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INTRODUCTION
1.1 Introduction
The dramatic growth in the recent years has changed cellular phone industry and the
cellular phones have moved beyond their fundamental role of communication. In
todays scenario, consumers continuously want more out of their phone i.e. they use
their phones to listen music, play games, read news headlines, access the internet,
check their bank balance and more (Kavita and Chopra, 2011). Due to this dramatic
growth, the cellular industry all over the world has been witnessing fall in the costs of
cellular services, very high growth rates in subscriber base, and increasing competition
and deregulation. For developing countries in particular, cellular services are becoming
a very significant proportion of the overall telecom infrastructure (Dutta and Sridhar,
2003). The increasing competition in cellular service industry may be for the purpose of
attracting consumers towards the firms because consumers are the main source of
profitability of the firm (Parhizgar, 2002).
According to Rahman, et al. (2010), the service providers are offering most
sophisticated mobile services with an expanding number of value added services such
as Short Message Service (SMS), Wireless Application Protocol (WAP), subscription
services (SS), General Packet Radio Services, and Third Generation services, which
will help to attract consumers and the influence their buying behaviour. This value
added services are increasing the level of consumers expectations from service
provider and if the service provider is unable to meet these expectations then, the
consumers considers switching to competitors services. The switching behaviour of the
consumers will significantly affect the revenues, service continuity, and market share of
the firm (Oyeniyi and Abiodun, 2010). Therefore, in order to prevent consumers from
switching to competitors, the service providers are forced to add new schemes, offers,
technological advancements, and benefits with the services (Satish, et. al., 2011).
Cellular services have become the main source of growth in telecommunication sector
in India. The flexibility offered in communications and falling tariffs are playing a
significant role in popularising mobile communications (Rao, 2007). According to
Paulrajan and Rajkumar (2011), in the last decade, the mobile revolution has played a
significant role in the growth and development of Indian economy. As the number of
cellular service providers are continuously increasing, it is expected that the Indian
telecom industry will grow at a compound annual growth rate (CAGR) of 15.8 percent
between 2010 and 2014 and will touch revenues of $82 billion (377,683 crore INR)
(telecomleads.com). The Indian cellular consumer market is expected to double its
1
the rapid increase in telecom industry in India, the major cities including Bangalore
have registered new records in the sale of telecom services. Bangalore is one of the
cities with leading telecom directory in India and also one among the cities which are
the main telecom business centre of India (indiahousing.com). The major cellular
service providers in India such as BSNL (Bharat Sanchar Nigam Limited, MTNL
(Mahanagar Telecom Nigam Limited), Reliance communications limited, Tata Docomo
limited, Bharti Airtel, Vodafone Essar, Aircel and others have initially targeted big cities
including Bangalore for the launch of new telecom services such as third generation
(3G) mobile services (articles.economictimes.indiatimes.com). Therefore, this research
carried out in Bangalore city could help the cellular service providers to understand the
factors responsible for consumers switching behaviour. It will help the service providers
to offer the services according to consumer requirements, which in turn will help the
companies to prevent consumers from switching the cellular service provider and gain
loyalty and competitive advantage in order to compete in the rapidly increasing
competition scenario in Bangalore city.
What are the situations which influence consumers to switch their cellular
service provider?
What is the percentage of customers who are willing and unwilling to switch
their current service provider?
the
meaning
of
business
research,
then
the
research
regression analysis, and correlation analysis in order to show the relationship between
the variables and draw the results. Then, on the basis of the tests and results, the
hypotheses have been tested followed by discussion and implication of the results of
each hypothesis in order to answer research question. Finally, the results of the
hypotheses are summarised and different switching factors have been ranked in terms
of their significance level in order to achieve research objectives.
1.6.5 Chapter 5: Conclusion and Suggestions
This chapter provides the brief summary of the whole research and also provides the
suggestions for further research, which can help the other fellow researchers who wish
to take this research to further end. The suggestions may also be helpful for the cellular
service providing companies operating in the area where the research has been carried
out.
2. LITERATURE REVIEW
2.1 Introduction
This chapter explores the literature on relevant theories and researches which help to
gain both practical and theoretical knowledge and understanding of the topic of
consumer switching behaviour in cellular services. The theoretical concepts and
researches explored in this chapter also includes the debates made by previous
researchers on similar topics, which
understanding about the objectives of this research i.e. the factors that influence
switching behaviour and decisions of consumers in terms of cellular service providers.
The literature review firstly explains impact of marketing in relation to cellular service
industry, and then the main concept of this study has been discussed i.e. consumer
switching behaviour including the major factors that determine consumers switching
behaviour (switching determinants) in cellular services such as service quality, price,
switching costs, change in technology, advertising, social influences and involuntary
switching. Lastly, the hypothesis has been developed on the basis of the literature.
2.2 Marketing
According to Kotler, et al. (2009:6), marketing is a customer focus that permeates
organisational functions and processes, and is geared towards marketing promises
through value proposition, enabling the fulfilment of individual expectations created by
such promises and fulfilling such expectations through support to customers valuegenerating processes, thereby supporting value creation in the firms as well as its
customers and other stakeholders processes.
Today, Marketing must not be understood in the old sense of making a sale telling
and selling, but in the new sense of satisfying customer needs (Kotler and Armstrong,
2008:7). This implies that, if the companies want to gain long-term benefits from its
customers, they have to understand marketing in the new sense of satisfying customer
needs. If the companies are able to satisfy the needs and expectations of its
customers, then customers will repurchase the products or services of a particular
company i.e. they exhibit loyalty towards the company, regardless of competitors
efforts to distract customer attention towards them.
With respect to service marketing, Lovelock and Wirtz (2007), defines services as the
economic activities which one party offers to another, most commonly employing timebased performances in order to bring about desired results in recipients themselves or
in objects or other assets for which purchasers have responsibility. Customers of
7
service expect to obtain value from access to goods, facilities, professional skills,
network, and systems; but there is no transfer of ownership of any physical elements is
involved.
Muddie and Pirrie (2006), identified four basic characteristics of services i.e.
intangibility, inseparability (simultaneous production and consumption), variability
(heterogeneity) and perishability. He also argued that marketing activity is normally
structured around the 4Ps i.e. product, price, promotion and place; but the distinctive
characteristics of services requires 3 more Ps in addition i.e. people, physical evidence
and process.
Considering the cellular services Kapoor, et al. (2011:337) states that, the services
provided by several companies are generally similar in their nature, therefore the only
way a service provider can make a mark on the consumers is by way of distinguishing
the physical evidence, people, and process attached to services of the company. For
example, the customer needs has to be served differently in terms of non-disruptive
connectivity, value additions in physical evidences, and the courteous services by the
people involved in rendering these services.
In regards to the current scenario of telecom services marketing in India, Kapoor, et al.
(2011:344) asserted that, the telecom services are facing a very dynamic marketing
situation with the international and global companies making their presence felt in the
Indian telecom markets. For example, with the entry of Virgin mobiles, Vodafone, and
many other international players, the customer has suddenly been placed as the main
beneficiary in the telecom scenario.
Schiffman, et al. (2008) stated that, consumer behaviour is a root of marketing concept.
Therefore, the concept of consumer behaviour in terms of switching in cellular service
industry has been discussed below because it may be significantly important for the
cellular service providers to understand the grounds in which consumers exhibit
switching behaviour in order to gain understanding on consumers needs and
expectations, and the ways for satisfying them. It can enable cellular service providers
to reduce the risk of customers switching from one cellular service provider to another,
as the success or failure of the company may depend on its consumers.
by
understanding
the
issues
described
as
follows
(consumerpsychologist.com).
How the psychology of consumers thinks, feel, reason, and select between
different alternatives.
How marketers can adapt and improve their marketing campaigns and
marketing strategies in order to reach consumers more effectively etc.
