Professional Documents
Culture Documents
ON
“To carry out a comparative study of perceptions of housewives
and Working ladies towards cosmetics products. “
2009-2011
ACKNOWLEDGEMENT
Before i get into the thick of the things i would like to add a few heartful words for
the people who gave unending support right from the stage the idea of the research
was conceived. We express our deep sense of gratitude & sincere thanks to those
who have helped us in developing this research work. It is impossible to put out or
classify the assistance; it is the feeling that matters, & not the value.
First of all i would like to express my sincere gratitude to Mr. V.S Solanki Sir for
giving us an opportunity to do this research & extent his kind co-operation.
Deepest appreciation & thanks goes to respective families for their patience &
understanding, friends & classmates for their insight comments throughout the
research.
INTRODUCTION
Use of cosmetics is not latest trend; it has its roots deep within the annals of history.
The word cosmetic has been given this modern name lately. Through regular and
formal use of cosmetics has gained momentum now, it has been in some form or
To cite an example of the long usage of cosmetic, the cosmetics depict had Found its
Origin in China in the 4th century BC India too has not remained far behind in the
chandan, basan, Upton have been used Centuries to preserve the natural beauty of
Skin. The reason for their usage was adequate availability of pure material, apt
The cosmetics industry, which started glowing in the early 1990s, is expanding
exponentially. With more women and men becoming conscious of their and
Willing to spend on their grooming, this industry has been growing at 20-25 Percent
The last few years, No wonder then that the shelves are stocked with a plethora of
Products and brands, targeted at various segments, catering to the various needs of
customers. The enormous growth in this segment has not only attracted many
MNCs but also provided space for many Indian companies to foray or expand their
Product range.
GROWTH TRENDS AND PROSPECTS:
An ORG- study reveals that while most FMCG products were affected by the general
slowdown, this segment witnessed relatively good growth in volume and value 2001.
Not only have more people started using cosmetics, they are also willing to pay more
to look and feel good. The penetration rate is higher in the skin- care segment
compared to lipsticks. While volume growth has remained low, at 3 percent, in the
case of lipsticks, much of the value growth has come from price rises.
This not only means that consumers are willing to spend the extra bit to look and
feel good, but also indicates the constant up gradation from mass to premium
products. Though mass products still constitute a major portion of the market, a
incomes rise. Increased media exposure, the willingness to spend more on personal
care, consciousness about looks, and advertisements and promotions targeting various
consumer segments are some reasons for these trends in consumption and
penetration. The growth trends definitely send positive signals about the industry
prospects. With numerous players fighting for market share, is the industry really
big enough and the growth high enough o accommodate all the players? What
makes a player tick and create a niche for itself in the market? These questions need
Though most players see huge opportunity in this industry, what would actually work
wonders for the players is strong brand promotion, good distribution network, constant
innovation and quality improvement, the ability to provide a variety of products and
seen as elitist products and may be the last thing on an Average Indian consumer's
mind. Though the low penetration levels for most cosmetic products suggest much
potential, the market for cosmetic products May remain a niche market, accessed by
a small proportion of the consumers. Despite the tall claims, the actual growth
prospects would be limited to this Extent. From the investment perspective, though
many big listed companies have a presence in the various sub-segments of the
industry; HLL is the only listed company that has a visible presence across all
segments. Being a diversified large company, the turnover from this segment may be
too small for HLL to affect investment decisions. As to the recent entrants such as
Dabur and Dr. Morepen, it may be a while before their financials reflect the
dynamics of this industry. The other listed players are Emami and J.L. Morison
(India). Despite their good financial track records, investing in these stocks may be
highly risky for a retail investor as low traded volumes and equity base characterize
the stocks.
COSMETICS
The cosmetic segment primarily comprises of colour cosmetics (Face, eye, lip and
Nail care products), perfumes, talcum powder and deodorants. All these are very
Small segments. Talcum powder is the most popular cosmetic product in India.
Awareness is very high at 80% with a penetration of 45.4% in urban areas and
25.2% in rural areas. Pond's dominates the talcum market with a 70% share
Attar and alcoholic perfumes each account for 50% of the fragrance market
Unorganized, with the balance largely imported. The June 98 budget halved duties to
50R Lakme has a minor presence in the segment. Perception of damage to skin on
Account of chemical ingredients restricts usage of face care products. The nail
Presence in the Indian market an estimated of Rs. 0.3 bn. Worldwide, deodorants is
The largest market followed by skin care, shampoos and toothpaste. HLL has
Launched a couple of products in this segment. Unorganized, with the balance largely
Imported .The June 98budget halved duties to 50R Lakme ha a minor presence in the
Largest market followed by skin care, shampoos and toothpaste. HLL has launched a
MARKET SEGMENTATION
The Indian market can be segmented in terms of product category and price.
