defines as market
segment and marketers offer products based on their needs and wants.
Social class: - Mostly every individual in the society is part of some social class. These
social classes are defined on the basis of castesystem which indicates specific +roles, which
cannot be changed. Often, the caste system is transformed into a social class. Social classes
are comparatively identical and permanent societies. These classes share similar interests,
behaviour and values.
2. Social Factors: Man is a social animal. Hence his or her behaviour is greatly influenced by
social Factors like reference groups, family, roles and status a. Reference groups: A person’s
reference groups consist of all the groups that have a direct or indirect influence on the person’s
attitude or behaviour. b. Family: The family is the most important cons Family member
constitute the most influential primary reference group. c. Roles and Statuses: Each role that a
person plays has a degree of status which is in relative term perceived by the society. It is the
degree of influence that an individual exerts on the behaviour of others.

STUDIES, VAPI
pg. 35
3. Personal Factors: A consumer decisions are also affected by his including age and stage in
life, occupation, life style and personality.
Age and stage in life: - The requirements of a person changes with his age. Different stages in
life need different sets of products. For examples, in childhood, baby food is consumed and in
youth healthy food is consumed. Things like tastes of cloths, home decor and recreational
activities are also related to age. Therefore, consumption pattern is created on basis of family
lifecycle.
Occupation and economic circumstances: - The consumption pattern of an individual is also

affected by the occupation. For example, a blue collar employee will buy necessary items like
formal clothes, office shoes or lunch box. While, accompany head will buy luxury items like
air travel tickets, country club membership, or a large sailboat. Here, marketers target those
consumers who have high amount of interest in their products. The selection of products also
varies in regard with the economic circumstances such as monthly income, savings, purchasing
power, assets, debts, etc.
Lifestyle: - Lifestyle is a certain way in which an individual lives his life. It may comprise of
individuals’ activities, interests, opinions, etc. The lifestyle also depicts the manner in which a
person interacts with its surroundings. A marketer needs to find out the product which is most
suitable for customers’ lifestyle. For example, a person belonging to upper class will buy only
luxury cars because it suits his lifestyle.
Personality: - The personality is an individual characteristic of a person. These are

psychological features that lead to relatively constant and long term responses to the market
environment. Personality can be helpful in defining the consumers’ behaviour but the type of
personality should be identified precisely and there should be a strong relation between the
personality type and the products.
4. Psychological factors: -There are following psychological factors that influence the buying
behaviour of a consumer.
Motivation:- It is a reason to act in a particular way. The reasons can be physiological or

psychological, which usually arise out of a human needs and wants. These physiological needs
can be hunger, thirst, and discomfort while the psychological needs can be self-esteem,

STUDIES, VAPI
pg. 36
recognition, or belongingness. A need acts as a motive when it reaches a certain level of
intensity then it pushes a person to act in the same direction.
Perception: - It is a process or a way of looking at a person or a thing. It not just depends on

the physical stimuli rather it also involves the reactions received from the surroundings and
thinking process within the individual. All these factors combine to form a perception.
Learnings: - It is a process of acquiring skills, knowledge, and experiences. Learning leads to

changes in one’s behaviour mainly with the increasing knowledge and experience. It generates
out of the drives, stimuli, responses, sues, and reinforcements. Learning enables one to take
wise decisions.
Beliefs: -Beliefs are attend through actions and learning which strongly influences the buyers’
behaviour. It is an idea that an individual accepts as being true. Beliefs depends upon ones
faith, trust and opinion for a person or a product. For example, customers have a lot of faith or
beliefs on goods and services delivered by Tata group.
Attitude: - Attitude is a certain way of feeling or acting towards a particular thing or a person.
People have different attitudes towards areas like religion, politics, clothes, music and food.
Attitude is a like or dislike for a particular object which assists the buyer to decide about a
certain product.
Buying decision process
1. Problem recognition: - A problem or a need is recognised when a customer identifies a

significant gap between the desired and the actual state of a product or a service, which
is enough to provoke the process of decision making. The actual state means the process
by which a need is already being satisfied, whereas the desired state means the process
by which an individual wants his demand to be fulfilled.
2. Pre-purchase information search: - Once a customer recognises the problem, he shifts
to the subsequent stage i.e. information search. Person searches the information
regarding the product from the available sources.
3. Evaluation of alternatives: -The information search process provides the relevant inputs
about the available alternatives, whereas the evaluation process compares these
alternatives in order to help a customer in taking a final purchase decision.

STUDIES, VAPI
pg. 37
4. Purchase decision: -In order to affect the purchase process of customer, it is very
important for a marketer to have a better understanding of the situational influences and
the motives behind the purchases. The purchase motives are converted into areal
purchase only when the situational factors become encouraging, social environment,
physical environment, mental considerations, and previous conditions or experience
can be termed as situational factors. According to it consumer makes purchase decision
to buy best product which suits all its requirements. Every consumer considers himself
as an intelligent customer. But there are certain factors that force the customers to buy
from a certain outlet.
5. Post-purchase behaviour: - This involves the behaviour of the customers after the
purchase of a product. Decision related to product application and installation. This
involves how customer will install products, from whom, etc.
Also decision related to associated products and services is also done by the customer.
The experience of the customer of using the product and repurchase behaviour or
feedback or recommendation to others about the product comes in post purchase
behaviour.

STUDIES, VAPI
pg. 38
Problem Statement :-
▪ Various people exhibit various buying behaviours. It is very important for marketers
to know this buying behaviour of it’s customer to develop the marketing strategies to
retain customer, attract new customer and increase the sale.
▪ Dilemma of the study is to identify the buying behaviour of the customer of the
Powerwings Bikes PVT LTD.
Objectives of the Study: -

▪ To know consumer buying behaviour for purchase of the two-wheeler.
▪ To identify the factors which influence consumer buying behaviour.
▪ To study the parameter that attract consumer to the brand’s product to
increase the sales.
Hypothesis
➢ Hypothesis :1
• H0:- INCOME AND OCCUPATION DO NOT INFLUENCE THE
CONSUMERS BUYING BEHAVIOUR.
• H1:- INCOME AND OCCUPATION INFLUENCE THE
CONSUMERS BUYING BEHAVIOUR.
➢ Hypothesis :2
• H0:- THERE IS NO SIGNIFICANT RELATION BETWEEN AGE AND
THE FEATURES OF TWO-WHEELER.
• H1:- THERE IS A SIGNIFICANT RELATION BETWEEN AGE AND
THE FEATURES OF TWO-WHEELER.

STUDIES, VAPI
pg. 39
Chapter no. 3
Literature review

STUDIES, VAPI
pg. 40
LITERATURE REVIEW
SR. Author Years Title Finding Factor
NO Name. of
publi-
Shing
1 Dr.Ronald 2013 A study on Buying behaviour of Segment
Mani & Mr. consumer buying different segment is development of
Debasis behaviour towards different. product according
Tripathy two wheeler bike in Companies should to need.
context to Indian develop their
market. product according to
the need of the
customer to increase
their market share.
2 Sunil 2016 Consumer Key factor capable Factor attracting
behaviour toward to attract consumer’s
motorcycles. A consumer’s attention, reason of
conceptual study. attention towards dissatisafaction.
the purchase of
motorcycles are
speed, design,
mileage, price, style,
look of motorcycles.
Also the most
resolvable problem
resulting in users
dissatisfaction
noticed as mileage,
technology, safety,
absence of aesthetic
look, power brand
image, enpensive
spare parts, safety
aspect, spark plug in
case of concerned
brand/company.
3 Dr K 2002 Consumer Consumer get Attraction factor,
Mallikarjun behaviour towards attracted towards choice of product
ready various factor such according to need.
STUDIES, VAPI
pg. 41
two-wheeler motor as price, mileage,
bikes design, technology,
looks. The bike
which fits in their
most of the
requirements or
appeals is chosen by
them and they buy
it.
4 Martin 2017 A study on The buying Psychological 1,
Jayaraj consumer behaviour consumer social factor and its
behaviour towards in purchasing two impact on
two wheeler dealer wheeler involves consumer buying
in Coimbatore several behaviour.
district. psychological
factor. These factor
govern the
individual thinking
process (like
motivation,
perception and
attitude), decision
making step
involved in buying
(decision making
process), interaction
of the consumer
with several group
like friends, family
and colleagues
(group concept), and
selection of the
brand and outlet
depending on
feature and emotion
appeal ( marketing
mix element in a
given environment).
Knowing about
consumer buying
behaviour is
important for
marketers.
5 E. 2014 Factor Influencing Identifying the Reason for
Thangasamy consumer buying reason for purchase purchase
& Dr. behaviour: A case of durables, sources of
study inducement factor purchase.