Therefore, the above discussion on consumer behaviour implies that, in order to fulfil
the objectives of this research, it is very important to understand consumer behaviour
because in cellular services, different consumers behave differently under the same
situation, which can directly or indirectly make positive or negative impact on profits,
market share, etc. Consumer behaviour in terms of switching is an important aspect for
the service companies. Due to the fast changing nature cellular telecommunications
industry, the cellular services consumers are often switching from one service provider
to another. Hence, it can be said that it is very important for the companies to
understand the reason behind consumers switching behaviour in order to compete,
gain market share, increase profitability and consumer base.
2.3.2 Switching behaviour
Switching in the context of consumer behaviour is referred to the times when consumer
chooses a competing choice rather than the previously purchased choice on the next
purchase occasion (Babin and Haris, 2011). Switching behaviour reflects the decision
that a consumer makes to stop purchasing a particular service or patronising the
service firm completely (Boote, 1998).
Satish, et al. (2011) argued that, consumers exhibits switching behaviour based on
their satisfaction level with the service provider. Conversely, the study of Roos (1998)
indicates that, even though customers may express their dissatisfaction, they
nevertheless frequently seem to switch service provider. Consumer satisfaction is
developed on the information from all previous experiences with service provider.
Customer wants and expectations are changing or increasing all the time (Paulrajan
and Rajkumar, 2011). In telecommunications industry customer bring high expectations
from its service providers Roos (1998) and if the service providers are unable to meet
these expectations then customers will take their business to somewhere else.
Therefore, it can be argued that the cellular service providing companies need to
consistently monitor and fulfil the changing wants and expectations in order to satisfy
them and prevent them from switching.
Customer satisfaction does not necessarily lead to loyalty. However, customers loyalty
is strengthened towards the service provider, when they are satisfied (Satish, et al.,
2011). Similarly, Fill (2005) argues that, if there is decrease in the consumers
satisfaction level then loyalty may be lost and the complex switching behaviour occurs.
According to Brown and Chen (2001), some studies suggest that customer satisfaction
10
consumer retention then, it may result in losing consumers loyalty towards the firm and
the rate consumers switching between the cellular service providers will be increased.
According to Colgate and Danaher (2000), relationship marketing has gained
increasing importance due to its benefits for both firms and the customers. The
strength of relationship between the service provider and consumer may encourage
consumers to switch or to stay with current service provider. For example Gwinner, et.
al. (1998), argued that consumer will commit themselves to service provider by
establishing, developing and maintaining relationships that provides superior valued
benefits. Similarly, the study of Colgate and Lang, (2001), shows that if consumers
switch from one service provider to another, then they may lose the benefits that are
available from the current service provider. Conversely, the study of Lopez, et. al.
(2006) indicates that building long-term relationships with consumers increases
profitability and their future viability for the firms. Hence it can be said that, the service
provider should give careful consideration to maintain long-term relationship with
consumers in order to reduce the risk of consumer switching from one service provider
to another.
Bansal and Taylor (1999) states that switching leads to negative outcome for the firm
which also involves replacing or changing the current service provider with another
service provider. Similarly, the study of Lee and Murphy (2005) indicate that,
consumers with negative service experience switch or consider switching to another
service provider. Therefore, it is significantly important to understand the major factors
that influence or determine consumers behaviour to switch cellular service providers
and decisions to buy cellular services for the purpose of retaining consumers and
reducing the rate of consumers switching from one service provider to another. It
enables the cellular service provider to gain competitive advantage which in turn helps
to generate revenues, increase market share and consumer base of the firm.
2.3.2.1 Switching determinants
According to Lee and Murphy (2005), there are several factors that determine
consumers to stay with their current service providers or to switch.
Some of the
Brand trust leads to commitment towards brand, which then reduces the
consumers behaviour to switch the service provider.
12
Roos and Gustafsson (2007) states that, customers switch the service providers for
many reasons such as existing service provider no longer meets its customers needs
because of their changing circumstances or customers are getting better offers from
the competitors or customers wanting some variables. According to Mallikarjuna, et al
(2011) these reasons/determinants for consumer switching behaviour can be classified
into eight general categories inconvenience, pricing, core service failure, service
encounter failure, response to service failure, competition, ethical problems and
involuntary switching. According to a classification given by Bruhn and Georgi (2006),
reasons for switching can be divided into three groups:
1. Customer-related switching reasons are concerned with customer characteristics
with a more or less direct connection with the service provider. Characteristics
concerns customers age, sex, preferences, lifestyles, etc and are directly connected
to customers needs (Bhrun and Georgi, 2006)
2. Provider-related switching reasons are closely connected to cause customer
retention and it is concerned with perceived service quality and customer
satisfaction. Service prodders can easily manage this category of reasons. It is the
most important source for avoiding customer defection (Bhrun and Georgi, 2006).
3. Competition-related switching reasons lead to customer defection because
consumer behaviour not often depends on the current service provider and its
service but also on its competitors. For example, when a mobile phone customers
basic criterion of buying is price, and then they compare the price system of their
current service provider and other provider (Bhrun and Georgi, 2006).
Roos, et al. (2004) stated that, customers own expressions of reasons for switching are
known as switching determinants. The reason for switching may be due the service
providers poor knowledge about how customers changing situations influence their
needs. The study of Lee and Murphy (2005) indicates that, in subscription market such
as telecommunications, consumers exhibit complete loyalty to one service provider and
often over long period. They also state that consumer subscribe to mobile services with
no initial intention to switch and remain completely loyal until triggers change them from
being loyal to switching or intending to switch the service provider. As there are number
13
of determinants which relates to loyalty and switching, this transitions may be due to
changes in underlying determinants, new determinants coming into play, or both (Lee
and Murphy, 2005). Some of the important factors that determine consumer switching
behaviour in cellular service industry have been discussed below to gain the
knowledge about underlying facts of those factors for the purpose of achieving the
objectives of this research.
15
2.3.2.1.2 Price
From the marketing point of view, researchers have recognised the importance of price
in affecting the behaviour of existing customers (Lemon, 1999). In most of the studies it
was found that price is the most important factor which affects customer to switch
loyalties to competing service provider (Satish, et al., 2011). Roos, et al. (2004)
favourably argued that price play a key role in consumers decision making to switch
service provider. Similarly, the study of Krishna, et al., (2002) indicate that, comparing
the price charged by current service provider with that of competitors, consumers
influences perceived savings. For example (Polo and Sese, 2009), when the price of
current service provider is high, consumers perceived savings from switching will be
high, as they would benefit from better pricing offered by competitors. The consumers
monetary saving will be high from switching the service providers when the
competitors prices are low (Polo and Sese, 2009). Polo and Sese (2009) also argued
that, competitors will use price to stimulate consumer switching behaviour. Hence, it
implies that the cellular service providers are more interested in attracting customers of
their competitors in order to increase market share, profitability, and consumer base of
the firm. Due to the competitors prices, the consumers are encouraged to switch the
cellular service provider by which the consumers can save money. However, this type
of competition may affect the revenues of not only one but both the competiting firms.
According to Bolton (1998), and Drew (1991), price is one of the most important
determinant which influence switching intentions in telecommunications industry.
Pricing factor include all critical switching behaviour that involved rates, fees, service
charges, price promotions, and others (Keaveney, 1995). For example, in
telecommunications sector, price may include call rates, subscription fees, roaming
charges, etc. The study of Keaveney (1995) revealed that, more than half of the
customers switched because of the poor price perceptions and suggested that
unfavourable price perceptions directly influence customers intentions to switch.
Therefore, in the context of cellular service industry, it can be assumed that, high price
or unfavourable price if the services (the price, which the consumers do not agree or
perceives it as unworthy to pay for the particular services or firm) can have negative
effect on consumers and may influence them to switch between the cellular service
providers.
The study of Lehtinen and Lehtinen (1991) indicates that, price plays a vital role in
telecommunications market, especially in cellular service providers. They also stated
that a price dominated mass market leads to customers having more choices and
opportunities to compare the pricing structures of different service providers. Hence, it
16
indicates that the companies which offers low price for the services may be able to
attract more customers, gain loyalty, and retain lost consumers. This can also help to
reduce or prevent consumers from switching their cellular service providers.
