Professional Documents
Culture Documents
REPORT
ON
COSMETIC
MARKETING
SUBMITTED IN PARTIAL FULLFILLMENT OF THE
REQUIREMENT
OF THE AWARD OF THE DEGREE OF BACHELOR OF
BUSINESS
ADMINISTRATION
DEPARTMENT OF COMMERCE
SIMRAN BINDRA
AND BUSINESS ADMINISTRATION
PUPIN NO. 17612000857
P.G.G.C SECTOR 11
CHANDIGARH
DECLARATION
I, SIMRAN BINDRA, hereby declare that all the information
furnished in this
PROJECT, is my original work containing authentic facts. This
piece of work
is only being submitted to POST GRADUATE GOVT COLLEGE
in the partial
fulfillment for the degree of BACHELORS OF BUSINESS
ADMINISTRATION.
ACKNOWLEDGEMENT
With great pleasure I take the priviledge to acknowledge
all those who
have been involved in my project. I would like to take
this oppurtunity
to thank Prof. Hansraj HOD, Dept. Of Commerce
and Business
Administration, PGGC 11 Chandigarh for giving me
an opportunity
to undertake this project, providing with his valuable
views and
showing active interest in my project. I would give the
credit to my
project guide Ms. Ekta Faculty PGGC Sector 11
Chandigarh, who
inspired me by through discussions and showed me the
right course to
pursue. The information and suggestions provided by her
proved to
be most valuable. I would also like to thank all the
respondents
for their continuous support on my project. They have
been a source
of inspiration and motivated me to perform to the best
of my abilities.
Last but not the least would I like to thank my friends, family
members and
all those people who helped me for the completion and
helping me in
consumer behaviour towards cosmetic products and their use.
Working on this project has proved to be an enlightening
experience for me.
Simran Bindra
PREFACE
Consumer
behaviour
affecting
the
is
the
today's
key
factor
marketing
the
Indian
survive
and
competitors,
to
have
marketers
an
have
edge
realized
over
the
development
of
practical
skills
and
it
makes
more
aware
about
the
Consumers
choices
becoming
buying
have
more
preferences
tastes
changed
conscious.
Change
in
cultural,
economic,
demographic
TABLE OF
CONTENT
CHAPTER 1Introduction
CHAPTER 2Growth Trends And Prospects
CHAPTER 3Cosmetics
Market Segmentation
Distribution Network
Price Segmentation
Popular Segmentation
Economy Segmentation
CHAPTER 4Consumerology
CHAPTER 5Research Methodology
CHAPTER 6Findings
CHAPTER 7Analysis Study Given By Students
CONCLUSION
ANNEXURE
Chapter 1
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 other since a long time.
Indian too has not remained far behind in the development and frequent
usage of cosmetics. Household utility like haldi, chandan, basan uptoon
have been used centuries to preserve the natural beauty of skin. The reason
for their usage was adequate availability of pure material, apt knowledge of
natural formulation and virtually zeros effects.
20-25
percent the last few years. No wonder then that the shelves are stocked
with a
Chapter 2
GROWTH
TRENDS
AND
PROSPECTS
An ORG-Marg 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
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 certain segment is obviously ready to upgrade to the next
category
as
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
to accommodate all the players? What makes a player tick and create a niche
for itself in the market? These questions need to be pondered upon before
jumping to conclusions about the industry's prospects.
Value growth
Value growth
Price growth
Skin Care
11
Lipsticks
13
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
Cosmetics are still seen as elitist products and may be the last thing on
an
average Indian consumer's mind. Though the low penetration levels for
most
to
Chapter 3
COSMETIC
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. This market is estimated at Rs.3.5 bn and is yet growing at 10-12% in
pa.
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
estimated at Rs. 3 bn. In the alcoholic perfumes market, 1/3rd represnted
an unorganized, with the balance largely imported. The June
98
of
Rs. 0.3 bn. Wordwide, deodorants is the largest market followed by skin
care,
shampoos and toothpaste. HLL has launched a couple of products in
this
segment.
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 network may divide the product categories. s
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% and black toothpowder accounts 8%. The penetration level of
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. Per gm in Thailand.
HAIRCAREOILS
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 distributed among the urban and rural areas.
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, which was 120% in 1993 to 30% currently.
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 accounting for 60R
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
households prefer to use traditional and natural home made products.
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 Oriflame have entered the
market with the natural ingredient benefit platform, which could further
spur growth.
SOAPS
The product categories can be classified into three segments; premium
(Lux,
Dove), 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.
PRICE SEMENTATION
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 low as 25%-30% of the premium segment ,
catering to mass segments in urban and rural markets. The premium
segment is less price sensitive and more brand 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 70% of the total Indian
households.
