case study of dabur amla hair oil

Customer Attitude towards Shampoo Market“A Study on Dabur Shampoo”

Background of the Report:

The report was supposed to find linkage among real-life advertisements by Dabur

Bangladesh and Customer attitude towards shampoo.

Statement of the Problem: The report will try to answer the following questions:

Is Dabur Bangladesh Ltd applying effective theories to attract its

customer for shampoo market?

Are the methods effective?

Do the Consumers like their marketing activities?

What is Dabur Shampoo’s position in the market compared to other

competitors?

Will these promotional messages ensure future success for Dabur

Bangladesh?

What else Dabur Bangladesh can do to ensure future success in shampoo

market?

Statement of Purpose: The report will serve the following Purposes:

Factors that are more important to increase sales of Dabur shampoo..

Explaining the efficiency of Dabur shampoo’s marketing activities.

Presenting a total picture regarding customers attitude towards shampoo

market..

Describing Dabur shampoo’s position in the market.

Few suggestions for Dabur’s shampoo marketers that will ensure long-term

success for their product.

Scope of the Report: This report has been prepared within the following parameters:

This report is a comprehensive study of the consumer attitude towards

Dabur shampoo and other shampoo. The report focuses on consumer’s

belief, perception, lifestyle etc. and presents a marketing strategy for

Dabur Bangladesh ltd for its shampoo market...

The report is primarily based on customer feedback derived from the

survey, which might not resemble the actual information due to sampling

error.

Methodology: The methodology of this study includes research design, data collection

method, sample design, sample selections, questionnaire design and data collection and

data analysis. The details are as follows:

Research Design: Descriptive research design has been followed for this particular

research which falls under conclusive research design. I am applying survey method to

get data for the research. I have developed hypotheses from my research questions &

from the received data I have analyzed these particular hypotheses & established

relationships between these.

Data collection method: Most of the data have been collected from primary sources the

data was collected by taking the interview of the customers who have the experience of

buying. The data have been collected using exclusive one to one interview (personal

interviewing technique) with a highly structured questionnaire. This sort of data is called

primary data. Some data are collected from Dabur Bangladesh Ltd office. Some data are

given here from my internship experience

Sample Design: The study will mainly be based on questionnaire survey. The data will be

collected by taking interview of those customers located in Dhaka city who have the

experience of buying shampoos. Sample customers are selected by using formula

suggested by Yamane from the assumed population.

The formula is as follows:

N

n = --------------------

1+ N (e)2

100000

n = -----------------------

1+ 100000 (0.1)2

n = 99.08 which is approximately 100.

Where,

n = Sample size

N = Population (100000)

e = Level of precision

So the sample size is 100 by using the formula. But for time limitations and other

constraints, I have conducted my research among 50 people. So my sample size is 50..

HistoryDabur, today one of the largest FMCG companies in India, was started by the Burman family in 1884 in Kolkata (West Bengal).With a legacy of 120 years built on attributes of quality and trust. Dabur has proven its expertise in the fields of health care, personal care, Homecare and Foods.

The business based on the vision of founder Dr S K Burman - "What is life that cannot bring comfort to others", started as a small pharmacy selling healthcare products. Two decades later the company entered the specialized area of Ayurvedic medicines and branded its products. With growing demand, Dabur shifted its operations to Delhi in 1972 and a few years later set up full-fledged research operations in healthcare. In the early 1990s, with the economy opening up, the company identified various investment opportunities to accelerate its growth. The management also realized the importance of scaling up its operations and decided to go public during mid-nineties. It is during this time that the company also decided to professionalize its operations by curtailing the role of the promoter family and inducting professionals from outside to take charge. Subsequently in 1996, Dabur India set up its own foods division - Dabur Foods, as wholly owned subsidiary of Dabur India.

The company, headquartered in Ghaziabad, Uttar Pradesh, is today listed on Indian stock exchanges and commands a valuation of over US$ 1.5 billion. Operating through various business divisions supported by manufacturing presence spread in India and overseas, the company has been ranked amongst the "Best under a Billion" list by Forbes.

The company has over 12 manufacturing units in India & abroad. The international facilities are located in Nepal, Dubai, Bangladesh, Egypt and Nigeria. Three of the facilities in India are strategically located in excise duty free zones -Rudrapur (Uttaranchal), Baddi (Himachal Pradesh) and Jammu. With the acquisition of Balsara, Dabur now has additional facilities at Baddi & Silvassa (Dadar & Nagar Haveli).The company has a multi-fruit processing plant at Siliguri (West Bengal) for production of pulp and concentrates. This is a step taken by the company towards backward integration by locating this facility in proximity to its juice plant in Nepal. Dabur Foods, the subsidiary of Dabur India has also recently acquired a fruit juice plant in Jaipur (Rajasthan).

History in Bangladesh:

Dabur entered in Bangladesh market in 2003. And they started their commercial

production in 2004. In Bangladesh Dabur entered through ACI limited. In Bangladesh

market ACI have 24% share of Dabur. Some days ago Dadur Bangladesh Ltd used the

distribution channel of ACI but in June 2008 they separated their distribution activities

from ACI and they also separated their office from ACI. From the beginning Dabur

operated their business in Bangladesh by the name” ASIAN CONSUMER” but now they

are operating their business by the name “Dabur Bangladesh Limited”.