In the study carried out by Paulrajan and Rajkumar (2011), it was found that price has
significant positive impact on consumer perception in terms of selecting the
telecommunication service providers. However, Dutta and Sridhar (2003) argued that
price has both positive and the negative effects such as, in price-cap regulated market
the service providers use appropriate pricing strategy to win customers and market
share on one side. And on the other side, for example, in India which is highly priceelastic market the cellular service providers reduce prices which may lead to increase
in subscribers base and so is the network traffic. This increased network traffic
decreases the performance and lowers service quality, inviting customers to switch the
service provider (Dutta and Sridhar, 2003). Hence, it can be understood that price
plays a significant role in influencing consumers buying decisions of cellular services
and it can also influence consumers switching intentions. It implies that cellular service
providers have to pay careful attentions on pricing their services because on the basis
of the above discussion, it can be said that consumers are very sensitive to price.
According to Pan (2009), Bharti Airtel, the biggest mobile operator in India, has
requested that TRAI (Telecom Regulatory Authority of India) to explore the business
models of companies that provide low-cost service to attract the new users. This was
the first time when the company has expressed the concerns over the ongoing lowtariff initiated by Tata DoCoMo, one of the major competitor, when it had launched per
second billing plan in India. Bharti Airtel has urged the regulator to investigate the
predatory pricing plans adopted by telecom operators, which are increasing
competition in the country. For example, Indian cellular service providers, are offering a
variety of service plans as a means to attract new customers such as pre-paid calling
schemes, discounted call rates at evening and night time, discounted roaming charges,
free or minimum activation fee, discounted mobile-to-mobile call rates for long distance
calling, and free SMS messaging service (Dutta and Sridhar, 2003). Therefore, it can
be said that this might be one of the reason for increased competition among cellular
service providers to win customers by offering services on reduced prices which
therefore influence customers to switch the service providers because if the consumers
perceive that the competitors price is better than the current cellular service provider,
they considers switching. So, the cellular service providers have to way out the nonpricing competition strategies to win customers.
17
switching to a new service provider, such as purchase of SIM card and subscribers fee
(Kim, et al., 2004).
According to Paul de Bijl and Peitz (2002), switching costs with regards to
telecommunications market, the subscription of a consumer is valuable beyond the
profits stemming from that consumer in the current period, because there are lock-in
effects. Namely, a consumer suffers monetary or non-monetary disutility from switching
service providers. Switching costs may be advantageous to early arrivals and
disadvantageous to late arrivals, because initial market share is valuable. The
presence of consumer switching costs might lead to higher profits. If consumers are
aware of the lock-in effects then the companies possibly have to attract consumers by
low prices and if the consumers are ignorant about lock-in effects then the companies
have an advantage to build up market share as soon as possible because this allows
them to extract profits from these consumers (Paul de Bijl and Peitz, 2002).
In India the costs of switching from one cellular service provider to another is going
down rapidly. In the beginning, changing the service provider also meant losing the
number. But now, Mobile Number Portability (MNP) service was recently launched in
India in January 2011. It allows consumers to switch from their current service provider
to new service provider by retaining their current mobile number by paying just 19
Indian Rupees (telecomtalk.info). Therefore, it can be implied that switching cost is very
low and consumers can easily afford to switch, if they feel so. It leads to increase in
numbers alternatives and also added flexibility to the consumer to switch between the
service providers with low switching costs. These low switching costs are also forcing
cellular service providers to become more competitive in order to win the customers,
market share, and profitability.
services that are in trend in the market. It is also able to generate more revenues by its
value added service i.e. 3G mobile service was not available from any other service
provider in India except MTNL.
Sindhu (2005) states that, not only service providers but cellular manufactures are also
trying to keep up with the trend by offering latest devices to the customers. For
example, the new technologies in smart phones in which there are number of
applications are made available by the manufacturers but the cellular service providers
should make the services available to its customers by which they can be access the
applications available in their phones or devices which were offered by the
manufacturers. Sindhu (2005) states that, the cellular service providers that tie up with
these manufacturers to offer the latest equipment along with enhanced services appear
to emerge as winners in todays market.
In todays scenario of rapid advancements in technology, as the cellular phone
manufacturers are adding advanced options or applications in the phones, the cellular
service providers are also forced to upgrade their services because of the increasing
needs and wants of customers. If the cellular service providing firm ignore this fact,
then the consumers may prefer switching to another service provider due to the
unavailability of value added services or advanced services despite the availability of
the core service which leads the company to lose its potential customers and may bear
potential losses for the firm in terms of revenues, market share, etc.
2.3.2.1.5 Advertising
According to Lee and Johnson (2005), advertising is a paid, non-personal form of
communication about the organisation and its products or services that is transmitted to
the target audience through mass media such as television, radio, newspaper,
magazines, direct mails, outdoor displays, etc. Cengiz, et al. (2007) states advertising
as the activities undertaken to increase sales or enhance the image of a service, firm or
business, and the primary aim of advertising is to inform the potential consumers about
the characteristics of products or services. In the scenario of intense competition,
effective advertising may help organisation to communicate to the target customers
more easily, effectively, and successfully.
According to Davies (1996), Advertising can strengthen the communication between
organisations and the consumers, and help to reduce consumers perceived risks
effectively. Advertising can also affect consumers behaviour because it can provide
information to guide consumers purchasing decision. Similarly, Zou and Fu (2011),
states that advertising aims to influence the way consumers view themselves and how
20
buying certain products or service can prove to be beneficial for them. The message is
conveyed through advertising and tries to influence consumers purchasing decision.
Steuernagel (2000), states that advertising for cellular services can be found on radio
and television, and increasingly in national as well as local commercials, because of
the consolidation of the carriers and participation of national companies. Most of the
companies invest in brand ambassadors for spreading positive message of the brand
(Yeshin, 2006). For example, in India, most of the cellular service providers are
investing on brand ambassadors and most of the brand ambassadors are famous
television actors for promoting their brands. These brand ambassadors are influencing
the audience to buy a particular brand by which most of the consumers are highly
influenced and switch from one service provider to other irrespective of its price,
quality, costs and other benefits. This may lead to increase in the rate consumer
switching the current service provider to the competitor by the influence of favourite
actors i.e. brand ambassadors.
However, the literature indicates the several effects of advertising on switching
behaviour, such as the study of Balmer and Stotvig (1997), indicates that effective
advertising competition may stimulate consumer switching behaviour because of
cellular service consumers have been informed about more opportunities for their
purchasing choices. Hence, efficient advertising could enhance consumers loyalty and
help retain consumers (Cengiz, et. al., 2007).
On the basis of above discussion relating to advertising, it can be understood that
advertising plays a significant role from influencing consumers decisions in terms of
buy cellular services, and it also influence consumers intentions in terms of switching
cellular service providers, as advertising makes consumers aware about the products,
offerings, benefits, and others factors which act as the source of influencing or
attracting consumers behaviour in favour of the firm.
The study of Dasgupta, et al. (2008) indicates that, there is a relationship between
social networks or groups and switching behaviour in mobile telecommunications. They
used call graphs which was developed from a large amount of Call Data Records, and
showed that the tendency of subscriber to switch the service provider was influenced
by the number of members of social group who had already switched. It is likely that
the other members of social group of the switcher will also get defected.
Kasande, (2008), stated that the dissatisfied customers may express their feelings by
complaining, looking for alternatives or negative word of mouth. The study of
Wangenheim (2005), has explored customer behaviour after having switched a service
provider. It says that the customers express their disappointment about a dropped
service provider to others (social groups) in the form of negative word of mouth. The
word of mouth (WOM) has been recognised as an important force in marketplace,
influencing attitudes, preferences, purchase intention and decision making. He also
indicates that, it is important for the service provider to understand why or in what
situations the customers spread negative WOM after switching. Hence, it can help
cellular service providers to predict which customers are most likely to spread negative
WOM and represents dangerous customer group if lost, because negative WOM
prevent potential new customers of the social group of dissatisfied customer from
choosing the service provider and it can also increases defection rate of current
customers.
