REVIEW 1

International Journal of Scientific and Research Publications,

Volume 4, Issue 2, February 2014 1 ISSN 2250-3153
www.ijsrp.org
Analysis of Research in Consumer Behavior of Automobile
Passenger Car Customer
Vikram Shende*
Senior Manager Programme Management, Foton Motors Manufacturing
India Pvt. Ltd. Pune, India

Abstract- The automobile industry today is the most lucrative industry.

Due to increase in disposable income in both rural and urban sector and
availability of easy finance are the main drivers of high volume car
segments. Further competition is heating up with host of new players
coming in and global brands like Porsche, Bentley, and Ferrari all set to
venture in Indian market. This research will be helpful for the existing and
new entrant car manufacturing companies in India to find out the customer
expectations and their market offerings. Indian Automobile car business is
influenced by the presence of many national and multinational
manufacturers.
This paper presents analysis of research in the area of Consumer Behavior of
Automobile Car Customer. Proper understanding of consumer buying
behavior will help the marketer to succeed in the market. All segments in
Indian Car industry were studied and found that buyer has different priority
of behaviors in each segment, where as main driver for car purchase is
disposable income. Value for money, safety and driving comforts top the

rank in terms of customer requirement; where as perceived quality by

customers mainly depends on brand image.
For this research, methodology adopted was to study the research papers in
the area of Passenger Car segment, study the purchase decision process and
its interaction with behavior parameters across all the segments of car such
as small & Hatch Back segment, Sedan class segment, SUV & MUV
segment and Luxury Car segment. The objective of this study is the
identification of factors influencing customers preferences for particular
segment of cars. This paper also attempts to consolidate findings &
suggestions to overcome present scenario of stagnancy in sales and cultivate
future demand for automobile car market.
Index Terms- Consumer behavior, Small Car, Sedan class segment,
Customer Perception, Luxury Car segment, Automotive Industry

REVIEW 2
Global Journal of Finance and Management.
ISSN 0975-6477 Volume 6, Number 6 (2014), pp. 589-598
Research India Publications
http://www.ripublication.com
Consumer Behavior Towards Passengers Cars A Study in Delhi NCR
Arpita Srivastava1 and Mitu Matta2
1Ph.D Research Scholar Graduate School of Busineess Administration,
Greater Noida
2Lingays University, Faridabad
Abstract
This paper explores the consumer behavior towards passenger cars in

Delhi NCR. The scope of the study is limited to certain important

behavioral aspects like information search and evaluation, brand
preference and brand loyalty and factors of motivation. Understanding
the customers satisfaction of the product will help the automobile
manufacturer in developing their products to meet customers needs
and designing the proper marketing programs and strategy.
Keywords: Consumer Behavior, Automobile Industry, Purchase
decision, Brand choice.

REVIEW 3
International Journal of Interdisciplinary and Multidisciplinary
Studies (IJIMS), 2014, Vol 1, No.6, 21-33. 21
Available online at http://www.ijims.com
ISSN: 2348 0343
Consumer preference and Automobile Market in India
Aman Saxena
National Law School of India University,Bangalore, Karnataka, India
Abstract
Consumer preferences combined with their budget culminates into final
purchase which the automobile industries need to
tap. The paper evaluates a Engel-Coleman-Blackwell model through which
consumer preferences can be determined which
is a four stage process of Input, Information, Decision process and variable
Influencing. In the next segment, methods of
estimating consumer preference is discussed including survey and its
limitation as well as Revealed Consumer preference

which gauges the preferences in retrospect after the choice has been made.
Using the latter, the paper analyses the consumer
preference in Electric car segment, technological innovation, high priced
small car segment, diesel-petrol preference and
body style. At the end, paper does a case study on Toyota Kirloskar cars to
find out the consumer preference regarding
particular features on comparing Toyota with other companies and itself by
the criterion of sales. The paper concludes by
stressing on the enumeration of consumer preference for successful
decisions on product designs, branding and distribution
and focus on predicting it to an extent with the consumer research activity
which is indispensable to satisfy the consumers in
the long run.

REVIEW 4
"ASMs International E-Journal on
Ongoing Research in Management and IT" E-ISSN-2320-0065
INCON X 2015 176
The study on Buying Behavior of Automobile Customers in HCV
Industryin recent Economic Slowdown Time w.r.t. MIDC, Pune, India
Raju Ramdas Ghandas Prof. (Dr.) OmprakashHaldar
Research Scholar, Professor,
ASMs IBMR Research Centre, Dr. D Y Patil School of Management,
Pune, India. Lohegaon, Pune, India
9096319838, ghandas.raju@gmail.com

ABSTRACT:
Understanding & analyzing the behavior of customers of an automobile
industry play an instrumental role in dictating firms financial wellbeing and
competitiveness. Due to soaring global & local competition, shrinking
profits, stagnating revenues, expanded service networks and amplified
customers expectations, its a challenge to maintain customer loyalty &
improve the business. The marketer therefore tries to understand the needs
of different consumers and having understood his different behaviors which
require an in-depth study of their internal and external environment, they
formulate their plans for marketing. In this study, we will discuss the factors
affecting on buying behavior of the heavy commercial industry in economic
slowdown.
Keywords: -customers buying behaviour, customer loyalty Automobile
industry, HVCHeavy
Commercial Vehicle& Economic slowdown

REVIEW 5
Dublin Business School
MBA Marketing
Final Dissertation
Indian Middle Class Purchase Decision and Consumer behavior and
towards Automobile sector.
Ishan Chandra
Student id: 1770853

Word Count: 19,929

22nd May, 2014.
Abstract
The phenomenal expansion of the Indian economy has given a boost to the
Indian middle class household and has led to creation of new customers that
has invited large conglomerates to various market sectors in India.
Automobile market is one of the largest in India and has witnessed a sudden
growth in customer base in the form of the rapidly rising and expanding
Indian middle class household. However, due to their continuous growth, it
is difficult to identify various aspects that influence a middle class
households buying decision in case of automobiles. Various researchers have
identified these factors vaguely in general but none focuses on the middle
class or on the factors that have led to their growth. This research therefore
by with the help of quantitative data seeks to identify these factors and
segregate such factors that are responsible for the Indian middle class buyer
to migrate from one car to another while purchasing their next vehicle.

REVIEW 6
ISSN(Online) :2319-8753
ISSN (Print) : 2347-6710
International Journal of Innovative Research in Science,
Engineering and Technology
(An ISO 3297: 2007 Certified Organization)
Vol. 4, Issue 10, October 2015
Copyright to IJIRSET DOI:10.15680/IJIRSET.2015.0410066 10167

A Study on Impact of Consumer Behaviour

Pattern on Buying Decision of Small Cars in
Karnataka
Kusuma P
Assistant Professor, Department of MBA, St. Aloysius Institute of
Management & Information Technology,
Mangalore, Karnataka, India
ABSTRACT:
Liberalization, Privatization and Globalization Policy of India influenced
many international automobile companies trading & manufacturing in our
country. The availability of many brands in Karnataka provides various
alternatives to the customer. These manufacturers offer similar value
proposition, and provide highly customized products. Engine performance is
not considered very important for customers now, rather they look forVthose
differentiating parameters. The main objective of this paper is to identify the
possible parameters that influence the consumer buying behaviour patterns
of passenger car owners in the State of Karnataka. It is also aimed to develop
a theoretical model, which influence the consumer buying patterns of
passenger cars, so that further research could be done, based on the model
and the identified parameters.
KEYWORDS: Consumer Behaviour Patterns, Personality Theory, Family
Influence, Self Theory, Customer Loyalty,
Retail Loyalty, Virtual Brand Community Effect, Customer Satisfaction,
Customer Relationship.

