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CUSTOMER SATISFACTION TOWARDS PERSONAL VEHICLES WITH SPECIAL
REFERENCE TO MAHINDRA & MAHINDRA.
byGONAPENTA SURYA NARAYNA REDDY
I V Semester M BA
Reg. No 11MB7727
Guide: PROF. MAGHNA VERMA
Project Report submitted to the University of Mysore in partial fulfillment of therequirements of IV Semester MBA degree examinations2013
M.S. Ramaiah Management Institute,
Bangalore560054
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CERTIFICATE
This is to certify that this report of Final Project conducted at
and submitted by GONAPENTA SURYA NARAYANA REDDY in partial fulfillment ofthe requirements for the award of the MASTERS IN BUSINESS ADMINISTRATION to
M.S.RAMAIAH MANAGEMENT INSTITUTE is a record of bonafide training carried outunder my supervision and guidance and that no part of this report has been submitted for the
award of any other degree/diploma/fellowship or similar titles or prizes.
GUIDE Signature:Name:
Qualifications:
Programme Head Signature
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STUDENTS DECLARATION
I hereby declare that the Project conducted atunder the guidance of Prof. Meghna Verma and the project report submitted in partial
fulfillment of the requirements for the MASTERS IN BUSINESS ADMINISTRATION (UoM)
to M.S.Ramaiah Management Institute ,is my original work and the same has not been
submitted for the award of any other Degree/Diploma/Fellowship or other similar titles orprizes .
Place: Bangalore Gonapenta Surya Narayana Reddy
Date: Reg. No: 11MB7727
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ACKNOWLEDGEMENT
I extend my special gratitude to our beloved Dean Shri......., and Academic Head
.. and Program Head Prof. V Narayan for inspiring me to take up this
project.
I wish to acknowledge my sincere gratitude and indebtedness to my project guide Prof.
Meghna VermaofM.S. RAMAI AHMANAGEMENTINSTITUTE Bangalore for his/her valuable guidance and constructive suggestions in the preparation of project report.
Gonapenta Surya Narayana Reddy
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Chapter 1
Literature Review
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CUSTOMER SATISFACTION
Whether the buyer is satisfied after purchase depends on the offers performance in relation
to the buyers expectations. In general
Satisfactionis a persons feeling of pleasure resulting from comparing a products perceived
performance (or outcome) in relation to his or her expectations.
As this definition makes clear, satisfaction is a function of perceived
performance and expectations. If the performance falls short of expectations,
the customer is dissatisfied. If the performance matches the expectations, thecustomer is satisfied. If the performance exceeds expectations, the customer is
highly satisfied or delighted.
Many companies are aiming for high satisfaction because customers who are just satisfied
still find it easy to switch when a better comes along. Those who are highly satisfied are
much less ready to switch. High satisfaction are delight creates and emotional bond with the
brand, not necessary a rational preference. The result is high customer loyalty.
From past buying experience, friend and associates advice and marketers and competitors
information and promises buyers form their expectations. Some of todays most successful
companies are raising expectations and delivering performance to match. These companies
are aiming for TCS-total customer satisfaction. The key to generating high customer loyalty
is to deliver high customer value.
In addition to tracking customer value expectation and satisfaction, companies need to
monitor their competitors performance in these areas. For example, a company was pleased
to find that 80 percent of it customers said they were satisfied. Then the CEO found out that
its leading competitors attained a 90 percent customer satisfaction score. He was further
dismayed when he learned that this competitors was aiming to reach a 95 percent satisfaction
score.
Tools for Tracking and measur ing customer satisfactionComplaint and
suggestions
systems
A customer-centered organization makes it easy for its customers to
deliver suggestions and complaints. Many restaurants and hotels provide
forms for guests to report likes and dislikes. Some customer-centered
companies P&G, General Electric, Whirlpool establish hot lines with
tool-free 800 telephone numbers. Companies are also adding web pagesand email to facilitate two-way communication,. The information flows
provide companies with many good ideas and enable them to act quickly
to resolve problems.
Customer
Satisfaction
surveys
Studies show that although customers are dissatisfied with one out of
every four purchases, less than 5 percent of dissatisfied customers will
complain. Most customers will buy less or switch suppliers. Complaint
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levels are thu8s not a good measure of customer satisfaction. Responsive
companies measure of customer satisfaction directly by conducting
periodic surveys,. They send questionnaires or make telephone calls to a
random sample of recent customers. The also solicit buyers views on
their competitors performances.
While collecting customer satisfaction data, it is also useful to ask
additional questions to measure repurchased intention; this will normally
be high if the customers satisfaction is high. It is also useful to measure
the likelihood or willingness to recommend the company and brand to
others. A high positive word-of-mouth score indicates that the company
is producing high customer satisfaction.
Ghost shopping Companies Can Hire Persons To Pose As Potential Buyers To Report On
Strong And Weak Points Experienced In Buying The Companies And
Competitors Products. These mystery shoppers can even these whether
the companys sales personnel handle various situations well. Thus, a
mystery shopper can complain about a restaurants food to test how the
restaurant handles this complaint. Not only should companies hire
mystery shoppers but managers themselves should leave their offices
from time to time, enter company and competitors sales situations where
they are unknown, and experience first hand the treatment they receive as
customers. A variant of this is for managers to phone their own
company with questions and complaints to see how the calls are handled.
