Two wheeler

Volume 1, Issue 5 (October, 2012)          ISSN: 2277‐6621

Journal of Asian Research Consortium                  24
                http://www.aijsh.org

AJRM
A Peer Reviewed Internatio na l Jo urna l of Asia n
R e s ea r c h C on s o rt i um
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A S I A N J O U R N A L O F
R E S E A R C H I N
M A R K E T I N G
AN EMPIRICAL STUDY OF BUYING BEHAVIOUR OF THE
TWO-WHEELER USERS IN JAIPUR DISTRICT
PROFESSOR RAJESH MAHROTRA*; SACHIN KUMAR SHARMA**
*Director,
School of Business & Management,
National University,
Jaipur, Rajasthan.
**Research Scholar,
School of Business & Management,
National University, Jaipur.
ABSTRACT
In the last decade, the transformation in technology and process of globalization
results in an increase of consumer behavior. Marketing strategies are altered from
product oriented to customer oriented. In automobile industry, market has shifted
from scooter to motorcycle segment. This study aims to find out the consumer
behavior towards the different types of two-wheeler existing into the market. This
study describes the major factors, which affects the purchasing decision of an
individual. A sample of 100 motorbike users selected randomly to study their buying
behavior of users in. Data is collected through standardized questionnaires and
other authenticates resources. Data is analyzed through different statistical methods.
This study focuses on three major corporate players of two-wheeler industry. Viz.
Hero motocorp Ltd. Bajaj and TVS. It only considers male customers of these
companies. The result reveals cues that users are highly stimulated by socio-
economic and demographic factors. This study concludes that mileage and engine
power are the important factor which affects the buying behaviour while consumers
are not bothered about price it shows the purchasing power of the consumer and
demographic factors are key factors of influencing buying behaviour. The major
challenges before Indian manufactures are how to expose determinants that directs
the consumer in the buying decision of motorcycle.
KEYWORDS: Consumers’ buying behavior, determinants factors, motorcycles
market.
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INTRODUCTION
Indian automobile industry has rapidly grown since liberalization policy was announced in 1991
by the finance minister Dr. Manmohan Singh. Pre-liberalization there were only few two -
wheeler models were available in the Indian automobile market. Currently India stands next to
China in production of two-wheeler models. In the different parts of India, trend of two-wheeler
market has bumped up due to poor public transportation system. Moreover, two-wheeler offers
mobility and convenience to the individual and family. In 1948 Bajaj started importing Vespa
scooters. In early 50’s production of scooters commenced by (API) Automobile Products of
India. Till 1958 Enfield and API were only producers of two-wheelers in India. In 1960 Bajaj
introduced itself as a producer of Bajaj scooters with technical collaboration of Piaggio an Italian
company. Till mid 80’s the condition of two-wheeler motor cycles manufacturers was not very
good. There were only three players named as Enfield, Escorts, Rajdoot. Two-wheeler market
geared up with new technologies in mid 80’s when foreign manufacturing companies entered
into India and started competition in automobile market. Post-liberalization, the sales have
increased manifold times.
People who found difficult to use geared scooters and motorcycles, the Kinetic launched a
gearless scooter in collaboration with Honda. It gained popularity in younger generation. The
introduction of scooties created another segment for women and teenagers who could not found
comfortable while driving either motorcycles or gearless scooters. TVS, Kinetic, and Hero
started manufacturing mopeds. Kawasaki, Honda, Yamaha, collaborated with various two-
wheeler companies in India. Yamaha, Escorts, Rajdoot faced vast competition with smaller 100
cc Japanese technology based motorcycles. These motorcycles were manufactured by Hero
Honda (now Hero Moto Corp). Hero Honda was the only one company in India which was
manufacturing four-stroke motorcycles at that time and these motorcycles gained immense
popularity in 1990’s. The USP of Hero Honda was affordable range, highly fuel efficient with
lower maintenance motorcycles. The Kyoto agreement and change in government’s policy
affected two wheeler markets when the pollution control norms were announced. It was a big hit
for two stroke technology because two stroke engines are less efficient than four stoke engines in
terms of pollution control. Currently there are around 10 major players are manufacturing two-
wheeler in India, they are Hero Honda, Bajaj, Honda, Hero, Indus, Kinetic, Royal Enfield,
Suzuki, TVS, and Yamaha.
In present scenario, the two-wheeler market is witnessing a demand for higher volume engines
because of the purchasing power increased and the taste and preferences are changed. Earlier the
100 cc motorcycles were being populated due to the high fuel efficiency offered by the Hero
Honda (now Hero Moto corp) and Bajaj manufacturers. However, the market is rapidly
maturing. There are ample of models are available into the market for the customers. All two
wheeler manufacturing companies are focusing on their strengths and serving to their existing
and prospective customers. Like any other industry, purchasing behavior is an important aspect
which companies have to keep a track of in order to increase its sale. There has seen considerable
change in its customer base as well as in the factors which have affected these changes.
Companies need to understand these different aspects before devising a strategy or adopting any
plan. This study shall determine the factors that influence the buying behavior of customers in a



