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Submitted by
SUNIL KUMAR .R
(H.T.NO.07C31E0032)
1
(2007-2009)
K.Sharath Babu
B.Tech, MBA, M.Phil (Ph.D)
Head of the Department
Department of Business Management
Date:
CERTIFICATE
2
DECLARATION
an original work done by me and not submitted for the award of any degree,
DATE:
PLACE:
SUNIL KUMAR R
H.T.No. 07C31E0032
3
ACKNOWLEDGEMENT
SUNIL KUMAR R
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INTRODUCTION
To satisfy their needs and wants of the people who are depending on market where
transaction take place.
People are participating in marketing by satisfying their needs and wants through
exchange. Exchange is an act obtaining a desired object from someone by offering and
something in returns.
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If a market do good job of understanding consumer needs, develop products.That
provide superior values and prices, distribution and promotes them effectively, these
products will sell very easily.
Peter F Drucker: A Leading Management thinker put them in this way, “Aim of
marketing is to make selling superfluous. The aim is to know and understand the customer
so well that the product or service fits and sells itself. Outstanding Marketing companies
stay close to customer”.
Duddy &Rerzon: “Marketing is the economic process by mean of which goods and
services are exchanged and their values determined in terms of money prices”.
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INTRODUCTION TO CONSUMER BUYING BEHAVIOR
makes a purchase. Without such an understanding, businesses find it hard to respond to the
Marketing theory traditionally splits analysis of buyer or customer behaviour into two
Consumer buyers are those who purchase items for their personal consumption
Industrial buyers are those who purchase items on behalf of their business or
organization. Businesses now spend considerable sums trying to learn about what makes
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•Who buys?
For a marketing manager, the challenge is to understand how customers might respond to
the different elements of the marketing mix that are presented to them.
If management can understand these customer responses better than the competition, then it
Buying Behavior is the decision processes and acts of people involved in buying and
using products.
Need to understand:
Buyers reactions to a firms marketing strategy has a great impact on the firms
success.
The marketing concept stresses that a firm should create a Marketing Mix (MM)
that satisfies (gives utility to) customers, therefore need to analyze the what, where,
when and how consumers buy.
Marketers can better predict how consumers will respond to marketing strategies.
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Stages of the Consumer Buying Process
Six Stages to the Consumer Buying Decision Process (For complex decisions).
Actual purchasing is only one stage of the process. Not all decision processes lead to a
purchase. All consumer decisions do not always include all 6 stages, determined by the
degree of complexity.
Difference between the desired state and the actual condition. Deficit in assortment
of products. Hunger--Food. Hunger stimulates your need to eat.
Can be stimulated by the marketer through product information--did not know you
were deficient? I.E., see a commercial for a new pair of shoes, stimulates your
recognition that you need a new pair of shoes.
2. Information search
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o External search if you need more information. Friends and relatives (word of
mouth). Marketer dominated sources; comparison shopping; public sources etc.
o A successful information search leaves a buyer with possible alternatives, the
evoked set.
o Hungry, want to go out and eat, evoked set is
o Chinese food
o Indian food
3. Evaluation of Alternatives
Need to establish criteria for evaluation, features the buyer wants or does not want.
Rank/weight alternatives or resume search. May decide that you want to eat something
spicy, Indian gets highest rank etc. If not satisfied with your choice then return to the
search phase. Can you think of another restaurant? Look in the yellow pages etc.
Information from different sources may be treated differently. Marketers try to
influence by "framing" alternatives.
4. Purchase decision
5. Purchase
May differ from decision, time lapse between 4 & 5, product availability.
6. Post-Purchase Evaluation
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Outcome: Satisfaction or Dissatisfaction. Cognitive Dissonance, have you made
the right decision. This can be reduced by warranties, after sales communication etc.
After eating an Indian meal, may think that really you wanted a Chinese meal instead.
Buying low involvement frequently purchased low cost items; need very little
search and decision effort; purchased almost automatically. Examples include soft
drinks, snack foods, milk etc.
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Buying product occasionally. When you need to obtain information about
unfamiliar brand in a familiar product category, perhaps. Requires a moderate amount
of time for information gathering. Examples include Clothes--know product class but
not the brand.
The purchase of the same product does not always elicit the same Buying Behavior.
Product can shift from one category to the next.
For example:
Going out for dinner for one person may be extensive decision making (for someone
that does not go out often at all), but limited decision making for someone else. The reason
for the dinner, whether it is an anniversary celebration, or a meal with a couple of friends
will also determine the extent of the decision making.