Again oral care, hair care shampoos & oils, skin care, soaps and distribution
ORAL CARE
The oral care market can be segregated into toothpaste (60%), toothpowder
(23%) and toothbrushes (17%). While 60% of toothpaste is sold on the family
Platform, around 35% is sold on cosmetic propositions. On the other hand, while
toothpowder accounts for 52% of the market, red toothpowder accounts for 40%
in urban areas 3 X that in the rural areas. Traditionally materials such as neem and
Tobacoo are popular for cleaning in the rural areas; Frequency of usage for toothpaste
is only 1.5 times among other consumers, compared with 2 times in the developed
world.
Given the low per capita consumption and penetration rates, toothpaste demand
is mainly being driven by the overall market growth of 8-10.The rural segment is
HAIRCARE OILS
The hair oil market is huge, valued at Rs.6 bn. Due to the varied consumption habits
of consumers across the country, where coconut oil and edible oil are interchange
used, the size of the market is likely to be higher than estimated. More importantly,
the market is growing at an impressive 6-7% in volume terms despite the high
penetration level . Usage of hair oil is a typical Indian habit with 50% of the population
out of which some perceive that massaging the head with hair oil has a cooling
impact. The penetration of hair oil is fairly high at around 87% and evenly distribute
The shampoo market in India is valued at Rs.4.5 bn with the penetration level at
13% only. The market is expected to increase due to lower duties and aggressive
antidandruff. It is basically an upper middle class product, as more than 50% of the
While the awareness level is high, the penetration level is very low even in the
metros , which is only 30%. Urban markets account for 80% of the total shampoo
market the penetration level is rapidly increasing due to decline in excise duty,
SKINCARE
The skin care market is at a very nascent stage with basic requirements of the
Consumers being protecting the skin from cold and dryness in winter, and improving
Fairness of the skin . Most of the product categories are niche segments. While the
awareness rate is high in both urban areas and rural areas accounting for 30% the
penetration level is low for both. This is because of apprehensions that usage of skin
care products may benefit in the long run due to the chemical contents. Many
Since the market is at a very nascent stage with very low penetration levels, the
growth rates are expected to be higher at 24-255 over the next five years. New
players such as Avon and Oriflamme have entered the market with the natural
Popular (Nirma, Cinthol), and economy (Nirma Bath, Lifebuoy) . The price
differential between the premium and economy segments is about 2X. The popular
and economy segments account for about 4/5ths of the entire market for soaps
levels remain low India's per capita consumption of soap at 460 gms per annum is
DISTRIBUTION NETWORK:
Soaps are available in 5 ml retail outlets in India, 3.75 m of which are in the rural
population is in the rural areas; hence about 50% of the soaps are sold in the rural
markets.
PRICE SEMENTATION
Price is common basis for segmenting the cosmetics market. The market
POPULAR SEGMENT
The sector is divided into two distinct segments-the premium segment catering
mostly to urban higher/upper middle class and the popular segment with prices as
and rural markets. The premium segment is less price sensitive and more brands
conscious.
ECONONY SEGMENT
India's rural markets have been a lot of activity in the last few years. Since penetration
levels are pretty high in most categories, future growth can come only deeper rural
penetration. FMCG majors are aggressively looking at rural India since it accounts for
GROWTH
High consumer awareness and penetration levels will enable the market to grow at
an average 8-10% per annum with slightly higher growth in the rural areas. Higher
Per capita consumption, there is tremendous scope for movement up the value
Chain.