REVIEW 7

ZENITH International Journal of Multidisciplinary Research

Vol.2 Issue 4, April 2012, ISSN 2231 5780 www.zenithresearch.org.in 37
CONSUMER LIFESTYLE INFLUENCE OF CONSUMER
BEHAVIOUR WITH REFERENCE TO AUTOMOBILE INDUSTRY
IN CHENNAI MS. K.VIDYAVATHI* *Research Scholar, Sathyabama
University.
ABSTRACT
In recent days India is witnessing a change in consumerism. The market is
now predominantly consumer driver. The focus is shifting for product based
marketing to need based marketing. So it is important that we study the
consumer perceptions and behavior of the Automobile owners which will
give us feedback on how marketing strategies can be worked. Chennai town
in Tamil Nadu State, which is in the southern part of India, has a progressive
and growing market for Automobiles. This down was selected for this study.
A Simple Random sampling technique was adopted in the study to select the
sample respondents. As the size of the universe is restricted, the study has
been conducted on the respondents who are the owners of all the segments
of passenger Automobiles. A total of 350 Interview schedules were prepared
and out of this, only 327 interview schedules were filled up and collected.
Data were collected through an interview schedule regarding perception of
the respondents on the usage of Automobiles. The following tools were used
in testing the hypotheses and in the analysis of the data. Descriptive
statistical tools such as Percentage, Mean, Median and Standard deviation
have been used to describe the profiles of consumers, preferred product
attributes and level of satisfaction. The study throws light on various
features that the manufacturers should concentrate on to attract the

prospective buyers. This study concludes that consumer behavior plays a

vital role in marketing Automobiles and there is more scope for extensive
research in this area.

REVIEW 8
IJRIM Volume 2, Issue 5 (May 2012) (ISSN 2231-4334)
International Journal of Research in IT & Management 13
http://www.mairec.org
DOMINANT MEAN PERCENTAGE SCORE FACTORS OF THE
CONSUMER PURCHASE BEHAVIOUR OF PASSENGER CARS
Balakrishnan Menon* Dr. Jagathy Raj V.P.
ABSTRACT
Globalization and liberalization, with the entry of many prominent foreign
manufacturers, changed the automobile scenario in India, since early 1990s.
World Leaders in automobile manufacturing such as Ford, General Motors,
Honda, Toyota, Suzuki, Hyundai, Renault, Mitsubishi, Benz, BMW,
Volkswagen and Nissan set up their manufacturing units in India in joint
venture with their Indian counterpart companies, by making use of the
Foreign Direct Investment policy of the Government of India, These
manufacturers started capturing the hearts of Indian car customers with their
choice of technological and innovative product features, with quality and
reliability. With the multiplicity of choices available to the Indian passenger
car buyers, it drastically changed the way the car purchase scenario in India
and particularly in the State of Kerala. This transformed the automobile
scene from a sellers market to buyers market. Car customers started

developing their own personal preferences and purchasing patterns, which

were hitherto unknown in the Indian automobile segment. The main purpose
of this paper is to come up with the identification of possible parameters and
a framework development, that influence the consumer purchase behaviour
patterns of passenger car owners in the State of Kerala, so that further
research could be done, based on the framework and the identified
parameters.
Keywords: Consumer Behaviour Patterns, Customer Loyalty, Security
Features, External Influence, Family Influence, Customer Relationship.

REVIEW 9
CONSUMER BUYING BEHAVIOUR FOR
PASSENGER CARS IN INDIA
by
ARVINDER SINGH GILL Department of Management Studies
Submitted
in fulfillment of the requirements of the degree of DOCTOR OF
PHILOSOPHY
to the
INDIAN INSTITUTE OF TECHNOLOGY, DELHI Hauz Khas, New
Delhi 110 016 INDIA December, 2001
ABSTRACT
In 1996, the automobile industry celebrated its 100th anniversary. Over the
105 years, the annual world production has grown from just a few vehicles
to over 50 million state-of-the-art vehicles. During this period, enormous

developments have taken place in all areas of the automobile industry e.g.
performance, fuel consumption, safety, comfort, information for the driver
etc. Changes in the demographic structure have been leading to more and
more individualized products. Recent years have seen great benefits for car
users as a result of advances in electric and electronic technology. The
Internet has become a part of daily life and is reaching out into the car.
In India, the rising income levels and absence of satisfactory and adequate
mass transportation system have resulted in personal vehicles becoming an
important mode of transportation in the urban and semi-urban areas The
Indian passenger car industry which registered a low growth of 3.6% CAGR
during 1960-1980 primarily as a result of Government policy of restricted
licensing and limited foreign tie-ups, grew at 18.9% CAGR between 1980
and 1990. The economic reforms initiated in 1991-93 lead to growth of
passenger cars demand at CAGR of 24% during the period 1992-97. The
past one decade also witnessed the launch of several models in the midsize
and premium segments and this has totally transformed the industry from the
sellers market to the buyers market during the past some years, i.e. since late
1990s. In view of this, it has become imperative for the Indian passenger car
manufacturers to understand the consumer buying behaviour of their
potential customers so that they may develop appropriate marketing
strategies in the emerging highly competitive market.
In view of the very recent changes in the Indian passenger car market, there
is an apparent vacuum in the, academic literature on the Indian consumer
buying behaviour for passenger cars. The present study has been undertaken
with the view to modestly fill this vacuum and analyse the consumer buying
behaviour so as to derive some useful marketing implication for the
competing Indian passenger cars manufacturers.

REVIEW 10
IJMT Volume 2, Issue 5 ISSN: 2249-1058
__________________________________________________________ A
Monthly Double-Blind Peer Reviewed Refereed Open Access
International e-Journal - Included in the International Serial
Directories Indexed & Listed at: Ulrich's Periodicals Directory ,
U.S.A., Open J-Gage, India as well as in Cabells Directories of
Publishing Opportunities, U.S.A. International Journal of Marketing
and Technology http://www.ijmra.us 148 May 2012
Model Development and Validation for Studying Consumer Preferences
of Car Owners
Balakrishnan Menon*
* PhD Research Scholar, Department of Management, Karpagam
University, Pollachi Main Road, Eachanari Post, Coimbatore, Tamil
Nadu 641 021, India and Professor, DC School of Management and
Technology, One School Avenue, Pullikanam Post, Idukki District,
Kerala 685 503, India. ** Professor, School of Management Studies,
Cochin University of Science and Technology, Cochin, Kerala 682 022,
India.
Dr. Jagathy Raj V.P
Abstract:
Globalization and liberalization, with the entry of many prominent foreign
manufacturers, changed the automobile scenario in India, since early 1990s.
Manufacturers such as Ford, General Motors, Honda, Toyota, Suzuki,

