Executive summery

Title – CONSUMER BEHAVIOUR TOWARDS LG TELEVISION IN

BHATKAL
INTRODUCTION
The report on consumer behaviour of LG television , consumer physchology is most important to
study of consumer to know how people behave while purshasing, using and disposing the
product and services.its necessary for marketer to know the buying behaviour of the consumer
before marketing the product and services in order to be a successful marketer.

The objectives of report were as follows:

The primary objective of the study is to know about the consumer behavior towards the LG
TELEVISION.

To know the popularity of LG television in Bhatkal city.

To know the market share of LG television in Bhatkal city.

To know the satisfaction level of current user of LG television.

Research was undertaken by following the below research methodology:

Research problem -

Research design – Descriptive.

Sample Universe – Bhatkal.

Sample frame : House wives.

Sample unit – Each household in 4 mojor area.

Nawayeth colony, Madina colony, Azad nager, Bhatkal town.

Sampling Technique – convience sampling method used.

Desire sample size – A sample size of 100 respondent was specified.

Research instrument – structured questionnaire.

1
The key findings of report was as follows :

➢ Through the survey it was found that 95% of the respondents are
having TV in their home.
➢ The research shows that 44% of respondents own LG television.
➢ The survey shows that reason buying the LG television is its quality
and after sales service.
➢ Through massive advertisement consumer are influence to purchase
and switching their brand to LG.
➢ As per survey report shows 36% of respondent buy LG television
because of quality and 32% of respondent buy due to brand image.
➢ By conducting survey it was found that there was only one service
station and authorised dealer in the city due to which the customer
were inconvenient.

The followings were limitation of study:

1. The present study is subjected to following LIMITATIONS

2. Times was the major limiting factor as the time allotted to conduct
survey was not enough.
3. Some respondent were irresponsive.
4. The research is directly concerned with the study of consumer
behavior and achieving absolute mathematical accuracy was not
possible.
5. Method of data collection was through personal and therefore bias
becomes a major limitation.

2
INDEX

3
Chapter No CONTENTS Page No

1 INTRODUCTION 05 – 10
Introduction to LG electronic india pvt. 6–7
Ltd.
8 - 10
Introduction to Kiran Enterprise.

2 COMPANY PROFILE 11 – 27
Growth trend of LG 13 – 15
Vision of the cpmpany
16 – 18
Strategy of the company
19
Milestones
20 – 25
Awards
26 – 27

3 PRODUCT PROFILE 28 – 37
Consumer electronics 31 – 33
Home appliances
34 – 36
Computer product
36
Mobile phone
37

4 LITERATURE REVIEW 38 – 48
Consumer behavior 39
Types of buying decision behavior
40 – 41
The buyer decision process
42 – 43
Factors influencing consumer behavior
44 – 48
4
CHAPTER – 1

5
 INTRODUCTION

• Introduction to LG Electronic India Pvt. Ltd.

• Introduction to Kiran Enterprises

INTRODUCTION TO LG Electronic India Pvt. Ltd.

6
• Established In: May 1997
• Managing Director: Mr. Moon B. Shin

• Corporate Office: Plot no 51, Udyog Vihar, Surajpur Kasna Road, Greater Noida (UP)

• Manufacturing Units: Greater Noida (U.P.) & Pune (Maharashtra)

• Corporate Website: http://www.lgindia.com

LG Electronics India Pvt. Ltd. Is established in 1997 and it is wholly owned subsidiary of LG
Electronics, South Korea. In India for a decade now, LG is the market leader in consumer
durables and recognized as a leading technology innovator in the information technology and
mobile communications business. LG is the acknowledged trendsetter for the consumer durable
industry in India with the fastest ever nationwide reach, latest global technology and product
innovation.

One of the most formidable brands, LGEIL has an impressive portfolio of Consumer
Electronics, Home Appliances, GSM mobile phones and IT products.

LG Electronics India Pvt. Ltd., a wholly owned subsidiary of LG Electronics, South Korea
was established in January, 1997 after clearance from the Foreign Investment Promotion Board
(FIPB).

The trend of beating industry norms started with the fastest ever-nationwide launch by LG in a
period of 4 and 1/2 months with the commencement of operations in May 1997.

7
LG set up a state-of-the art manufacturing facility at Greater Noida, near Delhi, in 1998, with an
investment of Rs 500 Crores. This facility manufactured Color Televisions, Washing Machines,
Air-Conditioners and Microwave Ovens.

During the year 2001, LG also commenced the home production for its eco-friendly
Refrigerators and established its assembly line for its PC Monitors at its Greater Noida
manufacturing unit. The beginning of 2003 saw the roll out of the first locally manufactured
Direct Cool Refrigerator from the plant at Greater Noida.

In 2004, LGEIL also up its second Greenfield manufacturing unit in Pune, Maharashtra that
commences operations in October 2004. Covering over 50 acres, the facility manufactures LCD
TV, GSM Phones, Color Televisions, Air Conditioners, Refrigerators, Microwave Ovens Color
Monitors.

Both the Indian manufacturing units has been designed with the latest technologies at par
with international standards at South Korea and are one of the most Eco-friendly units amongst
all LG manufacturing plants in the world.

LG has been able to craft out in ten years, a premium brand positioning in the Indian
market and is today the most preferred brand in the segment.

INTRODUCTION TO KIRAN ENTERPRISES

KIRAN ENTERPRISES is a sole trading concern and was established on 11th of

February 1992 by Mr. KIRAN N MANKAME, with an investment of Rs.3lacs.