Therefore, social influence or reference groups should be considered as one of the
important factor which influence switching behaviour and buying decisions of
consumers in cellular services. These are the groups which can influence the
consumers to buy cellular services of a company by expressing positive feeling or
experience with the service provider. They can also influence consumer switching
behaviour by expressing negative experience with the service provider. Hence, it can
be said that, the cellular service providers should be able effectively maintain the
relationships with its existing consumers, which could help the company to decrease
the rate of switching behaviour and also attract the social groups of existing
consumers. This increases the firms consumer base, revenues, and also its market
share.
22
Idea
cellular
has
acquired
Spice
telecommunications
in
2008
H3: Switching costs has a direct and significant effect on consumers switching
behaviour in terms of switching cellular service provider.
H4: Changes in technology has a direct and significant effect on consumers switching
behaviour in terms of switching cellular service provider.
H5: Advertising has a direct and significant effect on consumers switching behaviour in
terms of switching cellular service provider.
H6: Social Influence (reference groups) has a direct and significant effect on
consumers switching behaviour in terms of switching cellular service provider.
H7: Involuntary switching has a direct and significant effect on consumers switching
behaviour in terms of switching cellular service provider.
24
3. RESEARCH METHODOLOGY
3.1 Introduction
This chapter will elaborate the methodology employed to carry out this research. It
firstly defines the business research and then highlight research philosophies which
include interpretivism philosophy and positivism philosophy and then discusses the
chosen research philosophy i.e. positivisim philosophy. Then the types of research
methods including qualitative method, quantitative method, and triangulation method
have been explained and method taken for this research i.e. quantitative method has
been justified. Furthermore, the types of sampling methods which include probabilistic
and non-probabilistic sampling are explained and then the chosen sampling method i.e.
simple random sampling has been justified. Then, the types of data collection used in
this research (primary data and secondary data) have been discussed. Lastly, the data
analysis method undertaken for this research and the limitations of this research has
been discussed.
actions which
in turn
maximise business
25
According
to
Denscombe
(2003),
there
are
two
types
of
research
Interpretivism philosophy can be defined as 'an approach that focuses how life
is experienced'. This research approach examines human experiences, and is
also 'characterised by a particular interest in the basics of social science'.
(Denscombe, 2003). Intrepretivism also refers to the construction of social
reality, seeing things from others' eyes, in which it has several significances in
social research. In this type of research, the researchers assumes access to
social reality and people experiences through social constructions i.e. language,
consciousness, shared meanings and instruments (Michel and Myers, 2008).
This
type
of
research
includes
ethnography,
interviews,
participant
Easterby-Smith et al. (1997), identify three reasons why the exploration of philosophy
may be significant with particular reference to research methodology: First, it would
help the researcher to refine and specify the research methods utilised in a study. This
is intended to clarify the overall research strategy used. This would include the type of
evidence gathered and its origin, the way in which such evidence is interpreted, and
now it helps to answer the research questions posed.
Understanding of research philosophy will enable and help the researcher to evaluate
different methodologies and methods and avoid inappropriate use and unnecessary
work by identifying the limitations of particular approaches at an early stage. Finally, it
may help the researcher to be creative and innovative in either selection or adaptation
of methods that were previously outside his or her.
The table 3.1 shows the differences between positivism and interpretivism
(phenomenological) research philosophy.
26
Interpretivism
Positivist philosophy
(Phenomenological)
philosophy
objective
Observer is independent
Basic Beliefs
observed
Science is value-free
Researchers Focus
Focus on facts
Focus on meanings
fundamental laws
happening
Reduce phenomena to
simplest events
situation
Operationalising concepts
measured
phenomena
choosing positivism philosophy is to obtain the data that can be easily measured in
order to convey the reliable results. Positivism philosophy is also chosen because of
the nature of this research, which is based on achieving the main aim of this research
by satisfying the objectives. Hence, it means that the research is objective rather than
subjective which is the theme of positivism philosophy. Therefore, on the basis of
theories and previous researches, seven hypotheses have been developed relating to
seven factors that were identified as the major factors that can make significant effects
on consumers switching behaviour. Then the hypotheses have been tested in order to
achieve the objectives of this research focussing on facts to gain the more specific
information relating to the situations in which consumers are influenced to exhibit
switching behaviour. Whereas, the interpretivism philosophy may be risky to adopt for
this research and may sometimes deliver inaccurate and unreliable results, if the
researcher makes even a negligible mistake in understanding the situations.
The comparison between qualitative and quantitative research can be found in the
table 3.2.
Qualitative
Quantitative
Focus on Research
Researcher
High-researcher is
Involvement
participant or catalyst.
bias.
Research Purpose
In-depth understanding,
theory-building.
Sample Design
Sample size
Small.
Large.
Determined before
methods simultaneously
Consistency is critical
or sequentially.
Consistency is not
expected
sectional or longitudinal
approach.
Involves longitudinal
approach.
Participant Preparation
Pre-tasking is common.
No preparation desired to
29
Verbal or pictorial
Data type and
Preparation
descriptions.
Reduced to verbal codes
(sometimes with
Verbal descriptions.
Reduced to numerical
codes for computerised
analysis.
computer assistance).
Human analysis
following computer or
human coding, primarily
Data analysis
non-quantitative.
Forces researcher to
see the contextual
framework of the
phenomenon being
measured-distinction
between facts and
Computerised analysis
statistical and
mathematical methods
dominate.
Deeper level of
Insights and Meaning
understanding in the
norm, determined by
type and quantity of freeresponse questions.
Researcher participation
in data collection allows
insights to form and be
tested during the
process.
Research Sponsor
May participate by
Involvement
participant.
30
possible turnaround.
studies.
Insight development
progresses, shortening
data analysis.
Data Security
of restricted access
sample sizes.
this research may incur biasing of participants and may not provide the appropriate
information on significance level of each determinant or factor that influence consumer
switching behaviour because the number of participants will be less as compared to
quantitative method.
3.5 Sampling
According to Denscombe (2003), there are two kinds of sampling techniques that can
be used by researchers. The first is known as probability sampling and the second is
known as non-probability sampling.
Probability sampling is based on the idea that people or events that are chosen
as the sample are chosen because the researcher has some notion of the
probability that these will be the representative cross-section of people or
events in the whole population being studied (Denscombe, 2003). Probability
sampling is the most utilised sampling method for social research purpose
(Babbie, 2008). Probability sampling can be divided into different types which
include simple random sampling, interval or systematic sampling, stratified
sampling, cluster or multi-stage sampling (Bless, et al., 2006).
The objectives of this research are to explore the factors that influence consumers
switching behaviour of young adults in regards to cellular service providers. Therefore,
in order to achieve these objectives specifically, the mobile phone users in Bangalore
who are aged between 18 to 35 years are to be chosen, so the appropriate method for
sampling is simple random sampling. It helps to obtain the opinions of respondents
with different characteristics and can also help to add some extent of generalisability in
the results. This method is also used for this research, for the purpose of providing the
greater flexibility in collecting the primary data. Sample has been collected by sending
questionnaires electronically to respondents via e-mail and the purpose of this research
has also been explained to the respondents, so that they can feel free and secure to
participate and respond genuinely to the questions that has been asked to them for the
purpose of evaluating the influence of factors on switching behaviour. This will add
32
more reliability to results of this research. The questionnaires were emailed to 100
respondents in Bangalore but out of 80, only 60 of them responded. Hence, 60
questionnaires are used for the analysis.
data. Thus, researchers should know well about what kind of quantitative data will be
collected and what statistic procedures will be adopted in order to avoid generating
pool analysis. Figure 3.1 shows the different types of questionnaire based on how they
are administered
35
3.8 Limitations
It is accepted that the focus on mobile phone services users in Bangalore, India would
impose limitations on this researchs ability to arrive at conclusive findings in relation to
the switching behaviours of mobile phone users in general. Given the time available to
finish this study and the geographical as well as funding limitations, biases may occur
in the favour of generalising the research findings.