Hyundai, Renault, Mitsubishi, Benz, BMW, Volkswagen and Nissan set up

their manufacturing units in India in joint venture with their Indian
counterpart companies, by making use of the Foreign Direct Investment
policy of the Government of India, These manufacturers started capturing
the hearts of Indian car customers with their choice of technological and
innovative product features, with quality and reliability. With the multiplicity
of choices available to the Indian passenger car buyers, it drastically
changed the way the car purchase scenario in India and particularly in the
State of Kerala. This transformed the automobile scene from a sellers
market to buyers market. Car customers started developing their own
personal preferences and purchasing patterns, which were hitherto unknown
in the Indian automobile segment. The main purpose of this paper is to come
up with the identification of possible parameters and a framework
development, that influence the consumer purchase behaviour patterns of
passenger car owners in the State of Kerala, so that further research could be
done, based on the framework and the identified parameters.
Key Words:
Consumer Behaviour Patterns, Customer Loyalty, Security Features,
External Influence, Family Influence, Customer Relationship IJMT Volume
2, Issue 5 ISSN: 2249-1058

A Monthly Double-Blind Peer Reviewed

Refereed Open Access International e-Journal - Included in the International

Serial Directories Indexed & Listed at: Ulrich's Periodicals Directory ,
U.S.A., Open J-Gage, India as well as in Cabells Directories of Publishing
Opportunities, U.S.A. International Journal of Marketing and Technology
http://www.ijmra.us 149 May 2012

REVIEW 11
PRATIBHA: INTERNATIONAL JOURNAL OF SCIENCE,
SPIRITUALITY, BUSINESS AND TECHNOLOGY (IJSSBT), Vol. 3,
No. 2, June 2015 ISSN (Print) 22777261 37
A Study of Consumer Preferences & Attitude towards Passenger cars of
Maruti Suzuki & Hyundai Motors in Marathwada Region of
Maharashtra Dr.Vishal S.Rana 1,Dr.M.A.Lokhande2 1 Associate Prof &
Head, M.B.A Dept, S.S.B.Ts College of Engineering & Technology,
Bambhori, Jalgaon, MS (Corresponding Author) 2 Professor,
Department of Commerce, Dr.Babasaheb Ambedkar Marathwada
University, Aurangabad, MS, India.
Email: vishal.rana1980@yahoo.com, murlidhar_lokhande@yahoo.com
Abstract
Companies today are becoming customer centric & highly focusing on
satisfying their customers as they realized that in present cut throat
competition, satisfying & delighting the customers is very crucial. Because
of the constant change in needs, expectations and lifestyle of customers,
most of the companies are in dilemma that how to satisfy the customers and
which strategy should be adopted. The same problems have witnessed by
Indian automobile industry. Even Maruti Suzuki and Hyundai Motor- the
two leading automobile giants in India are very much conscious about
understanding the needs & expectations of the customers. The present study
throws light on various factors related to consumer behavior & satisfaction.
The objective of this research paper is to know the preferences and opinions
of Maruti & Hyundai customers regarding after sales service, resale value,
and fuel efficiency along with customer preferences while buying Maruti &

Hyundai brands. The present study is descriptive in nature & convenient

sampling technique has been adopted for selecting the consumers. The
primary data has been collected with the help of structured questionnaire.
The study reveals that the customers preferred Maruti cars on parameters
like fuel efficiency, after sales service, resale value, availability of spare
parts whereas in view of Hyundai customers they preferred vehicles on
parameters like comfort & convenience, exterior, technology etc. The study
concludes that proper customer care strategy plays vital role in satisfying &
delighting the customers.
Keywords- Maruti Suzuki, Hyundai Motors, after sales service, fuel
efficiency, customer satisfaction.
REVIEW 12
OUM International Journal of Business and Management Volume
1, Number 1, 2015 eISSN: 2462-134X 44
Consumers Buying Behaviour Towards Local And Imported Cars: An
Outlook After The Implementation Of ASEAN Free Trade Agreement
(Afta) In Malaysia
Faizah Mashahadi1 & Mohd. Ghazali Mohayidin2
1Faculty of Business and Management, Universiti Teknologi MARA
2OUM Business School, Open University Malaysia
ABSTRACT
Consumer nationalism (or ethnocentrism) refers to domestic consumers
biasness for local products over imported products. Since Malaysia has been
manufacturing its own local-made car, Malaysian consumers were expected
to portray higher preference in buying a local car. However, in spite of the

support given by the government, sales of imported cars have shown an

increasing trend since 2000, even before AFTA is fully implemented. The
trend clearly indicated that more Malaysians were showing their preferences
for imported cars. The objective of this paper is to examine factors affecting
Malaysian's car-buying behaviour, especially after AFTA has been
implemented. A survey has been conducted to collect relevant data from car
buyers in the Klang Valley. Structured questionnaire was used to record the
responses. The study uses factor analysis in identifying factors affecting
consumers car-buying behaviour. The findings of the study show that
attribute of the car, car maintenance, acquisition process, attitude of
consumers, and price of the car are significant in explaining the purchasing
pattern. Logistic regression is used to examine preferences in purchasing the
car. The result indicates that car maintenance, car attribute, and consumers
attitude (nationalism) are highly significant in explaining whether consumers
will buy local or imported car. Based on the findings, local car
manufacturers should provide excellent maintenance and repair services,
conduct R&D activity, and continuously respond to market tastes and
preferences so that it can enhance consumers propensity to buy local cars.
Key words: consumer buying behaviour, local and imported cars, factor
analysis, logistic regression.
REVIEW 14
The International Journal Of Engineering And Science (IJES) ||
Volume || 3 || Issue || 5 || Pages || 40-43 || 2014 || ISSN (e): 2319 1813
ISSN (p): 2319 1805 www.theijes.com The IJES Page 40
A study on buying behavioral pattern of Women drivers regarding B
segment cars in Bangalore 1, Prof. Elizabeth Chacko, 2, Ms. Punnya

Selvaraj 1, (Selection Grade Lecturer, Garden City College) (2nd Year

MBA, Garden City College)
ABSTRACT
In this era of modernisation, four wheelers are nowadays a necessity rather
than symbol of status for every individual. Automobile Industry witnessed
the boom in recent years. The present study focuses on various factors
influencing buying behaviour of consumer while purchasing car. This paper
has made a exploratory approach to identify the key factors that influence
the women consumers (a) while selecting the appropriate four wheelers
especially in B segment cars by considering the parameters such as mileage,
maintenance cost, comfort and brand which are ambiguous and imprecise in
nature. With regards to the selection of four wheelers like cars, the women
consumers are in dilemma to identify and select an appropriate model.
Earlier the four wheelers were designed only for male fraternity. The survey
has been conducted in analyzing the customers preferences in buying a car
by data collected through questionnaire from 50 consumers in Bangalore.
Consumer behaviour study is based on consumer buying behaviour, with the
consumer playing the three distinct roles of users, payer and buyer.
Consumer behaviour is the study of when, why, how, and where people do
or do not buy products. It blends elements from psychology, sociology and
economics. It attempts to understand the buyer decision making process,
both individually and in groups. The main objective of the research is to
identify the preferences of women while purchasing a four wheeler. The
survey will be helpful for the automobile industry and others who would like
to study the buying behaviour of the women drivers.
key words: - behaviour pattern, consumer, consumer preferences,
marketing mix, buying preferences.