8
 He is an eminent businessmen and great visionary. He tried his best to provide all the types
of electronic goods to fulfill the esteem needs of the customer by providing them esteem
products excellent services. KIRAN ENTERPRISES never look back and grew steadily
in every sphere of marketing.
The firm in its philosophy looks to render quality service to there customer and provide
benefits by selling there products.
In the year 1997 LG ELECTRONICS INDIA PVT. LTD. Has appointed them as
authorized dealer in BHATKAL city. He introduces an additional capital of Rs.6 lacs to set up
the LG EXCLUSIVE SHOWROOM.
KIRAN ENTERPRISES is the only authorized dealer in an around BHATKAL.
KIRAN ENTERPRISES has wide market coverage and large market share in and around
BHATKAL, which starts from GANGOLLI-BHATKAL-KARWAR. It covers the towns like
Murdeshwar, Manki, Kumta, Shiroor, Bydoor, etc.
KIRAN ENTERPRISES is located in the heart of BHATKAL city opp. To K.S.R.T.C bus
stand, National highway-17 and connected with well transport system, were there is generally
good flow of public.
KIRAN ENTERPRISES have number of competitors such as PAI INTERNATIONAL,
PRITHVI ENTERPRISES, BEST SALES, SUVIDHA ELECTRONICS, CHETAN HOME
APPLIANCES, etc. inspite of so many competitors KIRAN ENTERPRISES has got a large
market share and most trusted enterprise in and around BHATKAL and has a turnover of around
35-40lacs per month.

The firm has its staff in all 15 numbers of employees, 5 salesperson, 4 technician, 2 clerks, 2
delivery boys and a manager.

Facilities provided by KIRAN ENTERPRISES:

They provide various facilities to the customers to fulfill there esteem needs. The facilities
provided by KIRAN ENTERPRISES are:
• 0% interest finance: They provide 0% interest on purchase of goods on installment basis for the
convenience of the customers.

9
• Door to door service: They deliver the goods at customer’s door provide door to door service to
the customer on the purchase of goods.
• After sales service: They provide after sales service for their customers when there is any sort of
major or minor problem with the products, after receiving just a call by the customer they sent
there technician to tackle the problem.

Offers:
Generally KIRAN ENTERPRISES gives special offers on the of various occasion especially
at the time of festivals like Depawali, Ramzan, etc.

Brands Available In Kiran Enterprises:

Kiran enterprises deals with various brands, some of the major brands are

• LG
• ONIDA
• SAMSUNG

10
 • SONY
• VIDEOCON
• GODREJ
• ELECTROLUX
• SANSUI
• HYUNDAI
• PHILIP
• VOLTAS
• SHARP
• KENSTAR
• WESTER
• WHIRPOOL, etc

CHAPTER - 2
COMPANY PROFILE

• Growth trend of LG
• Vision of the cpmpany
• Strategy of the company
11
• Milestones
• Awards

FINANCIAL PERFORMANCE DURING LAST

DECADE

12
 Growth trend of LG
Hyderabad, June 23 For South Korean consumer electronics major LG Electronics,
India could graph the highest growth rate in terms of sales compared with its other

13
markets in the last five months, beating global trends of slackened consumer spending
due to recessionary fears.

LG Electronics India Ltd (LGEIL) clocked a growth rate of 18 per cent in the last five
months compared with the corresponding period of 2008, mostly driven by increase in
sale of products in the refrigeration and AC segments, according to Mr Moon B. Shin,
Managing Director. “We are now aiming at a 25 per cent growth in our turnover for 2009
to touch about Rs 13,000 crore. Last year (2008), we had achieved a turnover of Rs
10,730 crore,” he told presspersons on the sidelines of the launch of a new LG Shoppe
here recently.

The company is poised to roll out new models in LCD and GSM handset categories in
the next three to six months in the domestic market.

LG India sales revenue up 50% this festive season

New Delhi, Nov. 6 Durables company LG Electronics said it had posted a record sales
revenue of Rs 2,535 crore for September-October, an increase of 50 per cent compared
with sales revenue for the corresponding period a year-ago.

This festival season LG Electronics recorded a 49 per cent growth in its home appliance
business, 68 per cent in refrigerators, 60 per cent growth in washing machines and over
41 per cent in microwave ovens.

The season also saw phenomenal sales, especially in the display category, which
includes conventional CRT TV and flat panel displays (PDPs, LCDs and flat screen
TVs). LG’s contribution in consumer electronics category this festive season alone has
seen a growth of 39 per cent over the corresponding period last year.

“The festive season has seen LG Electronics continue to generate significant growth
with a portfolio of products spread across the widest variety of price points in the
company’s history.

“We have introduced high-end products that not only provide the right technology but
also suit the new age lifestyles of Indian consumer, this also confirms consumers’
shifting preferences towards exercising affirmative choice to buy high quality reliable
products rather than bargain hunting,” said Mr Moon B. Shin, Managing Director, LGEIL

14
Major market players
Sumsung
whirlpool
Sony
Philips
Onida
Voltas
kenstar

Market share of LG in India

15
VISION OF THE COMPANY

16
 LG Electronics vision for the 21st century is to become a true global digital leader through
fast growth and fast innovation and to be known as a company who can make its worldwide
customers happy through its innovative digital products and services. LG Electronics has set its
mid-term and long-term goal to rank among the top 3 electronics, information, and
telecommunication firms in the world by2010. We aim to utilize our core capabilities of product
leadership, market leadership and people leadership and enhance our corporate culture of team
work and fun workplace to achieve our mission of becoming “2 by 10”, that is, double our sales
volume and profit by year 2010.

LG BRAND

17
 The values

“The values are derived from the heart of LG

Corporate founding principles”

Management creating values for the customer

Philosophy management based on esteem for human dignity

Values

We are honest and responsible. We always keep the promises we make to our customers in
our bid to become the world’s most trusted brand.

Innovation

We provide the most innovative products and services. Our innovations are made not for
technology’s sake, but for our customer’s benefit. From the most basic features to the most
sophisticated technology, our products are designed to give our customer substantial value.
(Technology for customers not for engineers)

People

Respecting and caring for our customers is the driving force behind our philosophy in
human-centric product development. Respecting and caring for our employees make this a
reality.