VISION STATEMENTDabur's products and brands

Dabur Health CareDabur Chyawanprash, Dabur Chyawanshakti, Glucon D, Dabur Honey

Hajmola Tablet, Hajmola Candy, Hajmola Anardana, Pudin Hara, Dabur Hingoli, Dabur LavanBhaskar, Dabur Hingwastak, DaburTrifala, Dabur AvipattikarIsabgol, Shilajit, Shilajit Gold, Rheumatil, Stresscom, Broncorid, Maduvani, Revitalisers TrifgolDabur Dashmularishta, Dabur Ashokarishta, MenstaNature Care, Nature Care Double Action

Honitus syrup, Honitus cough dropsDabur Lal Tail (oil), Dabur baby olive oil, Dabur Janam Ghutti

Personal CareVatika shampoo,Vatika hair oil, Dabur Amla hair oil,Amla Lite,Anmol Sarson Amla,Anmolshampoo, Anmol coconut oilGulabari rose water,Vatika fairness face pack, Anmol cold cream,Vatika soapDabur Red toothpaste, Dabur Lal Dant Manjan (toothpowder), Dabur Binacatoothbrush, Meswak toothpaste, Babool toothpaste, Promise toothpaste

FoodsReal, Real Activ, Coolers

HommadeNature's Best (ketchup and corn flour)Capsico red pepper sauce

Lemoneez

Home CareOdonilOdomos

SanifreshOdopic

Future plans

Dabur has formulated structured strategies for its foray into the international market and has identified focus countries where it is evaluating the need for having a manufacturing facility or marketing presence. According to Mr. Sunil Duggal,CEO, Dabur India, "We have identified 7 focus markets and 8 potential markets where we will invest managerial and monetary resources and set up local manufacturing facilities if the situation demands. A state-of-the-art production facility is being planned in Dubai in addition to a product development cell that will develop products to cater to local consumer needs".

Marketing mix of Dabur shampoo:

Product:

Dabur shampoo is a dominant product in the personal care market. It is a

consumer product. As buying this product does not need any vast

information search and it is not a high cost good it is a convenience good.

For the same reason it is a low-involvement product. Target market for the

shampoo is mainly people who care about hair. And people who want to see

their hair becoming more attractive day by day using Dabur shampoo. Main

purpose of these shampoos is to take care of the hair of its consumers. As a

result of that there are different kinds of Dabur shampoo containing

different flavors and ingredients depending on hair basis. For every kind of

hair, there is a specific version of Dabur shampoo. This enables the

consumers to choose from variety of shampoos, which would suit his/her

own hair. All the Dabur shampoo contains different pure and proven

ingredients helpful for the hair of its consumers. Because of all the above

factors and its consumers’ proven beliefs Dabur shampoo is a very

successful product in the hair care market.

Brandname. Dabur Vatika is the brand name of the shampoo.

Diffrerent sizes available in the market: 8ml, 50ml, 100ml, 200ml, 500ml

Variety. The shampoo is available in 4 different formulation for different hair needs which are given below:

Dabur Vatika Black Shine Shampoo. Dabur Vatika Anti-Dandruff Shampoo Dabur Root strengthening shampoo Dabur smooth and silky

Price:Price of a product is very important for both the marketers and the consumers as

the customers consider the price of a product before buying it. Dabur shampoo is

a new product in our country. And it is becoming a popular product in our country.

It is not that costly. But, it is a branded international product. Compared with

other branded costly shampoos such as “Pantene”, its value is pretty reasonable.

Another thing is, its target market is not only upper class. People of all class are its

consumers. Because of that the price is very handy. There are various sizes of

Dabur shampoo and depending on the size it has different prices. Here is an

example:

Products Pack Consumer Price

Dabur Amla Black

Shine200ml 120.00 Tk.

Dabur Smooth and

Silky200ml 120.00 Tk.

Dabur Vatika Anti

Dandruff200ml 120.00 Tk.

Dabur Root

Strengthening 200ml 120.00 Tk.

Here is a comparison of different prices between Dabur Shampoo and its other

competitors:

Product Pack TK

Dabur 200ml 120

Sunsilk 200ml 135

Pantene 200ml 170

Promotion:

These days, promotion is the most important part of the marketing process. It is the

process of communicating with the consumers. Dabur industries are thinking that the

product (Dabur shampoo) is in growth scale. For promoting Dabur shampoo Dabur

Company are using wide varieties of processes. The company to attract consumers and

promote Dabur shampoo has used the “Pull Strategy”. They are using the intensive

coverage method and making all its shampoo available in almost every shop. It is now

using the media to communicate with the customers. We can easily find advertisements

of this product on television, and newspapers and know what are the new offers or

price of it. They also use Billboard for promoting this product. Dabur give direct

sponsorship in many kind of program like “Debate Competition in Women College”. By

arranging these kinds of programs, they are not only getting closer to their customers

but also they are creating a positive, favorable image in the market.. These kinds of

promotional activities increase attractiveness of the product to the customers and it

gives them a satisfied feelings. Recently Dabur is investing a huge amount of money for

its promotional activities in Bangladesh. They think very soon they will reach at

satisfactory level. These activities are for the consumers, but there are some

promotional activities directed to the Marketing Intermediaries as a part of the push

strategy as well. Such as supplying free display boards, providing Gift like “Dhaka-

Bangkok- Dhaka” Air ticket based on sales etc. These kinds of promotional activities

motivate the wholesalers and retailers to work harder to sell more of their product.