STUDIES, VAPI
pg. 42
Gautam for brand
Patikar preferences etc. do
provide clues
constantly to the
marketers for
formulating apt
strategies to
augment their profit
margin by satisfying
the consumer with
the best marketing
mix concurrently
and recurrently.
6 Joseph 2017 A study on factor The factor which Economic factor,
Antony, Dr influencing were important were feature, usage,
Ciby purchase intention classified as brand image,
Thomas of consumer economic factor, aesthetics, and
towards two feature, usage, brand social factor.
wheeler. images, aesthetics,
and social factor.
This study shows
that the purchase
intentions of
consumer of two
wheeler are
influenced by
economic factor,
feature, usage, brand
image, aesthetics,
and social factor.
7 M. 2011 A study on Consumer likes Look of
Sathish& consumer costly bike because two wheeler
A. behaviour of many of the feature attract the
Pughazhendi automobile product of their liking are consumer
with special found in those
reference to two- costly bikes even
wheeler in though the
Tirunelveli city consumer may not
Tamil Nadu. have the purchasing
India power to buy it.
Value addition and
the aesthetic values
attract more
consumer in the
two-wheeler
segment.
Therefore, the

STUDIES, VAPI
pg. 43
manufacture is
required to give a
constant look in the
design of two
wheeler product to
attract more
consumer. More
research and
development is
required on looks.
8 Manoj 2014 The Impact on With the rapid Cognitive
Kumar consumer growth of service Dissonance
Sharma Buying industry marketer of
Behaviour different service
Cognitive organization are
Dissonance facing huge
challenge to meet
up customers’
expectation.
Therefore it is
important for the
service organisation
to reduce
Dissonance related
to purchasing and
thus survive in the
competition in the
local as well as in
the global markets.
9 Dr. Priya 2017 Decision making Effective sales Sales
darshini process for promotion is promotion,
padhi durable products: inevitable to ensure goodwill of the
A case study of that a product is brand, after sales
two-wheeler in shortlisted in evokes service, availability
Ganjam list. Goodwill of the of asy finance,
brand, after sales updated technology
service, availability with reasonable
of easy finance, price
updated
technology with
reasonable price are
some of the factor
which increase the
change of a brand
being selected for
purchasing. So, the
marketers should

STUDIES, VAPI
pg. 44
consistently work to
strengthen these
areas.
10 Shrirang 2014 A study on Factor Shoppers Shoppers,
Altekar Impacting the himself/herself are influencers,
and Anil buying decision more important . role of
Keskar process vis-à-vis hence marketing advertisements.
specified consumer efforts should be
durable NOIDA. done to attract
shopper more.
Influencers also play
important role in
introduction stage
and buying
behaviour.
11 surajBasha& 2017 A study on factors Consumer buying Personal factors,
Dr. B.C influencing behaviour was Psychological
Lakshmanna. consumer Buying effectively factors, and social
behaviour of two- influenced by factor and culture
wheelr with special different factor factors.
reference to namely personal
Rayalaseemaregion, factor,
Andhra Pradesh, psychological
India. factor, social factor
and culture factor .
For marketer and
manufactures it is
important to design
their attemps which
are leaded by these
factors.
12 Kottla Sri 2015 An empirical and The Product quality,
Yogi fuzzy logic Preponderance of effective system,
approach to product customer conider effective
quality and product quality suspension system,
purchase intention when they inted to ease of changing
of customer in two- purchase two- dears,
wheelers. wheelers, which dimension of
indicates that quality,
dimensions of serviceability,
quality are brand image.
positively associated
with the purchase
decision. The paper
shows that
important factor
influencing of the

STUDIES, VAPI
pg. 45
purchase of two-
wheeler in the
Indian market are an
effective braking
system, effective
suspension system,
ease of changing
gears; long engine
life, dimension of
quality
serviceability ,brand
image and
operational aspect.

STUDIES, VAPI
pg. 46
Chapter no 5
Research Methodology

STUDIES, VAPI
pg. 47
Research Methodology
Research Methodology is the process of systematic of any management problem it deals with
research design, data collection method, sampling plan, sampling method. Research’’ means
a scientific and systematic search for pertinent information on a specific topic. Research is a
careful investigation or inquiry especially through search for new facts in any branch of
knowledge. Research comprise defining and redefining problem, formulating hypothesis or
suggested solution collecting, organizing and evaluating data, making deduction and reaching
conclusion and at last carefully testing the conclusion to determine whether they fit the
formulation hypothesis. Research Methodology is define as ‘‘the study of methods by which
we gain knowledge, it deals with cognitive process imposed on research to the problem
arising from arising from the nature of its subject matter’’.
Research Design
Type of Research
➢ Descriptive research
Descriptive research is a research that tries to explain the characteristic
Feature of the population under study. Descriptive research is concerned a
phenomenon or situation.
➢ Sources of Data
• Primary data
Filling of questioner
• Secondary data
Organization website
Reference books
Articles
Reports
➢ Sampling
It is a process of obtaining information about the entire population by
examining part of it. The effectiveness of the research depends on the
sample size chosen for the survey purpose.
➢ Sampling method
Non-probability convince sampling
➢ Sampling design
Convenience sampling
➢ Sampling elements
The sample element is a customer of TVS.
➢ Sample area
The sample are is limited to vapi
➢ Sample population
STUDIES, VAPI
pg. 48
Sample population was selected as previous two years customer to study
latest shades of the consumer buying behaviour.
➢ Sample size
Sample size is 135.
➢ Research instrument
The research has been carried out using filling questionnaire form which
consists of set of questions to be filled by respondents prints of
questionnaire.
➢ Statistical tool used
SPSS software(2.1)
Limitation of the Study

▪ The sample size was limited to 135 because it was not possible economically
and timely to cover the whole sample size.
▪ Sample population was limited to previous two years customer to know
latest shades of consumer buying behaviour.
▪ Respondents were unaware about many feature of the bike and facilities
available to them.

STUDIES, VAPI
pg. 49
Chapter no. 6
Data Analysis and
Interpretation

STUDIES, VAPI
pg. 50
Data Analysis and Interpretation
age
Frequency Percent Valid Cumulative

Percent Percent
Valid 18-30 55 40.7 40.7 40.7
31-40 39 28.9 28.9 69.6
41-50 24 17.8 17.8 87.4
51-60 13 9.6 9.6 97.0
above- 4 3.0 3.0 100.0
60
Total 135 100.0 100.0
Chart Title
60 55
50
40.7 39
40
28.9
30 24
17.8
20
13
9.6
10 4 3.0
0
18-30 31-40 41-50 51-60 above-60
Frequency Percent
Interpretation: Among the sample size there are 40.7% respondents are of age 18-30 years,
28.9% respondents are of 31-40 years, 17.8% respondents are of age 41-50 years, 9.6%
respondents are of age 51-60 years, 3.0% respondents to age above 60 years. It means that
maximum respondents are youngsters.