Passion
We are very passionate about providing products and services that satisfy the unmet needs
of the customers, as well as those potential needs of customers which they have yet to recognize.

Positioning Statement

18
 LG strives to enhance the customer’s life (and lifestyle) with intelligent features, intuitive

functionality, and exceptional performance. Choosing LG is a form of self-expression and self-

satisfaction. Our customer will take pride in owning the amazing and take comfort in knowing
he/she made a smart, informed decision.

Brand Platform

The LG brand comprises four basic elements: Values, Innovation, People, and Passion.

“Life’s Good” Represents LG's Determination to

Provide Delightfully Smart Products That Will Make Your
Life Good.

STRATEGY OF THE COMPANY

LG Electronics is pursuing the vision of becoming a true global digital leader, attracting
customers worldwide through its innovative products and design. The company’s goal is to rank

19
among the top 3 consumer electronics and telecommunications companies in the world by 2010.
To achieve this, we have embraced the idea of “Great Company, Great People,” recognizing
that only great people can create a great company.

MILESTONES

20
 1958
GoldStar (today’s LG Electronics) established

1959
Korea’s first radio produced

1962
Radio exported to the US and Hong Kong as Korea’s first

1965
Korea’s first refrigerator produced

1966
Korea’s first black & white TV produced

1968
Korea’s first air conditioner produced

1969
Korea’s first washing machine produced

1974
GoldStar Communications went public

1977
Color TV produced

1978
Exports surpassed US$100 million, a first for Korea’s electronics industry

1980
First EU sales subsidiary in Germany (LGEWG) established

1982
Color TV plant established in the US in Huntsville, Alabama

1984
Sales surpassed 1 trillion Won

21
 1986
European-standard VCR plant established in Germany

1989
Sales subsidiary and a joint production subsidiary established in Thailand

1990
Ireland-based design technology center established

1993
With the establishment of Huizhou subsidiary in China(LGEHZ), marketing in China took full
swing

1995
Company name changed to LG Electronics and US-based Zenith acquired

1997
40-inch Plasma TV and the world’s first IC set for DTVs developed India production subsidiary
(LGEIL) established

1998
World’s first 60-inch Plasma TV developed 1999 LG.Philips LCD established

2000
LG Information & Communications merged The world’s first Internet-enabled refrigerator
launched Global sales of refrigerators reached the number one position
2001
Asynchronous IMT-2000 equipment commercialized The world’s first Internet enabled washing
machine, air conditioner, and microwave oven launched LG.Philips Displays, a joint venture
with Philips established
2002
Under the LG Holding Company system, the Company spun off to LG Electronics (LGE) &
LG Electronics Investment (LGEI) The first home network system commercialized in the
global market
2003
World’s first synchronous-asynchronous IMT-2000 mobile phone developed The world’s first

22
 76-inch Plasma TV developed CDMA mobile handsets took the largest share in the US and
world CDMA market Launched the world’s first Super Multi DVD Rewriter
2004
EVSB, the next-generation DTV transmission technology, chosen to be the US/Canada DTV
transmission standard by the US ATSC All in-one LG 55-inch LCD TV, the world’s first and
largest among LCD
TVs, commercialized The world’s largest and first 71-inch Plasma TV commercialized The
world’s first terrestrial DMB phone developed Developed Wireless Speaker Home Cinema
System

2005
The world’s first DMB notebook commercialized The world’s slimmest TV commercialized
The world’s largest 102-inch Plasma TV developed LG and Nortel Networks agreed to
establish a joint
venture for telecommunication network equipment Satellite-based DMB phone commercialized
The largest share seized in the global CDMA market

2006
Launched the LG Shine, the second handset in the Black Label Series Globally launched the
steam washing machine and interactive TV refrigerator Developed the world’s first 100-inch
LCD TV Launched the world’s largest Full HD 102-inch Plasma TV (1080p) Developed the
world’s first dual-format high-definition Disc
Player& Drive

2007

23
•
En
abl
es
use
rs Date 11-JUL-07
to
enj LG presents 5 mega-pixel GSM handset – KG 920
oy• Innovative Twist & Slim design -180° rotating camera
dig• 4x zoom, video recording at 30 frames/sec and much more
ital
mu DateL : 12-JUL-07
sic G
LG launches India’s first Bluetooth enabled car
, U
ph n audio system
oto ve user to share audio files from laptops and mobiles
• Enables
s • First
ilscar audio ever which can double up as a hands-free device for cell phones
an In
d • Stylishly
di built and equipped with 3D display LCD screen
mo a’
vie
s
s
Dat fir
dir : 17-JUL-07
ecte st
ev
ly
LG presents technovation at its best
fro er
Di
m• Announces Notebook Business as one of the growth engines for LG India
oth gi
•LG’s IT Division plans to grow by 30% in volume terms and 20% in revenue terms for
erYearta 2007
dig l
• Pioneers glass- free 3D viewing in India with the launch of India’s first 3D LCD monitor
ital U
• Launches India’s first Notebook with Auxiliary Display and the path breaking “Desk Note”
de S
vic B
es,Date:
Pl 20-JUL-07
suc us
h
LG Electronics completes a successful H1 2007
T
asAchieves
V 20% average growth over H1sales turnover in 2006
MSucceeds
– in further building India as an export hub with 50% growth over last year
ult A
im
te
edi
ch
a
n
ca
ol
rdDate: 30-AUG-2007
s, o
US gi
LG set to dazzle India with “Shine”
ca
B • Launches India’s first full metal-bodied phone from the premium Black Label series of
l
thmobile
M
u • Target
phones
to be amongst the top 3 players in the premium handsets category in India 24
ar growth of 150 % by first quarter of 2008
m• Targets
b ve
driDate:
l 04-SEP-2007
M LG Electronics launches the New Slim TV-BLACK IRIS
P3
• 30% slimmer in volume & 390 mm in depth compared to other Normal Flat TV picture
pla
tubes
ye
• New Hot & Cold finish offers high quality glossy and durable finish.
r,P
• Available in 32”, and 42” wide sizes
Cs
• Brings together an exceptional combination of design and technology
,
• Targets 30% market share in the FPD segment by 2007 year end
iP
• Aims to sell 5000 units by year end
od,
CaDate: 18-SEP-2007
me
ras
,
Ha
nd
Date: 24-OCT-07
y Date: 09-OCT-2007
LGUnveils
LG Electronics
PearlBags prestigious
Black LCD seriesESC Award
in the for Market
Indian Export
Excellence in 2005-06

