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This project aims to find out the various factors influencing the consumer decision while making
a purchase of a fruit drink in the age group of 19-30 in the city of Pune. Background talks about
various factors that have led us to undertake this study and how and to whom this report will
benefit. Objectives talks of types of data the research project will generate and how these data is
relevant. A statement of value of information is also included in this section. Research approach
gives a non technical description of the data collection method, measurement instrument, sample
and analytical techniques.

The beverage market in India is worth 2074.67 Million INR. Though the major portion of the
market is still dominated by the carbonated soft drinks there is major shift towards the Juice
segment. There was a growth of 31.52% in the Juice segment from 2007 to 2008. As a result of
this phenomenal growth, a lot of competition has entered the market. A number of new brands
have flooded the market. The competition from Indian beverages such as Sugarcane Juice,
Buttermilk, and Fresh Juices etc has also captured a sizeable share of the market.

Due to these changes in the beverage market there is a need to identify and evaluate the reasons
for the shift in the consumer purchasing pattern. This study aims to determine the factors
influencing the consumer decision while buying fruit drinks in the age group 19-30 in the city of
Pune.

I also need to study the factors that are now driving the consumer¶s purchasing decision. Also,
due to the increase in the competition there is a need to determine the awareness levels for the
various brands amongst the consumers. With the availability of a number of channels of
distribution for the beverages in India, I will also try to identify the most preferred shopping
channel of beverages for a consumer.

Y
Y
Y
Y

Y
ObjectivesY YY
Research ApproachY YY
Data collection methodsY YY
Measurement Instruments:Y YY
SamplesY YY
Analysis TechniquesY YY
Factor AnalysisY YY
CrossTabsY YY
Correlation YY
ConclusionY YY
AnnexureY YY
Perceptual Maps:Y YY
Questionnaire:Y YY

Y
Y

Y
Y

| Y
Y


Y

Y Y
Y
To determine the factors influencing the consumer decision while buying fruit drinks in the age
group 17-30 in the city of Pune.

 
Y

Y Y
Y
yY To determine the product attributes influencing purchase decision of fruit drink brands.
yY To determine the reasons for consuming various fruit drink brands.
yY To determine the most preferred SKU(quantity) in fruit drink category.
yY To determine the most preferred channel in the fruit drink category.

×  YY

Y Y Y
YY

yY Factors influencing the choice of fruit drinks over other beverages.


yY Factors influencing choice of a particular fruit drink brand.
yY Factors influencing the choice of a particular channel in fruit drink category.

Y
Y

 Y Y
  Y Y  Y
This report aims to generate information on various factors influencing consumer decision while
purchasing a fruit drink. Companies can utilise this information for identifying the awareness
levels of their respective brands in the fruit drink category. Also companies can evaluate their
positioning and promotion strategies based on the factors influencing the choice of a particular
fruit drink brand. Companies can also utilise the factors influencing the choice of SKU for
managing their portfolio of different SKUs in the fruit drink category. The information on factors
influencing the choice of a channel can be used to focus on the growing channels and also in
managing existing channels. This report also contains broad based trends on consumer profile,
awareness levels, usage patterns and fruit drink category as a whole which can be utilised to
make inferences about the future.

•
Y
Y

×  Y  Y Y


Y  
Y•
Y
mxternal secondary data has been generated to obtain volume of sales regarding beverage
markets, fruit drinks, each of the brands and the positioning of each of the brands.

Y 
 Y•
YY
yY Data was collected from candidates using questionnaire. The questionnaire was
distributed in colleges and people on the street.
yY I distributed the questionnaires outside the shops to gather data from people who had
come to visit there.
yY I made an online questionnaire and circulated on the internet and gathered results from
those.

 
Y
Y
yY The measurement instrument in the questionnaire was a five point Likert scale.
yY Apart from details regarding their choice of drink for refreshment, their frequency of
visits and the channels they choose, their spending patterns will also be mapped.
yY The data was extracted and put in MS mxcel. All the further analysis was then carried out
using SPSS.
yY The measurement was designed to get a fair idea about the various attributes and
conducted factorial analysis of the important attributes.