In order to counter the limitations with regards to the focus of this study, the
respondents were asked in details when they fill up the questionnaire. The variables
used in this research are service good variables (service by mobile phone service
providers). This can bring limitations to the study as it is possible that different type of
services has many different ways in retaining customers and customers of different
type of services will possess different customer behaviours.
Due to the time constraint and access availability, the sample size of this study is also
limited. Having more respondents for the primary data would increase the validity and
reliability of the findings. In terms of data, it is acknowledged that both qualitative and
quantitative data have their own strengths and weaknesses.
36
37
4.2.1 Section 1
4.2.1.1 Demographics
As according to Block & Roering (1976), demographic characteristics have been
regarded as a basis for understanding customer characteristics and behaviour in the
marketing area. Therefore, the following questions on demographics of respondents
have been designed in order to understand the role of particular demographics in
switching behaviour and to satisfy the aim of this research.
4.2.1.1.1 Gender
This question was about the gender of the respondents. The table 4.1 and the graph
below show the finding of this question.
What is your gender?
Valid
Frequency Percent
Percent
Cumulative Percent
Male
46
76.7
76.7
76.7
Female
14
23.3
23.3
100.0
Total
60
100.0
100.0
Gender
100.00%
80.00%
60.00%
76.70%
40.00%
20.00%
23.30%
0.00%
Male
Female
Noel (2009) indicates that, consumers with different gender exhibit different behaviour
in the same situation and they also have different spending powers. For example, 25%
of women in United States are earning more than others and can spend more. Hence,
38
Cumulative
Frequency
Percent
Percent
Percent
18-24 Years
23
38.3
38.3
38.3
25-29 Years
20
33.3
33.3
71.7
30-35 Years
17
28.3
28.3
100.0
Total
60
100.0
100.0
Age group
45.00%
40.00%
35.00%
30.00%
25.00%
20.00%
15.00%
10.00%
5.00%
0.00%
38.30%
33.30%
28.30%
18-24 Years
25-29 Years
30-35 Years
(Ericson, 2004). Hence, the forces that influence young consumers are needed to be
understood as the objective of this research is evaluate the factors influencing young
adults to switch cellular service providers. The findings of this question on age group
shows that, it was found that majority of respondents belong to the age group of 18-24
years i.e. 23 respondents which make 38.30% of the total respondents. Whereas the
respondents with the age group of 25-29 were 20 making 33.30% of the total
respondents. And the respondents with the age group of 30-35 were 17 making
28.30% of the whole sample size.
4.2.1.1.3 Occupation
The third question in the questionnaire was to enquire about the occupation of the
respondents. The table 4.3 and chart 4.3 shows the findings of this question.
What is your occupation?
Cumulative
Frequency
Percent
Valid Percent
Percent
Student
22
36.7
36.7
36.7
Professional
18
30.0
30.0
66.7
Self-employed
10.0
10.0
76.7
Labourer
10
16.7
16.7
93.3
Unemployed
6.7
6.7
100.0
Total
60
100.0
100.0
Occupation
40.00%
35.00%
30.00%
25.00%
20.00%
15.00%
10.00%
5.00%
0.00%
36.70%
30.00%
16.70%
10.00%
6.70%
The consumers with different occupation have different level of income and so as the
spending powers and they make their buying decisions on the basis of their status
(Noel, 2009). Hence, this question has been designed to understand the behaviour
consumers with different occupations in order to enquire which factors influence them
to switch cellular service providers.
respondents
research
participated
in
this
were
from
different
occupational
Cumulative
Frequency
Percent
Percent
Percent
Primary education
10.0
10.0
10.0
11
18.3
18.3
28.3
Diploma/certification
10
16.7
16.7
45.0
Bachelor degree
13
21.7
21.7
66.7
Post-graduate degree
20
33.3
33.3
100.0
Total
60
100.0
100.0
41
Educational Level
35%
30%
25%
20%
15%
10%
5%
0%
33.30%
18.30%
21.70%
16.70%
10%
42
4.2.2 Section 2
4.2.2.1 Likeliness of switching service provider
The fifth question in the questionnaire was to find out the likeliness of consumers to
switch from current cellular service provider to another. This question helps to enquire
what percentage of respondents are likely to switch their cellular service provider and
the reasons for switching which has been asked in the following question in order to
satisfy the aim and objectives of this research. The finding of this question is shown in
the table 4.5 and chart 4.5.
Are you likely to switch from current cellular service provider to
another?
Valid
Frequency
Percent
Percent
Cumulative Percent
Very Unlikely
11
18.3
18.3
18.3
Unlikely
12
20
20
38.3
Neutral
8.3
8.3
46.7
Likely
19
31.7
31.7
78.3
Very Likely
13
21.7
21.7
100.0
Total
60
100.0
100.0
Table 4.5: Likeliness of switching service provider
31.70%
25.00%
20.00%
15.00%
18.30%
21.70%
20%
10.00%
8.30%
5.00%
0.00%
Very
Unlikely
Unlikely
Neutral
Likely
Very Likely
The findings of this question shows that, 19 respondents are likely to switch which
makes 31.70% and 13 are very likely which makes 21.70% of the total respondents.
Whereas, 12 respondents are unlikely and 11 are very unlikely making 20% and
18.30% respectively and remaining 5 respondents are neutral, which makes 8.30% of
the total respondents. This question was aimed at understanding the rate of
respondents likely to switch their cellular services providers and the situations which is
influencing them to switch. Understanding the situations and factors can helps to
cellular service providers to reduce the likely of consumers who are willing to switch
and to attract consumer of competitors who are about to switch. This question was also
aimed at satisfying the third objective of this research which is to investigate the
likeliness of respondents to switch from current cellular service provider to another.
However, the measures as to how the cellular service providers can prevent or reduce
the rate of likeliness of the switching has been tested and discussed in the analysis
part of this chapter.
44
Cumulative
Frequency
Percent
Percent
Percent
Strongly disagree
13
21.7
21.7
21.7
Disagree
30
50.0
50.0
71.7
Neutral
6.7
6.7
78.3
Agree
10
16.7
16.7
95.0
Strongly agree
5.0
5.0
100.0
Total
60
100.0
100.0
40.00%
30.00%
20.00%
10.00%
21.70%
6.70%
16.70%
5%
0.00%
Strngly
disagree
Disagree
Neutral
Agree
Strongly agree
Cumulative
Frequency
Percent
Percent
Percent
Strongly disagree
18
30.0
30.0
30.0
Disagree
13
21.7
21.7
51.7
Neutral
13.3
13.3
65.0
Agree
12
20.0
20.0
85.0
Strongly agree
15.0
15.0
100.0
Total
60
100.0
100.0
46
Network coverage
35.00%
30.00%
25.00%
30.00%
20.00%
21.70%
20%
15.00%
15.00%
13.30%
10.00%
5.00%
0.00%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
47
Cumulative
Frequency
Percent
Percent
Percent
Strongly disagree
13.3
13.3
13.3
Disagree
15
25.0
25.0
38.3
Neutral
8.3
8.3
46.7
Agree
20
33.3
33.3
80.0
Strongly agree
12
20.0
20.0
100.0
Total
60
100.0
100.0
Network problems
35.00%
30.00%
33.30%
25.00%
25%
20.00%
20%
15.00%
10.00%
13.30%
5.00%
8.30%
0.00%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
Cumulative
Frequency
Percent
Percent
Percent
Strongly disagree
14
23.3
23.3
23.3
Disagree
17
28.3
28.3
51.7
Neutral
6.7
6.7
58.3
Agree
11
18.3
18.3
76.7
Strongly disagree
6.7
6.7
100.0
Total
60
100.0
100.0
Call quality
30.00%
28.30%
25.00%
20.00%
23.30%
18.30%
15.00%
10.00%
5.00%
6.70%
6.70%
0.00%
Strongly
disagree
Disagree
Neutral
Agree
Stongly agree
Cumulative
Frequency
Percent
Percent
Percent
Strongly disagree
13.3
13.3
13.3
Disagree
16
26.7
26.7
40.0
Neutral
15.0
15.0
63.3
Agree
15
25.0
25.0
88.3
Strongly agree
12
20.0
20.0
100.0
Total
60
100.0
100.0
Error/s in billing
30%
25%
26.70%
25%
20%
20.00%
15%
10%
15%
13%
5%
0%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
Errors in billing refer to multiple charges for SMS, value added services, and others,
which will cause financial distress to the consumers and force them to switch their
cellular service provider (Ezenezi, 2011). This question has been designed to evaluate
the effect of billing errors on switching behaviour. The findings of this question shows
that, 15 respondents agree with the above statement about errors in billing which
makes 26.70% of the total respondents and 12 respondents strongly agree that there
is/was error/s from the side of their current cellular service provider making 20% of the
total respondents, whereas 16 respondents disagree and 8 respondents strongly
disagree to the statement making 26.70% and 13% of the total respondents
respectively. Remaining 9 respondents were neutral with the above statement making
15% of the total respondents. It implies that the respondents also have the billing
problems which may be causing due the ignorance or improper services of the current
cellular service providers of the dissatisfied respondents which can be reason for
likeliness of switching.