• Wins award for excellence in Exports of Electronic Hardware for 2005-2006

• Targets exports of USD 250 Mn for calendar year 2007.

Date: 24-DEC-07

•Launches its first 5 mega pixel camera phone

•Viewty boasts several ‘world first’ features such as fastest recording speed and optimum
functionality
•Targets growth of 200% by 2008

25
 Awards
As LG is declared one of the most awarded brand by all. Be it the critic, the market or by
you. At LG we believe each one of these awards truly belongs to you as they are reflection of
your trust & satisfaction, not to mention our stringent quality control & process like 6 sigma to
give you the best of the products that meets global standards. For us what matters most is you &
we thank you for making us the No.1 brand.

26
Award Name Awarded Year
By
Most Admired Company in India A&M 1998
Magazine
Most Admired MNC A&M 1999
Magazine
No.1 Consumer Durable Company A&M
Magazine
Best Marketing Company A&M
Magazine
Most Ethieal MNC Business
World
Techies Award Best Flat Screen Monitor Computer 2000
World
3rd Largest Exporter ESC2001 2001
Best Employer Business
Today/
Hewitt
Assts
Best Employer Business 2002
Today/
Hewitt
Assts
Enterpreneur of the year Ernst &
Young
Gold Rating for Environmental CII 2003
Performance
No. 1Awareness Award. Business
Today
Super Achivers Award : MD LGEIL CETMA
Green Technology Gold Award Green Tech
Foundation
Best Designer Award –Art Cool Air Business
Conditioner World &
NIT 27
VAR India User Choice Award : Monitors VAR India
Most Admired Product – Microwave EFY 2004
Award for IT Innovation Business
Today
Most Trusted Brand –CD Writers DIGIT/Jasu
bhai Digital
Media
EFY’s Electronics Organization of the Year Electronics 2005
Award for Televisionelevision for You
Consumer Durable Retailer of the Year ICICI Bank
Excellence in Corporate Leadership & CNBC TV
Entreprerenural Spirit 18
Most preferred Brand- CTV & WM CNBC
Co Consumer
ns Vote
u Awards

m
Maximum ChapterCONCOR
Imports & Third Highest Exports–3
er Reader’s Choice Award For
EFY EFY
Microwaves
el
Outstanding
ec
Product CETMA
Profile
Contribution in the field of HR

tr
Outstanding Contribution in the field of HR MID DAY

on Company :CDMA Handsets

Top V&D
icsCompany : Fixed Phones
Top V&D
Best in Recruiting & Staffing RASBIC 2006
Ho
Most
m Preferred Brand – CTV, WM, CNBC
Computer & AC Awaaz
e Consumer
ap Awards
4pli
P Award : Refrigerator and Air 4Ps Power
Conditioner
an Brand
Award
ce
4P Power Brand CNBC
s Consumer
Vote
Co Awards
m
Most Trusted Brand – LCD TV, Plasma TV, Reader’s
puWM, Ref, PC
AC, Digest
te
Maximum Exports-Consumer Electronics ESC
r
Maximum Exports PRODUCT LINE CONCOROF LG
pr
First Consumer Awards – CTV, Ref, WM,
od MWO, PC
AC,
Times
Group 28
uc
Business World Customer Loyalty Survey : Business 2007
t
Air-conditioner & Refrigerator World &
 Top Newsmaker – Consumer Durables Business
Today &
Cirrus
Most Trusted Brand – TV, AC & HA Super
Brands
Reader’s Digest Trusted Brands Platinum Reader’s
Awards- • Consumer Electronics
Airconditioner Digest
EFY Reader’s Choice Award For IT & EFY
MWO • Home Appliances Enterprises
Pvt. Ltd.
• Computer Products
India’s Most Trusted Brands 2007 Brand
• Mobile Phones Equity
4 Ps Business & Marketing : India’s 100 Planman
Most Valuable Awards Consulting
& ICMR

Product Line:

29
30
Business Areas & Main Products
Category Main Products

Consumer LCD TV , Plasma Display , Display Panel, Color Television, Home

Electronics Theatre System, Music system, DVD Recorder/Player, MP3 & MP4
Player

Home Appliances Room Air Conditioner, Commercial Air Conditioner , Refrigerator,

Washing Machine, Dishwasher, Microwave, Vacuum Cleaner

Computer Laptop, Personal Computer, LCD monitor, CRT monitor, Optical

Products Storage Devices

Mobile Phone Premium trend setter phone , Camera Phone , Music Phone , Color
Screen GSM Handset

Consumer Electronics
Plasma Display:

31
World’s first and largest 71-inch Plasma TV
Model : 71PY10
- Brightness : 800cd/ ㎡
-Contrast : 1200:1
-Resolution : 1920 X 1080(Full HD)
-Digital Comb Filter
-DCDi
-Sound
-Audio Output(15WX2) with 6 speakers
-Function
-PIP/DW/POP
-Split Zoom
-Zoom in&out
-Interface Side A/V, S-Video in DVI, RGB, RS232C, IR