Place:

The distribution channel for the shampoos is concentrated towards the cities and rural

area as the product itself was designed for almost for every segment.. Recently, the

coverage has increased deep in the villages as well but still, compared to the urban

coverage the distribution channel in villages is still in its early stages. In contrast to the

villages, the distribution channel in the urban and metropolitan areas is very strong and

efficient. Through 80 authorized distributors, Dabur shampoo has reached virtually most

of the retail store of urban areas in Bangladesh. Here, Dabur Bangladesh Ltd. is trying

Extensive Coverage for the whole range of Dabur shampoo to make it available to the

consumers. In this aspect, Dabur Bangladesh Ltd sending its product (shampoo) through

their own vehicle to the distributors and distributors are distributing those products to

the retailer in different places of Bangladesh.

Distribution channel:

Factory Sub Depo Distributor point Retailer Customer

Sub-Depo 4

Distributor Points 80

Vehicles 35

Target Market:

The above Marketing Mix has been designed for a specific target market. The prime

target market for Dabur Shampoo are ladies and gents also In terms of social class, the

focus is on the all classes of the society so different class they have different size of

shampoo. In the changed Bangladeshi society, increasing proportion of women are

working outside and because of that it is seen that they are very much careful about

their hair care it is also seen nowadays gents also very much careful about hair for that

reason Dabur came up with different kinds of shampoo for different types of hair.

Target Market Parameters:

This part of the report puts light onto the members of the target group of Dabur

shampoo to provide a total picture describing them in terms of their demographic,

psychographic, socio-economic and self-concept characteristics, through which an

overall idea about the target market could be derived. All the assumptions and

descriptions included in this part are based on the survey we had undertaken among

potential target market members.

Demographic Factors

The study and description of human population in terms of size, density, location, age,

gender, race, occupation and statistics in any country is called demography of that

country. Dividing the market into groups based on demographic variables such as age,

gender, family, size, family life cycle, income, occupation, education, religion, race and

nationality is called demographic segmentation which is necessary for any product’s

survey. From the survey we found the following demographic data:

Gender

Now a day, using shampoo has become an everyday part of the life-style for most of

people. These people include male, female, young, old and so on. That is why “Dabur

Bangladesh” is targeting male, female, old, young and other people through different

kinds of shampoo. The proportion of male and female participants in this survey was like

this:

From the above figure it can be easily found that there are almost 74% women and 26%

men involved in the study. This information assures getting the right information from

the right people for the report.

Age

Age as a factor can change marketing strategy for a company. From survey finding, I

draw a profile of the respondents.

From the above drawn figure, Majority of the respondents belong to 18-30 years group.

62% of the respondents belong to this group. 8% of the respondents belong to the

group of less than 18 years people. This is 24% in terms of the group of 30-45 years

people and 6% in terms of the group of 45-60 years people. So I can say that my survey

was held more or less among all the segments that shampoo companies targeting.

Social Factors

Social Class: The following diagram shows the scenario regarding the social classes:

The social class of the target market, represented by the members taking part in the

survey, was determined according to their family incomes. So it can be assumed from

the graph that, most of the members of the survey belong to middle class up to upper

higher-class segment. Comparatively few people in our society fall in this segment.

From the chart it is evident that the largest segment of the social classes is the higher

class. Right now, the pricing strategies Dabur Bangladesh are tilted towards all the

classes of the society but question may arise that whether Dabur is being able to satisfy

all the segments or not.

Leisure Activity

Different customers have variety in their leisure time. But they confine themselves with

only few activities which they frequently do. From the table below we can easily find

that most of the people who participated in our survey watch television programs. some

of them watch movies in their leisure periods. Some read books or magazines. Some of

the respondents have the tendency to chat over the mobile phone and rest of them has

others.

From the above drawn chart we can see here most of the customer love to watch

television in their leisure time which is about 34%. 20% of the respondents watch

movies in their leisure time. 14% read books/magazines or newspapers. Few

respondents chat over the mobile phone in their leisure time and their percentage is

12%. 8% people do other activities in their leisure time. From the survey it is clear, that

in modern times life is constrained with duties, responsibilities & jobs and options for

enjoying the leisure are few. As a result, television and electronic media have become

the main source of recreation and entertainment for people. This can have major

marketing implication. As television has become the prime source of entertainment,

marketers of Dabur shampoo can capitalize on this media to reach its target market

more successfully. The marketers can use the most popular magazine or newspaper to

reach the target market. Marketers can put advertisement in those magazines.