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two wheeler market. To be more specific, the study shall be focused on the purchasing of a
specific brand like Hero Honda and Bajaj, Which attracts and accommodates to customer with
specific brand. The major problems facing to diverse Indian manufactures are how to expose
determinants that direct consumer in the buying decision of motorcycle and which marketing
factors drives consumer’s buying behavior. On the basis of research finding, Indian motorcycle
companies can understand their consumer’s buying behavior and related issues, and be able to
implement appropriate strategies to expand their market. The purpose of this is to assess the
motorcycle market and understand the demand of the customers. Those motorcycles are
considered in this study, which are available in the local market, like Hero, Bajaj, TVS and
others.
The literature review is accessed with respect to the factors which determine the buying
behaviour of a two-wheeler user.
REVIEW OF LITERATURE
Dhananjoy Datta (2010). There are many factors on which the buying behavior of the customers
depends and these factors motivate them to purchase a two-wheeler. These factors include
advertisement, word of mouth, references from family, friends, own experience, features, price,
etc. The results of the survey done was that around 51% of the customers having two-wheelers
fall in the age group of 20-30 years, while their income is below Rs. 5000. 64% people are
unmarried and use Bajaj two wheelers. In most of the cases, the motivation comes from friends
(44%) and family (31%). People also search for installment plans and finance schemes before
purchasing a two wheeler.
Prof.S. Saaravanan and Prof. N. Panchanatham (2009), they discussed the essentials for
promotion of a product .the result shows that a customer considers all factors at the time of
purchasing a two wheeler, although majority of customers give importance to the brand image.
This study also describes the socio-economic factors which satisfy two wheelers customers and
that the employees and students crave for show room services.
Murphy John and Bellman Eric (2008). It has been discussed that in 1948, the Bajaj Auto Ltd
came with importing and selling of Vespa scooters. The scope of the scooters had decreased
since the boom in the motorcycle market segment. The customers’ preferences changed the
automotive strategies adopted by the Hero Honda Motor Co. in India.
Lisa R. Klein and Gary T. Ford (2003). It has been stated by the authors that the customers can
do a cost benefit analysis to choose a search strategy, i.e. what, when, how much and where to
search, but the customers do not search much, which may be due to customers’ perception that
the search costs are quite high or that the value of the search is quite low. As a part of pre-
purchase search for perfect automobile as per their requirement, the customers in this digital age
take the help of internet, websites as well as social networking sites to do a comparative study of
the different models of different brands available in the market. Hence their opinion is also
influenced by the reviews of the people already possessing the motorcycles and using it. Snelders
& Schoormans (2000).Different techniques are suggested in the literature to find out which
attributes consumers use to judge products. Simonson &Tversky (1992)Making a product