LCD TV:

32
Pearl Black
Model: 47LB9

-Size: 47 (119 cms)

-MRP: Rs 150000

-Designer series
-10000:1 Dynamic Contrast Ratio
-TruM – 5 millisecond response time
-Spectabright – 600 cd/m2 brightness
-XD Engine
-Simplink

Color Television:

• Slimagic TV
• Flatron TV

33
DIGITAL AUDIO VIDEO

• 6.1 inch AV receiver

• Home Theatre System
• Music System
• DVD Player

Home Appliances
ROOM AIR CONDITIONER

• Split Invertor AC
• Split Art Cool AC
• Floor Standing AC
• Multi Split AC
• Hot and Cold AC
• Split AC
• Window AC

34
COMMERCIAL AC

• Ductable Type AC
• Cassatte Type AC
• Multi V Plus (VRF)
• MPS
• ECO

REFRIGER ATOR

• Side by Side Refrigerator

• Frost Free Refrigerator
• Direct Cool Refrigerator

WASHING MACHINE
• Dish Washer
• Washer Dryer
• Front Load Washing Machine

35
• Top Load Washing Machine
• Semi Automatic Washing Machine

MICROWAVE OVEN
• Solardom Microwave

• Convection Microwave

• Grill Microwave
• Solo Microwave

VACUUM CLEANER

• Vacuum Cleaner

Computer Products

36
• Notebook PC
• Desktop PC
• Monitor
• Optical Storage Device

MOBILE PHONE

• Viewty
• Shine
• Dynamite
• Pulse
• Bullet

37
 Chapter - 4
LITERATURE REVIEW

• Consumer behavior
• Types of buying decision behavior
• The buyer decision process
• Factors influencing consumer behavior

38
 Consumer Behaviour
Definition:
According to the American Marketing Association, Consumer Behaviour is
defined as "the dynamic interaction of affect and cognition, behaviour, and environmental events
by which human beings conduct the exchange aspects of their lives."
More generally, Consumer Behaviour is the psychology behind Marketing and the
behaviour of consumers in the Marketing environment.
Cognitive Psychology and Social Psychology are the two major psychological
disciplines of Consumer Behaviour.
Cognitive Psychology is the study of mental behaviours. The Attention, Perception,
Comprehension, and Decision Making are the various aspects of cognitive psychology that play
an important role in Consumer Behaviour.
Social Psychology is the study of the manner in which the personality, attitudes,
motivations, and behaviors of the individual influence are influences by social groups.
Today, many brand marketers and advertisement agencies believe that one-to-one
marketing is a key ingredient in the marketing mix. They share the opinion that adding a large
dose of up close and personal interaction sparks consumer behaviour.
Consumer behaviour Study of how people behave when obtaining, using, and
disposing of products and services. Consumer jury test a method of testing advertisements that
involves asking consumers to compare, rank, and otherwise evaluate the advertisement

39
 TYPES OF BUYING-DECISION BEHAVIOUR
Consumer decision making varies with the type of buying decision. The decisions to buy
shampoo, a cricket bat, a digital television, a new car are all very different. Complex and
expensive purchases are likely to involve more buyer deliberation and more participants.

It consist of four different buying behaviour, i.e. Complex buying behaviour, Dissonance-
Reducing buying behaviour, Habitual buying behaviour, and Variety-Seeking buying behaviour.

High involvement Low involement

Significant differences Between brands

Few differences between brands

40
Complex Buying Behaviour:
Complex buying behaviour involves three steps. First, the buyer develops beliefs about
the product. Second, he or she develops attitudes about the product. Third, he or she makes a
thoughtful choice. Consumers engage in complex buying behaviour when they are highly
involved in purchases and aware of significant differences among brands. This is usually the case
when the product is expensive, bought infrequently, risky, and highly self-expensive.

Dissonance-Reducing Buying Behaviour:

Sometimes the consumer is highly involved in a purchase but sees little difference in
brand. The high involvement is based on the fact that the purchase is very expensive, infrequent,
and risky. If the consumer finds quality differences in the brands, he or she might go for the
higher price. If the consumer finds little difference, he or she might simply buy on price or
convenience.

Habitual Buying Behaviour:

It occurs under the conditions of low consumer involvement and little significant brand
difference. They simply go to store and reach for a brand. If they keep reaching for the same
brand, it is out of habit rather than strong brand loyalty. Consumers appear to have low
involvement most low-cost, frequently purchased products.

Variety-Seeking Buying Behaviour:

Consumer undertakes variety-seeking buying behaviour in situations characterized by
low involvement but significant brand differences. Here, consumers often do a lot of brand
switching. Brand switching occurs for the sake of variety rather than dissatisfaction.

41
 The buyer decision process
The buyer decision process consists of five stages: need recognition,
information search, evaluation of alternatives, purchase decision,
and post-purchase behavior. Clearly, the buying process starts long
before actual purchase and continues long after. Marketers need to focus on

the entire buying process rather than on just the purchase decision.

The figure implies that consumers pass through all five stages with every
purchase. But in more routine purchases, consumers often skip or reverse
some of these stages.

Need Recognition:

The buying process starts with need recognition–the buyer

recognizes a problem or need. The need can be triggered by internal stimuli
when one of the person’s normal need–hunger, thirst, sex–rises to a level
high enough to become a drive. A need can also be triggered by external
stimuli.

Information Search:
An interested consumer may or may not search for more information. If
the consumer’s drive is strong and satisfying product is near at hand, the
consumer is likely to buy it then. If not, the consumer may store the need is
memory or undertake an information search related to the need.

42
Evaluation of Alternatives:
The marketer needs to know about alternative evaluation–that is,
how the consumer processes information to arrive at brand choices.
Unfortunately, consumers do not use a simple and single evaluation process
in all buying situations.