Lost customer
analysis
Companies should contract customers who have stopped buying or who
have switched to another supplier to learn why this happened. When IBM
loses a customer, it mounts a thorough effort to learn where it failed. Not
only is it important to conduct exit interviews when customers first stop
buying, it is also necessary to monitor the customer loss rate. If it is
increasing this clearly indicates that the company is failing to satisfycustomers.
For customer-centered companies, customers satisfaction is both a goal and a marketing tool.
Companies that achieve high customer satisfaction ratings make sure that their target market knows it.
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When customers rate their satisfaction with an element of the companys performance-say, delivery-
the company needs to recognize that customers vary in how they define good delivery. It could mean
early delivery, on-time delivery, order completeness, and so on. Yet if the company had to spell out
every element in detail, customers would face a huge questionnaire. The company must also realize
that two customers can report being highly satisfied for different reasons. One may be easily
satisfied most of the time and the other might be hard to please but was pleased on this occasion.
Title: Driving Impressions
Driving Impressions
Mahindra personal vehicles are well-suited to Indian conditions. Robustly built and sleekly
designed, their high ground clearance makes it easier to drive on Indian roads.
Title: consumer value
Consumer value
Consumer value is a concept of continuing interest to scholars, marketing researchers, and to
many marketing practitioners. However, the presence of multiple meanings, the use of
different terms, and even the existence of a diversity of opinions regarding its features and
nature reflect the complexity of its study and give rise to the possibility of confusion in its
application.
This article presents a review of the existing literature on the concept of value in order to
shed light on the confusion surrounding this construct. The analysis highlights the polysemy
and the diversity of consumer value
Title: Measuring Client Satisfaction
Authors: Mark Stevens
Just as we all evaluate our successes and failures to create our new resolutions, we should
also look at our current relationships with customers to determine what changes we need to
make.
Client satisfaction surveys are a good way to gather key information about how well your
company has met customer expectations, how your company's performance compares with
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the competition, and how you could improve your company's process to better serve the
customer's needs.
Surveys are also an excellent source for customer testimonials and allow you to benchmark
your performance for future comparison.
To execute a successful client satisfaction survey, build one that your customers have the
time and inclination to respond to, and that delves into the types of information that will truly
help enhance your performance. Consider the following questions:
Title: Product Development
Authors: Wheeler, Dan1
How to make product development. Project more successful by integrating Kanos model of
customer satisfaction into quality function deployment in science direct technovation,
volume 18, issue 1 January 1998, said that Mangers need a set of practical step by- step-
tools and methods which ensure a better understanding of customer need and requirements,
as well as procedures and processes to enhance communication by focusing on the voice of
the customer within a product development project
The authors propose a methodology based on kenos model of customer satisfaction to
explore customer stated need and unstated desires and to resolve them in to differentcategories which have different impacts on customer satisfaction
Robert a Peterson and William R. Wilson in their paper Measuring customer satisfaction fact
and artifact published in journal of the academy of Marketing Science October , 2007 said
the self report of customer satisfaction invariably possess distributions that are negatively
skewed and exhibit a positivity bias.
Examination of the customer satisfaction literature and empirical investigation reveal that
measurement of customer satisfaction exhibit tendencies of confounding and methodological
contamination and appear to reflect numerous artifacts.
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Title: Customer satisfaction, Market share, and profitability
Authors: Wheeler, Dan1
Are there economic benefits to improving customer satisfaction? Many firms that are
frustrated in their efforts to improve quality and customer satisfaction are beginning to
question the link between customer satisfaction and economic returns. The authors
investigate the nature and strength of this link. They discuss how expectations, quality, and
price should affect customer satisfaction and why customer satisfaction, in turn, should affect
profitability; this results in a set of hypotheses that are tested using a national customer
satisfaction index and traditional accounting measures of economic returns, such as return on
investment.
The findings support a positive impact of quality on customer satisfaction, and, in turn,
profitability. The authors demonstrate the economic benefits of increasing customer
satisfaction using both an empirical forecast and a new analytical model. In addition, they
discuss why increasing market share actually might lead to lower customer satisfaction and
provide preliminary empirical support for this hypothesis. Finally, two new findings emerge:
First, the market's expectations of the quality ofa firms output positively affect customers'
overall satisfaction with the firm; and second, these expectations are largely rational, albeit
with a small adaptive component.
Title: Ensuring Customer satisfaction
Authors: Rust and Subramanin
According to Rust and Subramanian (1995), customer satisfaction brings many benefits as
satisfied customers are not very price sensitive, buy additional products, are less influenced
by competitors and stay loyal longer. Rust and Subramanian (1995) stated that customer
satisfaction has been deemed directly to affect customer retention and companies' market
share (Rust & Subramanian, 1995). In banks, service quality, service features, and customer-
complaint handling determine customer satisfaction (Hansemark & Albinsson, 2004).
Some factors that affect satisfaction are extended hours of operation and competitive interest
rates as confirmed by the study of Levesque and McDougall (1996). In addition, there are
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researchers who discuss the links between satisfaction, loyalty, and profitability (Heskett et
al, 1994).
They are proponents of the theory called service management, which argues that "customer
satisfaction is the result of a customer's perception of the value received in a transaction or
relationship relative to the value expected from transactions or relationships with competing
vendors. Pertaining to this theory, Hansemark and Albinsson (2004) stated:
"Loyalty behaviors, including relationship continuance, increased scale or scope of
relationship, and recommendation (word of mouth advertising) result from customers' beliefs
that the quantity of value received from one supplier is greater than that available from other
suppliers. They continued: "Loyalty, in one or more of the forms noted above, creates
increased profit through enhanced revenues, reduced costs to acquire customers, lower
customer-price sensitivity, and decreased costs to serve customers familiar with a firm's
service delivery system.
NEED FOR THE STUDY
These days it is very clear that market is having drastic changes and all the companies are acting
according to it because to survive in the market and this should be achieved by studying about the
customer options and analyzing their future requirements.
This study is definitely going to help to analyze the customer and can take necessary steps for the
improvement of the services by the company.
Because customers are the real advertisement for any product so the company should be in position to
meet the customer requirements and also should maintain the CUSTOMER RELATIONSHIP.
Mahindra & Mahindra is not only concerned with selling of their products they also concerned with
providing service to the customers after selling. So there is necessity for the company to find out the
satisfaction level of the customers, at different levels in the company. Which help the organization to
find out the ways in improving the services being provided to the customers, To increase the
satisfaction level in them.
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Chapter2
INDUSTRY AND COMPANY PROFILE
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2.1 INTRODUCTION OF AUTOMOBILE INDUSTRY
Introduction to automobile industry:
The automobile industry has changed the way people live and work. The earliest of modern
cars was manufactured in the year 1895.
Shortly the first appearance of the car followed in India. As the century turned, three cars
were imported in Mumbai (India). Within decade there were total of 1025 cars in the city.
The dawn of automobile actually goes back to 4000 years when the first wheel was used for
transportation in India. In the beginning of 15th
century, Portuguese arrived in China and the
interaction of the two cultures led to a variety of new technologies, including the creation of
a wheel that turned under its own power. By 1600s small steam-powered engine models was
developed, but it took another century before a full-sized engine-powered vehicle was
created.
Brothers Charles and Frank Duryea introduced the actual horseless carriage in the year 1893.
It was the first internal-combustion motor car of America, and it was followed by Henry
Fords first experimental car that same year.
One of the highest-rated early luxury automobiles was the 1909 Rolls-Royce Silver Ghostthat featured a quiet 6-cylinder engine, leather interior, folding windscreens and hood, and an
aluminum body.
Chauffeurs usually drove it and emphasis was on comfort and style rather than speed.
During the 1920s, the cars exhibited design refinements such as balloon tires, pressed-steel
wheels, and four-wheel brakes.
Graham Paige DC Phaeton of 1929 featured an 8-cylinder engine and an aluminum body.
The 1937 Pontiac Deluxe sedan had roomy interior and rear-hinged back door that suited
more to the needs of families. In 1930s, vehicles were less boxy and more streamlined than
their predecessor was.
http://www.surfindia.com/automobile/automobile-history.htmlhttp://www.surfindia.com/automobile/automobile-history.htmlhttp://www.surfindia.com/automobile/automobile-history.htmlhttp://www.surfindia.com/automobile/automobile-history.htmlhttp://www.surfindia.com/automobile/automobile-history.htmlhttp://www.surfindia.com/automobile/automobile-history.htmlhttp://www.surfindia.com/automobile/automobile-history.htmlhttp://www.surfindia.com/automobile/automobile-history.html -
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The 1940s saw features like automatic transmission, sealed-beam headlights, and tubeless
tires.
The year 1957 brought powerful high-performance cars such as Mercedes-Benz 300SL. It
was built on compact and stylized lines, and was capable of 230 km/h (144 mph).This was
the Indian automobile history, and today modern cars are generally light, aerodynamically
shaped, and compact.
2.2 COMPANY PROFILE
2.2.1 HSTORY OF MAHINDRA & MAHINDRA AUTOMOTIVE
Mahindra & Mahindra (M&M) was established in 1945 as Mahindra & Mohammed. Later
on, after the partition of India, one of the partners - Ghulam Mohammad - returned toPakistan, where he became Finance Minister. As a result, the company was renamed to
Mahindra & Mahindra in 1948.
M&M started its operation as a manufacturer of general-purpose utility vehicles. It
assembled CKD jeeps in 1949. Over the passing years, the company expanded its business
and started manufacturing light commercial vehicles (LCVs) and agricultural tractors.
Apart from agricultural tractors and LCVs, Mahindra & Mahindra also showed its dexterityin manufacturing army vehicles. Soon, it started its operations abroad, through its plants set
up in China, the United Kingdom and the USA.
M&M partnered with companies prominent in the international market, including Renault
SA, International Truck and Engine Corporation, USA, in order to mark its global presence.M&M also started exporting its products to several countries across the world. Subsequently,
it set up its branches including Mahindra Europe Srl (based in Italy), Mahindra USA Inc.,
Mahindra South Africa and Mahindra (China) Tractor Co. Ltd.
At the same time, M&M managed to be the largest manufacturer of tractors in India, by
holding leadership in the market of the country, for around 25 years. The company is an old
hand in designing, developing, manufacturing and marketing tractors as well as farmimplements. It made its entry to the passenger car segment in India, with the manufacture of
Logan (mid-size sedan) in April 2007, under the Mahindra Renault collaboration.
Soon after the consider able success of Logan, M&M started launching a wide range of
LCVs and three wheelers as well as SUVs including Scorpio and Bolero. In the present time,Bolero has gained immense popularity in India. It is one of the most opted vehicles in its
class.
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MAHINDRA BOLERO
Mahindra Bolero is one of the most successful and popular utility vehicle of the Mahindra
and Mahindra Group. The car is robust in appearance and it has been elegantly designed,keeping in mind the conditions of the Indian roads. Mahindra Bolero is also among the best
fuel-efficient cars of India as the manufacturer has equipped it with a 2500 cc diesel engine
with5- speed transmission.
April 08, 2008, Mumbai: Mahindra & Mahindra Ltd. (M&M), one of Indias leading autobrands, has announced that its popular Bolero SUV has sold a record 50,000 units in 2007-
08. The Bolero is the first brand in the SUV/UV/MPV category to cross 50,000 units in one
year and Indias leading SUV brand for two years in a row.
With its stylish appeal and rugged nature, the Mahindra Bolero has emerged as the clearfavorite amongst SUV enthusiasts across the country since its launch eight years ago. The
fact that it is the first brand in the SUV/UV/MPV category to notch up sales of more than
50,000 units in a single year is also a clear validation of our customer centric approach to
business. Today, the Bolero is perceived as a stylish but affordable SUV which caters todifferent customer needs and takes on all kinds of terrain with ease, said Mr. Vivek Nayer,
Vice PresidentMarketing, Auto Sector, Mahindra and Mahindra Ltd.
Since its launch in June 2000, the Bolero has evolved over the years, incorporating a host of
features and aesthetics which match the evolving lifestyle aspirations of Indian consumers. In
2007, M&M launched the New Bolero which offered a bold new style, greater comfort andconveniences. In January 2008, Mahindra also introduced the Bolero Special Edition, a
limited edition of Indias most popular SUV with exciting new features for the young urban
customer.
MAHINDRA SCORPIO
Mahindra & Mahindra Limited launched Mahindra Scorpio as its first Sports Utility Vehiclein India in 2002. This SUV has redefined the expectations for the design of SUVs withits sturdy looks and powerful performance, the sophisticated interior design adds
to the further glory to the appearance.
MAHINDRA RENAULT LOGAN
Much awaited Mahindra-Renault Logan has been launched in India. This compact sedan is a
spacious, practical and affordable vehicle. The outlook of Logan is impressive and the
basic version is a value for money, however the top-end versions are a bit high
on price. The prominent feature of this car is its performance, interiors and economy.
MAHINDRA XYLO
Mahindra & Mahindra Limited launched their latest Multi Utility Vehicle (MUV) Xyloin India on January 13, 2009. The car boasts of having all the luxurious features that are seen
in todays sedans, with the ample space of a utility vehicle. Xylo's muscular stance
contributes to its commanding road presence. Fully packed with the latest features, the MUVis sure to impress Indian consumers and provide a stiff competition to the other vehicles
within its class
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Performance of Mahindra XYLO
Under the hood of Mahindra Xylo lies a 4-cylinder turbocharged, mEagle diesel engine,
which generates a power of 112bhp @ 3800 rpm and a peak torque of 24 kgm @ 1800-3000rpm. The powerful engine is developed on the NEF CRDe platform and is mated to 5-
gears manual transmission. The car accelerates from rest to 60 km/h in just 5.8 seconds
MAHINDRA MAXX
The Mahindra Maxx, a product under the Mahindra Maxx range, is a spacious passenger
utility vehicle with a maximum seating capacity of 10 persons. It is perfect vehicle for large
families going on long trips. The MUV comes with a spacious cabin with decent legroom.
Available in 4 main choices: Base, TX, LX and Festara, the MUV comes loaded with a lot of
merits. It has a long wheelbase of 2430 mm to provide for a large seating capacity and cargo
space. The vehicle has a high ground clearance of 200 mm which gives it good stability on
off-road drives. Because of these reasons, the Mahindra Maxx is more popular in semi-urban
and rural areas of the country.
The vehicle has high fuel efficiency and delivers more than any other vehicle in its category.It comes with a 3-year warranty so that initial maintenance is not heavy on the pockets
MAHINDRA MARSHAL
Mahindra Marshal Deluxe Royale is a Sport and Utility Vehicle with has a seating capacity
of nine people. Its design resembles Mahindras old model of jeeps; but with some
modifications. It has a 5-door design with a hard top, ensuring safety. The interiors are
comfortable too with ergonomically designed seats affording travelling comfort.
The Mahindra Marshal Deluxe Royale can be a good purchase with regards to its seatingcapacity and also its technologically advanced features. Although, the price is on a bit higher
side, it is worth investing.
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Product profile:
Mahindra Bolero:
Mahindra Scorpio
Mahindra Xylo
Mahindra Logan
Mahindra Renault
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2.2.2 MILSTONE, AWARDS AND ACCOLADES
M&Ms 61st year was studded with a number of noteworthy achievements, prestigious
pri zes and gli tter ing awards.
DUAL HONOURS FOR CHAIRMAN MR. KESHUB MAHINDRA Chairman, Mr.Keshub Mahindra
Was awarded the Business Visionary Award 2006 instituted by the National Institute of
Industrial Engineering (NITIE), Mumbai.
Chairman, Mr. Keshub Mahindra was also awarded the prestigious IBS Kolkata
Lifetime Achievement Award for his unparalleled contribution to industrial growth
and social and economic development of the community.
The Institute of Chartered Financial Analysts of Indias (ICFAI) India Business School (IBS)
presented it, Kolkata, at the Strategy Summit 2007, held in Kolkata.
SLEW OF HONOURS FOR MR. ANAND MAHINDRA
Mr. Anand Mahindra, VC & MD, Mahindra Group, received a number of prestigious awards
in 2006-07, including:
The prestigious CNBC Asia Business Leader of the Year Award for the Year 2006 aswell as the CNBC TV India Business Leader of the Year Award.
The CEO of the Year award at the India Brand Summit 2006 co -sponsored byBusiness Standard and ITM Business School in association with Times Now and
DNA newspaper.
The LMA Entrepreneur of the Year 2006 award, instituted by the LudhianaManagement Association (LMA).
The Most Inspiring Corporate Leader of the Year Award by NDTV Profit
The NDTV ProfitCar & Bike Award 2007 for Automobile Man of the Year.
Mr. Anand Mahindra was also nominated as a Member of the Council of the
ExecutiveCommittee of the National Sports Development Fund (NSDF) of the Govt. ofIndia. He wasfeatured in the list of 50 Most Influential Indians in Business Weeks edition
dated August 13,2007
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HIGHEST CRISIL RATING FOR M&M
M&M has received the highest Governance & Value Creation rating, CRISIL GVC LevelI
from CRISIL for the ability to create value for all stakeholders, while adopting sound
corporate governance practices.
DUN & BRADSTREET AMERICAN EXPRESS CORPORATE AWARDS 2006
Mahindra & Mahindra was rated as the leading Indian company in the AutomobileTractors
sector in the Dun & Bradstreet American Express Corporate Awards 2006. The
Automobile Sector comprises of three categoriesPassenger Vehicles, Commercial Vehicles
and Tractors.
These awards recognize the virtues of size and growth in the awards methodology. M&M
ranked No. 1 in these two segments in the premier Dun & Bradstreet India publication,
Indias Top 500 Companies 2006.
MAHINDRA RECEIVES AMITY HR EXCELLENCE AWARD
Mahindra & Mahindra was honored with the Amity HR Excellence Award at the FourthAmity Global HR Summit 2007 held at the Amity International Business School, Noida. The
Amity HR Excellence Award recognized Mahindra as one the most admired companiesacross the global on account of its innovative strategies for Human Resources Management
and Development.
GLOBAL HR EXCELLENCE AWARD FOR M&M
Mahindra & Mahindra won the Global HR Excellence Award for Innovative HR
practices (Manufacturing Sector), in the Asia Pacific HRM Congress, held in Mumbai.
These awards recognize organizations and individuals who have embraced change,encouraged constructive challenges and demonstrated entrepreneurial skills in the corporate
world.
M&M WINS BOMBAY CHAMBER GOOD CORPORATE CITIZEN AWARD 2006-
07
M&M was presented with the coveted Bombay Chamber Good Corporate Citizen Award
2006- 07 at a glittering ceremony held to celebrate the Chambers 172nd Foundation Day onSeptember 21, 2007. Mr. Bharat Doshi, Executive Director, M&M Ltd. and Mr. Rajeev
Dubey, Member of the Group Management Board and Chairman, Mahindra & Mahindra
CSR Council, received the award on behalf of the company. This Award recognizes and
honors conspicuous achievement by corporate organizations by way of service to the civiccommunity, in addition to outstanding operational performance. It takes into account several
parameters, including Business Performance, Corporate Interests, Employee Welfare,
Customer and Stakeholder Satisfaction and Social Investment.
GOLDEN PEACOCK AWARD FOR EXCELLENCE IN CORPORATE
GOVERNANCE
Mahindra & Mahindra won the coveted Golden Peacock Award for Excellence in Corporate
Governance 2006. This award validates the companys Best-in-Class corporate governance
practices and reflects its transparent and ethical dealings with stakeholders across the entire
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value chain. It recognizes the Managements commitment to the highest standards ofcorporate conduct and its commitment to Corporate Social Responsibility as a distinct
activity that helps build commendable social values and adds to the ethical fiber of the
organization.
BEST AUTOMOTIVE MANUFACTURING SUPPLY CHAIN EXCELLENCE
AWARD
Mahindra & Mahindra has been awarded as the organization with the Best AutomotiveManufacturing Supply Chain Excellence. The awards were presented by India
Times Mindscape (Times of India Group) along with the Business India Group at
the Express, Logistics & Supply Chain Awards held in Mumbai on September 28, 2007. A.
C. Neilson is accredited with the research for the award nominees and winners.
HIGH RANKINGS FOR MAHINDRA
M&M was ranked second in the prestigious e Most Trusted Car Company in India study
conducted by TNS. M&M scored 127 points, just seven points below the top ranking
company, according to a TNS communiqu.
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M&M was ranked 14th in The Economic Times prestigious ET 500 list of topachieving companies in India? The company has moved up four ranks from last year.
To quote from the ET 500 write-up: M&Ms art-to-part strategy of
diversification into the auto parts value chain and its plans for new platforms for
utility vehicles and joint venture with Renault for Logan have led to a gain in ranks.
M&M was ranked 22nd in Business Indias annual survey of the countrys topcompanies - Super 100
M&M was ranked 31st in Business Todays annual survey of Indias most valuablecompanies
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Chapter 3
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3.1 OBJECTIVES OF THE STUDY
Customer SatisfactionThe study has been under taken to analyze the customer satisfaction towards all variant ofMahindra PERSONAL VEHICLES in Bangalore with a special reference to the M&M
motors, the other
Objectives are:
To gather information about customer satisfaction toward M&M personal vehicles inthegeographic region of Bangalore.
To know the customer perception about features, low maintenance cost and looks ofSmall cars.
To know the customer satisfaction about the safety and comfort in light commercialcars.
To know the customer satisfaction towards the after sales service offers by M&M. To provide suggestions, in improving the customer satisfaction and the company
salesand Profitability.
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3.2 RESEARCH METHODOLOGY
6.1 THEORYOFRESEARCHMETHODOLOGY
6.2 RESEARCH DESIGN
6.3 METHOD Of DATA COLLECTION
6.4 SAMPLING PLAN
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3.2.1 THEORY OF RESEARCH METHODOLOGY:
This is chapter explain various methods & techniques used in this
research study with their suitability. This part of the research report is very
much important because it explain the methods; concept&procedures followedby the researcher study the problem. It is helping to the reader to understand
whole the easily.
As marketing research does not address itself to basic or fundamental
question. It does not quality as basic research on the country, It tackles problem,
which seem to have immediate commercial potential. In view of this major
consideration. Marketing research should be regarded as applied research. We
may also say that marketing research is of both types-problem solving and
problem oriented.
Marketing research is a systematic and objective study of problem
pertaining to the marketing of goods and service.It may be emphasized that is it
not restricted to any particular area of marketing but is applicable to all its
phases and aspects
The American Marketing Association (AMA) has defined Marketing
research follows Marketing research is the function which the consumer,
Identify and define marketing opportunities &problems; generate, refine and
Evaluate marketing actions; monitor marketing performance; and improve
Understanding of a market as a process.
Marketing Research specified the information required to Address these
issues; designs the method for collecting information. Managers and
Implements the data collection process; analyses the results; the
Communications the findings and their implications.
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3.2.2 RESEARCH DESIGN:
A research design in the specification of methods and procedures for
acquiring the needed information it is the over all operational pattern of frame
work of the project that stipulates what information is to be collected from
which sources by what procedures
To achieve objectives of my project study I have selected the exploratory
research & also the causal research.
3.2.3 METHOD Of DATA COLLECTION :
There are two types of data
PRIMARY DATA
New data gathered to help solve the problem at hand. As compared to secondary data which
is previously gathered data. An example is information gathered by a questionnaire.
Qualitative or quantitative data that are newly collected in the course of research,Consists of original information that comes from people and includes information
gathered from surveys, focus groups, independent observations and test results. Data
gathered by the researcher in the act of conducting research.
This is contrasted to secondary data, which entails the use of data gathered by someone other
than the researcher information that is obtained directly from first-hand sources by means of
surveys, observation or experimentation. Primary data is basically collected by getting
questionnaire filled by the respondents.
SECONDARY DATA
Information that already exists somewhere, having been collected for another purpose.Sources include census reports, trade publications, and subscription services. There are twotypes of secondary data: internal and external secondary data. Information compiled inside or
outside the organization for some purpose other than the current investigation Researching
information, which has already been published? Market information compiled for purposesother than the current research effort; it can be internal data, such as existing sales-tracking
information, or it can be research conducted by someone else, such as a market research
company or the U.S. government.
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Secondary source of data used consists of books and websites
My proposal is to first conduct a intensive secondary research to understand the full impact
and implication of the industry, to review and critique the industry norms and reports, onwhich certain issues shall be selected, which I feel remain unanswered or liable to change,
this shall be further taken up in the next stage of exploratory research.
DATA COLLECTION
Data collection took place with the help of filling of questionnaires. The questionnaire e
method has come to the more widely used and economical means of data collection. Thecommon factor in all varieties of the questionnaire method is this reliance on verbal
responses to questions, written or oral. I found it essential to make sure the
questionnaire was easy to read and understand to all spectrums of people in the sample.It was also important as researcher to respect the samples time and energy hence the
questionnaire was designed in such a way, that its administration would not exceed 4-5
mines. These questionnaires were personally administered.
The firsthand information was collected by making the people fill the questionnaires. The
primary data collected by directly interacting with the people. The respondents werecontacted at shopping malls, markets, places that were showrooms and near to showrooms of
the consumer durable products etc.
The data was collected by interacting with 40customer and 15 employees respondents who
filled the questionnaires and gave me the required necessary information. The respondents
consisted of housewives, students, businessmen, professionals etc. The required
information was collected by directly interacting with these respondents.
Determination the sample plan and sample size
TARGET POPULATION
It is a description of the characteristics of that group of people from whom a course isintended. It attempts to describe them as they are rather than as the describer would like them
to be. Also called the audience the audience to be served by our project
includes key demographic information (i.e.; age, sex etc.).The specific population intended
as beneficiaries of a program. This will be either all or a subset of potential users, such as
adolescents, women, rural residents, or the residents of a particular geographic area.
A population to be reached through some action or intervention; may refer to groups
with specific demographic or geographic characteristics. The group of people you are
trying to reach with a particular strategy or activity. The target population is the population I
want to make conclude an ideal situation; the sampling frames to matches the targetpopulation. A specific resource set that is the object or target of investigation. The audience
defined in age, background, ability, and preferences, among other things, for which a given
course of instruction is intended. I have selected the sample trough Simple random Sampling
SAMPLE SIZE
I have targeted 60 customers in the age group above 21 years for the purpose of the research.The target population influences the sample size. The target population represents Bangalore
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region. The people were from different professional backgrounds. The details of our sampleare explained in chapter named primary research where the divisions are explained in
demographics section.
3.2.4SAMPLING PLAN :
A number of decision & task are include in sampling and it is the
procedure required right from defining a population selection of sample
element.
Define the population: -
The population id defined in terms of Element, Sampling units, Extent ,Time
Element: -Owner of Mahindra Personal Vehicle Sampling unit: - Mahindra customers Sample size:- 60- 100 Extent: - Bangalore city Time: -15th January to 15th March,2012
Sampling Frame
I have taken whole bangalore city as sample frame for conducting
research.
Sampling Method
I have used proportionate random sampling to select the respondent from
the entire population
I have conducted survey by questionnaire survey.
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Select randomly, it is helpful in finalization of the questionnaire and also
in knowing standard error or core element. How this survey has became useful
to me in deciding the sample size
Sample size decision
As the study is related to satisfaction level with reference to Bangalore city.I
have taken the formula as follow:
Where:
p=probability of success
q= probability of failure
z= confidence level
e=Tolerable error
To decide the value of above-mentioned variable. I have analysis the pilot
survey and result emerged is as
ResultNo of
respondentPercentage
Satisfy 45 75%
Dissatisfy 15 25%
Total 20 100%
100% confidence level is not possible because of large size of population. So I
have taken 95% confidence to overcome this limit maintain accuracy.
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I have decided to accept 5% error in my sample from the true population mean,
as it is also tolerable by the company. I get the following sample size through
the equation
Sample Size N=p*q (z/e) 2
= (0.75)*(0.20)*(1.96/0.05) 2
= 0.75*0.25(39.2)2
= 288.12
300
3.3 LIMITATIONS OF THE PROJECT STUDY:
The scope of study is limited to the respondents are selected from in and aroundBangalore.
The project is carried out for the period of 45 days only. Measurement of customer satisfaction is complex subjects, which uses non-objectives
method, which is not reliable.
The sample unit was also 40+15 respondents. However, Mahindra and Mahindra Automobile showrooms are located in other places
i.e. locally and even in the neighboring states. Only opinion of respondents of
Bangalore city was consider for finding out the opinions of respondents.
CHAPTER 4
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DATA ANALYSIS & INTERPRETATION
4.1SATSFACTIONLEVELOFBOLERO
4.2SATSFACTIONLEVELOFSCORPIO
4.3SATSFACTIONLEVELOF XYLO
4.4SATSFACTIONLEVELOF LOGAN
4.5 SATSFACTIONLEVELOF RENAULT
4.1SATSFACTIONLEVELOFBOLERO:
The total numbers of the respondents are 75 in the collection of the data so according to that
the data is classified are as below in the table.
FEATURESMPFI
ENGINEMILEAGE PICK UP OUTLOOK RIDING
EXECLLANT
60
(80%)
64
(85%)
56
(75%)
53
(70%)
64
85%)
GOOD
7
(10%)
7
(10%)
12(
15%)
12
(18%)
7
(10%)
AVERAGE
6
(8%)
4
(3%)
6
(8%)
7(
10%)
3
(4%)
POOR
2
(2%)
0
(0%)
1
(2%)
3(
4%)
1
(1%)
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Total
75
(100%)
75
(100%)
75
(100%)
75
(100%)
75
(100%)
Comment: The Bolero owner reported the maximum number of person with
the ride; handling and bracing perform which leads to the decline the owner
satisfaction.
4.2 SATSFACTIONLEVELOFSCORPIO:
The total number of the respondent is 50 in the collection of the data so
according to that the data is classified are as below in the table:
FEATURE
MPFI ENGINE MILEAGE PICK UP OUTLOOK RIDING
EXECLLANT
(In%)
38
(75%)
43
(85%)
43
(88%)
45
(90%)
47
(95%)
0%10%20%30%40%50%60%70%80%90%
MPFI ENGINE MILEAGE PICK UP OUTLOOK RIDING
Percentage
Features
Percentage wise satsfaction level of BOLERO
EXECLLANT
GOOD
AVERAGE
POOR
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GOOD
(In%)
7
(15%)
5
(10%)
4
(7%)
4
(8%)
4
(7%)
AVERAGE
(In%)
10
(5%)
2
(5%)
2
(3%)
1
(2%)
1
(2%)_
POO(In%)R 0
(0)
0
(0%)
1
(2%)
0
(0%)
0
(0%)
Total
50
(100%)
50
(100%)
50
(100%)
50
(100%)
50
(100%)
Comment :
Above graph Shows that the owner of Scorpio is highly satisfy because
of the its Vehicle interior, engine and the outlook of the car.
4.3 SATSFACTIONLEVELOFXYLO:
The total number of the respondent is 50 in the collection of the data so
according to that the data is classified are as below in the table:-
0%10%20%30%40%50%60%70%80%90%
100%
MPFI ENGINE PICK UP RIDING
Percentage
Features
Percentage wise satsfaction level of SCORPIO
EXECLLANT
GOOD
AVERAGE
POOR
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FEATURESMPFI
ENGINEMILEAGE PICK UP OUTLOOK RIDING
EXECLLANT
(In%)
35
(70%)
37
(75%)
40
(80%)
43
(80%)
38
(75%)
GOOD (In%)
5
(10%)
6
(12%)
7
(15%)
4
(8%)
7
(15%)
AVERAGE
(In%)
6
(12%)
5
10%)
2
(4%)
2
(4%)
4
(8%)
POOR
(In%)
4
(8%)
1
(3%)
1
(1%)
1
(1%)
1
(2%)
Total
50
(100%)
50
(100%)
50
(100%)
50
(100%)
50
(100%)
Comment:
Above graph shows that the Xylo owner reported the fewer problem in feature
of xylo car.
0%10%20%30%40%50%60%70%80%90%
MPFI ENGINE PICK UP RIDING
Percentage
Features
Percentage wise satsfaction level of XYLO
EXECLLANT
GOOD
AVERAGE
POOR
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4.4 SATSFACTIONLEVELOFLOGAN:
The total number of the respondent is 60 in the collection of the data so
according to that the data is classified are as below in the table:-
FEATURESMPFI
ENGINEMILEAGE PICK UP OUTLOOK RIDING
EXECLLANT
(In%)
51
(85%)
47
(79%)
54
(90%)
57
(95%)
54
(90%)
GOOD
(In%)
7
(12%)
5
(11%)
5
(8%)
2
(3%)
5
(8%)
AVERAGE
(In%)
2
(3%)
7
(9%)
1
(2%)
1
(2%)
1
(2%)
POOR
(In%)
0
(0%)
1
(1%)
0
(0%)
0
(0%)
0
(0%)
TOTAL
(In%)
60
(100%)
60
(100%)
60
(100%)
60
(100%)
60
(100%)
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Comment:
Above graph shows that the owner of the Logan is highly satisfied with its
features like new outlook car, pickup and engine of the car.
4.5 SATSFACTIONLEVELOFRENAULT:
The total number of the respondent is 50 in the collection of the data so
according to that the data is classified are as below in the table
FEATURES MPFI ENGINE MILEAGE PICK UP OUTLOOK RIDING
EXECLLANT
(In%)
43
(85%)
40
(80%)
35
(70%)
42
(85%)
35
(70%)
GOOD
(In%)
6
12%)
7
(15%)
7
(15%)
5
(10%)
7
(15%)
AVERAGE 1 19 5 2 5
0%
10%
20%
30%40%
50%
60%
70%
80%
90%
100%
MPFI ENGINE PICK UP RIDING
P
ercentage
Features
Percentage wise satsfaction level of logan
EXECLLANT
GOOD
AVERAGE
POOR
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(In%) (2%) (2%) (10%) (4%) (10%)
POOR
(In%)
1
(1%)
1
(1%)
3
(5%)
1
(1%)
3
(5%)
Total
(In%)
50
(100%)
50
(100%)
50
(100%)
50
(100%)
50
(100%)
Comment:
The above graph shows that the owners are average satisfy with its
features because of the ride, handling and braking and seats problem.
0%
10%
20%
30%
40%
50%
60%70%
80%
90%
MPFI
ENGINE
MILEAGE PICK UP OUTLOOK RIDING
Percentage
Features
Percentage wise satsfaction level of Renault
EXECLLANT
GOOD
AVERAGE
POOR
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LIMITATIONS OF THE PROJECT STUDY:
The scope of study is limited to the respondents are selected from in and aroundBangalore.
The project is carried out for the period of 45 days only. Measurement of customer satisfaction is complex subjects, which uses non-objectives
method, which is not reliable.
The sample unit was also 40+15 respondents. However, Mahindra and Mahindra Automobile showrooms are located in other places
i.e. locally and even in the neighboring states. Only opinion of respondents of
Bangalore city was consider for finding out the opinions of respondents.
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CHAPTER 5
SUMMARY OF FINDINGS