The same approach could be used to utilize the most popular newspaper to reach the

target customer.. Marketers can put advertisement in those newspapers. Newspaper is

a media through which marketers can easily reach to its target market.

Newspapers that people frequently read:

Information gathered from the survey shows that, currently the Prothom Alo is the most

popular newspaper so Dabur marketers should prefer “Prothom alo” for promoting

their product.

Personality in Terms of Social Gathering:

From the gathered data collected from survey, I can draw the following chart.

So we can see from the above drawn chart, 26% people attend a social gathering less

than once in two weeks. 32% people attend a social gathering once in a week. 18%

people attend twice in a week and 24% people attend once in two weeks. People of our

culture like social gatherings and this combined with their extrovert nature and high

believability possesses a good opportunity for the marketer. Dabur Bangladesh can

organize different programs in different or places where it’s target market usually

gather.

EXTERNAL INFLUENCES on CONSUMER BEHAVIOR

This part of the report includes the external factors that influence the purchase and

consumption behavior of people. Here, the factors that specifically influence the

consumer behavior regarding the purchase and consumption of Dabur Shampoo will be

covered such as cultural factors, color preferences, gender roles etc.

Culture and Its Implication on Consumer Behavior

Every country has its own set of cultural factors that plays an important role on the

purchase and consumption of people. Generally, consumption and thus success of any

product is highly dependent on the product itself, but culture plays a vital role behind

the decision making process. Besides being able to meet the needs and wants of the

customers, the product has to adapt to the culture of the country where it is being sold.

In case of Marketing the appeal of cultural factors is even stronger. The product design,

marketing messages and packaging all has to match favorably with the country’s culture.

Otherwise the product is destined to fail in the long run.

Relevant Cultural Values

Competitive/Cooperative: We can see generally Bangladeshi culture is cooperative in

nature. Where culture is competitive in nature, aggressive and comparative

advertisements are encouraged. In cooperative oriented countries, comparative ads

have not fared as well. Dabur Bangladesh ltd, as operating its business in Bangladesh,

does not encourage aggressive and comparative ads. For Bangladesh market Dabur

using Indian advertisements but just changing the dialogue in Bengali.

Performance/Status: A status oriented society is more likely to prefer “quality” or

established brand names and high price items to functionally equivalent items with

unknown brand names or lower prices. Whereas the society which is performance

oriented prefer performance of the brand rather than the brand names. In my survey, I

asked people that for what they use or might use Dabur shampoo. The following figure

shows the response of those people.

Why you use or might use Dabur shampoo?

From the above drawn chart, we can see that 44% of the respondents use or willing to

use Dabur shampoo for high performance. 20% people will do it to free from dandruff.

But we can see that only 18% are willing to use for softness and 10%for shining. So I can

say according to my survey that in Bangladesh, most people will use or might use Dabur

shampoo for root strengthening. Because in market different types of shampoo can be

found but Rot strengthening shampoo is very less so if Dabur want to capture this

segment they should improve one of their products which is named “Dabur Root

strengthening shampoo”

Tradition/Change: Tradition and change both have enormous impact on consumer

behavior. Western people are willing to accept change where eastern people are more

traditional. But now a day’s peoples in Bangladesh have a tendency to adopt change.

Aged people of Bangladesh are more traditional than younger people. Aged people

usually fear any change while young people are ready to accept changes Dabur

shampoo is very new in Bangladesh market. And following this Dabur Bangladesh ltd is

promoting

Its shampoo in a manner so that it can grab market.

In my survey, I asked people about the shampoo that they are currently using. The

following figure shows their response:

From the above drawn figure, we can see that 16% people are the users of Dabur

shampoo, 34% people are the user of Sunsilk, 26% are the users of Pantene and 24% are

the users of other companies.

I also asked the respondents about the probability that they will buy Dabur shampoo

next time they buy a shampoo. Their responses are drawn in the following figure:

From the figure, it is clearly seen that 22% of the respondents have said that they will

definitely buy Dabur shampoo next time. 44% have said that probably they will buy. 26%

people are not sure yet. So we can see that most of the people are willing to go for

Dabur shampoo. And for that, what the marketers of Dabur shampoo need to do this to

understand the mind of the prospect and discover and develop marketing opportunities.

Non-verbal Communication

Nonverbal communication plays an important part in the promotional activities of

Dabur shampoo. This is described below:

Color as a nonverbal communication: It was found through the survey

that many people criticized the bottle of Dabur shampoo. Because the

Color and shape, Dabur shampoo is using are not that much attractive.

Group Influence:

Spice is considered as a commodity. It is also taken as a consumer product. As a result

the decision making process is supposed to be straight forward, but in reality it is not

that simple.. Since there are varieties of brand of shampoo in Bangladesh, all the

companies come up to the people with variety of offers based on the market segments.

From these offers, people choose the one that satisfies their needs and demands.

People choose particularly the offer that makes them delighted.