Purchase Decision:
In the evaluation stage, the consumer ranks brands and forms
purchase intentions. Generally, the consumer’s purchase decision will be to
buy the most preferred brand, but two factors can come between the
purchase intention and purchase decision. The first factor is attitudes of
others, the second factor is unexpected situational factor.

Post-Purchase Behaviour:
The marketer’s job does not end when the product bought. After
purchasing the product, the consumer will be satisfied or dissatisfied and will
engage in post purchase behavior of interest to the marketer. If the product
falls short of expectations, the customer is disappointed; if it meets
expectations, the consumer is satisfied; if it exceeds expectations, the

consumer is delighted.

Factors influencing consumer behaviour

Consumers do not make their decisions in a

vacuum. Their purchases are highly influenced by
cultural, social, personal, and psychological factors.
For the most part, they are “non controllable” by the

43
marketer but must be taken in to account. We want to examine the influence of each factor on a
buyer’s behavior.

Personal Factors:
The buyer’s decisions are influenced by personal factors such as the buyer’s age, life-cycle stage,
occupation, economic circumstances, life style, and personality.

Age: people change the goods and services they buy over their life times. Tastes in food,
clothes, furniture, and recreation are often age related.

Life cycle: the stage through which families might pass as they mature over a time. Marketers
often define their target market in terms of life cycle stage and develop appropriate products and
marketing plan for each stage. Traditional family life cycle stages include young singles and
married couple with children. Non traditional stages such as unmarried couples, singles, marring
later in life, childless couple, same sex couples, single parents, extended parents and others.

Occupation: A person’s occupation affects the goods and services bought. Marketers try to
identify the occupational groups that have an above average interest in their products and
services. A company can even specialize in marking products needed by a given occupational
group.

Economic circumstances: A person’s economic circumstances will affect economic choice.

Marketers of income-sensitive goods watch trends in personal income, savings, and interest
rates. If economic indicators point to a recession, marketers can take steps to redesign,
reposition, and reprice their products closely.

Lifestyle: People coming from the same subculture, social class, and occupation may have quite
different lifestyles. Lifestyle is a person’s pattern of living as expressed in his or her
psychographics. Lifestyle captures something more than the person’s social class or personality.

Psychological factors:

44
A person’s buying choices are influenced by for major psychological factors-motivation,
perception, learning, beliefs and attitudes.

Motivation: A person has many needs at any given time. Some needs are biogenic; they
arise from psychological states of tension such as hunger, thirst, or discomfort. Others are
psychogenic; they arise from psychological states of tension such as need of recognition, esteem,
or belonging. A need becomes a motive when it is aroused to a sufficient level of intensity. A
motive is a need that is sufficiently pressing to drive the person to act.

Perception: A motivated person is ready to act. Perception is the process of selecting,

organizing and interpreting information inputs to produce meaning. Perception depends not only
on the physical stimuli, but also on the stimuli’s relation to the surrounding field and on
conditions within the individual. The key point is that Perception can vary widely among
individuals exposed to the same reality.

Learning: When person act, they learn. Learning involves changes in an individual’s
behavior arising from experience. Most human behavior is learned. Learning theorists believe
that Learning is produced through the inter play of derives, stimuli, cues, responses, and
reinforcement.

Beliefs and Attitudes: Through doing and learning, people acquire beliefs and attitudes.
This in turn influences buying behavior. A belief is a descriptive though that a person holds
about something. People’s beliefs about a product their buying decisions.
Individual learns attitudes through experience and interaction with other people. Consumer
attitudes toward a firm and its products greatly influence the success or failure of the firm's
marketing strategy.

Social Factors:
Consumer wants, learning, motives etc. are influenced by opinion leaders, person's family,
reference groups, and social class.

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Opinion leaders: An opinion leader is the person in informal, product-related
communication who offers advice or information about a specific product, such as which of
several brands is best or how a particular product may be used.

Roles and Family Influences: Role...things you should do based on the expectations
of you from your position within a group. People have many roles. Husband, father, employer,
etc. Individuals role are continuing to change therefore marketers must continue to update
information.

Family is the most basic group a person belongs to. Marketers must understand:

○ that many family decisions are made by the family unit

○ consumer behavior starts in the family unit

○ family roles and preferences are the model for children's future family

○ family buying decisions are a mixture of family interactions and individual

decision making

○ family acts an interpreter of social and cultural values for the individual.

Reference Groups: Individual identifies with the group to the extent that he takes on
many of the values, attitudes or behaviours of the group members. Families, friends, sororities,
civic and professional organizations. Any group that has a positive or negative influence on a
person’s attitude and behaviour.
The degree to which a reference group will affect a purchase decision depends on an individual’s
susceptibility to reference group influence and the strength of his/her involvement with the
group.

Social Class: An open group of individuals who have similar social rank. Social class
influences many aspects of our lives. Social class determines to some extent, the types, quality,
and quantity of products that a person buys or uses. Lower class people tend to stay close to
home when shopping, do not engage in much pre-purchase information gathering. Family,
reference groups and social classes are all social influences on consumer behaviour. All operate
within a larger culture

Cultural factors:
46
Cultural factors exert a broad and deep influence on consumer behaviour. The marketer needs to
understand the role played by the buyer’s culture and subculture.

Culture: Culture is the set of basic values, perceptions, wants, and behaviors learned by a
member of society from family and other important institutions.
Every group or society has a culture, and Cultural influences on buying behavior may vary
greatly from country to country. International marketers must understand the culture in each
International market and adapt their marketing strategies accordingly.