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different from its competitors by adding even a meaningless attribute can increase consumers’
quality perception or can decrease perceived risk Aaker & Jacobson (1994) Perceived quality is
defined as the consumer's judgment about a product's overall excellence or superiority.
Wallendorf (1979) Purchase decisions are based almost solely upon the attitude existing at the
time of purchase.
OBJECTIVE OF THIS STUDY
To identify the market size of two-wheeler companies.
To identify the impact of demographic factors on purchasing of two-wheeler.
To study the various attributes that trigger consumers to buy specific two-wheeler brand like
splendor, Pulsar, Karizma, victor.
METHODOLOGY
The methodology explains the collection and interpretation of the study instruments.
HYPOTHESES
1. H0: Two - wheeler customers are equally prevailing in Jaipur
H1: Two – wheeler companies has different share in two – wheeler market in Jaipur
2. H0: Demographic factor affect the buying behaviour of two - wheeler customers.
H1: Demographic factor doesn’t affect the buying behaviour of an individual.
3. H0: The various factors are equally significant for the customers buying behaviour of
two-Wheeler.
H1: Every factor has different impact on the buying behaviour of customer.
UNIVERSE AND SAMPLE FOR RESEARCH
A total of 100 people are approached for the purpose of filling up the questionnaire. For this
study researcher has selected Jaipur city as a universe. Simple random sampling is selected to
collect the primary data through survey and the sample was mainly focused on three brands –
Hero Honda (now Hero Moto Corp), Bajaj and TVS and secondary data is collected through
Various publications of Indian and foreign government, books, journals, Magazines,
Newspapers, websites of two wheeler companies etc.
(a)Questionnaire is based on review of literature, consultation with experts and observations.
(b) Review of academic literature, text and research articles, and indentified the variables that
relates to the study



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(c) Pre-test to ensure the respondents understanding with the questionnaire from different age
group of people.
After carrying out questionnaire a pre-test was conducted to review the quality, face soundness,
and content validity of the measurement items in the questionnaire. An effort was put to make
questionnaire easy and understandable to respondents, and at the same time making it a
comprehensive tool to collect required information and data.
After pretest and alter the questionnaire, 100 self administered questionnaire were distributed in
Jaipur City among different age group of people.
LIMITATIONS OF THE STUDY
A study of such magnitude is bounce to suffer from certain constraints and limitations,
Research is based on questionnaire and there is possibility of bias respondents those do not
provide the actual information. Research is conducted in open market place where other
numerous possible variables act on research.
MEASUREMENT AND CONDUCTING QUESTIONNAIRE
Questionnaires are made with close ended questions having 5 point rating scale and were used to
measure respondent’s evaluation by asking them the level of importance with statements in the
questionnaire that have been ranked from (1) most important to (5) least important. Each
question consisted of many factors based on literature review, to evaluate the research
accurately. The higher the score the more important the variables are as evaluative criteria. Five
point scale were used to measure factors in such a way that mean scores could be calculated to
show which factors are the most important to affect decision buyers purchasing motorcycle. With
5-points scales, the interval for breaking the range in measuring each variable is calculated by: 5-
1/5 =0.8
It means items with scores fall between the ranges of:
1.00−1.80 are considered as the most important level
1.81−2.60 are considered as the important level
2.61−3.40 are considered as moderate level
3.41−4.20 are considered as the least important level
4.21−5.00 are considered as the not important level
Data from questionnaires are processed by Excel and SPSS Programme.


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RM
ANALY
1. H0: T
H1: Tw
Source : Pri
This figu
share. Ch
cateogry
share in t
This resu
alternativ
share in t
0
5
10
15
20
25
30
35
40
45

YSIS AND T
WO - WHE
wo – wheeler
mary Sources
ure shows th
hallanger is
of followers
the jaipur cit
ult supports
ve hypothesi
two – wheel
Hero
42
Marke
  Volume
TESTING O
EELER CUS
r companies
hat Hero mo
s Bajaj auto
s TVS has 1
ty.
to hypothe
is H1 is sele
er market in
Ba
et Share
1, Issue 5
OF HYPOTH
STOMERS
s has differen
FI
otocorp Ltd
omotive Lim
2% market
esis no1 and
ected and re
n Jaipur.
ajaj
28
e of two‐
5 (Octobe
HESIS
S ARE EQU
nt share in tw
IGURE : 1
is leading p
mited, it has
share and re
d intimates t
esult end is
TVS
12
‐wheele
(%)
er, 2012)
UALLY PRE
wo – wheele
player in Jai
s 28% mark
emaining pla
that null hy
two – whee
Oth
1
r corpor
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ypothesis H0
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18
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N: 2277‐6
IN JAIPUR
Jaipur
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the city. In
ving 18% m
0 is rejected
nies has diff
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R
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ies1