HLL, Nirma and P&G are the major players in the market with 40%, 30% and 12%
share, respectively. While HLL dominates the premium segment, Nirma is the leader
The term consumer is often used to describe two different kinds of consuming
Entities; the personal consumer and the organizational consumer. The personal
consumer buys goods and services for is or her own (e. g. soap, shampoo etc.) for use
of the household (e.g.TV VCR or car) or as a gift for a friend (e.g. bike, camera etc.). In
each of these cases, individual who are referred to as end uses or ultimate consumers
The organizational consumer buys goods and services in order to run their
Sell their own products. Institutions buy the material they need to maintain
themselves.
buying an image that is associated with the brand. Every marketer and marketing
company, operates with the sole objective of crafting an array of image, and
reinforcing this diverse image in a contextual framework that is relevant to the target
segment. In ensures that the company is able to bring the brand so close to the
consumer that the brand creates a special place for itself in the consumer's mind
Imagery is everything. When a consumer parts with money to purchase a product, it
is actually a response to the image that a particular band of the product has contrived in
his mind. This image, when confronted by a need state translated itself into a
purchase decision. During this period, the consumer is creating a relationship with
buying pattern of the consumer. A series of good repeat purchase experience gives
CONSUMEROLOGY
Once that real understanding of a brand's drives through an identification of the
unique associative image in obtained, in then becomes the task of the brand
Consumerology to craft relevant fit for the brand into the consumer-selected
image. From this fit an image is interpreted into a social and vocational set that is
consonance with the consumer's image and the image of the brand through the
Having identified the image solution, the next task is to deliver it through the
image solution, is that they never dormant. Imagery, being everything is constantly
changing, so do the image solutions. Thus, these image solutions area function of
listening to the consumer. They involves constant listening to check if a brand's drivers
are changing, if the consumer's image is changing and the image of the brand is
being molded according to the changing situation. So, the correct practice of
turn, interprets it for the creation of new image solution. If the listening stops, the
solutions are no longer the result of consumer understanding, but merely the
CONSUMER BEHAVIOUR
Consumer behavior is the study of individual, individual in a group as whole while
the individual decides to spend his/her time, effort and money on consumption
related items. Consumer behavior refer to the behavior that consumer displays in
searching for, purchasing using, evaluating and is posing of products and services
that they expect will satisfy their needs. They study of consumer behavior is the
study of how individual make decision to spend their available resources viz. Time,
money and effort on they buy from, where they buy it, how often they buy it and
Take the case of consumer durable e.g. the T.V. set. What features they look for?
What is the reason for buying particular T.V. Set? How likely are they to replace
their old models when new models with added features become available?
The answer to such question can only be found through consumer research that
Provide. TV manufacture with important product scheduling, design modification
and opting final strategy. Although this study focuses on how and why consumers
make decision to buy T.V Consumer behavior and consider the uses consumers
make of the good they buy and then subsequent equations. For example, a buyer
may experience dissatisfaction to friend, and in turn influence his friend future TV
purchase decision or may vow never to buy same brand or model again,
prescribing his own future selection decisions. Each of these possible consequences
marketers understand consumer behavior they are able to predict how consumer are
Likely to react to various informational and environmental cues, and able to shape
their marketing strategies accordingly. The initial thrust of consumer research was
They also wanted to know how people receive, store and use consumption related
science; if they could predict consumer behavior, they could influence it.
DEVELOPMENT OF THE FIELDS OF CONSUMER
BEHAVIOUR
There are a number of reasons why the study of consumer behavior developed as
separate marketing discipline. Marketing had long noted that consumer did not
always act or react as marketing theory would suggest. The size of the consumer
market in this country highly diversified. Even in industrial markets, where needs
of good and services are always homogeneous than in consumer markets, buyers
To better meet the needs of specific groups of consumers, most marketers adopted a
policy of market segmentation, which called of the division of their total potential
markets into smaller, homogeneous segment for which they could design specific
products or promotional campaigns. To try to improve the new product success rate
everything they could about their perspective consumer i.e. their needs, preference,
changing life style. Research into consumer behavior provided them with
necessary insights to develop new products and services and to design persuasive
promotional strategies.
confusion and deception, consumer advocates sought to discover perceive and interpret
various marketing and promotional information i.e. promotional appeals, package
Most of organizations have recognized that need to market globally to achieve major
economies of scale. Marketers now use cross cultural consumer research studies as
the basis for product development and promotional strategies to meet the needs of
targeted consumers.