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Factors that influence the Consumer Purchase Decision making Process
1. Personal
2. Psychological
3. Social
The marketer must be aware of these factors in order to develop an appropriate MM for
its target market.
Personal
Unique to a particular person. Demographic Factors. Sex, Race, Age etc.
Who in the family is responsible for the decision making. Young people purchase things
for different reasons than older people.
Psychological factors
Motives: A motive is an internal energizing force that orients a person's activities toward
satisfying a need or achieving a goal. Actions are effected by a set of motives, not
just one. If marketers can identify motives then they can better develop a
marketing mix.
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MASLOW hierarchy of needs!!
o Physiological
o Safety
o Love and Belonging
o Esteem
o Self Actualization
Need to determine what level of the hierarchy the consumers are at to determine
what motivates their purchases. Motives often operate at a subconscious level therefore are
difficult to measure.
Perception
What do you see? Perception is the process of selecting, organizing and interpreting
information inputs to produce meaning. IE we chose what info we pay attention to,
organize it and interpret it. Information inputs are the sensations received through sight,
taste, hearing, smell and touch.
Selective Exposure
Selective Distortion
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Selective Retention
Remember inputs that support beliefs, forgets those that don't. Average supermarket
shopper is exposed to 17,000 products in a shopping visit lasting 30 minutes-60% of
purchases are unplanned. Exposed to 1,500 advertisements per day. Can't be expected to be
aware of all these inputs, and certainly will not retain many.
Inexperience buyers often use prices as an indicator of quality more than those who
have knowledge of a product. Non-alcoholic Beer example: consumers chose the most
expensive six-pack, because they assume that the greater price indicates greater quality.
Attitudes
Individual learns attitudes through experience and interaction with other people.
Consumer attitudes toward a firm and its products greatly influence the success or failure
of the firm's marketing strategy.
Attitudes and attitude change are influenced by consumers personality and lifestyle.
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Consumers screen information that conflicts with their attitudes. Distort information to
make it consistent and selectively retain information that reinforces our attitudes. IE brand
loyalty.
Personality
All the internal traits and behaviors that make a person unique, uniqueness arrives from
a person's heredity and personal experience. Examples include:
o Compulsiveness
o Dogmatism
o Self confidence
o Friendliness
o Adaptability
o Ambitiousness
o Authoritarianism
o Introversion
o Extroversion
o Aggressiveness
o Competitiveness.
Traits effect the way people behave. Marketers try to match the store image to the
perceived image of their customers.
There is a weak association between personality and Purchase Behavior, this may be
due to unreliable measures. Nike ads. Consumers buy products that are consistent with
their self concept.
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Lifestyles
Example healthy foods for a healthy lifestyle. Sun tan not considered fashionable in US
until 1920's. Now an assault by the American Academy of Dermatology.
Social Factors
Consumer wants, learning, motives etc. are influenced by opinion leaders, person's
family, reference groups, social class and culture.
Opinion leaders
Spokespeople etc. Marketers try to attract opinion leaders...they actually use (pay)
spokespeople to market their products. Michael Jordon (Nike, McDonalds, Gatorade etc.)
Can be risky...Michael Jackson...OJ Simpson...Chevy Chase
Role...things you should do based on the expectations of you from your position within
a group.People have many roles. Husband, father, employer/ee. Individuals role are
continuing to change therefore marketers must continue to update information.
Family is the most basic group a person belongs to. Marketers must understand:
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o Consumer behavior starts in the family unit
o Family roles and preferences are the model for children's future family (can
reject/alter/etc)
o Family buying decisions are a mixture of family interactions and individual
decision making
o Family acts an interpreter of social and cultural values for the individual.
The Family life cycle: families go through stages, each stage creates different consumer
demands:
Reference Groups
Individual identifies with the group to the extent that he takes on many of the values,
attitudes or behaviors of the group members. Families, friends, sororities, civic and
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professional organizations. Any group that has a positive or negative influence on a persons
attitude and behavior.
Social Class
An open group of individuals who have similar social rank. Criteria: Occupation,
Education, Income, Wealth, Race, Ethnic groups and possessions.
Social class influences many aspects of our lives. I.e., upper middle class prefer luxury
cars Mercedes.
Social class determines to some extent, the types, quality, and quantity of products
that a person buys or uses.
Lower class people tend to stay close to home when shopping, do not engage in
much prepurchase information gathering. Stores project definite class images.
Family, reference groups and social classes are all social influences on consumer
behavior. All operate within a larger culture.