51
4.2.2.3 Price
As according to Keaveney (1995), more than half of the customers switched because
of the poor price perceptions and suggested that unfavourable price perceptions
directly influence customers intentions to switch. Price includes call rates, service
charges, etc (Keaveney, 1995). Therefore, following questions relating to price will help
to study the impact of price factor in influencing the consumer switching behaviour in
cellular services in order to achieve the objectives of this research.
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
15.0
15.0
15.0
Disagree
16
26.7
26.7
41.7
Neutral
6.7
6.7
48.3
Agree
19
31.7
31.7
30.0
Strongly Agree
12
20.0
20.0
100.0
Total
60
100.0
100.0
Tariffs
35%
30%
25%
20%
15%
10%
5%
0%
31.70%
26.70%
20%
15%
6.70%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
The findings of this question shows that, 19 respondents agree and 12 respondents
strongly agree to the statement that their current cellular service provider offers suitable
tariffs for different age groups which makes 31.70% and 20% of the total respondents
respectively and whereas, the 16 respondents and 9 respondents disagree and
strongly disagree with the statement which makes 26% and 15% of the total
respondents. Remaining 4 respondents are neutral with the statement making 6.70% of
the total respondents. It implies that majority of the respondent have expressed their
opinion positively for this question. However, on the other hand some of the
respondents expressed their opinion negatively and it may the reason which can lead
to their switching behaviour.
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
13.3
13.3
13.3
Disagree
10
16.7
16.7
30.0
Neutral
6.7
6.7
36.7
Agree
22
36.7
36.7
73.3
Strongly Agree
16
26.7
26.7
100.0
Total
60
100.0
100.0
53
Call rates
40.00%
35.00%
30.00%
25.00%
20.00%
15.00%
10.00%
5.00%
0.00%
36.70%
26.70%
13.30%
16.70%
6.70%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
54
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
10
16.7
16.7
16.7
Disagree
5.0
5.0
21.7
Neutral
14
23.3
23.3
45.0
Agree
17
28.3
28.3
73.3
Strongly Agree
16
26.7
26.7
100.0
Total
60
100.0
100.0
25.00%
20.00%
15.00%
26.70%
23.30%
16.70%
10.00%
5.00%
5%
0.00%
Strongly
Disagree
Disagree
Neutral
Agree
Strongly Agree
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
11.7
11.7
11.7
Disagree
10
16.7
16.7
28.3
Neutral
12
20.0
20.0
48.3
Agree
18
30.0
30.0
78.3
Strongly Agree
13
21.7
21.7
100.0
Total
60
100.0
100.0
Charges on recharges/top-ups
35.00%
30.00%
30%
25.00%
20.00%
10.00%
21.00%
20%
15.00%
16.70%
11.70%
5.00%
0.00%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
service charges on recharges/top-ups which makes 30% and 21.7% of the total
respondents whereas, 10 respondents disagree and 7 respondents strongly disagree
to the statement making 16.7% and 11.7% of the total respondents. Remaining 12
respondents are neutral with the statement making 20% of the total respondents. It
implies that the majority of respondents are dissatisfied with the service charges that
the cellular service providers are charging on top-ups/recharges and therefore
influenced to switch their cellular service provider.
57
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
16
26.7
26.7
26.7
Disagree
15
25.0
25.0
51.7
Neutral
10.0
10.0
61.7
Agree
19
6.7
31.7
93.3
Strongly Agree
31.7
6.7
100.0
Total
60
100.0
100.0
Switching time
35.00%
30.00%
25.00%
20.00%
31.70%
26.70%
25%
15.00%
10.00%
10%
5.00%
6.70%
0.00%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
providers is less which also implies that this factor is also influencing the likeliness of
consumers switching behaviour.
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
20
33.3
33.3
33.3
Disagree
17
28.3
28.3
61.7
Neutral
10.0
10.0
71.7
Agree
8.3
8.3
80.0
Strongly Agree
12
20.0
20.0
100.0
Total
60
100.0
100.0
Switching cost
35.00%
30.00%
25.00%
20.00%
15.00%
10.00%
5.00%
0.00%
33.30%
28.30%
20%
Strongly
Disagree
Disagree
10%
8.30%
Neutral
Agree
Strongly Agree
the consumers to switch service providers, because they can switching their cellular
service providers without worrying about cost, as it is very low and affordable.
Strongly Disagree
15.0
15.0
15.0
Disagree
13
21.7
21.7
36.7
Neutral
11.7
11.7
48.3
Agree
17
28.3
28.3
76.7
Strongly Agree
14
23.3
23.3
100.0
Total
60
100.0
100.0
Service upgrade
30%
28.30%
25%
20%
23.30%
21.70%
15%
10%
15%
11.70%
5%
0%
Strongly
Disagree
Disagree
Neutral
Agree
Strongly Agree
implies that, majority of respondents feel that their cellular service providers upgrade it
services whereas, some of the respondents do not feel so and are influenced to switch
their cellular service providers. Hence, it can be said that failure to upgrade services is
also influencing switching behaviour as sindhu (2005) indicates that providing new
service will retain and gain consumer loyalty.
Percent
Percent
Cumulative Percent
Strongly Disagree
20
33.3
33.3
33.3
Disagree
18
30.0
30.0
63.3
Neutral
8.3
8.3
71.7
Agree
10
16.7
16.7
88.3
Strongly Agree
11.7
11.7
100.0
Total
60
100.0
100.0
33.30%
30%
16.70%
11.70%
8.30%
Strongly
Disagree
Disagree
Neutral
Agree
StronglY Agree
61
The findings of this question shows that, 20 respondents strongly disagree and 18
respondents disagree with the above statement of new devices with services which
makes 33.3% and 30% of the total respondents whereas, 10 respondents agree and 7
respondents strongly agree with the statement making 16.7% and 11.7% of the total
respondents. Remaining 5 respondents are neutral with the statement making 8.3% of
the total respondents. It implies that, majority of respondents think that their cellular
service provider offers latest cellular devices and hence it may be the reason by which
the respondents are likely to switch their cellular service providers, as Sindhu (2005)
indicates that, cellular service providers who do not offer latest equipments with its
services are likely to lose its consumers and also the market share.
62
4.2.2.6 Advertising
4.2.6.1 (A1): Advertisements
The nineteenth question was to enquire that whether or not the advertisements are
encouraging the respondents to switch their current cellular service provider. The
finding of this question is shown in the table 4.19 and chart 4.19.
The advertisements of the competitors are encouraging me to switch from
current cellular service provider.
Frequency
Percent
Valid Percent
Cumulative Percent
Strongly Disagree
11
18.3
18.3
18.3
Disagree
11
18.3
18.3
36.7
Neutral
5.0
5.0
41.7
Agree
24
40.0
40.0
81.7
Strongly Agree
11
18.3
18.3
100.0
Total
60
100.0
100.0
Advertisments
45.00%
40.00%
35.00%
30.00%
25.00%
20.00%
15.00%
10.00%
5.00%
0.00%
40%
18.30%
18.30%
18.30%
5%
Strongly
Disagree
Disagree
Neutral
Agree
Strongly Agree
strongly disagree with the statement making 18.3% and 18.3% respectively. Remaining
3 respondents are neutral with the statement making 5% of the total respondents. It
implies that, most of the respondents feel that the competitors advertising of cellular
services is influencing the likeliness of consumers to switch from current cellular
service provider.