STUDIES, VAPI
pg. 51
Gender
Valid Cumulative
Frequency Percent Percent Percent
Valid male 75 55.6 55.6 55.6
female 60 44.4 44.4 100.0
Total 135 100.0 100.0
Chart Title
80 75
70
60
60 55.6
50 44.4
40
30
20
10
0
Frequency Percent
male female
Interpretation: There are 55.6% male and 44.4% female in sample.

STUDIES, VAPI
pg. 52
marital status
Valid Cumulative
Valid married 85 63.0 63.0 63.0
unmarried 49 36.3 36.3 99.3
Total 135 100.0 100.0
Chart Title
90 85
80
70 63.0
60
49
50
40 36.3
30
20
10
0
Frequency Percent
married unmarried
Interpretation: There are 63.0% married respondents and 36.3% unmarried respondents.

STUDIES, VAPI
pg. 53
education
Valid Cumulative
Valid ssc 17 12.6 12.6 12.6
hsc 21 15.6 15.6 28.1
graduation
51 37.8 37.8 65.9
post-
graduation 37 27.4 27.4 93.3
any other 9 6.7 6.7 100.0

Total 135 100.0 100.0
Chart Title
60
51
50
37.8 37
40
30 27.4
21
20 17 15.6
12.6
9
10 6.7
0
ssc hsc graduation post-graduation any other
Frequency Percent
Interpretation: 12.6% respondents are educated upto SSC, 15.6% respondents are
education upto HSC, 37.8% respondents are educated upto graduation, 27.4% respondents
are educated upto post-graduation, 6.7% respondents have taken education of other degree
other than these or illiterate.

STUDIES, VAPI
pg. 54
Occupation
Valid Cumulative
Valid student 32 23.7 23.7 23.7
business 25 18.5 18.5 42.2
employee 46 34.1 34.1 76.3
professional
20 14.8 14.8 91.1
any other 12 8.9 8.9 100.0

Total 135 100.0 100.0
Chart Title
50 46
45
40
34.1
35 32
30 25
23.7
25 20
18.5
20 14.8
15 12
8.9
10
5
0
student business employee professional any other
Frequency Percent
Interpretation: - 23.7% respondents are students, 34.1% respondents are employees, 18.5%
respondents are business person, 14.8% respondents are professionals, 8.9% respondent belong to
other occupation than these.

STUDIES, VAPI
pg. 55
monthly income
Valid Cumulative
Valid below
Rs 38 28.1 28.1 28.1
10000
Rs
10000- 31 23.0 23.0 51.1
20000
Rs
20000- 37 27.4 27.4 78.5
30000
Rs
30000
29 21.5 21.5 100.0
&
above
Total 135 100.0 100.0
Chart Title
40 38 37
35 31
28.1 29
30 27.4
25 23.0
21.5
20
15
10
5
0
below Rs 10000 Rs 10000-20000 Rs 20000-30000 Rs 30000 & above
Frequency Percent
Interpretation: - Monthly income of 28.1% respondents is from Below Rs 10000, Monthly income of
23.0% respondents is from Rs.10000-20000, monthly income of 27.4% respondents is from Rs.20000-
30000, monthly income of 21.5% respondents is above Rs.30000.

STUDIES, VAPI
pg. 56
Which type of two wheeler do you own
Valid Cumulative
Valid bike 80 59.3 59.3 59.3
scooter 55 40.7 40.7 100.0
Total 135 100.0 100.0
Chart Title
90
80
80
70
59.3
60 55
50 40.7
40
30
20
10
0
Frequency Percent
bike scooter
Interpretation: - 59.3% respondents own bike and 40.7%respondents own scooter.
It means maximum ownership is of bikes.

STUDIES, VAPI
pg. 57
mention the model of vehicle you own
Valid Cumulative
Valid TVS
10 7.4 7.4 7.4
pep+
zest
110 cc 4 3.0 3.0 10.4
weago 19 14.1 14.1 24.4

XL 100 9 6.7 6.7 31.1
Juipter 25 18.5 18.5 49.6
ntorq
125 cc 13 9.6 9.6 59.3
radeon 12 8.9 8.9 68.1

star city 15 11.1 11.1 79.3
sport 16 11.9 11.9 91.1
apache 12 8.9 8.9 100.0
Total 135 100.0 100.0
Chart Title
30
25
25
19 18.5
20
15 16
14.1 13
15 12 11.9 12
11.1
10 9 9.6 8.9 8.9
10 7.4 6.7
4 3.0
5
0
TVS zest 110 weago XL 100 Juipter ntorq radeon star city sport apache
pep+ cc 125 cc
Frequency Percent
Interpretation: - 7.4% respondents have purchased TVS pep+, 3.0% respondents have purchased zest
, 14.1% respondents have purchased weago, 6.7% respondents have purchased XL 100, 18.5%
respondents have purchased juipter, 9.6% respondents have purchased ntorq, 8.9% respondents have
purchased radeon, 11.1% respondents have purchased star city, 11.9% respondents have purchased
sport . 8.9% respondents have purchased apache.

STUDIES, VAPI
pg. 58
what was the source of information from which you came to
know about your vehicle
Valid Cumulative
Valid newspaper
20 14.8 14.8 14.8
magazines
17 12.6 12.6 27.4
television 30 22.2 22.2 49.6

hoarding 2 1.5 1.5 51.1
friends 29 21.5 21.5 72.6
shroom 19 14.1 14.1 86.7
internet 18 13.3 13.3 100.0
Total 135 100.0 100.0
Chart Title
35
30 29
30
25 22.2 21.5
20 19
20 17 18
14.8 14.1
15 12.6 13.3
10
5 2 1.5
0
newspaper magazines television hoarding friends shroom internet
Frequency Percent
Interpretation: -14.8% respondents use newspaper as source of information, 14.1% respondents use
showroom as source of information, 22.2% respondents use television as source of information,
13.3% respondents use internet as source of information, 1.5% respondents use hoardings as source
of information, 21.5% respondents use friends as source of information, 12.6% respondents use
magazines as source of information.

STUDIES, VAPI
pg. 59
do you thinks TVS makes model with optimum required feature
that suits your earning and satisfied you
Valid Cumulative
Valid yes 102 75.6 75.6 75.6
no 33 24.4 24.4 100.0
Total 135 100.0 100.0
Chart Title
120
102
100
75.6
80
60
40 33
24.4
20
0
Frequency Percent
yes no
Interpretation: - 75.6% respondents says that TVS makes models with optimum required features
that suits their earnings and satisfies them, 24.4% respondents says that TVS does not make models
with optimum required features that suits their earnings and satisfies them.

STUDIES, VAPI
pg. 60
by which option did you bought your vehicle
Valid Cumulative
Valid payment
at on time 70 51.9 51.9 51.9
instalment
65 48.1 48.1 100.0
Total 135 100.0 100.0
Chart Title
80
70
70 65
60 51.9
48.1
50
40
30
20
10
0
Frequency Percent
payment at on time instalment
Interpretation: - 51.9% respondents say that they buy vehicle by payment at one time (cash), 48.1%
respondents say that they buy vehicle on instalment basis.