Y
Y

 Y

The aim was to collect 100 samples for the analysis. The samples should be such that they are
consumers of fruit drinks. I also tried to get an adequate ratio of men and women in the samples.
The main demographics targeted were the younger age group as they are more health conscious
and aware of such health drinks. Also I tried to focus more on the college going crowd and
young professionals as they would be more interested in trying out new products and were more
conscious.

Buyers who have been consuming fruit drinks were better able to answer the questions regarding
the influencing factors and the reasons for their consumption and purchase. The samples
collected from internet have also been very valuable in the research.

  YY

yY The analysis techniques used have been on SPSS and the tests were performed to
ascertain the factors influencing the consumer decision while buying fruit drinks.
yY Factor analysis was conducted to discern out of the 13 factors mainly which factors
influence the buying habits of the consumers. Ultimately I identified 5 factors which
mainly have an influence.
yY I also conducted correlation tests to find out the various reasons for purchasing any
particular brand of fruit drink.

Ë  Y
yY The main limitation is the à Y
 . It was done in a random manner and no
particular technique followed. In the first survey a greater number of college students
have been surveyed. The data might not be representative of the entire population.
yY arious à à  Y  
à as learned have been implemented and conclusions as best
possible have been drawn making few assumptions as and when required.
yY Since no data was on interval or ratio scale it was not feasible to conduct Regression and
ANOA.

Y
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hygiene influence

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1.Y Packet cleanliness


2.Y Nutrition alue
3.Y mxpiry Date

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Y(Y YYY

1.Y Promotion Schemes


2.Y Brand alue
3.Y AD Frequency
 
Y1Y Y

1.Y Range of flavors


2.Y Availability
 
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1.Y Price
2.Y Flavor

 
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1.Y isual Packaging


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1.Y Brand Ambassador


2.Y Quantity Available

yY The perceptual maps show the mapping of different factors in the minds of the customers
and the association between them. The data was reduced from many attributes to 5
factors that have similar attributes.

yY The various factors mapped according to the rotated results of factor analysis. The factors
were given names based on the attributes in them. These factors were used to form the
factor analysis where two factors were mapped on X and Y axis to know the relation
between them.

yY The factors help the company to know how the product is currently mapped in the
customer¶s mind. If a target consumer is focused upon then the factors can be changed
and a different map can be formed.

yY The 
 Y
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. This justifies the fact that almost all the major fruit
drinks are not endorsed by any of the big brand ambassador barring a few such as minute
maid pulpy orange (Nikhil Chinappa ) . Also the variety of the package sizes available is
not affecting the consumer decision while making a purchase for fruit drinks. Y
Y

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Count

SKU

200 ml 300 ml 500 ml 1 litre Total

purchasefrequency 1-3 times 25 2 5 2 34

4-6 times 15 6 6 0 27

more than 6 times 7 1 4 4 16

rarely 11 1 5 6 23

Total 58 10 20 12 100

5
Y

Asymp. Sig. (2-


alue df sided)

Pearson Chi-Square 19.117a 9 .024

Likelihood Ratio 20.380 9 .016

Linear-by-Linear Association 8.109 1 .004

N of alid Cases 100

a.Y 10 cells (62.5%) have expected count less than 5. The minimum
expected count is 1.60.

Since p value is less than alpha i.e. .05 (95% confidence level), therefore h0 is rejected. This
shows that there is high association between purchase frequency and SKU or quantity packs.
This is an indication of the fact that people preferring smaller SKUs usually purchase more as
compared to others. Thus high association between purchase frequency and SKU (pack sizes ) is
established .

Y
Y

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Count

gender

male female Total

purchasefrequency 1-3 times 19 15 34

4-6 times 18 9 27

more than 6 times 12 4 16

rarely 17 6 23

Total 66 34 100

5
Y

Asymp. Sig. (2-


alue df sided)

Pearson Chi-Square 2.776a 3 .428

Likelihood Ratio 2.776 3 .427

Linear-by-Linear Association 2.387 1 .122

N of alid Cases 100

a. 0 cells (.0%) have expected count less than 5. The minimum expected count
is 5.44.

Since p value is greater than alpha i.e. o.05 (95% confidence level), therefore there is no
association between purchase frequency and gender.