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Culture refers to the set of values, ideas, and attitudes that are accepted by a
homogenous group of people and transmitted to the next generation. Culture also
determines what is acceptable with product advertising. Culture determines what
people wear, eat, reside and travel. Cultural values in the US are good health,
education, individualism and freedom. In American culture time scarcity is a growing
problem. IE change in meals. Big impact on international marketing.
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NEED AND IMPORTANCE OF THE STUDY
India is wide and large country, which is highly concentrated in rural society and spread
over 5, 65,742 villages, which is nearly about 70% of the overall population. Agriculture is
the main income source. Dairying is complementary to Agriculture income and playing
important role in the stability of rural economy. The cow was adored as the deity
Milk and its product depute an important and compulsory part of daily life. From early ages
of human life milk is considered as the most significant and complete food among all the
food products. Milk gives energy, body building proteins, bone forming minerals, vitamins,
Lactose, fast and fatty acids, etc. Besides providing certain essential fatty acids, it contains
All these properties make milk an important food product in the universe.
from an important activity of its Economy. This dairying activity constitutes 10% of total
G.D.P. Agriculture being a seasonal activity it cannot give regular income throughout the
year certain activities like dairying, sheep rearing, poultry, etc. are taken up. Major part of
the milk is produced in rural areas, but the demand for milk is mainly from the urban area.
Urban consumers receive milk through private milk vendors who collect milk from rural
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Dairy in India was not in an organized manner till 1895. There were military dairies until
1940 with modern processing facilities like that of pilot dairy at Anand.
After independence in 1947 greater “Bombay Milk Scheme” was started and Airey milk
colony was established. Milk was supplied from Kaira District Co-operative Milk Producer
Union known as “Anand Milk Union Limited (AMUL)” to greater Bombay Milk Scheme.
In 1951, Government started ‘Key Village Scheme’ to improve the productivity intensive
cattle development productivity of milk cattle under Five Year plan Scheme. Productivity
intensive cattle development Project was started through scientific breeding, feeding and
In 1960, under the pattern of greater “Bombay Milk Scheme” some state Governments in
India started milk supply schemes procuring milk from rural areas paying remunerative
price to the milk producers. Then dairying acquired national level recognition.
India has the largest cattle and buffalo population but its share of the milk production is
10% only. In India, the average animal milk capacity per cow is only 150 liters per year
and buffalo 50 liters per year. In some countries due to dairy development activities, the
average milk production per cow is 300 liters to 400 liters per year. In India at present the
level of milk consumption is only 19 ml per head while a healthy person requires at least
21ml daily.
In India, many problems arise in marketing of the milk. The main problems are lack of
adequate and timely supply of milk, poor quality and adulteration of milk leakage of
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Government of India adopts several measures to improve the marketing system, quality and
sales of milk in rural as well as in urban areas. Consequently, today most of the urban areas
Recognizing the nature of business, the dairy industry concerted into a commercial
industrializing rural dairying, tapping and promoting the dairy industry with greater
Because of the changing scenario in the competitive environment in the last five years, the
role of Government and voluntary organization has been limited with a major focus on
private industry. Governing companies like Heritage, Cream line dairy, Ravila etc. The role
Keeping this in view and devised an effective marketing strategy for Vijaya Dairy with a
Limited” is one of the unit of Andhra Pradesh Dairy Development Co-operative Federation
Limited is selected.
This project is based on the study on consumer buying behavior towards “Vijaya Dairy
Milk”.
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The Main objective of the study is to know the consumer purchase behavior
The study is to find out the various attributes in a product which results in purchase
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SCOPE OF THE STUDY
As learning is a human activity and is as natural, as breathing. Despite of the fact that
learning is all pervasive in our lives, psychologists do not agree on how learning takes
place. How individuals learn is a matter of interest to marketers. They want to teach
consumers in their roles as their roles as consumers. They want consumers to learn about
their products, product attributes, potential consumers benefit, how to use, maintain or even
dispose of the product and new ways of behaving that will satisfy not only the consumer’s
The Scope of My study restricts itself to the analysis of consumer buying behavior, with
special reference from “VIJAYA DAIRY MILK”, Warangal. The scope of my study is also
restricts itself to Warangal region only. And the study depends on psychological aspects
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RESEARCH METHODOLOGY
This chapter describes the methodology of the study. This project is based on information
collected from primary sources. After the detailed study, an attempt has been made to
people. The data had been used to cover various aspects like consumption, consumer
buying behaviour and customer’s satisfaction regarding Vijaya Dairy Milk. In collecting
requisite data and information regarding the topic selected, I went to the residents of
Survey design:
The study is a cross sectional study because the data were collected at a single point of
time. For the purpose of present study a related sample of population was selected on the
basis of convenience.