STUDIES, VAPI
pg. 61
performance
Valid Cumulative
Valid very
1 .7 .7 .7
less
less 4 3.0 3.0 3.7
neutral 23 17.0 17.0 20.7
much 51 37.8 37.8 58.5
very
56 41.5 41.5 100.0
much
Total 135 100.0 100.0
Chart Title
60 56
51
50
41.5
37.8
40
30
23
20 17.0
10 4
1 3.0
.7
0
very less less neutral much very much
Frequency Percent
Interpretation: 41.5% respondents gave very much importance to performance, 37.8% respondents
gave much importance to performance, 17.0% respondents neutral importance to performance, 3.0%
respondents gave less importance to performance, .7% respondents gave very less importance to
performance.

STUDIES, VAPI
pg. 62
less repairing cost
Valid Cumulative
Valid very
3 2.2 2.2 2.2
less
less 6 4.4 4.4 6.7
neutral 35 25.9 25.9 32.6
much 70 51.9 51.9 84.4
very
21 15.6 15.6 100.0
much
Total 135 100.0 100.0
Chart Title
80
70
70
60 51.9
50
40 35
30 25.9
21
20 15.6
10 6 4.4
3 2.2
0
Frequency Percent
Interpretation: - 15.6% respondents gave very much importance to less repair cost, 51.9%
respondents gave much importance to less repair cost, 25.9% respondents gave neutral importance
to less repair cost, 4.4% respondents gave less importance to less repair cost, 2.2% respondents gave
very less importance to less repair cost.

STUDIES, VAPI
pg. 63
durability
Valid Cumulative
Valid very
4 3.0 3.0 3.0
less
less 8 5.9 5.9 8.9
neutral 46 34.1 34.1 43.0
much 45 33.3 33.3 76.3
very
32 23.7 23.7 100.0
much
Total 135 100.0 100.0
Chart Title
50 46 45
45
40
34.1 33.3
35 32
30
23.7
25
20
15
10 8
5.9
4 3.0
5
0
Frequency Percent
Interpretation: - 23.7% respondents gave very much importance to durability, 33.3% respondents
gave much importance to durability, 34.1% respondents gave neutral importance to durability,5.9%
respondents gave less importance to durability,3.0% respondents gave very less importance to
durability.

STUDIES, VAPI
pg. 64
Price
Valid Cumulative
Valid very
1 .7 .7 .7
less
less 10 7.4 7.4 8.1
neutral 41 30.4 30.4 38.5
much 49 36.3 36.3 74.8
very
34 25.2 25.2 100.0
much
Total 135 100.0 100.0
Chart Title
60
49
50
41
40 36.3
34
30.4
30 25.2
20
10
10 7.4
1 .7
0
Frequency Percent
Interpretation: - 25.2% respondents gave very much importance to price, 36.3% respondents gave
much importance to price, 30.4% respondents gave neutral importance to price, 7.4% respondents
gave less importance to price, 0.7% respondents gave very less importance to price.

STUDIES, VAPI
pg. 65
mileage
Valid Cumulative
Valid very
2 1.5 1.5 1.5
less
less 11 8.1 8.1 9.6
neutral 29 21.5 21.5 31.1
much 55 40.7 40.7 71.9
very
38 28.1 28.1 100.0
much
Total 135 100.0 100.0
Chart Title
60 55
50
40.7
38
40
29 28.1
30
21.5
20
11
8.1
10
2 1.5
0
Frequency Percent
Interpretation: - 28.1% respondents gave very much importance to mileage, 40.7% respondents gave
much importance to mileage, 21.5% respondents gave neutral importance to mileage, 8.1%
respondent gave less importance to mileage, 1.5% respondents gave very less importance to mileage.

STUDIES, VAPI
pg. 66
enginepower
Valid Cumulative
Valid very
2 1.5 1.5 1.5
less
less 11 8.1 8.1 9.6
neutral 39 28.9 28.9 38.5
much 51 37.8 37.8 76.3
very
32 23.7 23.7 100.0
much
Total 135 100.0 100.0
Chart Title
60
51
50
39 37.8
40
32
28.9
30 23.7
20
11
8.1
10
2 1.5
0
Frequency Percent
Interpretation: - 23.7% respondents gave very much importance to engine power, 37.8% respondents
gave much importance to engine power, 28.9% respondents gave neutral importance to engine
power, 8.1% respondents gave less importance to engine power, 1.5% respondents gave very less
importance to engine power.

STUDIES, VAPI
pg. 67
brand
Valid Cumulative
Valid very
3 2.2 2.2 2.2
less
less 10 7.4 7.4 9.6
neutral 36 26.7 26.7 36.3
much 41 30.4 30.4 66.7
very
45 33.3 33.3 100.0
much
Total 135 100.0 100.0
Chart Title
50 45
45 41
40 36
33.3
35 30.4
30 26.7
25
20
15 10
10 7.4
5 3 2.2
0
Frequency Percent
Interpretation: - 33.3% respondents gave very much importance to brand, 30.4% respondents gave
much importance to brand, 26.7% respondents gave neutral importance to brand, 7.4% respondents
gave less importance to brand, 2.2% respondents gave very less importance to brand.

STUDIES, VAPI
pg. 68
stylelook
Valid Cumulative
Valid very
1 .7 .7 .7
less
less 10 7.4 7.4 8.1
neutral 26 19.3 19.3 27.4
much 58 43.0 43.0 70.4
very
40 29.6 29.6 100.0
much
Total 135 100.0 100.0
Chart Title
70
58
60
50 43.0
40
40
29.6
30 26
19.3
20
10
7.4
10
1 .7
0
Frequency Percent
Interpretation: - 29.6% respondents gave very much importance to style and look, 43.0% respondents
gave much importance to style and look, 19.3% respondents gave neutral importance to style and
look, 7.4% respondents gave less importance to style and look, 0.7% respondents gave very less
importance to style and look

STUDIES, VAPI
pg. 69
resalevalue
Valid Cumulative
Valid very
8 5.9 5.9 5.9
less
less 7 5.2 5.2 11.1
neutral 36 26.7 26.7 37.8
much 48 35.6 35.6 73.3
very
36 26.7 26.7 100.0
much
Total 135 100.0 100.0
Chart Title
60
48
50
40 36 35.6 36
30 26.7 26.7
20
8 7
10 5.9 5.2
0
Frequency Percent
Interpretation: - 26.7% respondents gave very much importance to resale value, 35.6% respondents
gave much importance to resale value, 26.7% respondents gave neutral importance to resale value,
5.2% respondents gave less importance to resale value, 5.9% respondents gave very less importance
to resale value.

STUDIES, VAPI
pg. 70
aftersaleservice
Valid Cumulative
Valid very
6 4.4 4.4 4.4
less
less 9 6.7 6.7 11.1
neutral 25 18.5 18.5 29.6
much 55 40.7 40.7 70.4
very
40 29.6 29.6 100.0
much
Total 135 100.0 100.0
Chart Title
60 55
50
40.7 40
40
29.6
30 25
18.5
20
9
10 6 6.7
4.4
0
Frequency Percent
Interpretation: - 29.6% respondents gave very much importance to after sales service, 40.7%
respondents gave much importance to after sales service,18.5% respondents gave neutral importance
to after sales service,6.7% respondents gave less importance to after sales service,4.4% respondents
gave very less importance to after sales service.

STUDIES, VAPI
pg. 71
at the time of purchase did you thought that bike/scooter would
be used by your other family member also
Valid Cumulative
Valid yes 104 77.0 77.0 77.0
no 31 23.0 23.0 100.0
Total 135 100.0 100.0
Chart Title
120
104
100
77.0
80
60
40 31
23.0
20
0
Frequency Percent
yes no
Interpretation: - 77.0% respondents thought that vehicle would be used by other family members
also, 23.0% respondents did not thought that vehicle would be used by other family members also.