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RM
Source : Pri
This figu
varities in
8% resp
manufact
2. H0:
TWO - W
H1: De
Age Gro
Up to 2
20-30
30-40
40-50
More T
50 years
Source : Pri

mary Sources
ure shows t
nto the mark
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turers has m
DEMOGR
WHEELER
emographic
TABLE:1
oup Mile
20 1.6
2.4
1.6
1
Than 0
mary Sources
0
5
10
15
20
25
30
35
40
Range of
  Volume
that that 36
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lieve that T
more varities
RAPHIC F
R CUSTOM
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1 FACTOR
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% responde
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TVS has be
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FACTOR A
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elieves Bajja
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AFFECT
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ERED BY
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2.
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THE BUY
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other
OF



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This table shows that up to age group of 20 the most important factor is mileage and engine
power is considered as a important factor. For age group of 20 to 3o the most important factor is
engine power although it is very closed to mileage also. While in the age group of 30 to 40 and
40 to 50 mileage is the most important factor while purchasing a motorcycle. Price is considered
as least important factor in all age group of people.
TABLE: 2 FACTORS CONSIDERED BY DIFFERENT EDUCATION STANDARD
Highest Qualification Mileage Engine Power Model Price Weight
Up to Xth 1.67 2 2.33 4.66 4.33
XIIth 1.95 2.17 3.38 3.31 4.29
Graduation 2.29 2.71 2.78 3.14 3.78
Post Graduation 2 2.55 2.97 3.28 4.15
PhD 1.6 2.8 3.1 3.4 4.1
Source : Primary Sources
This table shows that in different education standards, Xth standard educated people give most
important weight age to mileage. XIIth, Graduate, Post graduate people give an importance to
the engine power of motorcycle and the price is least important for them. While PhD degree
holder also considered mileage as a most important factor at the time of purchasing a two-
wheeler.
TABLE: 3 FACTORS IMPACT ON MARITAL STATUS
Marital Status Mileage Engine Power Model Price Weight
Single 2.22 2.44 3.08 3.37 3.83
Married 1.56 2.46 3.07 3.25 4.64
This table shows that engine power is most important for single while married persons give most
importance to the mileage. Both single and married people are least concerned about the price of
the two-wheeler.



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TABLE: 4 FACTORS CONSIDERED BY DIFFERENT OCCUPATION
Occupation Mileage Engine
Power
Model Price Weight
Serviceman 2.04 2.76 2.95 3.1 4.1
Businessman 1.56 2.46 3.07 3.25 4.64
Student 2.02 2.02 3.44 3.41 4.11
This table shows that engine power is most important factor for students and serviceman at the
time of purchasing a two-wheeler while businessman gives most importance to the mileage.
Model is moderate for serviceman and businessman while price is least important factor for
students.
The result from Table 1 to Table 4 supports to hypothesis no 2 and presents that null hypothesis
H0 is accepted and alternative hypothesis H1 is rejected and result shows that demographic
factors affect the buying behaviour of an individual at the time of purchasing two-wheeler.
3. H0: THE VARIOUS FACTORS ARE EQUALLY SIGNIFICANT FOR THE
CUSTOMERS BUYING BEHAVIOUR OF TWO-WHEELER
H1: Every factor has different impact on the buying behaviour of customer.
TABLE : 5 PURCHASING BEHAVIOR FOR DIFFERENT BRANDS
Company Name Mileage Engine
Power
Model Price Weight
Hero 1.58 2.2 3.25 3.44 4.11
Bajaj 2.21 2.75 2.78 3.21 4.03
TVS 2.63 3.45 2.63 3.36 4.27
Others 2.11 1.944 3.38 3.22 4.33
This table shows that mileage is most important factor for Hero customers while engine power is
most important factor for Bajaj and TVS customers and all other customers are also consider
engine power as a most important factor at the time of purchase of two-wheeler.