A sample of 100 people was taken on the basis of convenience. The actual consumers were
Research Period:
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Research work is only carried for 5 or 6 weeks.
Research Instrument:
This work is carried out through self-administered questionnaires. The questions included
Data Collection:
The data, which is collected for the purpose of study, is divided into 2 bases:
Buying Behavior towards Vijaya Dairy Milk”. The data has been collected directly
Secondary source: The secondary data was collected from internet, References
from Library.
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Limitations of the Study:
Since the Sample size is 100 and the data may not represent the accurate results.
The time period of the project is only six weeks, which may not be sufficient for the
study
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DAIRY INDUSTRY
In the history of world dairying, the year 1998 has been a lucky year for India. We
have just emerged as the highest milk producing country in the world and that too in
the 50th year of our independents. Increasing the annual milk production from 20
Infact, it is unique success story of India’s dairy development contributed by the small
holders.
Our country has the largest bovine population in the world (195 million cattle and 77
million buffaloes). The results of White Revolution are quite visible with our per
capital milk consumption rising to 210 g per day inspite of the ever increasing human
population. All the has largely been a developmental agency of governmental, non-
Indian deriving has over the years created an identify of its own. It has also succeeded
Effective production system. A recent survey conducted by the Food and Agriculture
Organization (FAO) of the United Nations has declared India as the top milk producer
in the world, surpassing USA. The credit for enabling India to reach this milestone
goes to millions of small and marginal farmers and land less labourers for their untiring
efforts and the institutional support provided by the National Dairy development board
under the Operation flood Programmed. Here, a noteworthy aspect is that India has
achieved this coveted position without giving any incentive or subsidy to it dairy
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The dairy sector provides round-the-year employment which no other agri business
can do. Besides, it also provides a safety net to the weaker sections of our society. But
unfortunately this sector’s contribution to the Indian economy and its growth potential have
not yet been properly recognized. The industrial sector has been regularly receiving
several forms of subsidies and incentives since independence. The agriculture sector too
has its own share of privileges and subsidies. But, if one goes through the budgetary
allocations of all the plans made so far, dairying’s share is too insignificant as compared to
any other sectors. And, never any special incentive was given to it. The dairy sector is
also deprived of the special banking support as is provided to the industrial as well as
agriculture sectors.
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Dairy Industry in the Emerging world Scenario:
Dairying has played a prominent role towards household nutrition security and also
in strengthening our rural economy. It has been organized as an instrument to bring about
socio-economic transformation. Also the dairying sector has helped national economy by
emerging as the largest milk producer in the world. The import dependent Indian dairying
soon become not only self sufficient but also poised for an export oriented dairying nation.
This has been primarily attributable to the implementation of the Operation Flood
Programme launched in 1970 under the aegis of the National Dairy Development Board.
The architect of the quite Revolution Dr. Kurien deserves special compliments.
However, the gains of the White Revolution achieved through the cooperative
networking of the small and marginal farmers, and land less labourers are needed to be
sustained to cope with the rapid transformation that are now taking place consequent to the
GATT Agreement and establishment of the World Trade organization (WTO). In future,
international trade will be strongly regulated by the WTO regime. New ever and stricgter
Sanitary and Phytosanitary Standards are being framed for regulating quality standards.
Under these circumstances, our practices for production and processing milk cannot stay at
The Uruguay Round of Multi-lateral Trade Negotiations signed on 15th April. 1994 us well
as General Agreement on Tariffs and Trade (GATT) the world economies are swiftly
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gearing to adjust with the situation arising due to the withdrawal of trade subsidies. The
major dairying countries of the world, which had heavily relied on these subsidies, are now
readjusting their internal economies in order to produce milk at the competitive price. One
sound economic principle guiding the trade globally is, "if a commodity cannot be
produced at competitive prices, it is wiser to import". Since such changes were anticipated,
most of the European Nations had the acumen of streamlining their economies long back.
The Eastern Europe has consciously reduced production of milk from 39 MT in 1991 to 35
MT in 1998. In the same period, West Europe has reduced milk. Production from 129 MT
to 126 MT. Several other adverse factors, such as the perceived image of production has
led to a decrease in butter production on a global basis. The world production of butter has
declined from 5.03 MT in 1991 to 5.01 in 1997. Withdrawal of subsidies coupled with
reduced demand of skim milk powder has led to the decline of its production from 1500
conscious reduction of domestic milk production, even though the demand for cheese and
whole milk is rising. Consequently, to fill up this gap, world trade of cheese has gone up
from 950MT to 1300 MT during 1993-96. There has also been an increased from 1050 MT
With the changing declining trends in the domestic/export markets as well as profits
for conventional dairy products, such as milk powder, butter etc., need for product
diversification that permits value addition, long life-cycle and greater income has become
quite obvious. Growing awareness towards the beneficial role of milk and milk products in
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maintaining normalcy of human health has led to the development of a new range of
elevating/refreshing foods'. It is widely recognized that components derived from milk such
play an 'extra nutritional' which are formed during the passage through digestive tract.