Chapter 4
GY
CONSUMEROLO
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
friend (e.g. bike, camera etc.). In each of these cases, individual who
are
referred to as end uses or ultimate consumers buys the goods for final use.
UNDERSTANDING
CONSUMEROLOGY
IMAGE SELLING
Whenever a consumer purchase a product, he is not just buying a brand.
He is also buying an image that is associated with the brand. Every
marketer, and marketing company, operates with the sole objective of
crafting an array of
CONSUMER BEHAVIOUR
Consumer behaviour 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 behaviour refer to the behavior
that
consumer displays in searching for, purchasing using, evaluating and
isposing
of products and services that they expect will satisfy their needs.
They study of consumer behaviour 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 how often they use it. 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
Although this study focuses on how and why consumers make decision to buy
T.V Consumer behavior and considers 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 of
consumer post purchase strategies into their promotional campaigns.
NEED OF CONSUMER
BEHAVIOUR STUDY
For marketers, it is important for us to decide to whom to direct the
promotional efforts by recognizing why and how individuals make
their consumption decisions. If 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.
They also wanted to know how people receive, store and use
consumption
related information, so that they could design marketing strategies to
influence
consumption decisions. They regarded the consumer behavior discipline as
an
applied marketing 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,
exhibiting
diversified
preferences
and
less
buyers
are
predictable purchase
behavior.
in order to identify
of
FACTORS
INCLUENCING
BUYING
BEHAVIOUR
PSYCHOLOGICAL
FACTORS
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 in different ways. For, this reason an
understanding
human
of
psychology is
major factors that influence the buying behavior of the consumer. Under
the
psychological factors the following points are taken into consideration
HUMAN NEEDS
MOTIVATION
PRECEPTION
LEARNIGN
ATTITUDE
consumers
to purchase cosmetics.
2) To find out the variety of cosmetics, the women and students prefer most.
3) The brands, which are popular for the particular type of product.
4) The expenditure and the frequency of using the cosmetics.
5) Determining the
sources
information
about cosmetics.
6) Consumer perception towards the cosmetics ads.
7) Whether they are influenced and inspired by the ads.
Chapter 5
RESEARCH
METHODOLOGY
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.
Research Methodology:
Market research methodology is as old as the marketing is without which
it is almost 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 solution of the problem.
There is a very
half
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 to be used for the research.
Research Methodology is the way of systematically solving the
research
problem. It may be understood as a science of studying how research is
done
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.
which
it associates with something else.
Survey Planning:
Planning is the most essential part for a successful survey. A right approach
has to be decided before heading forward keeping in mind the objective.
SAMPLING PLAN:
Sample Size
Consumer (100)
Survey Methodology
Collection of Data:
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 while collecting the data.
Instrumental Survey
: Questionnaire
Types of Questions
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 requires to be interpreted. With SPSS
Software to analysis the data. Thus, analysis involves the
refinement and manipulation of data. It basically involves.
e)
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
Students
Non-working
Working
Shampoo
54
32
14
Eye Liner
40
20
Kajal
Face Wash
42
10
Moisturizer
34
20
Muscura
Compact
14
Conditioner
Bleach Cream
20
18
12
Astringent
16
Cleansing Milk
36
20
Foundation
12
Lipstick
50
24
12
Perfume
30
16
10
Deodorant
44
12
12
Nail Paint
48
Cream
34
For Students
Shampoo
Nail Paint
Eye Liner
Cream
Kajal
Deodorant
Face Wash
Perfume
Moisturizer
Lipstick