Type of Groups: Groups can be of various types and the differentiation can be based on

several factors. Here, the Type of Contact will be primarily chosen to determine the type

of Group. Depending on this factor the groups could be of two types:

Primary Group: Family is an ideal example of Primary Groups and in case of purchase

and consumption of Shampoo, it is a dominant force another. Before buying a product

or service usually we go for the opinion of family members. And if any of them is

experienced with the service, definitely his or her opinion has some great impact on

purchasing decision. As a result, the group influence is quite significant in this case

because; through the discussion the attitude of one member concerning about Dabur

shampoo is transferred to another.

Secondary Group: In case of Dabur shampoo, the impact of Secondary Groups is also

significant. Almost every people regularly engage in chats with friends beyond their own

families, and in those chats as well they talk about their welfare, fashion, movies and

also sometime about their hair care product like what the shampoo now one is using

how is its performance etc. In this way, a person may be influenced by friend, who

might be a customer of Dabur shampoo.

PERCEPTION:

Perception is the process by which people come into contact of the stimuli (Exposure),

deliberately notice that (Attention) and assign some specific meaning to each stimuli

(Interpretation). So, apparently it can be said that perception is a combination of

exposure, attention. Just like any other companies, Dabur Bangladesh Ltd is also

promoting its messages in different media and the whole process of Perception is being

applied effectively by the people on a regular basis.

Exposure:

In short, exposure is the method by which a company wants to reach its target market

through various courses. The courses are various media used by the company. Dabur for

its shampoo has utilized various Medias to gain the exposure to the customers. Such as:

Television Advertisements: Television is the most popular media. Television advertising

can capture a lot of people. Initially, Dabur Shampoo was introduced itself through an

Indian advertisements on television but in Bengali dialogue. That strategy worked quite

well as it gained extensive attention by the consumers because of creativity in the ideas

of the advertisements.

Magazine Advertisements: Print media is relatively newly used by dabur Bangladesh

Ltd. for Dabur’s range of shampoos. Previously, only television was extensively used for

getting the exposure, but by the course of time, now they are giving advertisements in

some Bangladeshi magazines.

Billboards and Point of Purchase Signs: Several large and bright billboards have been

placed in urban areas. Besides point of purchase signs have been distributed to retailers

on limited basis.

Attention: Attention is the phase where audience exposed to a stimuli, deliberately

appoint one or more of his/her sensory organs to process the information of the stimuli.

It is the time when audience of stimuli uses his/her brain to explain what is described or

intended to describe through the stimuli. In modern days, consumers are virtually

bombarded with thousands of marketing stimuli each day. As a result of this, gaining

attention of them to a specific stimuli has become quite tough and because of this

marketers use newer and newer technique to grab their attention. Dabur Bangladeshis

also using quite a few tricks to capture attention of their target market.

Stimulus Factors: - These are the physical or external features of the stimuli itself that

attract the consumers. In case of Dabur Shampoo, the stimulus factors are:

Size and Position: Compared to other advertisements of shampoos aired on

television, the duration of advertisements of Dabur shampoo also quite shorter.

As a result of this, these advertisements run a lower chance to obtain attention

from the viewers. Besides, In case of printed material, Dabur shampoo’s

advertisements should be posted on the last page or on the third page at the

bottom half of the page, which is a prime spot for getting attention. Moreover,

the large billboards have also been successful in getting the attention from the

target market because of their huge size and positioning, where it is difficult to

miss the billboard.nbh

Frequency: On printed media, the appearance of Dabur shampoos

advertisement is quite irregular and also on television advertisements are not

quite frequent. Specially, during prime time television program.

PRODUCT POSITIONING:

Product Positioning is the planned placement of a specific a product by the marketer in

the minds of the prospect using various Marketing (especially promotional) activities. It

is the actual result of all the promotional activities. It expresses clearly how the

consumers perceive the product in real life compared to other competing brands.

Consumers consciously do this ranking of brands in their minds based on various

attributes of the product that bears importance to them. Perceptual Map is the tool that

efficiently measures this positioning based on the data derived from the survey I have

conducted, the Perceptual Map for Dabur shampoo looks like this:

Perceptual map for Dabur Shampoo

Costly

Economical

Low Performance

High

Performance○sunsilk○Dabur shampoo

Dabur promises great value N Valid 50

Missing 0

Mean 3.4600

Median 4.0000

Std. Deviation .86213

Dabur promises great value

Frequency Percent Valid Percent Cumulative PercentValid Disagree 8 16.0 16.0 16.0

Neutral 15 30.0 30.0 46.0

Agree 23 46.0 46.0 92.0

Strongly Agree 4 8.0 8.0 100.0

Total 50 100.0 100.0

Decision: The mean value of the statement “Dabur promises great value” is 3.46 which are close to the 4. That means most of the respondents are agree that Dabur promises great value From the above pie chart 46% respondents are agree and 8% respondents are strongly agreed with this statement.