REVIEW 16
Automobile Purchase Intention of Consumers in a Multiracial
Society:
A Hierarchical Regression Analysis Model
Wong Ming Wong
Shantou University
Hao Fan Mo
Jinwen University of Science and Technology
ABSTRACT
The purpose of this study was to examine the purchase intention of
consumers who are interested in purchasing an automobile in a multiracial
and multicultural society. The study utilized the Theory of Reasoned Action
Model to explore whether there is a correlation between the gender, age,
income, and race of consumers and their intention to purchase an
automobile. The study adopted a hierarchical regression analysis model via
online survey. The result of the study indicated that the purchase intention of
consumers in a multi-racial society was affected by their income and race.
The objective of this study is to identify what influences the purchase
intention of automobile consumers in a multiracial and multicultural society.
The geographic focus of the Study is situated in the City of Kuala Lumpur in
the country of Malaysia. Given that Kuala Lumpur is a diverse and multiracial country at the crossroads of the Pacific Rim, it seemed a logical choice
to conduct this study on the purchase intention of automobile consumers in a

multi-racial society. Since the study concerns itself with consumer behavior,
then a correlation analysis of demographic variables of consumers in
Malaysia is also conducted. Researchers Arnould, Price, and Zinkhan (2004,
p. 9) define consumer behavior as individuals or groups acquiring, using,
and disposing of products, services, ideas, or experiences. Similarly,
Schiffman and Kanuk (2007, p. 3) define consumer behavior as the
behavior that display in searching for, purchasing, using, evaluating, and
disposing of product and services that they expect will satisfy they need.
Researchers Kotler and Keller (2006) have found that cultural, social, and
personal factors
influence consumer behavior. Research conducted by Peter and Olson
(2008) conclude in their study that consumer behavior consists of four
elements that interact with each other: (a) behavior, (b) affect and cognition,
(c) environment, and (d) marketing strategy. Furthermore, the definition of
the behavior and intention of consumers as defined by Peter and Olson
(2008) state that consumer behavior is a direct action to purchase some
things at a particular time. Consumer intention concerns itself with
purchasing
something in the future. Based on this research, this study adopts the theory
of reasoned action model as developed by Fishbein & Ajzen, 1975 which
will be used to explore the correlation between consumer demographic
variables and the purchase intention of automobile consumers in Malaysia,
which is a multiracial and multicultural society.
REVIEW 17
Consumer Search and Prices
in the Automobile Market

Jose L. Moraga-Gonzalezy
Zsolt Sandorz
Matthijs R. Wildenbeestx
October 2015
Abstract
In many markets consumers have imperfect information about the utility
they derive from the products that are on owner and need to visit stores to
and the product that is the most preferred. This paper develops a discretechoice model of demand with optimal consumer search.Consumers first
choose which products to search; then, once they learn the utility they get
from the searched products, they choose which product to buy, if any. The
set of products searched is endogenous and consumer specific. Therefore
imperfect substitutability across products does not only arise from variation
in their characteristics but also from variation in the costs of searching them.
We apply the model to the automobile industry. Our search cost estimate is
highly signicant and indicates that consumers conduct a limited amount of
search. Estimates of own- and cross-price elasticities are lower and markups
are higher than if we assume consumershave full information.
Keywords: consumer search, differentiated products, demand and supply,
automobiles
JEL Classi

cation: C14, D83, L13

REVIEW 18
Consumer Buying Behaviour: Changing
Shopping Patterns
Sakshi Modi
Research Scholar
A-5, Mahaveer Udyan Marg, Bajaj Nagar
Jaipur-302015
earthceramica@yahoo.com
Dr Tapasya Jhulka
Jaipur National University, School of Business and Management, JNU
Campus, near RTO Office, Jagatpura, Jaipur
Abstract:
The development of logical thinking among the consumers is one of the
important parts of human behavior. This framework embedded paper
describes alternatives for the manufacturers and marketers to meet the
emergent consumer demands. An attempt has been made to examine the five
factors namely family needs, fuel efficiency, price of the car, better safety on
road and status symbol which affect the automobile buying behavior of the
consumer. A systematic random sampling from five residential areas of
urban Jaipur was done to select 50 car consumers. An investigatorconstructed questionnaire was used to collect data on these factors. The data
analysis using chi-square test was done to describe the nature of the sample
and test the null hypothesis that the choices for purchase of car is equally
distributed on five factors. It is found that factors have major implication on

purchasing decision. Marketers can use the combination of relevant factors

as an effective tool for selling their products
Keywords: Consumer buying behavior, alternatives, factors, marketers

REVIEW 20
Information Management and Business Review Vol. 2, No. 2, pp. 92-98,
Feb 2011
Environment Friendly Car: A study of Consumer Awareness with
special reference to Maharashtra State
Nitin Joshi1, D. P. Mishra2
Welingkar Institute of Management Development and Research
nitin.joshi@welingkar.org
Abstract: The aim of the study is to understand the behaviour of the
customer in the state of Maharashtra which is one of the most developed
states of India. The study is being carried out to understand the customer
awareness on environment friendly car (EFC). The objective of the study is
to understand the awareness levels and create awareness of the EFC so that
the efforts of the manufacturing the green car will be achieved. SPSS version
17.0 has been used for analysis of the data. 500 respondents have been asked
to fill in a questionnaire. The study has been done keeping in mind age
group and the geographical area of the respondents. With reference to the
age group, it is observed that there is no significant difference in the
awareness levels but with reference to the geography, it is observed that
there is a significant difference in the awareness levels with reference to the
EFC.

Keywords: Customer awareness, Environment friendly car, age group,

geographical distribution.
REVIEW 21
July December, 2012 Business Perspectives and Research
An Empirical Research on Consumer Behavior towards Small Car
Segment in
Indian Market
Gunjan Malhotra1
Abhishek Nandi2
Amitava Mukherjee3
Abstract
Indias automobile industry has undergone a remarkable transformation in
the last decade. The small car segment (A1 and A2 segment compact cars)
remains at the forefront of this growth story. The automotive industry in
India grew at a Computed Annual Growth Rate (CAGR) of 11.5 % over the
past five years, and the growth rate in last FY2010-11 was impressive at
more than 26% (Maruti Suzuki Ltd, Annual Report 2009-2010). This
research paper focuses on customer perception towards various features of
existing cars and tries to find the degree of consumer preferences about
different automobile features which influences their buying behavior. The
increasing disposable income of common people evolution of a sophisticated
well off middle class and affordability of high quality cars fuels the growth
of the Indian Automobile sector. The research analyses 161 complete
responses from Northern region of India and suggests certain product
aspects that the existing players should focus on more closely to allure the
customers with better services and at the same time to retain the existing

customers.
Key Words
Automobile manufacturer, consumer behavior, customer satisfaction, NCR,
small Car
REVIEW 22

THE IMPACT OF VEHICLE SAFETY TECHNOLOGYON ON

CONSUMER BUYING BEHAVIOR IN AUTOMOBILE INDUSTRY
THIVIYA A/P MARIMUTHU
UNIVERSITI TEKNIKAL MALAYSIA MELAKA
ABSTRACT
In the modern world, the innovation and creation of new technology has
increased rapidly. Vehicle safety technology is one of the concepts that
getting growing attentions among drivers which are consumers due to the
increasing rate of accidents at road. Consumer research shows new car
buyers prone to consider vehicle safety technology before making a vehicle
purchase decision. To maintain relevance, consumers need to be exposed or
educated by access to a wide range of safety technology on the Internet. It is
need of future clarification for both theoretically and methodologically. The
main purpose of this study is to know the impact of vehicle safety
technology on consumer buying behavior in automobile industry among
Malaysians. A total of 100 usable questionnaires were prepared and
analyzed. Statistical techniques such as descriptive analysis, reliability, and
validity were used in this study. This paper contributes to an increased
understanding of vehicle safety technology impacts on consumer in

automobile industry in Malaysia.