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
18
30.0
30.0
30.0
Disagree
11.7
11.7
41.7
Neutral
16
26.7
26.7
68.3
Agree
11
18.3
18.3
86.7
Strongly Agree
13.3
13.3
100.0
Total
60
100.0
100.0
Brand ambassadors
35%
30%
25%
30%
26.70%
20%
15%
18.30%
10%
13.30%
11.70%
5%
0%
Strongly
Disagree
Disagree
Neutral
Agree
Strongly Agree
65
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
13.3
13.3
13.3
Disagree
12
20.0
20.0
33.3
Neutral
10
16.7
16.7
50.0
Agree
17
28.3
28.3
78.3
Strongly Agree
13
21.7
21.7
100.0
Total
60
100.0
100.0
Social groups
30%
28.30%
25%
20%
15%
10%
21.70%
20%
16.70%
13%
5%
0%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
that their family and friends are influencing them to switch current cellular service
provider, which makes 28.3% and 21.7% of the total respondents respectively
whereas, 12 respondents disagree and 8 respondents strongly disagree to the
statement making 20% and 13% of the total respondents respectively. Remaining 10
respondents are neutral with the statement making 16.7% of the total respondents.
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
16
26.7
26.7
26.7
Disagree
17
28.3
28.3
55.0
Neutral
13.3
13.3
68.3
Agree
10
16.7
16.7
85.0
Strongly Agree
15.0
15.0
100.0
Total
60
100.0
100.0
Geographic location
30.00%
25.00%
26.30%
28.30%
20.00%
15.00%
16.70%
13.30%
10.00%
15%
5.00%
0.00%
Strongly
disagree
Disagree
Neutral
Agree
Strongly agree
Cumulative
Frequency
Percent
Percent
Percent
Strongly Disagree
19
31.7
31.7
31.7
Disagree
16
26.7
26.7
58.3
Neutral
10.0
10.0
68.3
Agree
12
20.0
20.0
88.3
Strongly Agree
11.7
11.7
100.0
Total
60
100.0
100.0
68
Acquisition
35.00%
30.00%
31.70%
25.00%
26.70%
20.00%
20%
15.00%
10.00%
11.70%
10%
5.00%
0.00%
Strongly agree
Agree
Neutral
Agree
Strongly agree
69
4.3 Analysis
4.3.1 Descriptive statistics
Descriptive statistics are applied on 18 items related to 7 switching determinants. It is
carried out in order to find out the importance of the statements used to evaluate the
factors influencing switching behaviour in cellular service industry. The table below
shows the descriptive statistics applied on the 18 items.
Items
Factor
N
Mean
60
4.12
60
4.31
60
4.15
60
4.23
60
3.56
60
4.01
60
4.42
60
4.31
60
3.78
60
3.92
60
3.53
mean
Service quality
4.07
Price
6. Suitable tariffs for different age groups
(P1)
7. Call rates (P2)
8. value-added services (P3)
4.13
Switching costs
10. Time to switch (SC1)
11. Money to switch (SC2).
3.72
70
Change in technology
60
4.07
60
3.88
60
3.98
60
3.24
3.61
60
3.82
3.82
60
3.71
60
3.42
60
3.97
3.56
All the 18 items (100%) have been scored above 3 on a scale of 5 (1 indicating
strongly disagree to 5 indicating strongly agree), indicating that the majority of
the respondents have responded their opinion favouring that the factors have
positive effect on switching behaviour.
The 7th item i.e. call rates has the highest mean of 4.42 which indicates that
respondents strongly agree to the fact that high call rates influence consumers
switching behaviour.
The 18th item (brand ambassadors) has the lowest mean of 3.24 which
indicates that the respondents were neutral (neither agree nor disagree) to the
fact that brand ambassadors influence consumers switching behaviour in
cellular service industry.
The 7 switching factors and their respective mean scores are: service quality
(4.07), price (4.13), switching costs (3.72), change in technology (3.97),
advertising (3.61), social influence (3.82), and involuntary switching (3.56).
71
Variables
Model
Entered
Removed
Method
Service
.
Enter
qualitya
Model
R Square
Square
Estimate
.885a
.783
.021
.647
72
Model
Variables
Variables
Entered
Removed
Pricea
Method
. Enter
Model Summary
Adjusted R
Std. Error of
Model
R Square
Square
the Estimate
.916a
.839
.289
0.546
73
Variables
Model
Entered
Removed
Method
Switching
Enter
costsa
a. All requested variables entered.
b. Dependent Variable: Switching behaviour
Model Summary
Adjusted R
Std. Error of
Model
R Square
Square
the Estimate
.798a
.636
.043
.723
74
Variables
Model
Entered
Removed
Method
Change in
Enter
Technologya
a. All requested variables entered.
b. Dependent Variable: Switching behaviour
Model Summary
Adjusted R
Std. Error of
Model
R Square
Square
the Estimate
.834a
.695
.028
.774
75
Variables
Model
Entered
Removed
Method
Advertisinga
Enter
Model Summary
Model
.782a
R Square
Adjusted R
Std. Error of
Square
the Estimate
.611
.031
.634
76
Variables
Model
Entered
Removed
Method
Social
Enter
Influencea
a. All requested variables entered.
b. Dependent Variable: Switching behaviour
Model Summary
Adjusted R
Std. Error of
Model
R Square
Square
the Estimate
.825a
.680
.016
.763
77
Variables
Model
Entered
Removed
Method
Involuntary
Enter
switchinga
a. All requested variables entered.
b. Dependent Variable: Switching behaviour
Model Summary
Model
.721a
R Square
.519
Adjusted R
Std. Error of
Square
the Estimate
.028
.851
78
determinants and the switching behaviour have been shown in the following table.
(Dependent variable)
(Independent variables)
Correlations
Switching behaviour
Service quality
.798
Price
.854
Switching costs
.662
Change in technology
.761
Advertising
.598
Social influence
.719
Involuntary switching
.551
79
share, and corporate image of the firm. Thus, it is found to be one of significant factor
influencing the consumers switching behaviour, and therefore, the cellular service
providers should improve and provide high quality of service, and satisfy consumers
expectations, in order to gain loyalty and new consumers that will in turn help to
increase the consumer base, profitability, market share, and enhance corporate image
of the firm. This discussion and implication is aimed at achieving the objectives of this
research and the relationship between service quality and switching behaviour has
been ranked according to its significance in Table 4.34.
81
4.3.4.2 Price
4.3.4.2.1 Hypothesis testing
(H2): Price has a direct and significant effect on consumers switching behaviour in
terms of switching cellular service provider.
(H0): Price has no direct and significant effect on consumers switching behaviour in
terms of switching cellular service provider.
The above analysis shows that the regression value of R square is .839 and has been
interpreted that 83.9% of the variations in price is influencing the likeliness of switching
behaviour of respondents and the correlation analysis has also revealed that the
correlation value between the price and switching behaviour is .854, which means that
there is a direct and significant relationship between price and switching behaviour, as
the value is above 0.5, that is 0.854>0.5, hence H2 is proved and H0 is rejected.
demonstrating its significance and impact on switching behaviour and achieving the
objectives of this research.
service. Hence, it can be said that cellular service providers operating in Bangalore
should give careful consideration to increase switching costs in terms of both the time
and money and should plan strategies for locking-in the consumers at the very first
time they subscribe to the services of the company such as attracting consumers by
offering low prices and making a contract for specific period. It will help to prevent even
the dissatisfied consumers to switch cellular service provider which in turn enable the
firm to build market share, extract high level of profits from these consumers (Paul de
Bijl and Peitz, 2002). To achieve the objectives of this research, switching costs has
been ranked and presented in table 4.34 according to its significance in influencing
consumers switching behaviour.