STUDIES, VAPI
pg. 72
did you switch your decision from bike to scooter for space for
carriage reason
Valid Cumulative
Valid yes 86 63.7 63.7 63.7
no 49 36.3 36.3 100.0
Total 135 100.0 100.0
Chart Title
100
90 86
80
70 63.7
60
49
50
36.3
40
30
20
10
0
Frequency Percent
yes no
Interpretation: - 63.7% respondents changed their decision from bike to scooter due reason of space
to carriage, 36.3% respondents did not changed their decision from bike to scooter due reason of
space to carriage.

STUDIES, VAPI
pg. 73
space to carry luggage how much important for you
Valid Cumulative
Valid very
4 3.0 3.0 3.0
less
less 8 5.9 5.9 8.9
neutral 41 30.4 30.4 39.3
much 66 48.9 48.9 88.1
very
16 11.9 11.9 100.0
much
Total 135 100.0 100.0
Chart Title
70 66
60
48.9
50
41
40
30.4
30
20 16
11.9
8 5.9
10 4 3.0
0
Frequency Percent
Interpretation: - 11.9% respondents gave very much importance to space for carrying luggage, 48.9%
respondents gave much importance to space for carrying luggage, 30.4% respondents gave neutral
importance to space for carrying luggage, 5.9% respondents gave less importance to space for carrying
luggage, 3.0% respondents gave very less importance to space for carrying luggage.

STUDIES, VAPI
pg. 74
who influence you in purchase decision of your vehicle
Valid Cumulative
Valid family
member 33 24.4 24.4 24.4
friends 46 34.1 34.1 58.5

work
gropus 14 10.4 10.4 68.9
dealers 21 15.6 15.6 84.4

mechanic 14 10.4 10.4 94.8
none of
these 7 5.2 5.2 100.0
Total 135 100.0 100.0
Chart Title
50 46
45
40
33 34.1
35
30 24.4
25 21
20 15.6
14 14
15 10.4 10.4
10 7 5.2
5
0
family friends work gropus dealers mechanic none of these
member
Frequency Percent
Interpretation: - 24.4% respondents say that their purchase decision was influenced by family
members, 34.1% respondents say by friends, 10.4% respondents say by work group, 15.6%
respondents say by dealers, 10.4% respondents say by mechanic, 5.2% respondents say by none of
these i.e. by themselves only

STUDIES, VAPI
pg. 75
mileage
Valid Cumulative
Valid Less 3 2.2 2.2 2.2
neutral 12 8.9 8.9 11.1
much 45 33.3 33.3 44.4
very
75 55.6 55.6 100.0
much
Total 135 100.0 100.0
Chart Title
80 75
70
60 55.6
50 45
40 33.3
30
20 12
8.9
10 3 2.2
0
less neutral much very much
Frequency Percent
Interpretation: - After usage 55.6% respondents are very much that mileage of vehicle was nice, 33.3%
respondents are much that mileage of vehicle was nice, 8.9% respondents are neutral that mileage of
vehicle was nice, 2.2% respondents are less that mileage of vehicle was nice.

STUDIES, VAPI
pg. 76
comfort
Valid Cumulative
Valid neutral 21 15.6 15.6 15.6
much 82 60.7 60.7 76.3
very
32 23.7 23.7 100.0
much
Total 135 100.0 100.0
Chart Title
90 82
80
70 60.7
60
50
40 32
30 21 23.7
20 15.6
10
0
neutral much very much
Frequency Percent
Interpretation: - 23.7% respondents gave very much comfort , 60.7% respondents gave much comfort
15.6% respondents gave neutral comfort.

STUDIES, VAPI
pg. 77
power
Valid Cumulative
Valid very
1 .7 .7 .7
less
Less 6 4.4 4.4 5.2
neutral 43 31.9 31.9 37.0
much 52 38.5 38.5 75.6
very
33 24.4 24.4 100.0
much
Total 135 100.0 100.0
Chart Title
60
52
50
43
38.5
40
31.9 33
30 24.4
20
10 6 4.4
1 .7
0
Frequency Percent
Interpretation: - 24.4% respondents gave very much importance to power, 38.5% respondents gave
much importance to power,31.9% respondents gave neutral importance to power,4.4% respondents
gave less importance to power ,0.7% respondents gave very less importance to power.

STUDIES, VAPI
pg. 78
quality of spare parts
Valid Cumulative
Valid very
2 1.5 1.5 1.5
less
less 14 10.4 10.4 11.9
neutral 26 19.3 19.3 31.1
much 57 42.2 42.2 73.3
very
36 26.7 26.7 100.0
much
Total 135 100.0 100.0
Chart Title
60 57
50
42.2
40 36
30 26 26.7
19.3
20 14
10.4
10
2 1.5
0
Frequency Percent
Interpretation: - 26.7% respondents gave very much importance to quality of spare parts, 42.2%
respondents gave much importance to quality of spare parts ,19.3% respondents gave neutral
importance to quality of spare parts,10.4% respondents gave less importance to Quality of spare
parts,1.5% respondents gave very less importance to quality of spare parts.

STUDIES, VAPI
pg. 79
safety
Valid Cumulative
Valid very
5 3.7 3.7 3.7
less
Less 5 3.7 3.7 7.4
neutral 22 16.3 16.3 23.7
much 60 44.4 44.4 68.1
very
43 31.9 31.9 100.0
much
Total 135 100.0 100.0
Chart Title
70
60
60
50 44.4 43
40
31.9
30
22
20 16.3
10 5 3.7 5 3.7
0
Frequency Percent
Interpretation: - 31.9% respondents gave very much importance to safety, 44.4% respondents gave
much importance to safety,16.3% respondents gave neutral importance to safety,3.7% respondents
gave less importance to safety ,3.7% respondents gave very less importance to safety.

STUDIES, VAPI
pg. 80
low cost maintenance
Valid Cumulative
Valid very
5 3.7 3.7 3.7
less
less 11 8.1 8.1 11.9
neutral 32 23.7 23.7 35.6
much 50 37.0 37.0 72.6
very
37 27.4 27.4 100.0
much
Total 135 100.0 100.0
Chart Title
60
50
50
40 37.0 37
32
30 27.4
23.7
20
11
8.1
10 5 3.7
0
Frequency Percent
Interpretation: - 27.4% respondents gave very much importance to low cost maintenance, 37.0%
respondents gave much importance to low cost maintenance,23.7% respondents gave neutral
importance to low cost maintenance,8.1% respondents gave less importance to low cost
maintenance,3.7% respondents gave very less importance to low cost maintenance.

STUDIES, VAPI
pg. 81
overall performance
Valid Cumulative
Valid very less 5 3.7 3.7 3.7
Less 10 7.4 7.4 11.1
neutral 34 25.2 25.2 36.3
Much 49 36.3 36.3 72.6
very
36 26.7 26.7 99.3
much
Total 135 100.0 100.0
Chart Title
60
49
50
40 36.3 36
34
30 25.2 26.7
20
10
10 7.4
5 3.7
0
Frequency Percent
Interpretation: - 26.7% respondents gave very much importance to overall performance, 36.3%
respondents gave much importance to overall performance,25.2% respondents gave neutral
importance to overall performance,7.4% respondents gave less importance to overall
performance,3.7% respondents gave very less importance to overall performance.