Keyword: Vehicle Safety Technology, Customer Buying Behavior,
Automobile Industry.
REVIEW 23
The impact of social factors affecting consumer behaviour on selecting
characteristics of purchased cars
Hossein Mirzaei*,Mehdi Ruzdar
ABSTRACT
The present study examined the impact of social factors on consumer
behavior in selecting traits of the purchased car in Tabriz (Iran). A one
sample T-test was used to test the hypotheses of this study. In line with
complementary findings of research using error bar diagram, the first
component of the social factors affecting the consumer behavior was tested.
In selecting car traits, based on every component, every feature of car was
ranked. Findings of the research show that traits of family and social status
affect selecting the traits of the purchased car. Reference groups factor;
however, does not influence the vehicle traits. These findings indicate that
social factors influence the selection of characteristics in purchased cars.
JEL Codes:D18, L62 and M31
REVIEW 24

A STUDY OF CONSUMER BEHAVIOR CONSIDERING VARIOUS

ATTRIBUTES TOWARDS PURCHASING A CAR Amita Girdhar1,

Suman Ghalawat2, Kavitha C.3 1,2Asst. Professor, 3Student, Dept of
Business Management, CCS Haryana Agricultural University, Hisar,
Haryana, India
ABSTRACT
Background & Objectives: Cars became a need rather than a choice. It is a
need of everyone to purchase luxurious commodity for their comfort.
Moreover added features attract the consumer attention. As a result, it is
important that individuals gather more information to purchase a car. The
present paper has empirically investigated two objectives: first, tofind out
the major factors that affect consumer perception towards different brands of
car and second to develop a model framework for various decision areas of
consumers while purchasing a car. The study is mainly primary data based
with a sample of 300 respondents from Hisar district of Haryana state and
applied statistical tools of factor analysis and Discriminant analysis to
achieve the objectives of the study. Major findings & Policy Implications:
The results of factor analysis reveal five factors named as: product
strategies, technology know-how, and level of satisfaction, workshop
features

and

lastly

service

orientation.

Factor

analysis

discloses

thatconsumers are more influenced by product strategies, technology knowhow and level of satisfaction. Hence consumers need USP of a commodity
that makes a difference. Further results of discriminant analysis revealsthat
consumers are more influenced by product strategies, followed by
technology know how and up to some extent level of satisfaction and service
orientation. On the other hand consumers are least influenced by the factor
workshop features.
Keywords: Academic Problem, Discriminant Analysis, Empirically, Factor

Analysis, Strategies.

REVIEW 25
World Review of Business Research Vol. 3. No. 4. November 2013 Issue.
Pp. 197 210
Influence of Social Reference Groups on Automobile Buying Decision
Research on Young Executives
Syed Asghar Reza1 and Suman Valeecha2
ABSTRACT
Influence of social reference groups is one of the many subconscious factors
that can form a consumer behavior for products used in public settings. This
phenomenon also affects our preferences for particular brands or products
and influences our purchase decisions relating to them. Every marketer
strives to tap the subconscious factors that can help strengthen the brand
associations and drive purchase. The study seeks to evaluate the influence of
three major types of reference group influences i.e. informational influence,
utilitarian influence, and value-expressive influence on the automobile
buying behavior of young executives. In a country like Pakistan where
purchasing power is low, young executives become one of the prospect
buyers for automobiles. Thus the results would help marketers in designing
marketing communication campaigns in a way that could trigger
psychological bonding between the customer and the most influential
reference group thus ensuring a strong positive response.
Keywords: Reference Groups, Young Executives, Consumer Behavior,
Automobile, and Marketing

REVIEW 26
American Journal of Economics and Business Administration 3
(1): 47-57, 2011
ISSN 1945-5488
2010 Science Publications
Corresponding Author: Choy Johnn Yee, Faculty of Business and
Finance, University Tunku Abdul Rahman, Perak Campus,
Jalan University, Bandar Barat, 31900 Kampar, Perak D.R., Malaysia
47
Consumers Perceived Quality, Perceived Value and Perceived Risk
Towards Purchase Decision on Automobile
1Choy Johnn Yee, 2Ng Cheng San
1Department of Marketing
2Department of Commerce and Accountancy
Faculty of Business and Finance, University Tunku Abdul Rahman,
Perak Campus,
Jalan University, Bandar Barat, 31900 Kampar, Perak D.R., Malaysia
3Chng Huck Khoon
3School of Business and Administration, Wawasan Open University,
54, Jalan Sultan Ahmad Shah, 10050 Penang, Malaysia
Abstract:
Problem statement: As the level of competition keep on increasing in
Malaysia automobile market, it is essential for every automobile producer
companies to understand customer insight in order to further increase their
share of wallet. Thus, they need to understand what factors might influence
their customers decision in purchasing an automobile. Therefore, the
objectives of this research is to study the relationships of perceived quality,

perceived value and perceived risk that will affect on Malaysia consumer
purchase decision towards cars. Approach: Survey using convenience
sampling was done at Klang Valley to customers age between 23-65 years
old and above. Questionnaires were distributed to 200 respondents at the
sampling location. Results: All the 200 sets of data were reliable where
Cronbachs alpha is more than 0.6. Pearson correlation also showed the
strength of the relationship between those variables and normality
assumption was meet. Results from multiple regression analysis showed the
positive association between the three factors mentioned previously with
purchase decision. Conclusion/Recommendations: The results from this
research provide a platform for Malaysia automobile makers to understand
consumer behavior and how it affects their purchase decision. In order to
ensure that the findings of sample are representative and conclusive, future
research should be include with larger number of respondents.
Key words: Purchase decision, perceived value, perceived risk, consumers
perceived quality.
REVIEW 28
Asia-Pacific Research and Training Network on Trade
Working Paper Series, No. 37, July 2007
Changing Features of the Automobile Industry in Asia:
Comparison of Production, Trade and Market Structure in
Selected Countries
Biswajit Nag *
Saikat Banerjee*
Rittwik Chatterjee*
* Biswajit Nag, Saikat Banerjee and Rittwik Chatterjee are associate
professor, assistant professor and research fellow, respectively, at the Indian
Institute of Foreign Trade (IIFT), New Delhi, India. This paper owes to the
original research report prepared for IIFT on this topic. The views presented

in this paper are those of authors and do not necessarily reflect the views of
IIFT, ARTNeT members, partners and the United Nations. Any remaining
errors are the responsibility of the authors. The authors may be contacted at
biswajit@iift.ac.in
ABSTRACT
The Asia-Pacific Research and Training Network on Trade (ARTNeT) aims
at building regional trade policy and facilitation research capacity in
developing countries. The ARTNeT Working Paper Series disseminates the
findings of work in progress to encourage the exchange of ideas about trade
issues. An objective of the series is to get the findings out quickly, even if
the presentations are less than fully polished. ARTNeT working papers are
available online at: www.artnetontrade.org. All material in the working
papers may be freely quoted or reprinted, but acknowledgment is requested,
together with a copy of the publication containing the quotation or reprint.
The use of the working papers for any commercial purpose, including resale,
is prohibited. Asia-Pacific Research and Training Network on Trade
Working Paper Series, No. 37, July 2007