Diversity in human behavior often causes us to look the fact that people are really very
much alike. Psychologists and consumer behavior agree that most people tend to
experience the same kinds of needs and motives; they simply express these motives
important to market place. The human psychology is major factors that influence the
buying behavior of the consumer. Under the psychological factors the following
HUMAN NEEDS
MOTIVATION
PRECEPTION
LEARNING
ATTITUDE
HUMAN NEEDS
Very individual has some needs some are innate, others acquired. Every person
made purchase according to his needs e.g. purchase of food to satisfy need to
Hunger, purchase of car to satisfy ego needs. As far as the purchase of T.V. is
concerned, it has become the needs of every individual besides he belongs to any
MOTIVATION
Motivation is a driving force towards some object or condition or a driving force some
Object or condition e.g. a person may be impelled towards a hotel to satisfy his
PERCEPTION
eyes, ears, nose, tongue, or skin. Perception, on the other hand, better describes
one's ultimate experience of the world and typically involves further processing of
separate, because they are part of one continuous process. (for example, light)
LEARNING
Learning is the lifelong process of transforming information and experience into
ATTITUDE
Objectives are the route map of any research. Without setting objectives any research
would be meaningless and all the efforts of the researcher will go in vain. The
objectives of this project titled “To carry out a comparative study of perceptions of
3. To determine the source from where the women get the information about
cosmetics.
Problem Formulation:
It has normally observed that most of the marketers are spectacle about consumers in
India. Each company tries to provide more information about their products for
consumers. Very few companies are really providing information according to the
requirement of Consumers. They look for bargaining and lack of proper advertisement
about products.
Thus being a MBA student I felt, I should study the effectiveness of information of the
Product of cosmetic consumers in depth. Another side of coin is that Cosmetic market
in India is growing rapidly and enormous untapped potential lies there. Thus
Modinagar.
Research Methodology:
impossible to reach at any tangible decision. Although various methods are adopted to
undertake this activity but the goal is almost same i.e. to reach on a final decision or
the work is done". And confidence comes when you have a proper framework
for the particular job. Hence to carry out any work of necessary to chalk out a
framework.
To carry out the research project, we first define the research methodology that is
scientifically. In it we study the various steps that are generally adopted during the
course of research along with the logic behind them. It is necessary for the research
to know not only the research methods but also the methodology.
The purpose of the research is to discover the answers to the questions through
the application of scientific procedures. Though each research study has its own
The project assigned to me was the "To carry out a comparative study of perceptions
survey was conducted in Modinagar. Data is collected women’s who are living in
Modinagar area.
Survey Planning:
Planning is the most essential part for a successful survey. A right approach has to
4) Sources of data
7) Miscellaneous consideration
SAMPLING PLAN:
This is the first step of the process. It forms the foundation for the whole of statistical
analysis. Faulty data can lead to unreliable conclusions so most care is required
Area Covered
Modinagar
Questionnaire
Types of Question
Collected data are meaningless unless presented in a proper manner to make them
useful in decision making. The data obtained is edited, classified and put in as
c) Presentation:
After collecting and analyzing the data, it is ready for presentation. There are different
modes of presentation including charts, diagrams and graphs etc. The main purpose of
presentation is to put the collected data into an easy readable form. In the present
project report data has been graphically presented by pie diagrams.
d) Analysis of data:
Having gathered the data, the researcher has to proceed towards drawing
conclusion by logical inference. At this stage, the data is in a tabulated form and
data. Basically involves. Bringing the raw data in to measured data. Summarizing
the data easy readable form. In the present project report data has been graphically
f) Interpretation:
Interpretation means to bring out the meaning of data or convert into information. The
climax of the research process is approached as one prepares to draw conclusion for
the data analyzed. The whole investigation culminates reaches in drawing inference
that leads to conclusion. This phase calls for a high degree of interpretative skill
Yes No
10%
90%
Interpretation: - 85% working women uses cosmetics regularly 14.28% are not using
cosmetics.
usage of cosmetics by housewives
Yes No
16%
84%
Interpretation: - 84% housewives are using cosmetics products and only 16% is not
using cosmetics.
Branded Local
20%
80%
Interpretation: - 80% working women’s using branded cosmetics only 20% are using
local cosmetic products.
13%
87%
Interpretation: - 87% housewives are using branded cosmetics only 13% using local
cosmetics products.
Ponds ( )
Lakme ( )
Ayur ( )
Himalaya ( )
If other, please specify____________
Brands of cosmetics preferred by working women most
Ponds Lakme Ayur Himalaya others
7%
11% 27%
25%
29%
Interpretation: - 29% working women’s using cosmetics of lakme and 27%are using
products of ponds,25% are using Ayur products,11% are using Himalaya, and only7%
are using the products of any other brand i.e Nivea,Revlon,joy.