STUDIES, VAPI
pg. 82
after sales service
Valid Cumulative
Valid very
10 7.4 7.4 7.4
less
less 7 5.2 5.2 12.6
neutral 31 23.0 23.0 35.6
much 48 35.6 35.6 71.1
very
39 28.9 28.9 100.0
much
Total 135 100.0 100.0
Chart Title
60
48
50
39
40 35.6
31
28.9
30
23.0
20
10
10 7.4 7 5.2
0
Frequency Percent
Interpretation: - 28.9% respondents gave very much importance to after sales service, 35.6%
respondents gave much importance to after sales service,23.0% respondents gave neutral importance
to after sales service,5.2% respondents gave less importance to after sales service,7.4% respondents
gave very less importance to after sales service.

STUDIES, VAPI
pg. 83
suppose a new model is introduce in the market,will you try to
switch over
Valid Cumulative
Valid Yes 99 73.3 73.3 73.3
No 36 26.7 26.7 100.0
Total 135 100.0 100.0
Chart Title
120
99
100
80 73.3
60
36
40
26.7
20
0
Frequency Percent
yes no
Interpretation: - 73.3% respondents say that they would you try to switch over, if new improved
models are introduced in market, 26.7% respondents say that they would not you try to switch over,
if new improved models are introduced in market.

STUDIES, VAPI
pg. 84
are you going to continue your relation with TVS in future
Valid Cumulative
Valid yes 99 73.3 73.3 73.3
no 36 26.7 26.7 100.0
Total 135 100.0 100.0
Chart Title
120
99
100
80 73.3
60
36
40
26.7
20
0
Frequency Percent
yes no
Interpretation: - 73.3% respondents say that they are going to continue relations with TVS in future,
26.7% respondents say that they are not going to continue relations with TVS in future.

STUDIES, VAPI
pg. 85
would you recommend TVS bike/scooter to someone else in
future
Valid Cumulative
Valid Yes 101 74.8 74.8 74.8
No 34 25.2 25.2 100.0
Total 135 100.0 100.0
Chart Title
120
101
100
80 74.8
60
40 34
25.2
20
0
Frequency Percent
yes no
Interpretation: - 74.8% respondents are saying that they would recommend TVS vehicles to someone
else in future, 25.2% respondents are saying that they would not recommend TVS vehicles to someone
else in future.

STUDIES, VAPI
pg. 86
Identify the factors which influence consumer buying behaviour.
Factor analysis for analysing the factor which effect performance appraisal
Factor analysis
Factor analysis is a stastical method used to describe variability among the observed and co
related variable in terms of potential lower number of on unobserved variable called factors
KMO and Bartlett test

Try to ruining factor analysis Kaiser-Meyer-olkin (KMO) major of sample adequacy
and Bartlett test of sphericity the perform the minimum acceptable value of KMO as
supported by Othman and qwen (2001) is 0.05
KMO and Bartlett's Test
Kaiser-Meyer-Olkin Measure of Sampling Adequacy. .720
Bartlett's Test of Sphericity Approx. Chi-Square 214.407
Df 45
Sig. .000
In the above table () the population correlation matrix is an identity matrix is rejected by
Bartlett test of sphericity as a approximate chi-square statistics is 214.407 with 45 degree of
freedom, which is significant at the 0.05 level. The test first significant (p<0.000) Suggesting
Factors are co related and suitable for Factor Analysis. The Value of KMO (0.720) is also larger
than 0.05. thus factor analysis may be considered an appropriate technique for further analysis.
Communalities
Initial Extraction
performance 1.000 .559

less repairing cost 1.000 .741
durability 1.000 .541
price 1.000 .463
engine power 1.000 .444
brand 1.000 .433
style look 1.000 .466
resale value 1.000 .703
aftersaleservice 1.000 .586

STUDIES, VAPI
pg. 87
Extraction Method: Principal Component
Analysis.
As analysed in table () Commonalities of variable format as values which are more than
default value of of 0.04, considered Moderate Values. Hence there is no need to drop any
variable for the further analysis in Factor analysis.
Total Variance Explained
Initial Eigenvalues Extraction Sums of Squared Loadings
Component Total % of Variance Cumulative % Total % of Variance Cumulative %
1 2.944 29.444 29.444 2.944 29.444 29.444

2 1.213 12.130 41.573 1.213 12.130 41.573
3 1.120 11.195 52.769 1.120 11.195 52.769
4 .893 8.935 61.704
5 .878 8.781 70.485
6 .786 7.860 78.345
7 .667 6.667 85.012
8 .602 6.016 91.028
9 .534 5.342 96.370
10 .363 3.630 100.000
Extraction Method: Principal Component Analysis.
The Table gives the total variance explains by the three Components. These three
components eigen values greater than 1.0 and explain by 52.769 of total variance. The
extraction sum of squared loading group gives information regarding the extracted factors or
components.
Component Matrixa
Component
1 2 3
performance .599
less repairing cost .535
durability .726
price .543
mileage .532
engine power .560
brand .575
style look .567
resale value
aftersaleservice .623
Extraction Method: Principal Component Analysis.
STUDIES, VAPI
pg. 88
a. 3 components extracted.
Table() examines the components matrix total of three factors extracted and hence all the
factors considered for the further analysis. Based on the factor loading of all the variables the
components matrix has three factors that were extracted to formulate the component-these are
as follows.
Sr No Factors Variables
1 Performance of two-wheeler Performance
2 After sale service given by company Aftersales service
3 Elements of purchase decision ▪ less repairing cost,
▪ durability,
▪ price,
▪ mileage,
▪ engine power,
▪ brand,
▪ style look

STUDIES, VAPI
pg. 89
Hypothesis
H0:- INCOME AND OCCUPATION DO NOT INFLUENCE THE CONSUMERS
BUYING BEHAVIOUR.
H1:- INCOME AND OCCUPATION INFLUENCE THE CONSUMERS BUYING
BEHAVIOUR.
income
ANOVA
Sum of Squares df Mean Square F Sig.
Mileage Between Groups 3.512 3 1.171 2.147 .097
Within Groups 71.421 131 .545
Total 74.933 134

Comfort Between Groups 2.314 3 .771 2.030 .113
Total 52.104 134
Power Between Groups .254 3 .085 .107 .956
Total 104.370 134
quality of spare parts Between Groups .626 3 .209 .208 .890
Within Groups 131.108 131 1.001
Total 131.733 134
Safety Between Groups 8.538 3 2.846 3.073 .030
Total 129.881 134
low cost maintenance Between Groups .953 3 .318 .278 .841
Within Groups 149.462 131 1.141
Total 150.415 134
overall performance Between Groups 54.917 3 18.306 .889 .449
Within Groups 2698.683 131 20.601
Total 2753.600 134
after sales service Between Groups 3.351 3 1.117 .836 .476
Within Groups 175.049 131 1.336
Total 178.400 134
After performing One Way Anova test, it is observed in above table that derived p value
between Safety and occupation is less than 0.05; hence occupation and choice of safety two-
wheeler are inter-related entities.

STUDIES, VAPI
pg. 90
Occuption
ANOVA
Mileage Between Groups 2.748 4 .687 1.237 .298
Total 74.933 134

Comfort Between Groups 2.138 4 .534 1.390 .241
Total 52.104 134
Power Between Groups 3.202 4 .800 1.029 .395
Total 104.370 134
quality of spare parts Between Groups 12.810 4 3.203 3.501 .009
Total 131.733 134
Safety Between Groups 2.335 4 .584 .595 .667
Total 129.881 134
low cost maintenance Between Groups 6.232 4 1.558 1.405 .236
Within Groups 144.183 130 1.109
Total 150.415 134
Within Groups 2702.150 130 20.786
Total 2753.600 134
after sales service Between Groups 3.184 4 .796 .591 .670
Within Groups 175.216 130 1.348
Total 178.400 134
between quality of spare part and income is less than 0.05; hence income and choice of
quality of spare parts of two-wheeler are inter-related entities.