Sub-culture: Culture refers to the set of values, ideas, and attitudes that are accepted by a
homogenous group of people and transmitted to the next generation. Culture also determines
what is acceptable with product advertising. Culture determines what people wear, eat, reside and
travel. Cultural values in our country good health, education, individualism and freedom.
Culture can be divided into subcultures:
○ geographic regions
○ Human characteristics such as age and ethnic background.
Culture affects what people buy, how they buy and when they buy.
Understanding Consumer Buying Behavior offers consumers greater satisfaction. We must
assume that the company has adopted the Marketing Concept and are consumer oriented.

47
 Chapter - 5
OBJECTIVES OF THE STUDY

48
 OBJECTIVES OF THE STUDY

The primary objective of the study is to known about the consumer behavior towards the

purchase of LG television.

To know the popularity of LG television in Bhatkal city.

To know the market share of LG television in Bhatkal city.

To know the satisfaction level of current user of LG television.

49
 Chapter - 6
RESEARCH METHODOLOGY

50
 METHODOLOGY
The report has been prepared as per the information obtained from two sources. They are:
1. Primary data
2. Secondary data

1. Primary data:
In primary data collection, we collect the data our self with the help of questionnaires.
The key point here is that the data we collect is unique to us and our research and, until we
publish, no one else has access to it.
There are many methods of collecting primary data and the main methods include:

QUESTIONNAIRES:
Questionnaires are a popular means of collecting data, but are difficult
to design and often require many rewrites before an acceptable questionnaire
is produced.

INTERVIEWS:
Interviewing is a technique that is primarily used to gain an understanding of the
underlying reasons and motivations for people’s attitudes, preferences or behaviour. Interviews
can be undertaken on a personal one-to-one basis or in a group. They can be conducted at work,
at home, in the street or in a shopping centre, or some other agreed location.

51
 OBSERVATION:
Observation involves recording the behavioural patterns of people, objects and events in
a systematic manner.

The primary data included the information collected from the:

1. Proprietor, manager and employees of Kiran Enterprise.
2. Structured questionnaire
3. Personal interview with customers

2. Secondary data:
Secondary data includes

a. Data from various magazines

b. Internet
c. Brochures
d. Books
e. Newspapers etc

Research design:
Descriptive

Sample Universe:

Bhatkal

Sampling plan:
Data collected has been analyzed and interpreted by using simple percentage
method and finally the data is presented in graphs and charts.

Sampling frame:
House wives.
Sample unit :
Each house hold in 4 major area: Nawayeth colony, Madina colony, Azad nager, and bhatkal
town.
Sampling Technique:

convience sampling method used.

Desired sample size:

52
 A sample size of 100 respondents was specified.

Research instrument: structured questionnaire

Chapter - 7
Limitation

53
 Limitation

1. The present study is subjected to following LIMITATIONS

2. Times was the major limiting factor as the time allotted to conduct survey
was not enough.
3. Some respondent were irresponsive.
4. The research is directly concerned with the study of consumer behavior and
achieving absolute mathematical accuracy was not possible.
5. Method of data collection was through personal and therefore bias becomes a
major limitation.

6. Due to the time constraints all the customers were not covered.

7. The sample was restricted to 300 customers, which may restrict the scope
and completion of study.

8. The scope of study is restricted only to the twin cities of Bhatkal.

9. Owing to their pre occupation some customers were unable to answer the
complete questionnaire.

54
 Chapter - 8
DATA ANALYSIS AND INTERPRETATION

The data collected with the help of questionnaires is tabulated and analyzed.

55
1. Classification as per ownership of Television

Que.No1: Do you own a Television?

Response No. Of Respondents Percentage

Yes 95 95

No 5 5

Total 100 100

56
 From the survey it was found that 95% of homes are having television and 5% may go
for future purchase.

Company No. Of Respondents Percentage

LG 44 44

ONIDA 19 19

VIDEOCON 15 15

Other 22 22

Total 100 100

2. Classification as per company-wise ownership

Que.No2: which brand of Television do you own?

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 2

From above data it was found that 44% of homes are having LG TV 19% are using Onida, 15%
are using Videocon and 22% using other brands.

3. Classification based on source of information for the purchase

Que. No 3: From where did you get information about LG tv?

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Source Of Information No. Of Respondents Percentage

ADVERTISEMENT 18 41

FRIENDS 11 25

RETAIL OUTLETS 12 27

OTHERS 3 7

TOTAL 44 100

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From above data collected most users are influence by advertisement (i.e. 41%) 25% are influence by
family and friends, 27% of user influence by retail outlet by visiting there.

4. Classification based on main reason for purchasing

Reasons For Purchase No. Of Respondents Percentage

QUALITY 16 36

PRICE 11 25

BRAND IMAGE 14 32

OTHERS 03 7

TOTAL 44 100

Que.No.4: what all you take in account before taking LG tv?

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 4

Model No. Of Respondents Percentage

L G FLATRON 23 52

L G GOLDEN EYE 18 41

L G LCD 02 4.5

OTHERS 01 2.5

TOTAL 44 100

From the above data 36% of user go because of quality, 25% user because of price and 32% of user
because of brand image. Most of user buy LG TV because of quality and brand image.

5. Classification based on model-wise ownership

Que.No.5: Which model of LG T.V do you own?

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 5

From the above data more than 50% of user is having LG Flatron, 41% of user are having LG golden eye,
4.5% of user are having is LG LCD. More user are go for LG flatron and LG golden eye because of
economic range.

6. Classification based on size ownership

Que.No.6: Which size of LG T.V do you own?

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Size Of T.V No. Of Respondents Percentage

15 INCH 11 25

21 INCH 31 70.5

29 INCH 02 4.5

OTHERS 00 00

TOTAL 44 100

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From above data 25% of user are having 15 inch and more than 70% of user are having 29 inch
because it is widely accepted model television, 4.5% are using 29 inch.

7. Classification based on duration of usage

Que.No.7: Since when you are using LG T.V?