StatisticsDabur shampoo maintains a good performance in terms of hair

N Valid 50

Missing 0

Mean 3.7000

Median 4.0000


Dabur shampoo maintains a good performance in terms of hair

Frequency Percent Valid PercentCumulative

PercentValid Disagree 4 8.0 8.0 8.0

Neutral 14 28.0 28.0 36.0

Agree 25 50.0 50.0 86.0


Total 50 100.0 100.0

Decision: The mean value of the statement ‘Dabur shampoo maintains a good performance in terms of hair care’ is 3.7000 which is greater than 3 but less than 4. That means most of the respondents are agreeing that ‘Dabur shampoo maintains a good performance in terms of hair. From the above table 21 respondents are agree, 4 respondents are disagree and 14 respondents are neutral with this statement. So we can conclude that Dabur shampoo maintains a good performance in terms of hair care.

StatisticsDifferent types of shampoo for different types of hair

N Valid 50

Missing 0

Mean 4.4000

Median 5.0000


Different types of shampoo for different types of hair



Neutral 4 8.0 8.0 12.0

Agree 16 32.0 32.0 44.0

Strongly Agree 28 56.0 56.0 100.0

Total 50 100.0 100.0

Decision: The mean value of the statement ‘people need Different types of shampoo for different types of hair is 4.4000. That means most of the respondents are agree that different types of shampoo is needed for different types of hair.. From the above pie chart 56% respondents are strongly agree, so we can say different types of shampoo is needed for different types of hair.

StatisticsDabur shampoo is over priced

N Valid 50

Missing 0Mean 2.4800

Median 2.0000


Dabur shampoo is over priced


PercentValid Strongly

Disagree 5 10.0 10.0 10.0

Disagree 22 44.0 44.0 54.0

Neutral 17 34.0 34.0 88.0

Agree 6 12.0 12.0 100.0

Total 50 100.0 100.0

Decision: The mean value of the statement ‘people need Different types of shampoo for different types of hair is 2.4000. That means most of the respondents are not agree thatDabur shampoo is overpriced. From the above pie chart 44% respondents are disagree so we can say Dabur shampoo is not overpriced.

StatisticsAll shampoos are same

N Valid 50

Missing 0Mean 1.9000

Median 2.0000


All shampoos are same



Disagree 19 38.0 38.0 38.0

Disagree 21 42.0 42.0 80.0

Neutral 7 14.0 14.0 94.0

Agree 2 4.0 4.0 98.0


Total 50 100.0 100.0

Decision: The mean value of the statement ‘Shampoos are no different from one another is 1.9000. That means most of the respondents are not agree that all shampoos are same. From the above pie chart 80% respondents are disagree, so we can all shampoos are not same.

StatisticsI like Dabur shampoo

N Valid 50

Missing 0

Mean 3.4000

Median 3.0000


I like Dabur shampoo



Neutral 26 52.0 52.0 58.0

Agree 19 38.0 38.0 96.0


Total 50 100.0 100.0

Decision: The mean value of the statement “I like Dabur shampoo” is 3.4000. That means most of the respondents are neutral in this question but we can say if Dabur try they can make people happy because only 6% people said that they don’t like Dabur.

StatisticsAdvertises are scientifically approved

N Valid 50

Missing 0

Mean 2.9400

Median 3.0000

Std. Deviation 1.05772

Advertises are scientifically approved



Disagree 6 12.0 12.0 12.0

Disagree 10 20.0 20.0 32.0Neutral 16 32.0 32.0 64.0Agree 17 34.0 34.0 98.0Strongly Agree 1 2.0 2.0 100.0Total 50 100.0 100.0

Decision: The mean value of the statement “Advertises are scientifically approved” is 2.9400. Which is almost 3 , so we can say most of the people gave neutral in this question and the reason behind it is that they are not sure whether advertises is scientifically true or not.

StatisticsShampoos damage hair

N Valid 50

Missing 0

Mean 2.1800

Median 2.0000


Shampoos damage hair



Disagree 12 24.0 24.0 24.0

Disagree 24 48.0 48.0 72.0

Neutral 7 14.0 14.0 86.0

Agree 7 14.0 14.0 100.0

Total 50 100.0 100.0

Decision: The mean value of the statement “Shampoos damage hair more is 2.1800. That means most of the respondents are not agree with the statement. From the above pie chart we can say almost72% respondents are not agree, so we can say Shampoos doesn’t damage hair more.

One Sample T-Test

Dabur promises great value:

N Mean Std. DeviationStd. Error

MeanDabur promises great value 50 3.4600 .86213 .12192

One-Sample Test

Test Value = 3

t dfSig. (2-tailed)

Mean Differenc

e

95% Confidence Interval of the

DifferenceLower Upper


3.773 49 .000 .4600 .2150 .7050

Through this analysis I have tried to find out weather Dabur promises great value or not to its customer in Shampoo market.

H0: Dabur doesn’t promises great valueH1: Dabur promises great value = 0.05

Probability: .000

Statistical Decision: Since the probability is (.000) and the significance value is (.05), we can conclude that the H1 is accepted.

Marketing Decision: As the null hypothesis is rejected, we can say that Dabur promises value to its customer in shampoo market.

A person needs different types of shampoo for different types of hair.