Fermented milk products such as yogurt in particular provide beneficial microbes, which
favorably influence the microbial ecology of the gut-system. These, in turn, effect various
employed to develop genetically modified strains of dairy cultures that tend to reduce risks
augment immune system besides offering may other health promoting attributes. The dairy
industry in advanced countries is rapidly diversifying its product mix to produce arrange of
dairy foods that is targeted to reduce the role of medicine in maintaining normalcy of dairy
foods that is targeted to reduce the role of medicine in maintaining normalcy of human
health. Japan the world leader in this sector. where the current market of US$ 5.5 billion is
still last growing. In the USA 11 billion. Hence, biotechnology, Bioengineering and food
science offers new opportunities to Industry, which we must capitalize through, required
Dairy industry is also fast diversifying to develop special food ingredients derived
from milk. Which can be deployed advantageously to improve the sensory quality
another area, which is receiving intensive R&D inputs for developing low cost,
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biodegradable materials to prevent further damage to the environment and ensure greater
food safety.
However, greater challenge lie before the Indian dairy industry in modernizing the
unorganized sector engaged in the preparation of wide range of indigenous milk products.
Intensive scientific, R&D and financial input are necessary to develop industrial
shrikhand and burfi, very little progress had been made in this area. The weakest link is in
developing appropriate packaging systems that may conform to the international standards
of product safety, shelf life and labeling requirements. It is in this context, India is yet to
take advantage of UHT technology, which could otherwise help in minimizing post-harvest
losses and also accord greater physical access in remote and difficult areas.
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INDIA’S CHANGING SCENARIO (Dairy industry)
India's competitiveness:
practice of utilizing the crop resides as feed for the milk animals, India has been able to
achieve milk production of 70 million MT at a very competitive 'Farm Gate Milk Price’ on
global basis. India enjoys competitive edge over Newzealand, Australia and the USA of
being able to produce milk at a lower cost. Livestock products have registered a compound
growth rate of 5.26% per annum, during the preceding decade. Milk and milk products
account for 66% of the total value of livestock products. Another noteworthy feature of
Indian dairy scenario is that all the milk is produced by a very large number of milk
animals having low productivity. Thus, only marginal improvement ion animal
technologically advanced countries, even small targets for increased milk production
present major challenge, since animals have already attained their maximum genetic
India has well-organized dairy infrastructure of 7,800 rural milk cooperatives and a
processing capability of abut 12million litre per day in about 280 dairy plants. India has a
strong HRD capability to meet the multi sectoral requirement of the dairy industry. India
has generated very valuable experience and competence in treopical dairying, which can
serve as model for developing countries. In particular, India has developed a very precious
R & D reservoir for buffalo; milk processing. This provides opportunities for export of
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technologies to partner countries through an integrated approach for accessing
remunerative markets.
With the liberalization of world economies, Indian dairy industry has also ventured
to explore the export markets. A rather modest, beginning has been made through exports
of milk powders, being Rs. 318.5 to 22 countries, mainly Bangladesh, Srilanka, Nepal,
Cheese has the potential of emerging as the No. 1 dairy product in India, with its
present estimated demand of 1800 tones projected to rise to 30000 tonnes by 2000 AD. The
global cheese market is also beckoning the Indian producers. For, after the WTO enforced
withdrawal of the milk producer subsidy, European producers would Fine it difficult to
Prospects of cheese production in India is quite bright. This is because of the fact
that cheese has all the attributes of an ideal dairy product. Cheese is a fermented dairy
product. Fermentation has occupied a place of pride in the food preservation practices from
time immential. It improves nutritional value and enriches the flavor, body and texture of
the product. Fermented milk products have been reported to have therapeutic.