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The result from Table 5 supports to hypothesis no 3 and it represents that null hypothesis H0 is
rejected and alternative hypothesis H1 is accepted which shows that every factor has different
impact on the buying behavior of an individual.
CONCLUSION & RECOMMENDATIONS
This study has observed many factors which affects the consumers’ buying behaviour. In this
study the impact of demographic factors like age, their education, and occupation has been
studied. This study also focuses the market size of different two-wheeler manufacturers those are
providing different varieties of product to the customers. At the time of purchasing two-wheeler
customer has different choice for two-wheelers but the buying decision depends on various
factors viz. mileage, engine power, model, price, and weight of the two-wheeler. The study finds
that Hero motocorp Ltd is leading player in Jaipur city. Challanger is Bajaj and others are
followers. Hero motocorp and Bajaj are the main corporate plyaers those are providing maximu
varities to the customers this is one of the main reason also that they have maximum market
share into the city. Customer has associated strong belief with Hero motocorp due to the mileage
and resale value of the product.This study shows that Demographic factor also plays a vital role
in the buying decision or buying behaviour of the consumer. It is found through the study that up
to age group of 20 usually they are students they give prime importance to the mileage and the
engine power as well as. For age group of 20 to 30 where serviceman, businessman and students
lies, they consider engine power is most important factor although it is much closed to mileage
also. While in the age group of 30 to 40 and 40 to 50, mileage is the most important factor while
purchasing a motorcycle. It means the people those are in matured age or have responsibility of
family they are more concerned about mileage. Price is considered as least important factor in all
age group of people which shows that purchasing power of customer is increased in this city.
Education factor also plays a important role at the time of purchasing two-wheeler. In different
education standards, it has been found that student those are doing graduation or post graduation
they are more concerned about engine power rather than mileage. While PhD degree holder also
considered mileage as a most important factor at the time of purchasing a two-wheeler. This
study suggests that marketers must offer more varieties to their prospective customer and the
manufacturers must focus on the mileage of the two-wheeler. A customer requirement shows that
they want mileage as well as engine power in the product. They are least bothered about the
price. If price is more and mileage and power exists into the product they are ready to buy it.
Manufacturer must focus on the requirement of the customer. This study has investigated only
few factors which are affecting consumer buying behavior. While there are other factors also
which can affect the consumers buying behavior. For the prospective research, if the respondent
belongs to specific group or institutions researcher may get different result to the buying
behavior of two-wheeler consumers.
REFERENCES
Aaker, D. A. (1991). Managing BrandEquity: Capitalizing On the Value of BrandName. The
Free Press: New York.
Burnett, John J.,Promotion Management 1st ed., (McGraw Hill, 1998).



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Dhananjoy Datta stated(2010) Factor influencing customers buying behavior of two-wheeler at
Agartala, Tripura, ICFAI University Journal
Howard, John A., Consumer Behaviour: Application of Theor,( McGraw Hill, New York),
1977.
Kotler, Philip, Marketing Management, (Prentice-Hall of India, New Delhi, 2000).
Levitt, Theodore, Marketing Myopia, (Harvard Business Review, August 1960), pp. 45-46.
Lisa R. Klein and Gary T. Ford (2003), Customer search for information in the digital age: An
empirical study of pre purchase search for automobiles” Journal of Interactive Marketing.
Murphy John and Bellman Eric(2008) “Riding Two-Wheelers in India”, Wall Street Journal
Oliver, Richard K., A Cognitive Model of the Antecedents and Consequences of Satisfaction
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Prof. Sunila George, Prof. Raghbendra Jha and Prof. Hari K. Nagarajan(2000) “The Evolution
and Structure of the Two-wheeler Industry in India,Journal -Indira Gandhi Research Institute,
Mumbai
Prof.S. Saaravanan and Prof. N. Panchanatham, (2009) , Customer behavior towards show room
services of two-wheeler, International Cross-Industry Journal - Perspectives of Innovations,
Economics & Business.
Schiffman, Leon G. and Leslie Lazer Kanuk, Consumer Behaviour, (Prentice-Hall of India, New
Delhi, 2005), p. 8.
Simonson, I., & Tversky, A. (1992).Choice in Context: Tradeoff Contrast andExtremeness
Aversion. Journal of MarketingResearch, 29: 281-295.
Snelders, D., & Schoormans, J. P.L.(2000). Are Abstract Product QualificationsMore
Subjective? A test of the Relationbetween Abstraction Level and OppositeNaming. Advances in
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Wilson, Richard M.S. and Collin Gilligan, Strategic Marketing Management (Butterworth
Heinemann, Oxford, 2005), p. 35.
WEBSITES
www.wikipedia.org/wiki/Pricing
www.amazon.com
www.fundoodata.com/ Automobile companies



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www.munjalauto.com
www.ai-online.com/
www.auto.indiamart.com/
www.autonews.com/
www.business.mapsofindia.com › Automobile
www.capitaline.com
www.ecnomitimes.com

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