Y
Y

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Count

reasonforchannel

Pricing Ambience Nearness Service Display Reputation Occasion Total

channel Retail store 4 8 23 0 13 0 6 54

Supermarket 4 6 6 0 6 1 0 23

Cineplex 1 0 0 0 2 2 0 5

Restaurants 1 3 1 1 3 0 0 9

Travel 1 2 1 0 1 0 0 5

Pan shops 0 2 0 0 0 0 0 2

Others 1 0 0 0 0 0 1 2

Total 12 21 31 1 25 3 7 100

5
Y

Asymp. Sig. (2-


alue df sided)

Pearson Chi-Square 68.211a 36 .001

Likelihood Ratio 50.165 36 .059

Linear-by-Linear Association 1.108 1 .293

N of alid Cases 100

a. 43 cells (87.8%) have expected count less than 5. The minimum expected count
is .02.

Here p value is less than alpha i.e. 0.05 (95% confidence level) therefore Ho is rejected. This
shows that there is high association between choice of channel and factors affecting the choice of
channel. This gives an indication such that those people who consider availability and nearness
as their factor affecting the choice of channel might prefer buying fruit drink from retail stores or
grocery stores. Thus a high association is established.

Y
Y

•|8Y|Y2• 0mY•m32m/ 4YY•m|/Y|•Y0/6Y•2Y


ו/.YY

I conducted crosstabs of purchase frequency with the scores /ranking given by various
respondents to the various reasons for drinking fruit drinks such as socialisation, refreshment,
enjoyment, mental lift, attitude, basic thirst, taste etc. out of all these crosstabs association was
found between two cases. The two cases have been given below:

,$Y 2• 0mY•m32m/ 4YY•m•m0m/YY


Y

 
 Y7Y

Y
   

Count

refreshment

neither agree nor


strongly disagree disagree disagree agree strongly agree Total

purchasefrequency 1-3 times 20 7 5 2 0 34

4-6 times 18 6 0 1 2 27

more than 6 times 9 7 0 0 0 16

rarely 8 12 2 1 0 23

Total 55 32 7 4 2 100

5
Y

Asymp. Sig. (2-


alue df sided)

Pearson Chi-Square 20.628a 12 .056

Likelihood Ratio 23.332 12 .025

Linear-by-Linear Association .108 1 .742

N of alid Cases 100

a. 12 cells (60.0%) have expected count less than 5. The minimum expected count
is .32.

Y
Y

Since p value is less than alpha (95% confidence level) thus there is high association between
refreshment purpose and purchase frequency. This might be an indication of the fact that people
drinking fruit drinks for refreshment purpose generally buy more as compared to others.

2• 0mY•m32m/ 4YY8 Y0•YY


 
 Y7Y 
Y
   

Count

basicthirst

neither agree nor


strongly disagree disagree disagree agree strongly agree Total

purchasefrequency 1-3 times 6 15 7 5 1 34

4-6 times 11 6 6 4 0 27

more than 6 times 3 9 0 4 0 16

rarely 11 9 2 0 1 23

Total 31 39 15 13 2 100

5
Y

Asymp. Sig. (2-


alue df sided)

Pearson Chi-Square 20.262a 12 .062

Likelihood Ratio 26.177 12 .010

Linear-by-Linear Association 4.223 1 .040

N of alid Cases 100

a. 12 cells (60.0%) have expected count less than 5. The minimum expected count
is .32.

Since p value is less than alpha (95%) therefore there is high association between purchase
frequency and basic thirst /filling purpose. This might be an indication of the fact that people
drinking fruit drinks for basic thirst / filling purpose generally buy more as compared to others.

Y
Y

  Y
Y

Correlation of the various brands (i.e. Appy, Real, Tropicana etc) was done with various reasons
for drinking such as refreshment, enjoyment, vitality, mental lift etc. I tried to identify the
various reasons that are correlated with various brands .This activity basically helped us in
identifying the perception and connotations of people towards various fruit drink brands.
Following are some of the inferences that I established after conducting the correlation analysis.

1.Y There was a significant correlation between brand Real and the following reasons for
drinking :
yY Health
yY mnjoyment
yY Attitude

2.Y There was a significant correlation between brand Tropicana and the following reasons
for drinking :
yY Health
yY mnjoyment

3.Y There was a significant correlation between brand Maaza and the following reasons for
drinking :
yY Attitude

4.Y There was a no correlation between brand Slice and the various reasons for drinking.