Cheese represents a balanced food with concentrated from of energy and good
quality? protein. As such, it is only food, which could prove to be an appropriate substitute
to non-vegetrial diet. Cheese has high food and nutritive value. It is an excellent source of
high quality protein, rich source of calcium and phosphorous, an excellent source of several
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fat-soluble vitamins. To consumers, it provides good nutrition, variety. Convenience for
Process cheese spread and slices have proved to be an ideal bread-mate. The
consumption of bread is increasing very fast in India. Butter, the traditional spread for
bread, is not avoided because of its high fast content. The other conventional spread like
jam and jelly are considered as junk food. Thus it is the cheese, which can provide
STEPS INVOLVED:
Milk is procured from the farmers by the dairy units and goes through various tests
and processed to obtain good satisfactory results from the consumers. It involves the
following steps.
Testing
Chilling
Packaging
TESTING:
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Milk procured undergoes through various tests such as:-
Ph Test: The Ph value gives the measure of the time acidity of milk. Generally ph
lactation of milk.
Acidity Test: It is used lo find out the quality and heat stability of milk
Sedimental Test: It presents a rapid and quantitative means indicating the cleanliness
Alcohol Test: It is made to detect whether milk has tendency to curdle during the
sterilization process.
On Boiling Test (COB): COB test is meant to have final confirmation of the quality of
milk. Since, with high acidity and salt content clots on boiling due to precipitation of
protein it is rejected.
Fat test: It is conducted to estimate the fat percentage present in the milk that
CHILLING:
Milk procured from various areas throughout the settle from framers is brought to
their respective dairy units by solo milk tanker, where the milk is chilled. Milk is chilled to
very low temperatures so that it last longer and does not perish. This is very important for
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Pasteurization is a process where milk is churned at. high speed and sterilized by
heating at high temperatures. Here the milk is made free from derived amount of fats,
edible oils and also disease causing germs after pasteurization process. Chilling process
PACKAGING:
merchandise any product. Manufacturer desires his product to reach in safe delivery to the
consumers through the various stages of ; manufacture, storage, transport, distribution and
It must protect and preserve the commodity until it reaches the consumers.
Reasonable in cost.
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ATTRIBUTES
which separated from it by means of centrifugal force, where milk is rotated at the high
speed with which, the cream moves away from the axis. This cream is generated during
the rotation and is taken from the sides of the separator. Generally the fat content in the
cream is of the 25% taken from the sides of the separator. Generally the fat content in
BUTTER: Butter is a fat rich product containing about 80% of milk fats while the
rest is a water, salt curd and also colour is added to some types of the butter and
cooking butter.
GHEE : It is the most important ingredient- in day life of nay Indian. Ghee is the pure
clarified fat derived solely from milk or curd or from desibuytter or from cream to
i.e.. Rise in temperature of milk to I 10-120c. the shelf life is 6 months only.
cultures. It has a minimum of 42% of milk fat. The most common cheese used is the
cheddar cheese. It is hard, ripened cheese made from pasteurized milk to which small
amount of lactic is added. The shelf life of cheese is 4-6 months only.
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FROZEN PRODUCTS: The most common frozen products that water one's mouth
arc ice creams, kulfi and choc-bar. These are obtained from cow or buffalo milk or
combination there of or from cream. They have 10% milk fat and are prepared with
mixtures of dry fruits of nuts or both to have an excellent taste. These frozen products
are cooled below 4c only. The shelf life of froze products l-2rnonths only.
precipitation with sour milk and lactic acid. The milk fat content is a minimum of 50%
of the product.
DAHI : Dahi or commonly called curd is obtained from boiled milk by souring,
fresh skimmed milk of cow or buffalo or a mixture thereof. It when mixed with water
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SALES:
India is currently the second largest milk producer in the world after the USA milk
production has increased from 23 m MT in the years 1972-73 to 58.6 m MT in 1992-93 i.e
a rise of 150% over a period of 20 years, this phenomenal rise of the dairy sector in Indian
can largely be attributed to the successful implementation of the "operation flood" program
districts. During the 'FLESH' season (SEP-MAR) and 'LEAN' season (Apr-Aug) of every
year, maximum and minimum amount of milk is respectively procured, Finally country's
milk export is low due to exploitation of farmers and improper utilization of sources.
VIJAYA DIARY
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PROFILE OF WARANGAL DAIRY:
This chapter gives detailed information about the development availability under
taken by Warangal Dairy and the existing management system of Warangal Dairy etc.
In Warangal district different types of cattle breed are found. There are certain
types of buffaloes in the District, according to the Animal husbandry department. The
buffalo living in Warangal are apart from production of milk, cattle’s are used for
agricultural purpose.