Duration No. Of Respondents Percentage

LESS THAN 1 YEAR 11 25

1-2 YEAR 09 20.5

2-3 YEAR 16 36.5

4 AND ABOVE 08 18

TOTAL 44 100

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 7

Satisfaction No. Of Respondents Percentage

FULLY SATISFIED 14 32

SATISFIED 21 48

SOME WHAT SATISFIED 09 20

NOT SATISFIED AT ALL 00 00

TOTAL 44 100

From the above data nearly about 37% user are using LG TV since 2 t o3 years, nearly about 21% are
using 1 to 2 years, 25% are using less than one year and 18% are user are using 4 years and above.

8. Classification based on level of satisfaction

Que.No.8: What is your level of satisfaction?

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 8

From the above data 32% of users are fully satisfied with their product, nearly about 50% of users are
satisfied with their product and 20% of users some what satisfied because in this most of users are new.

9. Classification based on occupation of respondent:

Que.No.9: What is your occupation?

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 Occupation No. Of Respondents Percentage
PROFESSION 28 28
BUSINESS 20 20
HOUSEWIWES 39 39
OTHERS 13 13
TOTAL 100 100

From the above data 39% of user are housewiwes, 28% of user are professionals, and 20% of user are
belong business.

67
10. Classification based on qualification of respondent:
Que.No.10: What is your qualification?

Qualification No. Of Respondents Percentage

UP TO SSLC 31 31
GRADUATE 42 42
POST GRADUATE 09 9
OTHERS 18 18
TOTAL 100 100

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 10

From the above data 42% of user are graduate 39%of user are upto SSLC and 9% user are post graduate.

Household Income No. Of Respondents Percentage

UP TO 5000 23 23
5000-10000 35 35
10000-15000 28 28
15000 AND ABOVE 12 12
TOTAL 100 100

11. Classification based on household monthly income of respondents

Que.No.11: What is your household monthly income?

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 11

From above data 43% of user belong to 5000 to 10000 income group, 33% of user are belong to 5000
income group, 19% of user are belong to 10000 to 15000 income group and 5% of user are belong to
15000 and above income group.

Chapter – 9
FINDINGS

70
 FINDINGS

➢ Through the survey it was found that almost 95% of the respondents
are having TV in their home.
➢ The research shows that 44% of respondents own LG television.

71
➢ The survey shows that reason buying the LG television is its quality
and after sales service.
➢ Through massive advertisement consumer influence to purchase and
switching their brand to LG.
➢ As per survey report shows 36% of respondent buy LG television
because of quality and 32% of respondent buy due to brand image.
➢ By conducting survey it was found that there was only one service
station and authorised dealer in the city due to which the customer
were inconvenient.

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 CHAPTER –10
SUGGESTION AND CONCLUSION

SUGGESTIONS

LG electronics is perusing the vision of becoming a true global digital leader to achieve
this. They need to improve quality of the product.

Survey conducted by me the customer was not satisfied by quality of color in the
television contrast and sound system.

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The customer are not satisfied by the after sales service provided by the company due to the
delay in the after sales services provided by company.

Conclusion

From the study is conducted there is a 100% awareness about television is among
the population , there are 45% are LG television user in Bhatkal city.

Complex buying behavior is involved in purchase and aware of significant,

difference among brands . LG has able to craft out in ten years a premium brand positioning in
the Indian market and is today most preferred brand in the segment.

2006 has been landmark year for LG as the company achieved a monumental target of
Rs 830 crs and reiterates its leadership in the Indian consumer durable industry.

Chapter – 11
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 APPENDIX

QUESTIONNAIRE
UMMER FAROOQUE R
MMM 3RD SEM
INDIRA INSTITUTE OF MANAGEMENT
PUNE

Dear sir/madam,

I am student of IIMP Pune. As part of the curriculum of MMM degree, I

am conducting a survey to prepare project report on “CONSUMER BEHAVIOR
TOWARDS LG TELEVISION”.
Therefore I kindly request you to spare some of the precious time to
answer the following question.

75
1. Name: ……………………………………………………………………
Address: ……………………………………………...............................
……………………………………………………………………………
Tel: ……………..........E-mail: ...………………………………………….

2. (a)Do you own Television?

Yes No
If no jump to Q.No 9
(b)If yes mention its brand?

LG Onida

Samsung Other (specify)……………..

If LG television proceed, else jump to Quest no.10

3. From where did you get the information about LG T.V?

Advertisement Friend

Retail outlets Other (specify)……………

4. What all you take in account before taking LG tv?

Quality Price
Brand image Other (specify)………………

5. Which model of LG T.V do you own?

LG Flatron L G Flatron with Golden eye

LG LCD T.V Other (specify)……………..

6. Which size of LG T.V do you own?

15inch 21 inches

29inch Other (specify) …………………

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7. Since when you are using LG T.V?

Less than 1 year 1-2 years

2-3 years 4 and above

8. What is your level of satisfaction?

Fully satisfied Satisfied

Some what satisfied Not satisfied at all

9. Which brand of T.V would you go for in future?

LG Onida

Samsung Other (specify) ………………..

10. Any suggestions or recommendations on LG T.V?

……………………………………………………………
……………………………………………………………
……………………………………………………………

Few personal questions:

11.Your occupation

Profession Business

housewiwes Other (specify) ………………..

12.Education

Up to SSLC Graduate

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 Post graduate Other (specify)………………….

13.House hold monthly income

Up to 5000 5000-10000

10000-15000 15000 and above

THANK YOU

Chapter – 12
REFERENCE

78
 REFERENCE
TEXT BOOKS

Principles of Marketing – Philip Kotler and Gery Armstrong

Marketing Research – D.D. Sharma

Marketing Research – Green & Tull

Websites:

www.lg.com

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Www.lgindia.com

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