One-Sample Statistics


MeanDifferent types of shampoo for different types of hair

50 4.4000 .80812 .11429

One-Sample Test

Test Value = 3

t dfSig. (2-tailed)

Mean Differen

ce


Difference

Lower UpperDifferent types of shampoo for different types of hair

12.250 49 .000 1.4000 1.1703 1.6297

Through this analysis I have tried to find out People need different types of shampoo for different of hair or notH0: A person don’t need different types of shampoo for different types of hairH1: A person needs different types of shampoo for different types of hair = 0.05Probability: .000 Statistical Decision: Since the probability is (.000) and the significance value is (.05), we can conclude that the H1 is accepted.Marketing Decision: As the null hypothesis is rejected, we can say that a person needs different types of shampoo for different types of hair.

Dabur shampoo is overpriced.



MeanDabur shampoo is over priced 50 2.4800 .83885 .11863

One-Sample Test

Test Value = 3

t dfSig. (2-tailed)

Mean Difference


Difference

Lower UpperDabur shampoo is over priced

-4.383 49 .000 -.5200 -.7584 -.2816

H0: People believe that Dabur shampoo is not overpricedH1: People believe that Dabur shampoo is overpriced = 0.05Probability: .000 Statistical Decision: Since the probability is (.000) and the significance value is (.05), we can conclude that the H1 is accepted.Marketing Decision: As the null hypothesis is rejected, I can say that people believe that Dabur shampoo is a bit overpriced.

Dabur shampoo maintains a good performance in terms of hair care.



MeanDabur shampoo maintains a good performance in terms of hair

50 3.7000 .81441 .11518

One-Sample Test Test Value = 3

t dfSig. (2-tailed)

Mean Differenc

e


DifferenceLower Upper


6.078 49 .000 .7000 .4685 .9315

Through this analysis I have tried to find out Dabur shampoo maintains a good performance in terms of hair care or not.H0: Dabur shampoo doesn’t maintains a good performance in terms of hair careH1: Dabur shampoo maintains a good performance in terms of hair care = 0.05Probability: .000

Statistical Decision: Since the probability is (.000) and the significance value is (.05), we can conclude that the H1 is accepted.Marketing Decision: As the null hypothesis is rejected, I can say Dabur shampoo maintains a good performance in terms of hair care

Shampoos are no different from one another.



MeanAll shampoos are same 50 1.9000 .93131 .13171

One-Sample Test

Test Value = 3

t dfSig. (2-tailed)

Mean Differenc

e


Difference

Lower UpperAll shampoos are same -8.352 49 .000 -1.1000 -1.3647 -.8353

Through this analysis I have tried to find out all shampoos are same or not.H0: All shampoos are no different from one anotherH1: All shampoos are different from one another = 0.05Probability: .000 Statistical Decision: Since the probability is (.000) and the significance value is (.05), we can conclude that the H1 is accepted.Marketing Decision: As the null hypothesis is rejected, I can say all shampoos are different from one another. So marketers for Dabur shampoo should differentiate their product.

Advertises for shampoo are scientifically true.One-Sample Statistics


MeanAdvertises are scientifically approved

50 2.9400 1.05772 .14958

One-Sample Test

Test Value = 3

t dfSig. (2-tailed)

Mean Differenc

e


Difference

Lower UpperAdvertises are scientifically approved

-.401 49 .690 -.0600 -.3606 .2406

Through this analysis I have tried to find out Advertises for shampoo are scientifically true or not.

H0: Advertises for shampoos are not scientifically true.H1: Advertises for shampoos are scientifically true. = 0.05Probability: .690 Statistical Decision: Since the probability is (.690) and the significance value is (.05), we can conclude that the H1 is rejected.Marketing Decision: As the null hypothesis is accepted, I can say advertises for shampoos are not scientifically true. So advertisements should be more scientific.

Shampoos Damage your hair more.One-Sample Statistics


MeanShampoos damage hair

50 2.1800 .96235 .13610

One-Sample Test

Test Value = 3

t dfSig. (2-tailed)

Mean Differenc

e


Difference

Lower UpperShampoos damage hair -6.025 49 .000 -.8200 -1.0935 -.5465

Through this analysis I have tried to find out shampoos damage hair or not.H0: People think shampoo damages hair more.H1: People think shampoo doesn’t damage hair more. = 0.05Probability: .000

Statistical Decision: Since the probability is (.000) and the significance value is (.05), we can conclude that the H1 is accepted.Marketing Decision: As the null hypothesis is rejected, I can say shampoo doesn’t damage hair more.

Regression AnalysisAfter conducting regression of all the variables with the dependent variable, I have found the following model:

Determining for all variablesModel Summary

Model R R Square

Adjusted R Square

Std. Error of the

Estimate1 .814(a) .662 .449 .65384

Predictors: (Constant), Which brand you are currently using, Choosing Shampoo,

Household income, Different types of shampoo for different types of hair, Advertises are

scientificaly approved, Age, Like to do in leisure, Why u use or might use dabur, News

paper frequently read, Shampoos damage hair, Dabur shampoo maintains a good

performance in terms of hair, Sex, Dabur shampoo is over priced, Attend social

gathering, Eat out, Favourite Channel, All shampoos are same, I like Dabur shampoo,


Interpretation:

The coefficient of multiple determinations, written as R Square, is the percent of the

variation explained by the regression. It is the sum of squares due to the regression,

divided by the sum of squares total. Here the value of R2 is .662. So here we can say that

all independent variables can explain 66.2% variation in dependent variable.