There is a Dairy plant in Warangal town and foremilk chilling centre, each at
Thorrur, Mulugu, Narsampet and Jangaon. Their milk chilling centres collect milk
from collection centres in the villages. The collected milk is chilled at the concerned
chilling centre and it is transported to the Warangal Dairy. The processed milk at
Warangal city and some sub urban areas like Hasanparthy etc., it covers there towns
trade while Hanamkonda was famous for Government offices and educational
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DAIRY DEVELOPMENT ACTIVITIES IN WARANGAL
DISTRICT:
year 1968. Milk supply of farmers of Warangal District was formed in Organized Co-
operative sector under the intensive milk supply scheme; these activities were looked
Under this scheme a medium size of Dairy was sanctioned with a capacity of 12,000
litres per day, when the State Government has established the Dairy development in
1970. Warangal Dairy has bought under its shadow. Again when the state government
Warangal Dairy came under their control. The Government of Andhra Pradesh has
structure of APDDCF Ltd., from 1981 onwards. At present Warangal is under the
bulk cooler is installed at that period with the installation of cooler, milk supply to the
Warangal was started on 10th March 1969. The construction of building and
installation of plant and machinery was completed in 1971. Dairy opening ceremony
was help on September 1971. It was speed over as area of 5 acres and 24 guntas. The
cost of construction was more than Rs. 20 lakhs. An initial stage milk automatic bulk
machine with a capacity of 5,880 bottle per hour was installed. In the year 1982 the pre
packed machined was instandand milk is now being supplied in polythene sachets. At
present there are two pre packed machines functioning each with a capacity of 5000
44
milk sachets per hour. The milk in Warangal is distributed through more than 100-
booth need over the tri-city of Warangal. In addition to this milk is also being supplied
on credit to instructors like hospitals, hotel, Railways, canteen and Central Jail etc.,
Relating to this Warangal Dairy has there Dairy parlors for selling milk products like
45
Warangal Dairy Organization is using “VIJAYA” Brand labels to sell their
products to the consumers wherein some other states, the Dairy federation is using
Warangal Dairy is a District level unit and all the policy decisions are taken at the
head office level. Warangal unit is only a functioning unit, which operates the work to
To provide the good market for all rural as well as urban markets.
reasonable price.
46
Distribution of milk is done through three methods. They are
The milk sales are being conducted in the tri-cities of Warangal, Hanamkonda and
Kazipet through 98 booths is a Credit Institutions. The sales have reached now up to
15,000 litres per day. For prompting sales of company product the study of consumer
Today APDDCF offers the widest spectrum of milk products in India, under the
brand name “VIJAYA”. These include Ghee, Bhutter, Processed Cheddar, Chese and
Cheese spread, UHT Milk, flavoured milk, slim milk in Tetra packets, sterilized
Cream, Skim milk powder, Dairy Whitener, cooking butter and ice cream. Several
among these carry the Agmark, an attestation of quality by Government of India and
the ISI mark of Bureau of India standards. The brand “VIJAYA” denotes quality &
quality, which makes it a trusted name in millions of house hold across the country.
apnner, Doodh peda and Dairy parlours and a chain of retailers spread across Andhra
Pradesh.
ORGANIZATIONAL STRUCTURE:
47
With a strong desire to develop the dairy industry in the state, involving the milk
milk produced in rural areas. For this purpose, the Government of Andhra Pradesh has
Limited into Andhra Pradesh Dairy Co-operative Federation Limited (APDDCF LTD)
organization structure formed into milk sheds in 25 Districts of Andhra Pradesh. Each
Village Level
Societies
48
At village level, milk producers Co-operative societies.
conducted in 16 districts. The 7 Districts, which are not covered under this program,
Ananthapur. This program cannot be adopted in these Districts because their daily
socio-economic change. There are 63 Dairy units in different parts of the state
including 48 milk chilling centres, 9 District Dairies and 6 milk product factories About
6,400 villages co-operative Societies are procuring milk from 11,900 villages among
286 routes. It is estimated that 5 lakhs milk producing families and 24 lakhs consumers
are benefited by the activities of the APDDCF. The dairy Industries concentrating on
increasing the procurement was 636 lakh liters. It is increased to 2.52 lakh liters in the
year 1985-1986 and it has increase enormously in 1992, 1993 to the effort of 8,000 lakh
liters per day. In the present year 2006-07, the dairy industries concerning on the
increasing procurement was above 50, 000, 00 lakh liters per day.
Table 3.1
49
2 Jersey 15 15%
3 Mulkanoor 40 40%
4 Others 10 10%
Total 100 100%
Others
10%
Vijaya
35%
Mulkanoor
40%
Jersey
15%
The above graph depicts that majority of respondents (40%) are prefer the Mulkanoor, 35
of respondents are preferring Vijya Milk.