REVIEW 29
ASIAN JOURNAL OF MANAGEMENT RESEARCH
Online Open Access publishing platform for Management Research
Copyright by the authors - Licensee IPA- Under Creative Commons
license 3.0
Research Article
ISSN 2229 3795
ASIAN JOURNAL OF MANAGEMENT RESEARCH 83
Volume 3 Issue 1, 2012
Dominant partial least square factors of consumer purchase behaviour

of
passenger cars Balakrishnan Menon1, Jagathy Raj V.P2 1- Research
Scholar, Department of Management, Karpagam University,
Coimbatore, Tamil Nadu 641 021, India and Professor, DC School of
Management and Technology, Idukki, Kerala 685 503, India 2Professor, School of Management Studies, Cochin University of Science
and Technology, Cochin, Kerala 682 022, India
bkmenon@dcschool.net
ABSTRACT
Globalization and liberalization, with the entry of many prominent
foreign manufacturers, changed the automobile scenario in India, since
early 1990s. World Leaders in automobile manufacturing such as Ford,
General Motors, Honda, Toyota, Suzuki, Hyundai, Renault, Mitsubishi,
Benz, BMW, Volkswagen and Nissan set up their manufacturing units in
India in joint venture with their Indian counterpart companies, by making
use of the Foreign Direct Investment policy of the Government of India,
These manufacturers

started

capturing

the

hearts

of

Indian

car

customers with their choice of technological and innovative product

features, with quality and reliability. With the multiplicity of choices
available to the Indian passenger car buyers, it drastically changed the
way the car purchase scenario in India and particularly in the State of
Kerala. This transformed the automobile scene from a sellers market
to buyers market. Car customers started developing their own personal
preferences and purchasing patterns, which were hitherto unknown in
the Indian automobile segment. The main purpose of this paper is to
develop a model with major variables, which influence

the consumer

purchase behaviour of passenger car owners in the State of Kerala. Though

there are innumerable studies conducted in other countries, there are very
few thesis and research work conducted to study the consumer behaviour of
the passenger car industry in India and specifically in the State of Kerala.
The results of the research contribute to the practical knowledge base
of the automobile industry, specifically to the passenger car segment.
It has also a great contributory value addition to the manufacturers and
dealers for customizing their marketing plans in the State.
Keywords: Consumer behaviour, passenger cars, security features,
external influence,
comfort factors.
REVIEW 30
INTERNATIONAL ECONOMIC REVIEW
Vol. 48, No. 4, November 2007
VEHICLE CHOICE BEHAVIOR AND THE DECLINING MARKET
SHARE OF U.S. AUTOMAKERS
BY KENNETH E. TRAIN AND CLIFFORD WINSTON1
University of California, Berkeley,
U.S.A.; Brookings Institution, U.S.A.
ABSTRACT
We develop a consumer-level model of vehicle choice to shed light on the
erosion of the U.S. automobile manufacturers market share during the past
decade. We examine the influence of vehicle attributes, brand loyalty,
product line characteristics, and dealerships. We find that nearly all of the
loss in market share for U.S. manufacturers can be explained by changes in

basic vehicle attributes, namely: price, size, power, operating cost,

transmission type, reliability, and body type.U.S. manufacturers have
improved their vehicles attributes but not as much as Japanese and
European manufacturers have improved the attributes of their vehicles.

REVIEW 33
A Study on Malaysia Consumer Perception towards Buying an
Automobile
Choy Johnn Yee, Annie Ng Cheng San, and Chng Huck Khoon
Faculty of Business and Finance,
Universiti Tunku Abdul Rahman (UTAR),
31900 UTAR Kampar, Perak, MALAYSIA
choyjy@utar.edu.my
ABSTRACT
This study is to conduct the research to examine the relationships of the
factors, particularly perceived quality, perceived value and perceived risk
that will affect on Malaysia consumer purchase decision towards cars.
Survey using convenience sampling was done at Klang Valley to customers
age between 23 to 65 years old and above. This study showed significant
results and the association between the three factors mentioned previously
with purchase decision.
Keywords
Purchase decision, quality, value, risk, automobile,
Malaysia consumer perception

REVIEW 35
Studies in Business and Economics no. 11(1)/2016 - 26 DOI 10.1515/sbe-2016-0003
CONSUMER BEHAVIOURS TOWARDS ECO-CARS: A
CASE OF MAURITIUS BARRY Mathieu
University of Mauritius
DAMAR-LADKOO Adjnu
Faculty of Law & Management, University of Mauritius
Abstract:
Mankind has always relied on transportation to move from one place to the
other; be it by horse carriage or modernized vehicles. With rising
environmental issues such as global warming, the transport industry had to
evolve so as to provide greener means of transportation and satisfy demands
for eco-friendly technologies. This study has shed light on consumer
behaviours towards eco-cars, known as hybrid vehicles. This research was in
the context of Mauritius and respondents who already drive a vehicle were
targeted so as to prevent lack of information about key questions such as
habits on fuel expenses and vehicle features. The survey method used, had
100% response rate and permitted the researcher to get fruitful insights
about: the extent of introduction and penetration of hybrid vehicles, the
factors influencing the purchase of eco-cars, the perceived benefits of
owning a hybrid vehicle and the relationship between age and hybrid
vehicles characteristics. One revelation of this study is that hybrid vehicles
do not have the expected impacts on Mauritian consumers like they have on
the international markets; though the younger generation- the leaders of
tomorrow- are interested with eco-friendly automobiles.
Key words: hybrid, vehicles, consumer, behaviour, Mauritius.

REVIEW 38
UNDERSTANDING CONSUMER BEHAVIOUR
IN THE PRESTIGE CAR MARKET
A thesis submitted in partial fulfilment of the requirements for the
degree of
Doctor of Business Administration
Silvia Maria Seibold
Graduate School of Business and Law
RMIT University
December 2010
ABSTRACT
This dissertation takes the investigation of consumer needs and motivations
much deeper than the literature currently available, by exploring the
behaviour of consumers in a complex luxury market, and on more than one
dimension. Using Choice Theory and Self-Determination Theory, the
researcher provides significant new insights on the topic, concentrating on
the motivations of a particular consumer group those purchasing ecofriendly luxury cars. The researcher demonstrates how this new
understanding will be valuable both to academic researchers and to
marketing professionals. If a brand manages to integrate both the luxury and
the environmental attributes in their brand philosophy, their brand
management and their communication, a newly-defined understanding of
luxury should be created, that is, eco-luxury.The application of Choice
Theory and Self-Determination Theory in this research leads to some
inspiring outcomes. The dissertation is based upon qualitative research
which demonstrates the applicability of the theories fundamental

hypotheses,

but,

more

importantly,

the

researcher

explains

how

comprehensive theorising, backed by strong empirical data, can lead to

considerable improvements, not only in marketing practice and patterns of
consumption, but in social practices, enhancing outcomes for both
individuals and their communities. As marketing professionals, we are
entitled to be strategic when we inform people why and what they need to
change. But we should also provide them with information on how to
implement these
actions, and a clear sense of the advantages, both for themselves and the
wider community. The researcher believes that by integrating and applying
illuminative and explanatory theory to brand management, marketers will
assist consumers to integrate more internalised environmentally positive
motivation into their consumption behaviour, increasing their personal wellbeing, at the same time asthey help make the world a better place for all.
KEY WORDS: brand management, brand loyalty, luxury brands, ecoconscious behaviour, Choice Theory, Self-Determination Theory
REVIEW 39
Journal of Management Policies and Practices
June 2014, Vol. 2, No. 2, pp. 99-111
ISSN: 2333-6048 (Print), 2333-6056 (Online)
Copyright The Author(s). 2014. All Rights Reserved.
Published by American Research Institute for Policy Development
Leveraging Factors for Consumers Car Purchase Decisions- A Study in
an Emerging Economy
Aindrila Biswas1, Angshu Mukherjee2 and Mousumi Roy2
Abstract

