Journal of Marketing and Sales Management

Authors: Priyabrata Dash, Dr. Akankshya Patnaik

Abstract: The article is all about anti-graft policy and its effect on India. The study provides useful inside regarding anti-graft policy in an important context. It suggest many possibilities for improve endeavors. In this study used only theoretical data and could possible, have added a few more such as personal need for structure, personal, fear of invalidity and need to evaluate future research in this direction could possible include, additional variable and could also asses moderating effects of related issues. When and how did corruption become the most urgent crises facing the nation? This question is yet to be addressed adequately in the ongoing data base on corruption in India.

Authors: V. Dhanavel Pandi, Umamaheswari. K, J. Mageswaran

Abstract: In the past few years, the internet and e-commerce business activities have become one of the fastest growing technologies that playing a significant role in the daily life of human being. Today, E- marketing is one of the most emerging technologies in IT and E-Commerce sector. E-marketing is also referred to as Internet marketing (IM), online marketing or web-marketing, means using the internet to market and sell goods and services. EMarketing helps to find out the right audience to whom goods and services are to be provided by the business organizations. It consists of all processes and activities with the purposes of attracting, finding, winning and retaining customers. The scope of E- Marketing is deemed to be broad in scope it does not only use to promote marketing over the internet but also helps in marketing as well through e-mail and wireless media. Here we analyzed to find out the opportunities and challenges of Internet marketing in India.

Authors: Shweta Pandit, Ashima Joshi

Abstract: CADBURY and NESTLE are name owned in the Chocolate brands. With the regularly growing popularity these two are becoming a brand image in chocolates. To perform this research work specialized areas were visited to find market potential of Cadbury and nestle on the presence of other chocolates brands. Geographically the research was restricted to Indore city of Madhya Pradesh state. The decisions drawn after the analysis, suggest - which particular brand of chocolate is most preferred by people of different age groups, how frequently and how much chocolate are consumed, whether they buy small, big or family pack. Trend of ongoing changes in their likings has been shown in the results.

Author: Jatinder Kumar

Abstract: Availability of organic input and output is critical for improve of organic forming in the country. Development of efficient marketing system is the need of the hour for strengthening the organic production in India. This paper made a humble attempt to understanding the consumer perception about organic product and marketing in Chandigarh. The results concluded that most of the consumer especially in urban people prefer organic food product. Marketing of organic product is so poor in study area so the demand for organic product is increases but supply is very low. The major reasons are organic producer are low, adequate market facility is not there, few number of shops, lack of awareness, and so on. Therefore if farmers as well as government give interest to organic farming then it would easily enhance better marketing system for organic food products in Chandigarh.

Authors: Shweta, Shachi

Abstract: Several characteristics of the control system can be linked with the human Women are the pillar of any economy. Their role is tremendous for accelerating growth of any country’s economy. This paper aims to study women’s purchasing trends. There are many factors that affect women’s buying decision viz., age, earning capacity, marital status, economic conditions and various marketing policies. But according to the study under this paper the most important factor that is emerging for motivating the women to buy any product is- Fashion. It is the running trends toward any product in the society that can easily affect the mood of any women. This paper highlights how fashion sense of a lady can influence their purchase. Information collected by different journals and websites has been analyzed in order to find results. By analyzing various reports it can be concluded that the two variables viz., fashion and women’s buying decision are related with each other. Current market fashion may affect women’s decision positively or negatively.

Authors: Snegha. V.R , Latha. A

Abstract: Close consideration has to payed by the manufacturing firms for emerging and sustaining relationship with the dealers and distributor network in order to increase their trust and satisfaction. When great levels of competition threaten market shares and the steadiness of the dealer network, the value of such efforts is most deceptive. This empirical study shows that various factors like product attributes, satisfaction with services, promotional activities, dealer benefits and business performance are important assets for the technological interface adoption and bring significant savings for the manufacturer and dealer. The survey was conducted in business units that belong to a manufacturing sector. The study’s sample comprised 154 dealers and distributors. Measuring instrument followed a rigorous categorization of methodological procedures. Measurements were validated by regression, correlation and hypotheses were tested. The impact of channel function performance on different dimensions of relationship quality – satisfaction, trust, commitment and conflict under different dependence structures have also been identified and discussed in the paper. Results suggested positive effects of the factors like product attributes, satisfaction with services, promotional activities and dealer benefits on the business performance of the distributors.

Author: Manoj Ganesan

Abstract: Home Theatre System has brought the world of entertainment to the home. People Enjoy social status by acquiring luxurious goods. The study is undertaken to analyse the consumer’s preference towards buying of Home Theatre system. The respondents have been chosen on the basis of convenient sampling method, where the people who build Luxurious homes were the target respondents. The findings of the study revealed the features of the buyers’ attributes towards Price, Quality, social status, influencer of the product, etc towards Home theatre system.

Authors: K. K. Sharan, B. Poongodi

Abstract: In today’s corporate and competitive world, I find that insurance sector has the maximum growth potential as compared to the other sector. Insurance has the maximum growth rate of 70-80% while as FMCG sector has maximum 12- 15% of growth rate. Despite recession this sector has noticed a growth rate of around 35-40%.The growth potential attracts individuals to enter this sector and IDBI Federal Life Insurance Company Ltd has given me the opportunity to get a peek of highly competitive and enhancing sector. The awareness related to life insurance products in India, among the mass, is still very low. The level is even lower in rural areas. Insurance is still considered as a tool for tax planning only, even when companies have attached investment benefits to it. The major factors affecting the purchase of an insurance product are trust, service, product features and relationship with advisors. Firms like LIC are still favoured only because of being a government undertaking units. The concept of m— is-selling has paralyzed the sector itself. People find it hard to have faith in advisors. Their job is really very hard. People are now getting aware of the various investment tools available in the market. The masses in urban cities like Pune have started comparing the products.

Authors: K.A.Pavan, N. Nirmaladevi

Abstract: The world economy has become a digitalized economy and online savvy. Due to high internet penetration and e-commerce boom on one end, smart phone and tablets become connectivity links for communication and trade. Convenient shopping through online is spreading across widely due to the time constraints and tech savvy culture. For the online marketers, understanding online consumers has become a routine and important aspect. Hence, KYC “Know Your Customer†is become the order of the day. This research paper has the objective to understand the personality traits of the online customers based on certain demographic variables in Coimbatore district.

Authors: Mehul Vachharajani, Hiren J. Patel

Abstract: Purpose: This study attempts to examine empirically the performance factors of channel partners impacted by imparting sales training. Impact of sales training on key business indicators was examined. Design/methodology/approach: Channel partners were identified through convenience sampling. Their key performance data pre training & post training was taken. Findings: Results suggest empirically that Channel partner key performance parameters such as New SIM cards sold, Customer acquisition through Mobile No. portability and Gross sales are influenced by sales training. Research Implications/Limitations: Future research can include impact of sales training on other business parameters such as revenue and distribution reach. Also views from channel partners on perceived value of sales training provided to them can be considered. Practical Implications: Findings of the study can be useful for sales training organizations and consultants to show effectiveness of sales training in order to win trust of their clients.

Originality/Value: This research focusses on few key performance indicators of channel business such as gross sales and impact of sales training on them.