50
Table 3.2
MODE OF PURCHASE
Others
0%
Milk Vendors
35%
Retail Stores
45%
Milk Dealers
20%
From the above graph, it is observed that 45% of respondents are buying the Milk from
Retail stores, 35% are buying the Milk from Milk Vendors.
51
Table 3.3
Both, 17
Loose Milk,
35
Packet
Milk, 48
The above graph shows that 48% of respondents are buying the milk in Packet form, 35%
52
Table 3.4
MODE OF COMMUNICATION
Advertisemen
Neighbors / t
Friends 0%
25%
Retail Stores
75%
From the above graph, it is known that 75% respondents are came to know about Milk
from Retail Stores, 25% of respondents are came to know by Neighbor/Friends and
Advertisement.
53
Table 3.5
2 Lit, 12
1 ½ Lit, 8
½ Lit, 45
1 Lit, 35
The graph indicates that 45% of respondents are consuming ½ Ltr Milk, 35% of
54
Table 3.6
Brand
Image, 25
Margin, 35
Demand, 10
Quantity, 30
The graph depicts that 35% of respondents are compelled to buy the Milk by Margin as
55
Table 3.7
No
35%
Yes
65%
The graph depicts that 65% of respondents are willing to continue the Vijaya Milk forever,
56
Table 3.8
Poor
Excellent
5%
15%
Average
45%
Good
35%
The above graph shows that 45% of respondents are saying Quality of Vijaya Milk is
57
Table 3.9
All
10%
Curd
15% Tea/Coffe
e
45%
Feeding
Children
30%
The graph depicts that 45% of respondents using the milk for the purpose of Tea/Coffee,
58
Table 3.10
No
35%
Yes
65%
Graph shows that 65% of respondents are saying that advertisement plays a role to promote
59
Table 3.11
Yes
20%
No
80%
The graph shows that 20% respondents are facing the problem while consuming of Milk,
60
Table 3.12(1)
IF YES
Table 3.12(2)
Opinion No. of Respondents % of Respondents
Jersey 30 30%
Mulkanoor 50 50%
Others 20 20%
Total 100 100%
NO
5%
Y ES
95%
Others, 20
Jersey, 30
M ulkanoor,
50
The above graphs depicts that 95% respondents are changing their brand and they will
61
Table 3.13
No
25%
yes
75%
Most of the people i.e, 75% of people accepted that Vijaya milk price is reasonable.25% of
62
Table 3.14
Quantity Quality
0% 10%
price
15%
Service
75%
Most of the people i.e, 75% people want changes in Vijaya milk product,15% of the people
63
CONCLUSIONS:
feeding children.
Maximum of the respondents are aware of vijaya milk through kirana, general
Majority of the respondents change their brand when vijaya milk not available
in the market.
64
SUGGESTIONS:
1. Vijaya Dairy should concentrate more on quality to improve the sales of product.
2. The Organization should improve the sales of product, more advertising can be
used.
3. Look out for strategies, which will help in being different from the competitors like
5. The Organization can provide the milk booths to convince the customers in
different locality.
7. Print date of packing on the sachets in order to discourage the supply of old stock
65
QUESTIONNAIRE
Dear Respondent,
PERSONAL INFORMATION
NAME:
AGE:
PLACE:
EDUCATION:
a) Vijaya Dairy
b) Jersey
c) Mulukanooru
d) Other
66
3) IN WHICH FORM YOU WOULD LIKE TO BUY YHE MILK?
a) Advertisements
b) General Stores
c) Neighbors
d) Others
a) ½ Liter
b) 1 Liter
c) 1 1/2 Liter
d) 2 Liter
a) Margin
b) Quantity
c) Demand
d) Brand Image
a) Yes
b) No
____________________________________________________________
a) Excellent
67
b) Good
c) Average
d) Poor
a) Tea / Coffee
b) Feeding Children
c) Curd
d) All
e) Other
a) Yes
b) No
(A)Yes (B) No
15) DID YOU FACE ANY PROBLEMS WHILE CONSUMING THE VIJAYA
BRAND MILK?
a) Yes
b) No
68
16) IF YES, PLEASE GIVE REASON / WHAT TYPE OF PROBLEM?
________________________________________________________________
___
(A)Yes (B) No
_____________________________________________________________
____
69
Bibliography
Delhi.
2. Leon Schifman & Lesile Lazer Kanulk, “Consumer Behavior” Eastern Economy
4. S.J. Bedker and G.C. Berry, “Marketing Research” 1st Edition, Oxford University.
70
References :
www.apdairy.com
www.nddb.com
www.apddcf.govt.in
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