5.Y There was a significant correlation between brand Appy and the following reasons for
drinking :
yY Socialising

6.Y There was a significant correlation between brand Frooti and the following reasons for
drinking:
yY Taste
yY Mental lift

7.Y There was a significant correlation between brand Mangola and the following reasons for
drinking :
yY Taste
yY Mental lift

Y
Y

8.Y There was a significant correlation between brand Pulpy Orange and the following
reasons for drinking :
yY Attitude

9.Y There was a significant correlation between brand Twister and the following reasons for
drinking:
yY Taste
yY Mental lift

10.YThere was a significant correlation between brand Others (ex. Lehberry etc.) and the
following reasons for drinking :
yY Attitude
yY Basic thirst

Y
Y

 Y
Y
On the basis of the data collected and the tests conducted I have arrived at the following
conclusions:

With the help of correlation I was able to identify the attributes that consumers associate with the
various fruit drinks and which in turn drive their purchase decision for the same.

For example Tropicana is associated with health and enjoyment whereas Appy is associated with
socialising. These reflect the perceptions of the various fruit drinks in the mind of the consumers.

The crosstab between purchase frequency and SKU showed that those purchasing smaller SKU¶s
purchase more frequently as compared to those who purchased a 500ml or 1litre. On the other
hand there is no impact of gender on purchasing frequency for fruit drinks.

There is a high association between the channels preferred and the factors affecting these
channels. The most important factor came out to be location or nearness of the channel.

There is also a high association between purchase frequency and reasons for consuming fruit
drinks such as refreshment and fulfilling basic thirst.

In factor analysis I found out 5 factors which mainly have an impact on the purchase of a fruit
drink. There were two factors which did not have any significant impact.

Also, I found out that the most preferred channel for purchase in retail stores. The most preferred
SKU is 200ml packs which could be due to convenience.

The most preferred drink is Frooti followed by Tropicana and Real.

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QUmSTIONNAIRm

1.Y Whom do you buy fruit drinks for? (Tick one)


a)Y Myself
b)Y Family
c)Y Children
d)Y Institutional purposes / social occasions

2.Y How often do you have a fruit drink?


a)Y 1-3 times a week
b)Y 4-6 times a week
c)Y More than 6 times a week
d)Y Rarely (fortnightly )

3.Y What quantity do you usually prefer to buy?


a)Y 200-250 ml (Tetrapak)
b)Y 300 ml
c)Y 500 ml bottle
d)Y 1 litre

4.Y Through which medium did you come to know about your preferred fruit drink brand?
a)Y Hoardings and banners
b)Y Newspaper and magazines
c)Y T/radio
d)Y Word of mouth
e)Y Others «««««..

5.Y Do the following reasons influence your consumption of fruit drinks?

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6. Rank the following fruit drinks from 1 to 5, with 1 being least preferred and 5 being most
preferred:
a)Y Real «««««««««««
b)Y Tropicana «««««««««««
c)Y Maaza «««««««««««
d)Y Slice «««««««««««
e)Y Appy «««««««««««

Y
Y

f)Y Frooti «««««««««««


g)Y Mangola «««««««««««
h)Y Pulpy orange «««««««««««
i)Y Twister «««««««««««
j)Y Others «««««««««««

7. How important are the following factors for purchasing a fruit drink?

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8.Y Which is your most preferred channel for purchasing a fruit drink?
a)Y Retail store/grocery store
b)Y Supermarket/hypermarket
c)Y Cineplex
d)Y Pan shop/kiosks
e)Y Restaurants
f)Y Travel
g)Y Others««««««««««««.

9.Y Which is the most important characteristic for choosing the channel?
a)Y Pricing
b)Y Ambience
c)Y Location/ nearness
d)Y Service
e)Y Display /merchandising
f)Y Reputation
g)Y Occasion
h)Y Others

a Y Y

1. Age

a)Y 17-20
b)Y 21-24
c)Y 25-28
d)Y 29 and above

2. Gender:

a)Y Male
b)Y Female

3. mducation

a)Y High school


b)Y Undergraduate
c)Y Graduate
d)Y Postgraduate
e)Y Others