STUDIES, VAPI
pg. 91
H0:- THERE IS NO SIGNIFICANT RELATION BETWEEN AGE AND THE FEATURES
OF TWO-WHEELER.
H1:- THERE IS A SIGNIFICANT RELATION BETWEEN AGE AND THE FEATURES
OF TWO-WHEELER.
Age
ANOVA
Mileage Between Groups 1.877 4 .469 .835 .505
Total 74.933 134

Comfort Between Groups 1.006 4 .251 .640 .635
Total 52.104 134
Power Between Groups 1.220 4 .305 .385 .819
Total 104.370 134
quality of spare parts Between Groups 3.325 4 .831 .842 .501
Total 131.733 134
Safety Between Groups 8.591 4 2.148 2.302 .062
Total 129.881 134
low cost maintenance Between Groups 4.732 4 1.183 1.056 .381
Within Groups 145.683 130 1.121
Total 150.415 134
Within Groups 2700.236 130 20.771
Total 2753.600 134
after sales service Between Groups 3.274 4 .819 .608 .658
Within Groups 175.126 130 1.347
Total 178.400 134
between each factor and age, is greater than 0.05; hence there is no relation between any
factor and age.
STUDIES, VAPI
pg. 92
Chapter no 7
Findings

STUDIES, VAPI
pg. 93
Findings
From hypothesis testing
▪ According to monthly income the variation in the buying behaviour of the people is
seen, they select model of which price fits in their budget.
▪ Price of bike is important, according to that people select model to be purchased.
▪ While purchasing people give important to safety and occupation because they are
inter-related entities
▪ Also while purchasing people give important to quality of spare part and income are
inter-related entities.
From data analysis and interpretation

1) Objective:- To know consumer buying behaviour for purchase of the two-wheeler FT
full questionnaire
➢ Most of the people own bike rather than scooter to get the benefit of the
mileage. More selling bike is star sport and in scooter Jupiter sales is very
high.
➢ Most of the customer give preference to mileage and quality rather than
style and look. The impact of Television advertisement was their on
customer for the purchase of product.
➢ TVS also makes model with optimum feature that suits their earning of
customer. The performance of the vehicle are very much good. The vehicle
has less repairing cost.
➢ The prices are much as compare to other vehicle. The mileage of all the
vehicles are much good. The brand image also suits the customer for the
purchase of vehicles.
➢ The scooter has good carriage space for which luggage can be kept.
➢ While purchasing most of the people have impact of necessity ,comfort,
time saving, rather than status, easy handling etc. And also most of the
people will continue their relationship with TVS.
2) Objective:- To identify the factors which influence consumer buying behaviour.

➢ The minimum acceptable value of KMO as supported by Othman and qwen
(2001) is 0.05
➢ Commonalities of variable format as values which are more than default
value of 0.04, considered Moderate Values. Hence there is no need to drop
any variable for the further analysis in Factor analysis.
➢ The total variance explains by the three Components. These three
components give values greater than 1.0 and explain by 52.769 of total
variance.
STUDIES, VAPI
pg. 94
➢ Performance of two wheeler, After sales service given by company
Elements of purchase decision. This are the three factor for future analysis.
3) Objective :- To study the parameter that attract consumer to the brand’s product to
increase the sales.
➢ It is observed that p value between Safety and occupation is less than 0.05;
hence occupation and choice of safety two- wheeler are inter related
entities.
➢ It is observed that p value between quality of spare part and income is less
than 0.05; hence income and choice of quality of spare parts of two wheeler
are inter related entities.
➢ It is observed that derived p value between each factor and age, is greater
than 0.05; hence there is no relation between any factor and age.

STUDIES, VAPI
pg. 95
Chapter no 8
suggestion

STUDIES, VAPI
pg. 96
Suggestion
TO TVS ( Trust and value service)
1) Look of bike should be improved to attract more customers.
2) Rules of after sales service should made more flexible so that customer get more
satisfied.
3) Engine power should be increase adopting new technology with improvement in
mileage and pickup.
4) Other gifts and special offer should be increased to attract more customer.
5) Time and date indicator should be given on vehicles.
6) Mileage of scooters should be improved.
TO Metro Automobiles:-
1) Lights and fan should be done off when not in use.
2) Space of washing vehicles should be increase.
3) Comfort level in showroom should be increased by installing 3 to 4 air conditioner in
shroom.
4) Improvement in after sales service should be done because some customers are not
satisfied.
5) At showroom free Wi-Fi facility should be provided to the employee and the
customer for their comfort.
6) RTO department should work faster.
7) For each and every problem small problems regarding customer or employee manager
should not be involved. The employee should find their way to deal with it.

STUDIES, VAPI
pg. 97
Chapter no 9
conclusion

STUDIES, VAPI
pg. 98
Conclusion
▪ Consumer buying behaviour depends on many parameters. But need of vehicle is the
back bone of the consumer buying behaviour. People get attracted towards features,
quality, performance and brand image of TVS. Due to increasing fuel price people
mostly prefer mileage efficiency vehicles.
▪ Goods after service and dealer treatment also attract people.
▪ People with good economic condition prefer style and look than mileage.
People with moderate economic condition prefer mileage and durability rather than
style and look.
▪ If good quality product is given at reasonable price people get attracted towards
product. This increases attraction towards brand, recommendation to other to buy
product and to continue relation with brand, in which TVS has been successful in
doing.

STUDIES, VAPI
pg. 99
Chapter no 10
Bibliography

STUDIES, VAPI
pg. 100
BIBLIOGRAPHY
http://www.spareaze.com/two-wheeler-industry-india/
https://business.mapsofindia.com/automobile/two-wheelers-manufacturers/tvs-motor-company.html
https://www.google.com/search?q=formation+of+tvs&rlz=1C1CHBF_enIN851IN851&oq=formation+
of+&aqs=chrome.0.69i59j69i57j0l4.6001j0j7&sourceid=chrome&ie=UTF-8
https://www.google.com/search?q=tvs+two+wheeler+images&source=lnms&tbm=isch&sa=X&ved=
0ahUKEwjtq8zv4ejiAhVBeH0KHeImDXcQ_AUIECgB&biw=1366&bih=625#imgrc=ySE-RbpDLlFidM:
https://www.zigwheels.com/newbikes/TVS/Scooty-Pep-Plus/Drum#features
image
background of study
1. 146-168, Philip Kotler, Marketing Management (12th edition), Pearson Education Publications
Literature review……
1 Mani, R., & Tripathy, D. (2013). A STUDY ON CONSUMER BUYING BEHAVIOR TOWARDS TWO
WHEELER BIKES IN CONTEXT TO INDIAN MARKET,4(1), 65-73.
https://www.researchgate.net/profile/Ronald_Mani/publication/306373985_A_STUDY_ON_CONSU
MER_BUYING_BEHAVIOR_TOWARDS_TWO_WHEELER_BIKES_IN_CONTEXT_TO_INDIAN_MARKET/lin
ks/57bb46ee08ae8a9fc4c27899/A-STUDY-ON-CONSUMER-BUYING-BEHAVIOR-TOWARDS-TWO-
WHEELER-BIKES-IN-CONTEXT-TO-INDIAN-MARKET.pdf
2 S. (2016). Consumer Behaviour towards Motorcycles: A Conceptual Study,3(1), 345-348.
http://www.allresearchjournal.com/archives/2017/vol3issue1/PartE/3-1-72-816.pdf
3 Reddy, K. M. (2002). CONSUMERS BEHAVIOUR TOWARDS TWO-WHEELER MOTOR BIKES.,1-9.
http://ou-mba.ac.in/i/2.pdf
4 E. T., & G. P. (2014). Factors Influencing Consumer Buying Behaviour: A Case Study,14(5), 1-7.
https://globaljournals.org/GJMBR_Volume14/4-Factors-Influencing-Consumer-Buying.pdf
5 Jayaraj, A. M. (2017). A STUDY ON CONSUMER BEHAVIOUR TOWARDS TWO WHEELER DEALERS