84
providers that tie up with these manufacturers to offer the latest equipment along with
enhanced services appear to emerge as winners in todays market (Sindhu, 2005).
Hence, it implies that, the cellular services providers should try to bring continuous
technological advancements in their services and also tie up with the leading
manufacturers of the cellular devices who manufacture the latest, trendy, and branded
devices, in order to provide consumers with improved services and latest devices or
equipments. This helps the cellular service providers to reduce the rate of consumer
switching behaviour, retain customers, and also to win new customers enabling to
generate higher profits, and increase market, and add increased consumer base to the
firm. The significance of change in technology on consumers switching behaviour of
cellular services has been shown in table 4.34.
85
4.3.4.5 Advertising
4.3.4.5.1 Hypothesis testing
(H5): Advertising has a direct and significant effect on consumers switching behaviour
in terms of switching cellular service provider.
(H0): Advertising has no direct and significant effect on consumers switching
behaviour in terms switching cellular service provider.
The results of the regression analysis showed that the regression value i.e. R square
between advertising and the switching behaviour is .611 which means that 61.10% of
the variations in advertising are influencing the likeliness switching behaviour of
consumers. The correlation analysis has also revealed that the advertising and
switching behaviour are also significantly correlated, as the correlation value is .598
which is above 0.5 i.e. 0.598>0.5. Hence, H6 is proved and H0 is rejected.
86
determining the switching behaviour of young adults to switch their cellular service
providers which has been specifically designed to achieve the research objectives.
relocation of geographic region which in turn will maintain the market share and
revenues of the firm and prevent the chances of acquisition of the firm due to loses or
low market share. The importance of this involuntary switching in determining
consumer switching behaviour has been ranked and present in table 4.34 for the
purpose of answering the research objectives more clearly.
The results of the hypothesis are summarised in the table 4.33.
Hypotheses
Supported
Not supported
89
All the above statistical tests and hypotheses tests have satisfied the objective one of
this study i.e. to investigate the factors that influences the consumers to switch their
cellular service providers and it was found that all predicted factors are statistically
significant.
The table 4.34 shows the ranking of factors from most significant factors to least
significant which influences the switching behaviour of the respondents on the basis of
the above tested hypotheses and statistical tests in order to satisfy the second
objective of this study.
Factors
Ranking
Price
Service quality
Change in technology
Social influence
Switching costs
Advertising
Involuntary switching
90
91
consumers switching behaviour but only the factors which are most important and
relevant to cellular services were examined. The results of this study have proved that
all the seven factors are significantly influencing the switching behaviour of consumers.
An understanding of these influencing factors allows managers to direct efforts and
resources in the most effective and efficient way to prevent consumers switching
behaviour, and reduce business losses in the long run that results from consumers
switching behaviour.
All the research questions of this study have been answered and in turn achieved the
objectives of this research. For the purpose of achieving the objectives of this research,
similar studies of several researches has been taken into account such as Roos (1998,
1999), keanvey (1995), paulrajan and Rajkumar (2011), Bansal and Taylor (1999),
Rahman, Haque, and Amed (2010), and many others. This has significantly contributed
identify the major switching factors and bringing the reliable outcome for this research
and achieving the research objectives.
The results have disclosed that amongst all factors, price was the most influential factor
that influences the behaviour of young adults in Bangalore to switch from their current
cellular service provider to another. The cellular service providers should pay attention
to all factors and especially towards the price of the services, because the consumers
switching intentions were found to be most significantly influenced by the price,
followed by service quality, change in technology, social influence, switching costs,
advertising, and involuntary switching which is least important. The unfavourable price
perceptions are the principally affecting consumers to switch loyalties to competing
service provider (Satish, et al. 2011). Favourable price for the cellular services is very
important in order to gain loyalty, market share, and corporate image of the firm. As it
has been acknowledged that majority of respondents are likely to switch from their
92
current cellular service provider i.e. around 53 percent. Hence, the cellular service
provider can make use of the information provided in this research to gain loyalty by
meeting their expectations and satisfying needs and desires because, if the service
providers are unable to meet the expectations then consumers will take their business
to somewhere else (Roos, 1998).
Cellular service providers who try to attract new consumers from their competitors will
also benefit from an understanding of what factors cause consumers to switch cellular
service providers. The management can make use of such information to develop
appropriate strategies to attract new consumers and retain lost consumers.
In general, the greater the knowledge, the management has about the factors
influencing their consumers to exhibit switching behaviour, the greater their ability to
develop appropriate strategies to reduce consumers switching their loyalties to the
competitors.
This research was carried out only on consumers with specific age group i.e.
young adults aged between 18-35 years. It can be suggested, similar study can
be conducted on consumers with other age groups as well.
This study was conducted only on the consumers of Bangalore city. It can be
suggested that, a more extended geographic sample may reveal differences in
customers attitudes towards switching behaviour in cellular services, which
would also have managerial implications.
This study empirically examined seven factors that may influence consumers
switching behaviour in cellular services. However, there may be some other
factors that can have an impact on consumers switching behaviour but were
not examined in this study. Further empirical research is required to examine
the other factors that can impact or influence consumers switching decisions.
For this research the questionnaires from only 60 respondents were collected
due to time constraints. Therefore, it can be suggested that studying the
consumers switching behaviour with higher number of respondents by involving
interviews and other methods can help to generate more accurate results.
It can be concluded that the management should give careful consideration to all seven
factors influencing consumers switching behaviour in cellular, that were explored and
examined in this research in order to develop appropriate strategies for reducing the
rate of consumers switching the cellular service providers.
94
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Appendix A
Survey questionnaire
I am Mohammed Abdul Raheem, an MBA student from Glyndwr University, Wales,
United Kingdom. I am currently conducting a research towards my MBA dissertation on
the topic of consumer switching behaviour in cellular service providers. This
questionnaire survey is conducted for the purpose of data collection. We ensure that
your identity will remain strictly confidential. Thank you for your kind consideration. If
you have any further questions, feel free to contact me by emailing at
maraheemp@gmail.com.
Please tick (X) in the bracket to give your opinion
Section 1
Demographics
1. What is your gender?
( ) Male
( ) Female
SECTION 2
5. Are you likely to switch from current cellular service provider to another?
( ) Very unlikely ( ) Unlikely ( ) Neutral ( ) Likely ( ) Very likely
Service quality
6. The level of customer service provided by the current cellular service provider is
good.
( ) Strongly Agree ( ) Agree ( ) Neutral ( ) Disagree ( ) Strongly Disagree
104
105
Change in technology
17. The current cellular service provider continuously upgrades its services according
to the trend (eg. 3G mobile service)
( ) Strongly Agree ( ) Agree ( ) Neutral ( ) Disagree ( ) Strongly Disagree
18. The current cellular service provider offers new technology and trendy phones with
its services enabling the customers to use wide range of applications on their phone
through the services of cellular service provider (eg. use of skype on iPhone 4).
( ) Strongly Agree ( ) Agree ( ) Neutral ( ) Disagree ( ) Strongly Disagree
Advertising
19. The advertisements of the competitors are encouraging me to switch the cellular
service provider.
( ) Strongly Agree ( ) Agree ( ) Neutral ( ) Disagree ( ) Strongly Disagree
20. The brand ambassadors of the company are influencing me to switch the cellular
service provider.
( ) Strongly Agree ( ) Agree ( ) Neutral ( ) Disagree ( ) Strongly Disagree
Social influence
21. My family and friends are influencing me to switch current cellular service provider.
( ) Strongly Agree ( ) Agree ( ) Neutral ( ) Disagree ( ) Strongly Disagree
Involuntary switching
22. I am likely to switch because I will be moving outside the geographic location where
the services of current service provider are not available.
( ) Strongly Agree ( ) Agree ( ) Neutral ( ) Disagree ( ) Strongly Disagree
23. I am likely to switch because some other firm has acquired/acquiring my current
cellular service provider.
( ) Strongly Agree ( ) Agree ( ) Neutral ( ) Disagree ( ) Strongly Disagree
106