6%
12% 22%
32% 27%
Interpretation:-22% housewives using cosmetic products of Ponds, 27% are using
lakme products, 32% using Ayur because of their reasonable price with effective
quality, 13% are using Himalaya products and only 6% are using others brands.
31%
40%
14%
14%
17%
27%
22%
34%
17%
29%
11%
23% 20%
20% 22%
13%
27%
17%
Interpretation:- Price is the most important factor which is considered by
housewives while they purchase cosmetics products, second most important factor
is brand of cosmetics than third factor they considered is availability fourth is
quality and last factor that they considered is packaging.
• Beauticians ( )
• Doctors ( )
• Shopkeepers ( )
• Friends ( )
• Media ( )
31%
40%
1%
5%
22%
Interpretation :- 40% working women’s means mostly working women’s get the
information about cosmetics from media according to my survey, 31% getting
information from beautician and 23% getting references from their friends, 5%
getting information from their shopkeepers and just only 1% they references the
doctors regularly.
18%
42% 7%
4%
29%
Interpretation:- 42% housewives get the information about cosmetics from media
according to my survey, 18% getting information from beautician and 29% getting
references from their friends, 4% getting information from their shopkeepers and
just only 7% they references the doctors .
7) From where do you purchase cosmetics?
• General stores ( )
• Exclusive cosmetics stores ( )
• Beauty parlors ( )
• Cosmetics stores ( )
20%
29%
28%
23%
23%
33%
17%
26%
6%
14%
22%
58%
Interpretation: - 58% working women’s spend 501-1000 Rs per month and 22%
spend in between 101-500 Rs. 14% spend in between only 50-100 Rs. and only 6%
spend more than 1000 Rs. Per month.
11% 11%
22%
56%
Interpretation: - 56% housewives spend 501-1000 Rs per month and 22% spend
in between 101-500 Rs. 11% spend in between only 50-100 Rs. And also 11%
spend more than 1000 Rs. Per month
Yes ( ) No ( )
Yes No
15%
85%
Yes No
12%
88%
Herbal Non-Herbal
15%
85%
23%
77%
33%
67%
Interpretation: - 67% working women’s using the same brands for all products and
33% using different brand for different product.
43%
57%
Interpretation: - 57% housewives using the same brands for all cosmetics products
and 43% are not using the same brands for all cosmetics products.
12) Does variety of cosmetics of a particular brand create a healthy?
Impression on your mind about the quality of cosmetics?
Yes ( ) No ( )
21%
79%
Interpretation: - 79% working women’s says that cosmetics products which they are
using are create a healthy impression on them only 21% are not agreed.
Does a brand of particular cosmetics products creata a healthy
impression on housewives?
Yes No
36%
64%
Inter
pretation: - 64% housewives say that cosmetics products which they are using are
create a healthy impression on them only 36% are not agreed.
13) Does all your family members use same brand of cosmetics
• Same ( )
• Different ( )
45%
55%
Interpretation: - 45% working women’s family members using same brands of
cosmetics and 55% family members using different brands of cosmetics.
Same Different
42%
58%
Cosmetics are generally used for improving their looks and personality,
Cosmetics now days have become a necessity for all the females.
Cosmetics are purchased keeping in mind the brand name, price and
Quality. Packaging and ease of use do not hold much significance
Friends and media play a very important role in making females aware of
cosmetics.
Cosmetics are generally purchased from cosmetics stores by all the two
categories of females.
Working women and housewives mostly spend in between 501-1000 Rs. per
month spend more on cosmetics.
There is trend to use herbal cosmetics. Due to the awareness, the ill- Effects are
being considered while buying them that are why mostly women’s prefer
herbal cosmetics.
Both working women’s and housewives use the different brands mainly for
all different products of cosmetics and their family member also as per need.
SUGGESTIONS
Marketers should try to create brand loyalty by special changes in
Product.
PERSONAL DETAILS
Education:-
Occupation
Working Woman ( ) Non- Working Woman ( )
Name ________________________
Address (Locality) _________________________________________
Contact number_____________________
Ponds ( )
Lakme ( )
Ayur ( )
Himalaya ( )
If other, please specify____________
Yes ( ) No ( )
11) Do you use the same brand of cosmetics for the entire existing product?
categories in cosmetics?
Yes ( ) No ( )
Yes ( ) No ( )
13) Does all your family members use same brand of cosmetics
Same ( )
Different ( )
BIBLIOGRAPHY
Books:-
1. Research Methodology written by C.R.Kothari.
Websites:-
1. www.google.com