The Indian economy is growing at an unprecedented rate, with high

disposable income, easy availability of finance, changes in urban lifestyle
fostering car purchase decisions. Indian automobile industry is highly
competitive and dynamic owning to major market players from U.S.,
Germany and Japan. The present study does not only attempt to find the
factors behind purchase but at the same time also tries to find out the various
other aspects of purchasing, the major dimension or attributes consumers
prefer to opt for while exhibiting decisions for car purchase. The data for the
study has been collected from respondents through the use of structured
questionnaires. The five different private car categories used in the study
includes- Sedan, SUV, mini-cars, sports cars and prestige cars. Exploratory
factor analysis with Multinomial Logit Model has been applied for data
analysis. The implications of the research have also been discussed.
Keywords: Automobile industry, SEDAN, SUV, Mini-cars, Prestige car,
Sports car

REVIEW 40
IRACST International Journal of Commerce, Business and
Management (IJCBM), ISSN: 23192828
Vol. 3, No. 2, April 2014
260
Luxury Cars: A New Definition of Necessity in India
Ms.Puja Ahuja
Assistant Professor, Indus Business Academy
IBA, Greater Noida

ABSTRACT
India is a developing country but in last years due to economic crisis the
country is facing various challenges. If we look at the report of Business
Standard newspaper the misery index is shooting up, the misery index is
achieved by adding the proportion of unemployment to the inflation rate and
this indicates the economic well being of a country (Misery Index = Inflation
+ Unemployment). If we even compare the standing of India against BRIC
countries, the India has highest number. The surprising fact is that inspite of
such situation, recently it has been identified that the Indian markets has
seen the increase in the demand of luxury items especially Luxury Cars.
Another fact is that the demand of such cars is not only increased in Tier-I
cities but has increased even in Tier-II & Tier- III cities. Now-a-days a local
farmer of a city called Kolhapur is purchasing a Mercedes, a beedi factory
owner from Raipur is buying a BMW, and young IT professional from Pune
owns an Audi. Considering such shift in buying preference, the global
luxury cars brands like: BMW, Mercedes, Aston Martin, Lamborghini, and
others are now having their eye on Indian market where they see huge
potential buyers and are planning to even establish their showrooms and
manufacturing units in India.
Keywords : Luxury cars, increased demand, BMW, Mercedes,
Government rules and regulations, population in India
REVIEW 41
Competitive Pricing Behavior in the Auto
Market: A Structural Analysis

K. Sudhir
New York University, 44 West Fourth St. MEC 8-80, New York, New
York 10012,
ksudhir@stern.nyu.edu
Abstract
In a competitive marketplace, the effectiveness of any element of the
marketing mix is determined not only by its absolute value, but also by its
relative value with respect to the competition. For example, the effectiveness
of a price cut in increasing demand is critically related to competitors
reaction to the price change. Managers therefore need to know the nature of
competitive interactions among firms. In this paper, we take a theory-driven
empirical approach to gain a deeper understanding of the competitive pricing
behavior in the U.S. auto market. The ability-motivation paradigm posits
that a firm needs both the ability and the motivation to succeed in
implementing a strategy (Boulding and Staelin 1995). We use arguments
from the game-theoretic literature to understand firm motivation and abilities
in different segments of the auto market. We then combine these insights
from the game-theoretic literature and the ability-motivation paradigm to
develop hypotheses about competition in different segments of the U.S. auto
market. To test our hypotheses of competitive behavior, we estimate a
structural model that disentangles the competition effect from the demand
and cost effects on prices. The theory of repeated games predicts that firms
with a long-run profitability objective will try to sustain cooperative pricing
behavior as a stable equilibrium when conditions permit. For example,
markets with high concentration and stable market environments are
favorable for sustaining cooperative behavior and therefore provide firms
with the ability to cooperate. The theory of switching costs suggests that in

markets in which a firms current customers tend to be loyal, firms have a

motivation to compete very aggressively for new customers, recognizing the
positive benefits of loyalty from the customer base in the long run. As
consumer loyalty in the market increases, the gains from increasing market
share by means of aggressive competitive behavior are more than offset by
losses in profit margins. Firms therefore have the motivation to price
cooperatively. Empirically, we find aggressive behavior in the minicompact
and subcompact segments, cooperative behavior in the compact and midsize
segments, and Bertrand behavior in the full-size segment. These findings are
consistent with our theory-based hypotheses about competition in different
segments. In estimating a structural model of the auto market, we address
several methodological issues. A particular difficulty is the large number of
car models in the U.S. auto market. Existing studies have inferred
competitive behavior only in markets with two to four products. They also
use relatively simple functional forms of demand to facilitate easy
estimation. Functional forms of demand, however, impose structure on
cross-elasticities between products. Such structure, when inappropriate, can
bias the estimates of competitive interaction. We therefore use the random
coefficients logit demand model to allow flexibility in cross-elasticities. We
also use recent advances in New Empirical Industrial Organization (NEIO)
to extend structural estimation of competitive behavior to markets with a
large number of products. We use the simulation-based estimation approach
developed by Berry et al. (1995) to estimate our model. A frequent criticism
of the NEIO approach is that its focus on industry-specific studies limits the
generalizability of its findings. In this study, we retain the advantages of
NEIO methods but partially address the issue of generalizability by
analyzing competitive behavior in multiple segments within the auto

industry to see whether there is a consistent pattern that can be explained by

theory. Theoretical modelers can use our results to judge the appropriateness
of their models in predicting competitive outcomes for the markets that they
analyze.
A by-product of our analysis is that we also get estimates of demand and
cost apart from competitive interactions for the market. Managers can use
these estimates to perform what-if analysis. They can answer questions
about what prices to charge when a new product is introduced or when
an existing products characteristics

are

changed. (Auto Market;

Competition; Structural Models; New Empirical Industrial Organization;

Game Theory; Ability-Motivation Paradigm)
COMPETITIVE PRICING BEHAVIOR IN THE AUTO MARKET: A
STRUCTURAL ANALYSIS
MARKETING SCIENCE/Vol. 20, No. 1, Winter 2001 43

REVIEW 43
Pacific Business Review International
Volume 5 Issue 2 (August 2012) 35
Determinants of Perceived Risk In Purchase of Car
T. SUNITHA*, T. FRANK SUNIL JUSTUS**, M. RAMESH***
ABSRACT
The Indian passenger vehicle industry will reach 4.86 million in annual sales
by 2016 representing a growth of 10.8 per cent CAGR over the next five
years. A buoyantBeconomic growth, growing middle class, rising disposable
income levels, relatively low penetration of cars and adequate availability of
financing are likely to provide an ideal backdrop for a sustained long term
demand growth for the sector. Perceived risk happens to be a major factor in
the purchase decision process of a customer. India continues to have one of
the lowest car density (estimated at 13 cars per 1000 people), when