IN COIMBATORE DISTRICT,7(4), 418-423.
http://ijmrr.com/admin/upload_data/journal_Martin%20%203.pdf
6 Antony, J., & THomas, C. (2017). A STUDY ON FACTORS INFLUENCING PURCHASE INTENTION OF
CONSUMERS TOWARDS TWO WHEELERS,4(5), 626-631.
http://www.ijaerd.com/papers/finished_papers/A%20STUDY%20ON%20FACTORS%20INFLUENCING
%20PURCHASE%20INTENTION%20OF%20CONSUMERS%20TOWARDS%20TWO%20WHEELERS-
IJAERDV04I0588050n.pdf

STUDIES, VAPI
pg. 101
7 M. S., & A. P. (2011). A Study on Consumer Behaviour of Automobile Products with Special
Reference to Two- Wheeler in Tirunelveli City Tamil Nadu, India,1(3), 161-163.
http://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.682.6517&rep=rep1&type=pdf
8 Sharma, M. K. (2014). The Impact on Consumer Buying Behaviour: Cognitive Dissonance,6, 833-
840.
https://www.ripublication.com/gjfm-spl/gjfmv6n9_05.pdf
9 Padhi, P. (2017). Decision Making Process for Durable Products: A Case Study of Two-wheelers
in Ganjam,7(5), 63-70.
http://euroasiapub.org/wp-content/uploads/2017/06/6FMMay-4890-1.pdf
10 Altekar, S., & Keskar, A. (2014). A Study of the Factors Impacting the Buying Decision Process
Vis-à-vis Specified Consumer Durables in NOIDA,1(2), 111-123.
https://www.scmsnoida.ac.in/assets/pdf/journal/vol1Issue2/09%20Shrirang%20Altekar.pdf
11 Basha, S. S., & Lakshmanna, B. C. (2017). A Study on Factors Influencing Consumers’ Buying
Behaviour of Two Wheelers with Special Reference to Rayalaseema Region, Andhra Pradesh,
India,4(1), 37-49.
http://ijar.org.in/stuff/issues/v4-i4(1)/v4-i4(1)-a004.pdf
12 Yogi, K. S. (2015). An Empirical and Fuzzy Logic Approach to Product Quality and
Purchaseintention of Customers in Two Wheelers,1, 57-69.
https://reader.elsevier.com/reader/sd/pii/S2405883116000046?token=621807979F8143988F4E798
019C6C6AE0B29F2F9F9461DA2DCE0AC6E63256C1FB6E66839C5C490C93B4A8D61DE9EE6CA

STUDIES, VAPI
pg. 102
Chapter no 11
Annexure

STUDIES, VAPI
pg. 103
ANNEXURE
PART- A
1. Age (Years):
18-30 31-40 41-50 51-60 Above60
2. Gender: a) Male ( ) b)Female ( )
3. Marital status a) Married ( ) b) Unmarried ( )
4. Education:
a) SSC ( ) b) HSC ( )
c) Graduation ( ) d) Post-Graduation ( )
e) Any other ( )
5. Occupation:
a) Student ( ) b) Business ( )
c) Employee ( ) d) Professional ( )
e) Any other ( )
6. Monthly Income:
a) Below Rs.10000 ( ) b) Rs. 10000-20000 ( )
c) Rs 20000-30000 ( ) d) Rs.30000 & above ( )
PART – B
7. Which type of two wheeler do you own ?
a) Bike ( ) b) Scooter ( )
8. Mention the model of vehicle you own .

a) TVS Pep+ ( ) b) Zest 110cc ( ) c) Weago ( ) d) XL100 ( )
e) Jupiter ( ) f) Ntorq 125cc ( ) g) Radeon ( ) h) Star city ( )

STUDIES, VAPI
pg. 104
i) Sport ( ) j) Apache ( )
9. What was the source of information from which you came to know about your
vehicle?
a) Newspaper ( ) b) Magazines ( ) c) Television ( ) d) Hoarding ( )
e) Friends ( ) f) Shroom ( ) g) Internet ( )
10. Do you think TVS makes modle with optimum required feature that suits your
earning and satisfied you?
a) Yes ( ) b) No ( )
11. By which option did you bought your vehicle?

a) Payment at on time ( ) b) Instalment ( )
12. How much important did you gave to following factor while purchasing two-wheeler?
Very Much Neutral Less Very

much less
Performance
Less repairing cost
Durability
Price
Mileage
Engine power
Brand
Style and look
Resale value
After sales
service

STUDIES, VAPI
pg. 105
13. At the time of purchase did you thought that bike/scooter would be used by your other
family member also?
a) Yes ( ) b) No ( )
14. Did you switch your decision from bike to scooter for space for carriage reason?
a) Yes ( ) b) No ( )
15. Space to carry luggage how much important for you ?
Very much Much Neutral Less Very less
16. Who influence you in purchase decision of your vehicle?

a) Family Member ( ) b) Friends ( ) c) Work Groups ( )
d) Dealers ( ) e) Mechanic ( ) f) none of these ( )
17. After usage how much satisfy from the following features. How would you rate it
Very Much Neutral Less Very
much Less
Mileage
Comfort
Power
Quality of spare parts
Safety
Low cost maintenance
Overall Performance
After sales service
18. Suppose a new model is introduce in the market, will you try to switch over?
a) Yes ( ) b) No ( )
19. Are you going to continue your relation with TVS in future?
a) Yes ( ) b) No ( )
20. Would you recommend TVS bike/scooter to someone else in future?

a) Yes ( ) b) No ( )

STUDIES, VAPI
pg. 106

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A

SUMMER INTERNSHIP PROJECT REPORT ON

GIDC RAJU SHROFF ROFEL INSTITUTE OF MANAGEMENT STUDIES,

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

Signature of the Faculty Guide

Signature of Principal/Director with stamp of Institute

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

I received my training at TVS POWERWINGS BIKES PVT. LTD, Vapi as a requirement of

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

Company study TVS 13

Vision and Mission 15

3 Introduction of the study 33

Objective of the study 39

Limitation of the study 49

6 Data analysis & Interpretation 50

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Journey of two-wheeler industry in India

Indian Two-wheeler Industry in the Global Scenario.

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

Full Year sales performance FY 2018-2019:

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

Vision & Mission:-

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

2. Founder of TVS P.R. Jadeja (chairman of JBGO groups)

3. It is a sole proprietorship firm.

4. On current date market share of Powerwings (TVS) is 50% in vapi region.

5. Powerwings Bikes PVT LTD works on 4S principal-sales, service, spares parts,

7. Number of employees are 35.

8. Turnover for 2018-2019 is Rs. 40 crore.

9. Email Id: - sm.vapi@powerwings.biz

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Sales Spare parts Service Safety Other

Sales Cashier Account Insurance Goodlife RTO

Mechanic Employees Employees Employees Employees

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

• Biggest seat in segment (Ample comfort)

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GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

GIDC RAJU SHROFF INSTITUTE OF MANAGWMENT

Consumer buying behaviour is the sum total of a consumer's attitudes, preferences,

Broadly, it is decision-making process of individuals to allocate their potential resources, i.e.

A consumer making a purchase decision will be affected by following factors/dynamics: