Journal of Marketing and Sales Management

Authors:-Reshma Pai A, Jeevitha B V

Abstract:-Social media has become a vital part of everyday life. This stunning growth is due to the increasing usage of smart phones. Today’s era of Internet has opened a gate of vast variety of opportunities for businesses and to reach their customers conveniently. Growing popularity of social media has compelled the marketers to think about this media along with traditional functional areas of marketing. The main purpose of the present paper is to examine the effect of social media on digital marketing. This paper describes various forms of social media which are available for the marketers to market their products. The study also has undergone to find out the popularity and effectiveness of digital marketing among people in and around Puttur. The study has mainly dependent on primary data collected through questionnaire. The secondary data collected through books, journals, articles and literatures have also been incorporated in this paper. The sample of 200 respondents randomly has been selected for the study from in and around Puttur. Chi square method is used for analyzing the data. Table and charts have been used as supportive tools for analyzing the data. The study has revealed a positive effect of social media on digital marketing. This study will definitely contribute towards marketing literature.

Authors: Dr. K. Parimalakanthi, R. Suganya

Abstract: Fast Moving Consumer Goods (FMCG) sector is the fourth largest sector in India touching everybody’s life every day. The consumer behavior plays an important role in marketing of fast moving consumer goods. This behavior is affected by various factors. In the present era of globalization needs and wants of consumer’s changes with time. The fast moving consumer goods (FMCG) sector contributes a lot to the growth of India’s GDP. Therefore it is necessary to identify the changes in consumer buying behavior towards FMCG products. Through this study we can know about the preference of the consumers towards FMCG products and the factors influencing those products.

 

Authors:-Mentor. Dr. S. Jayashree, Y. Beula

Abstract:-The objective of the study is to get an idea about people's perception on the choice of petrol pumps in Karachi. To accomplish the purpose, it was hypothesized that (1) Location has a significant impact on the choice of Petrol Service Stations (2) Quality has a significant impact on the choice of Petrol Service Stations (3) Rewards has a significant impact on the choice of Petrol Service Stations. A sample of 200 respondents was randomly selected who filled a self reporting questionnaire. One sample t-test was applied on gathered data to assess the observations. It was revealed that neither quality nor location and reward have an influence on the consumer choice over selection of petrol pump.

Authors: Dr. Kavitha K.R, Ms. Dahrshini

Abstract: Online shopping provides a best example of the business revolution.  Online shopping  is currently experiencing a period of rapid development,  the large number of internet users provides a good foundation for the expansion of the online shopping market. In this study, perceived usability, awareness and satisfaction of customers towards online shopping  experiences. 

Authors: Dr. G. Sowmya, A. Kowshik Raja

Abstract: This study tends to convey the customer satisfaction towards GREEN PRODUCTS.  The objective of this study is to identify the level of satisfaction of green product users and problems faced by customers in green products. A sample of 120 respondents - residing in Coimbatore city was collected and analyzed using percentage analysis. It is found from the study that majority of the Customers are highly satisfied by the factors quality, heath, Natural, Price, personal consciousness, offers of green products. Most of the respondents opined that the green products are high in Cost, as a problem factor. The respondents feel that Government can reduce the tax rates levied on green product manufacturing companies and also government can encourage investors to invest in green product manufacturing, when competitor’s increases the product price will decrease due to competition. The study conclude that if these suggestion are taken into consideration by the government then we can create an ecofriendly environment which will satisfy the needs of the people and also protects the environment.

Authors:-Tinku Joy

Abstract:-

Masalas is an inevitable part of Indian cuisine. And for that matter the market of curry powder and its allied products are very large and have been easy to capture. But the case has been different in Kerala. Raidco entered the curry powder market when it was heavily dominated by private players. Govt. found a need to enter the market as it had huge potential. The Raidco Company has been doing extremely well in starting few years. It was successful in positioning its products well. It was able to reach to the villages and other Supplyco outlets. But for the last few years it’s struggling very hard to find its rhythm in capturing the market share and also to expand. It’s still in the shape as it was started, there was no much market capitalization, no penetration into deeper villages, and also not much profit has been seen in the company.
The company is present in Northern Malabar region, mainly in the districts of Kannur, Kasargod Wayanad and Kozhikode. When there are brands like Eastern which is performing well both in the domestic and international market, it is has become tough for Raidco to recapture its lost market. There are also smaller brands like Melam and Saras who are slowly eating Raidco’s market. And now there is competition from other states brands like Aachi. It’s high time that Raidco renew its plans and strategies. It should try to emulate its strong points and should narrow down its weak areas. I hope my study would provide light to the success and expansion of Raidco Family Brand. The study focuses on retailer, who plays an enormous role in the sale of the product, and also in market expansion. It’s always important to keep the retailer satisfied.

Authors:-Prayag Gokhale, Dr. S. R. Bharamanaikar

Abstract:-The experimental study was undertaken to investigate the risk taking behavior of the individuals in North Karnatakaregion.The study emphasizes on the experimental design based on the Cumulative Prospect Theory (Tversky and Kahneman, 1992). The study focuses on 12 tasks broadly classified to understand the behaviour of individual in domains of gains and losses, the over weighting of low probabilities and the loss aversion and the study also incorporates the various demographic factors like age, gender, income level which has an effect on the risk taking ability of the individual. The results of the study indicates that the individuals in North Karnataka behave in tandem with assumptions of the Cumulative Prospect Theory except a few exceptions which are due to the various demographic factors and are discussed in detail in this paper.

Authors:-Tinku Joy

Abstract:-Total quality management (TQM) is a unified management approach that concentrates on the consecutive improvement of processes, products, and methods to surpass client expectations. This paper aims to highlight the advantages of implementing TQM in the airline industry by examining the key enablers of TQM. This study was based on a research model including six factors that were found to have a profound influence in implementing TQM. The data needed for the study was collected with the aid of questionnaires and secondary sources. The study discovered that procedures, policies, and a culture of knowledge transfer were the most significant enablers of successful TQM initiatives in Jet Airways. In order to effectively implement TQM, the study suggests that management should offer appropriate recognition and rewards to employees. This will motivate them to adopt and practice TQM initiatives. Apart from that, management should also arrange seminars or workshops to accustom the employees to the basic procedures and objectives of effective TQM.

Authors:-Shakuntala S. Shete, Vaibhav Veeragoudar

Abstract:-Milk and milk products is an essential commodity for consumers. Though the taste of milk as such cannot be changed to satisfy consumers taste, the quantity of the package can be changed as per the needs of the consumers. Milk industry needs to focus on milk products to increase their profits by changing the taste by adding flavours and the quantity. Line extension is key word for industries in which they produce the large number of products under same brand, when the consumers need a change in product they make a line extension of those products which are on high demand in the market. In this study consumers are in need of different flavours in the same products. Thus evaluation is done on consumer opinion on line extension of products.

Authors:- Prof. Ramchandra Alias Ameet Chate, Anuradha Ulhas Gaunekar

Abstract:- Well organized retailers have known for their setup which attracts the consumer to visit in the store. The exterior variables are which triggers consumer to have glance from the outer source. The benefits of the external variables have been identified by the retailer and it has created the value for merchandise and the retail environments in which it is sold. The superlative variable enhances the desired traffic flow through a retail store, which motivates customer to acquire merchandise. It attracts the customer and makes it easier for people to decide and find their way. It basically conveys the customer in brief about their merchandise they cater to. This study consisting of two external variables particularly exterior window display and location based on which the impact of buying behavior is been measured. The objective of this study is to evaluate the importance and analyze the impact of environmental variables on consumer buyer behavior, for which a sample size of 115 were selected. The evaluation of variables under study was quantified on a five likert scale and the correlation with the behavioral response in the form of Pleasure, Arousal and Dominance-PAD dimensions was mapped.

Authors:-Tinku Joy, Neetu Wilson

Abstract:-Customer loyalty is particularly important to the hotel industry, because most hotel industry segments are mature and competition is strong. Often there is little differentiation among products in the same segment. (Bowen and Shoemaker, 2003). Managing Customer loyalty through a customer relationship approach has become a significant marketing strategy given most of services which hotels offer, are intangible. It is difficult to differentiate themselves from other competitors. Because of this, hotels have been making an effort to succeed in the industry by improving service quality and the service itself in order to maximize the customers’ satisfaction and ensure guests become “loyal guestsâ€. O’Malley and Prothero (2004) have defined that the purpose of relationship marketing is to create, extend and keep the relationships with customers and other stakeholders. Because of this fact, customer loyalty as relationship marketing is significant. Barsky and Nash (2002) mentioned that the emotions a guest feels during a hotel stay are vital components of satisfaction and loyalty. However it is important to recognize the difference between customer satisfaction and customer loyalty.

Author: Dr. Ashima Joshi

Abstract: This case has been developed on Sarabhart Bank (Changed Name) which functions on principle of motivating its customers for using expertise technology for the banking and aims at creating trust amongst them. This Case study also highlights the confrontations and challenges that bank had witnessed time to time and the strategies it formulated to cope up with them. This case sums up with the highlights of faith and trust building activities that bank followed to achieve its status in the competitive scenario in banking sector.

Authors:- Dr. K. Sankar Ganesh, Dr. R. V. Palanivel*, Dr. N. Muthukumar

Abstract:-Marketing is the process used to determine what products or services may be of the interest to customers, and the strategy to use in sales, communications and business development. This moves them to the rural areas to create satisfaction and uplift their standard of living. Rural areas of the country or countryside are areas that are not urbanized, though when large areas are described country towns and smaller cities are included. The purpose of this paper is to examine the effectiveness of rural marketing done by women in Virudhunagar district, Tamilnadu. The study investigates further to determine, whether women micro entrepreneurs adopt economic marketing or the non-economic marketing efforts. And will also help the government marketing societies to improve the status of women entrepreneurs in Virudhunagar district. It also helps to suggest the better way of marketing of products and to raise their economic position. The finding of this research will guide to promote the rural women and to guide with better marketing techniques to sell their products. In order to collect and gather primary data, structured questionnaire survey methods are used. In addition, information was also collected through discussions and interviews with self-owned business women’s, local NGOs and government's grass roots level workers etc.

Authors: Natesan Andiyappillai, Dr. T. Prakash

Abstract: As we see the technological developments evolve in the recent arena, it is contributing to Warehouse Management Systems (WMS) Implementations implementation as well in the Logistics industry. Though there have been a number of researches done in the past decade or so on WMS implementations, it appears that there is a huge gap between the number of recent researches against the number of recent technological developments as the technological developments advances heavily. Hence, it is attempted to understand the latest trends and developments in WMS implementations in this research based on a case study conducted in a leading Logistics and Supply Chain enterprise. The benefits and challenges that the businesses have at the recent times have been discussed. As the technological developments are tremendously changing the business operating models, this study can be extended periodically to understand the latest and greatest in WMS implementations at any given time.  

Authors:-Dr. K. Sankar Ganesh , Dr. V. Vasanth

Abstract:-Marketing strategies with Customer Relationship Management is not more effective. Customer relationship marketing plays a vital role in building a better relationship between the company and its customers. The companies are trying to maintain better relationship thorough various techniques and policies. Effective customer relationship management enhances customer satisfaction and it leads to customer loyalty. Every customer is significant to a business concern. A systematic relationship building will help the organization to understand the customer better and study their needs and wants. We can ensure repeated purchase only if the customers relationships are effectively maintained. Automobile industry is customer dominant industry where customer relationships are highly important. This study aims in evaluating customer’s relationship strategy in popular Vehicles, Chennai.

Authors: Prof. Dr. S. Kumaran*, Manjeet Singh**

Abstract: A tourist’s past experiences, affinity with the natural and cultural heritage and socio-economic status influences their perception about a destination.  The objective of this study is to find out the role of tourist perceptions in the promotion of not so prominent tourist destinations and how these destinations can be brought to the tourists map to have uninterrupted inflow of tourists throughout the year. The present study was focused on Ananthagiri Hills, Vikarabad, Telangana. In order to carry out this study, a structured survey was undertaken among tourists and the tourism stakeholders associated with the destination with the help of a questionnaire, to get to know the impact of tourist perception on the growth of demand of specific destinations. The findings of the study depict that since the destination is a hill station, majority of tourist inflow is during the monsoons and summer seasons, adequate marketing mix should be adopted so as to maintain year long inflow of tourists at the destination.

 

Author:-B.G Lakshmi

Abstract:-Banks have unique challenge when it comes to marketing because they don’t offer tangible products for consumers for promoting a bank. It requires convincing consumers to trust a bank with their money and make customers feel like, they are getting most value for money. Once customers invest with a bank, the bank must work and get them into additional products. Banks should know their customer and their preferences, needs and their financial position. It is applicable to Dhurmavaram Urban cooperative bank as they are small in size and accessible to local area specially at the time of issuing the loans and when recovering loans. Marketing strategies followed by UCB’s are they pay 1% more interest rate on the deposits and provide loans and advances at 1% less interest than commercial banks. The next strategy is OTS(One time settlement)for recovery of loans for those who repay the loans on time will have sort of relaxation. It is observed that deposits of DUCB is increased from Rs2061 lakhs in 2012-13 to Rs.4066 Lakhs 2016-17 ,loans and advances increased from 1502 to 1978 lakhs, As a result  the profits increased from 12 lakhs to 30 lakhs.

Authors: L. Ramanjaneya , Mohammad Sirajuddin

Abstract: This study strives to identify the impacts of emotional marketing on purchase decision. Quantitative approach was the major method used and a self-administered questionnaire survey was conducted with sample size of 197 consumers who used the products of Tide washing powder, Coconut oil, and Maggie noodle. The results showed that all factors of emotional marketing were positively associated with consumers’ purchase decision. In addition, this study argues that, in order to achieve high level of consumers’ purchase decision, companies employing emotional marketing should; a) focus on symbols of emotional advertising clips, b) concentrate on images of emotional adverting, and c) create self-identification elements. In addition, the empirical results showed that the purchase decision was directly affected by factors of brand recall, brand recognition and perceived quality of product. On the other hand, the factors of kind of media, meaning and form, cultural symbols indirectly affected the purchase decision

Authors:-Priyabrata Dash, Dr. Akankshya Patnaik

Abstract:-Today ‘Environmental Intricacy’ and ‘Climatic Aggravation’ is responsible for raising the buzzer in the society. This climatic catastrophe enhances concern among the government, NGOs, researchers, academicians, scientists, etc. Current environmental outrage among them become successful in illuminating the mind of general public, which further leads to foster the business instinct to preserve our planet from future vulnerability. Growing climatic enormity and inadequate contribution from Indian research pull strings within me to finger in the pie in dealing with these dangerous climatic exertions. This paper basically highlights the corporate endeavour towards environmental asylum and also emphasis on the inimitable strategy of the business called “Eco-friendly Marketing†which can also be uttered as “Green Marketing†or “Ecological Marketing†or “Sustainable Marketing†or “Organic Marketing†etc. “Eco-Friendly Marketingâ€Â  came into eminence in the late 1980’s and early 1990’s. It is defined as “All activities designed to generate and facilitate any exchange intended to satisfy human needs or wants occur with minimum detrimental input on the natural environmental†(Polonsky, 2011). Green Marketing strategy proved to be one of the best competitive strategies in this aggressive global platform. It Lavish corporate spoor which become prolific in amplifying common consumer to green consumer and lead them to a standard green life style. Current article mainly focuses upon those generous steps taken by various companies to counter these climatic entanglement and successful in leaving their footprint for other corporate entities. The simply motto of this paper is to give a hand to this green revolution to counteract the growing climatic dilemma.

Authors:-Sreenithi S, Dr. R. Gokilayani

Abstract:-This project primarily concentrates on analyzing the various factors that help determine the level of branding done by SMEs and associate with their future plans and suggesting ways of improvising their yearly marketing plan and budget. The study uses the brand valuation model, Aaker’s Model which which is has a unique set of brand associations representing what the brand stands for and offers to customers an aspiring brand image.The purpose of the Aaker’s Model in this research is to help in creating a brand strategy consisting of different brand elements or patterns, so as to clarify, enrich and differentiate a brand from its competitors. An organization carefully employs several of these elements to communicate to the consumers what their brand stands for.

 

Author: Prabhati Rathore

Abtract: Experiential Marketing can be termed as live marketing commitment where there is a face to face interaction between the consumer and a product or a brand .It is the art and science of engaging customers with in depth experiences of the product. It is a concept functional so as to appeal to the emotional senses of the customers and to influence their purchase decision. This paper aims at investigating consumer's response to retail experiential marketing. It would engage analytical study of the connection between consumer lifestyle and behavior in contemporary retailing. The paper would also suggest various characteristics and specifications that a retail format should have in order to appear most appealing to the consumer in a shopping experience. The facts will be collected through primary study which would be qualitative in nature and a structured guideline will be followed while interviewing consumers to scrutinize individual responses.

Authors: Madan Kumar S, Dr. R. Vinayagasundaram

Introduction: Getting operators involved in maintaining their own equipment, and emphasizing proactive and preventive maintenance will lay a foundation for improved production (fewer breakdowns, stops, and defects). TPM (Total Productive Maintenance) is a holistic approach to equipment maintenance that strives to achieve perfect production:  No Breakdowns  No Small Stops or Slow Running  No Defects

Authors: Saranya R, Anshul Saxena

Abstract: The retail apparel industry has been increased tremendously in recent days. Due to the competition in the retail stores, the sales of the stores need to be increased. The primary objective of this study is to identify and differentiate products selling in high and low quantities and values and forecast the sales for the first quarter of the next year. The secondary objective of this study is to provide recommendations to the company to improve the sales. The project focuses on the analysis of the sales of the apparel retail store and to increase the sales. The statistical analysis like Percentage Analysis, Linear Regression Analysis, Forecasting analysis, Advance chart analysis, Z score, Advanced chart analysis using Tableau is done in the project. Based on the results, the suggestions are given to the company to increase the sales.

Authors:- Avinash Kumar A, A. Latha

Abstract:-Led lighting industry is the fastest growing industry in India. In the past 5 years with the invention of innovative technologies and increasing customer awareness about LED Lighting products. There are many multinational and domestic companies competing in the industry. So it is necessary to understand the pulse of the customer in order to grow constantly and retain its market share. Survival of a company purely depends on customer satisfaction and customer retention. This study would bring to light the satisfaction level of customers who buy luker led lights. The population covered in the study consists of builders, architects, civil engineers, electrical contractors, the sample size of the study is 150, Convenience sampling technique is used here. Tools used for the study are Frequency analysis, cross tabulation, simple linear regression, and independent t sample test. From the study it was found that client preference is the major factor which makes important factor buying Luker LED lights are quality, brightness, replacement warranty, it is also found the dealer reference is the most important source of information for luker brand.

 

Authors: G. Mohanraj, P. Karthikeyan

Abstract: With the increasing net acquirement, the prospect of on-line promoting is increasing. There are numerous individuals on-line any time and that they all ar a possible shopper within the on-line market. Since there are such a big amount of suppliers, the foremost vital issue for organizations is to grasp what are shopper desires and wishes during this competitive business atmosphere. Client shopping for behaviors are influenced by various factors like culture, socio-economic class, references cluster relation, family, pay level and pay independence, age, gender etc. so they show completely different client behaviors. These studies justify on-line searching vital and shopper shopping for behavior in on-line searching.