compared to China (45), Brazil (160) and Indonesia (42). This provides an
ideal platform for car manufacturers to cash in. However, unless the
customer reaches a situation where he feels the risk perception is low, it is
difficult for a prospective buyer to become a buyer. This study tries to
ascertain the various factors that can cause perceive risk while purchasing
the car and makes an attempt to find out the influence of risk reduction
factors which can further be used by manufacturers and dealers of motor
cars.
Keywords : Perceived Risk, Consumer Behavior, Car
Assistant Professor, Department of Business Administration, Annamalai
University
Assistant Professor, Department of Business Administration, Annamalai
University
Associate Professor, Department of Business Administration, Annamalai
University
REVIEW 44
PURCHASE DECISION OF INDIAN CONSUMERS: THE
FACTORS OF ATTRACTION WHILE PURCHASING CAR
GAUTAM Raj Kumar
Punjabi University, India
Abstract:
The aim of the paper is to study factors affecting the purchase behaviour of
the automobile consumer. At present, the automobile sector is facing stiff
competition due to availability of local & foreign brands and increasing presales and post-sales expectation of the customers. The study has been
conducted in northern states comprising Punjab, Haryana, Himachal
Pradesh, Delhi and Chandigarh. The total 250 customers who have
purchased (Volkswagen, Hyundai, Maruti and Honda cars) were contacted
for purpose of study. The study is based on primary and secondary data.
Kruskal-Wallis test has been applied to know the significant differences

among the respondents relating to different factors of purchase. The test has
been applied at assumed p-value =0.05. The statements with less than 0.05
p-value are considered significant and those with p-value more than the
assumed value are considered to be insignificant. It has been found that
safety, looks, shape, features and interior image and presales and post sales
policies have compelled the customer to select and buy the car. Hyundai and
Volkswagen are emerging as very strong brand in the area in comparison to
other manufacturers.
Key words: buying decisions, automobile sector, competition, interiors,
shape and brand

REVIEW 47
Factors Affecting Consumers Brand Preference of Small Cars
1K. Anandh, 2Dr. K. Shyama Sundar
1Research Scholar, Bharathiar University, Coimbatore- 641 046.
2Dean, Department of Management Studies, Mohamed Sathak College
of Arts and Science, Chennai- 600 119
Abstract:
The purpose of this study is to identify the factors affecting consumers
brand preference of small cars in Chennai. The majority of consumers prefer
Maruthi Suzki brand of small car. The value, comfortability, efficiency,
accessibility, ambition and need are the factors affecting consumers brand
preference of small cars. The regression analysis shows that value,
comfortability, efficiency and need are positively influencing the consumers
overall satisfaction about small cars at one per cent level of significance,
while accessibility is also positively influencing the consumers overall

satisfaction about small cars at five cent level of significance. Therefore, the
small car manufacturers should also focus on value-creating activities as
such so that consumers will have a better perception of quality of the brand.
By incorporating these factors, it also delivers a functional benefit such as
creating a differentiation from industry competitors. There is cut throat
competitions in the market on price front and so they have to find out better
quality and low cost product. Indians are conscious about the price and fuel
efficiency.
Key Words: Brand Preference, Explanatory Factor Analysis, Regression,
Small

REVIEW 46
Dynamic Pricing in Supply Chain
Dr. Kambiz Farahmand
IME, North Dakota State University
Fargo, USA 58102
Prateek Tripathi
Industrial & Manufacturing Engineering Dept.
NDSU, Fargo, USA 58102
ABSTRACT
The process of generating revenue involves the dynamic pricing concept
because it has a direct relationship with the supply chain. This research
paper provides a clear overview of the application of dynamic pricing in the
progressive business environment. The different purposes that require an
application of dynamic pricing highlight the perishable approach to dynamic

car pricing. This research paper goes on to provide the tactics of applying
dynamic pricing to the sale of cars. In light of this, it shows various
advantages and disadvantages arising from the employment of this
technique. The above information gives an insight into comprehension of the
quantitative notations and the optimal price models. There is a review of the
findings of dynamic pricing as a direct result of the collection of this
information. They expound on the optimization of consumer behavior and
their relation to the purchasing of vehicles. The practical implications, as per
the research paper, show a direct effect on the consumers. New strategies
often cause a change in the manner of approaching business activities,
meaning that there are also social implications. Conclusively, the research
paper analyzes the originality of the content and highlights the value of
dynamic pricing to ensure the success of the perishable approach to vehicle
pricing.
Keywords: automobile industry, automobile market dynamics, dynamic
pricing, pricing models, and supply chain.
REVIEW 52
Factors influencing consumer behaviour
Pinki Rani*
Institute of Law Kurukshetra, University Kurukshetra, India
Corresponding author
AB S T R AC T
Consumer Buying Behaviour refers to the buying behaviour of the ultimate
consumer. Many factors, specificities and characteristics influence the
individual in what he is and the consumer in his decision making process,

shopping habits, purchasing behavior, the brands he buys or the retailers he

goes. A purchase decision is the result of each and every one of these factors.
An individual and a consumer is led by his culture, his subculture, his social
class, his membership groups, his family, his personality, his psychological
factors, etc.. and is influenced by cultural trends as well as his social and
societal environment.By identifying and understanding the factors that
influence their customers, brands have the opportunity to develop a strategy,
a marketing message (Unique Value Proposition) and advertising campaigns
more efficient and more in line with the needs and ways of thinking of their
target consumers, a real asset to better meet the needs of its customers and
increase sales.
KEYWORDS :Toxoplasma, Pregnancy, Diagnosis, Treatment
REVIEW 53
Advertising and consumer choice: A model for
the Spanish automobile industry of the 90s
Alicia Barroso
CEMFI, March 2005
Abstract
This paper assesses the role of advertising in the demand of a differenciated
and infrequently purchased good market. Advertising enters directly in the
demand as goodwill stock with decreasing returns. Demand is specified and
estimated in a discrete choice model approach, which allows us to compute
the predatory and spillover effects of advertising and different sensibilities to
advertising across market segments. The model is applied to the Spanish
automobile industry during the nineties, that turns out to be a suitable

environment to perform the study (differentiated good market with high

advertising intensity). Results suggest an important sensibility of the demand
to advertising, that changes across automobile segments, and a significant
carryover effect and a predatory component of advertising. Moreover,I show
that the price eslasticies of demand are overestimated when advertising is
not included in the estimation.
Key word: Advertising, Discrete Choice Model, Differentiatedand
Infrequently Purchased Good Market, Spillover and Predatory Effect, Stock
of Goodwill. JEL Classification: M37, L13. The paper is competing to the
Young Economist Award.
REVIEW 54
MANAGEMENT SCIENCE
Vol. 36, No. 4, April 1990
Prtnred in USA
PRELAUNCH FORECASTING OF NEW AUTOMOBILES *
GLEN L. URBAN, JOHN R. HAUSER AND JOHN H. ROBERTS
Sloan School of Management, Massachusetts Institute of Technology,
Cambridge, Massachusetts 02 139
Sloan School ofManagement, Massachusetts Institute of Technology,
Cambridge, Massachusetts 02 139
University of New South Wales, Kensington, New South Wales,
Azistralia
ABSTRACT
This paper develops and applies a prelaunch model and measurement system
to the marketing planning of a new automobile. The analysis addresses

active search by consumers, dealer visits, word-of-mouth communication,

magazine reviews, and production constraints-issues that are important in
understanding consumer response to durable goods. We address these issues
with a detailed consumer flow model which monitors and projects key
consumer transitions in response to marketing actions. A test-vs.-control
consumer clinic provides data which, with judgment and previous
experience, are used to "calibrate" the model to fit the sales history of the
control car. We illustrate how the model evolved to meet management needs
and provided suggestions on advertising, dealer training, and consumer
incentives. Comparison of the model's predictions to actual sales data
suggests reasonable accuracy when an implemented strategy matches the
planned strategy. (MARKETING-NEW PRODUCTS, PRODUCT POLICY,
MEASUREMENT)