Coefficients

Model Unstandardized Coefficients

Standardized

Coefficients

t Sig.

BStd.

Error Beta1 (Constant) 4.880 .980 4.979 .000

Why u use or might use Dabur

.147 .070 .238 2.089 .043


-.251 .154 -.246 -1.636 .109


-.219 .165 -.202 -1.330 .191

Dabur shampoo is over priced

.156 .130 .148 1.194 .239

I like Dabur shampoo -.256 .207 -.195 -1.237 .223

Different types of shampoo for different types of hair

-.172 .126 -.158 -1.363 .180

Advertises are scientifically approved

-.031 .096 -.038 -.326 .746

Which brand you are currently using

-.007 .118 -.008 -.061 .952

A Dependent Variable: Possibility of using Dabur shampoo in future

We know,Multiple regression models,

Y’ =

Let,

= Why you use or might use Dabur shampoo

= Dabur promises great value

= Dabur maintains a good performance in terms of hair care= Dabur shampoo is overpriced

= Likeness of Dabur shampoo

= Different types of shampoo for different types of hair

= Advertises are scientifically approved

= The brand you currently using

So, Y’ =

Interpretation:

The intercept value is 4.880. This is the point where the regression equation crosses the

Y-axis. In thus model we can see “the reason behind using Dabur shampoo” and “Dabur

shampoo is overpriced” show a direct positive relationship. The other variables show

that there are inverse relationships between the above independent variables and

Possibility of using Dabur shampoo in future.

For example,

= If increase by 1 unit then possibility of buying decrease by 0.007 unit.

Determining for 8 important variables

Model Summary

Model R R Square

Adjusted R Square

Std. Error of the

Estimate1 .732(a) .535 .445 .65632

Predictors: (Constant), Which brand you are currently using, Advertises are scientificaly

approved, Different types of shampoo for different types of hair, Why u use or might

use dabur, Dabur shampoo maintains a good performance in terms of hair, Dabur

shampoo is over priced, Dabur promises great value, I like Dabur shampoo

Interpretation:

The coefficient of multiple determinations, written as R Square, is the percent of the

variation explained by the regression. It is the sum of squares due to the regression,

divided by the sum of squares total. Here the value of R2 is .535. So here we can say that

only these eight variables can explain 53.5% variation in dependent variable.

PROPOSALS FOR PROMOTIONS

There is always a scope for improvement. This part of the report covers the little

modifications in the promotional activities; which, if applied properly, might fortify the

current market position of Dabur shampoo in the future.

Weaknesses in Current Marketing Activities and Remedies for those:

From my real life experience I have found that the following are the little weaknesses

that exist in Dabur shampoos overall promotional activities:

1) Billboards:

Currently, the number of billboards used is relatively low. The number of

billboards Dabur has positioned for its shampoo all over the country is relatively

very low in order to grab a large portion of the market.

Steps to be taken to enhance the effectiveness of the Billboards

The number of billboards will have to be increased.

The concept of Billboards is relatively new in the rural areas. So, some billboards

could be placed in rural areas to inform and grab interest of rural people.

Advertisements should feature stars and media personalities, who have positive

reputation.

2) Print media & Website:

The appearance of printed advertisements, if not that much then, is a little bit

irregular.

The number of advertisements found Indian magazine but in Bangladeshi

magazines there is no advertisement of Dabur shampoo.

Still there is no Bangladesh based website..

The following modifications should be undertaken:

Advertisements on newspapers should appear more frequently

Magazines should also be used frequently as a media of advertisement.

The current website should include information about Bangladesh market.

3) Television Advertisements:

Advertisements are very low in Bangladeshi channel.

No Bangladeshi media personalities have been used in the TV advertisements.

Remedies for television advertisements of Dabur Shampoo:

Television advertisements should be more frequent and should focus on its

attributes and performance.

Advertisement should be developed for Bangladesh market

Media personalities should be used who have positive image to people.

Conclusion:From the socio-economic perspective of Bangladesh, still Sunsilk is the dominant

compared to other shampoo. While conducting this research, I have found that most of

the customers buy shampoo based on hair type or by brand issue. From my survey I

have found peoples in Bangladesh Still are not that much familiar with Dabur shampoo.

People think different types of shampoo are needed for different types of hair. They

also think Advertises shown in television are not scientifically true so they think

advertises should be more scientific and realistic. It has been found out that customers

think shampoos do not damage hair more. And Bangladeshi people are very much

traditional so they are afraid of using new product. Among all these factors, it has been

come out through this research that if Dabur can improve its brand name and can give

more value to the customer there is possibility to capture the shampoo market. And

another most important thing is Dabur promotional activities is very much low in

Bangladesh market.

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case study of dabur amla hair oil

Documents

dabur bangladesh

dabur shampoo background

sales of dabur shampoo

primary data

received data

data analysis

sort of data

data collection method