Foundation
Cleansing Milk
Muscura
Compact
Conditioner
Bleach Cream
Astringent
Non-working
Nail Paint
Deodorant
Cream
Shampoo
Perfume
Eye Liner
Lipstick
Kajal
Foundation
Cleansing Milk
Face Wash
Astrin
gent
Moisturizer
Muscura
Compact
Conditioner
Bleach Cream
Working
Cream
Nail Paint
Shampoo
Eye Liner
Deodorant
Kajal
Perfume
Face Wash
Lipstick
Moisturizer
Foundation
Cleansing Milk
Astringent
Muscura
Compact
Conditioner
Bleach Cream
Students
Sunsilk, Pentene
Non-working
Working
Clinic Plus,
Clinic Plus,
Sunsilk
Vatika
Eye Liner
Lakme
Lakme
Lakme
Kajal
Lakme
Lakme
Lakme
Face Wash
Ponds, Pears
Ponds
Ponds, Pears
Moisturizer
Ponds, Pears
Ponds
Ponds, Pears
Muscura
Lakme
Lakme
Revlon, Lakme
Compact
Lakme
Lakme
Lakme
Conditioner
Ultura Doux
Ultra Doux
Ultra Doux
Bleach Cream
Fem, Joilen
Fem, Jolen
Fem, Jolen
Ayur
Ayur
Ayur
Lakme, Ayur
Lakme, Ayur
Shenaz, Ayur,
Astringent
Cleansing Milk
Lakme
Foundation
Lakme
Lakme
Touch, Revlon
Lipstick
Lakme
Lakme Relon
Lekme, Revlon
Perfume
El-Paso, Elle
Rexona, Do-it
Charlie, Oriflame
Deodorant
Elle-18 Rexor
Rexona
Elle-18, Fa,
Ponds
Nail Paint
Revlon, Lakme
Revlon, Lakme,
Alpha, Lakme
Alpha
Creams
Charmis F & L
Ponds Nivea
Nivea, Ponds
Students
Non-working
Working
Branded
40
24
Local
14
STUDENTS
L
o
c
a
l
2
6
%
Branded
74%
NON-WORKING
L
o
c
a
l
4
3
%
Branded
57%
WORKING
L
o
c
a
l
2
5
%
Branded
75%
Students Non-working
Working
26
Social influences
10
Psychological satisfaction
10
Students
Psychological
satisfaction
19%
To
impr
ove
your
pers
onal
ity
48%
Health point of
view
15%
Fashion and status
symbol
9%
Social influences
9%
The survey shows that students buy cosmetics, keeping in mind health and
Non-working
Psychological
satisfaction
13%
Health point of
view
13%
Fashion and
status symbol
16%
To improve
your personality
28%
Social
influences
30%
The survey shows that the non-working buy cosmetics for their
psychological satisfaction and health.
Working
Psychological
satisfaction
14%
Health point of
view
7%
To improve your
personality
44%
Students
Non-working
Working
Luxury
10
Necessity
36
24
10
Both
Students
Both
15%
Necessity
66%
Luxury
19%
Non-working
Both
6%
Necessity
75%
Luxury
19%
Working
Luxury
14%
Both
14%
Nec
essit
y
72%
Students
Non-working
Working
Brand
40
Price
48
12
Quality
24
10
Packaging
Ease of Use
14
Availability
20
Students
Availability
13%
Ease of Use
9%
Brand
26%
Packaging
4%
Quality
16%
Price
32%
The survey shows that students consider price and brand name to an
important determinant in buying cosmetics.
Non-working
Availability
11%
Ease of Use
17%
Packaging
6%
Quality
11%
Brand
22%
P
ri
c
e
3
3
%
The survey shows that the non-working women consider brand name price
and ease of use to be an important determinant in buying cosmetics.
Working
Availability
6%
Ease of Use
6%
Packaging
13%
Quality
33%
Brand
26%
Price
16%
The survey shows that the working women consider quality and brand
name to be important determinant in buying cosmetics.
Students
Non-working
Working
Beautician
34
10
Doctors
Shop-keepers
Friends
48
16
Media
30
24
12
Students
Media
24%
Beautician
27%
Doctors
6%
Friends
40%
Shopkeepers
3%
The survey shows that friends and beautician are sources that make
students aware of cosmetics.
Non-working
Bea
utici
an
18%
Media
42%
Doctors
7%
Shopkeepe
rs
4%
Fri
en
ds
2
9
%
The survey shows that media and friends make non-working women
aware of cosmetics.
Working
Bea
utici
an
23%
D
o
ct
or
s
0
%
Media
46%
Shopkeepers
0%
Friends
31%
The survey shows that media and friends influence working women.
Students
Non-working
Working
General Stores
46
24
10
Exclusive
Beauty Parlours
28
Cosmetic Stores
14
Cosmetic
Students
Cosmetic
Stores
15%
Beaut
y
Parlour Exclusive
Cosmetic
s
4%
30%
General
Stores
51%
The
Non-working
Cosmeti
c
Stores
13%
Beauty
Parlours
13%
Exclusive
Cosmetic
0%
General
Stores
74%
The survey shows that non working women largely buy cosmetics from
general stores.
Working
Cosmetic
Stores
13%
Beauty
Parlours
20%
Exclusive
Cosmetic
0%
General
Store
s
67%
The survey shows that working women buy cosmetics from general stores.
Students
Non-working
Working
0-50
50-100
32
12
100-150
10
150-200
More
10
Students
More
11%
150-200
7%
0-50
15%
100-150
7%
50-100
60%
The survey shows that students spend Rs. 50-100 monthly on cosmetics.
More
0%
150-200
7%
100-150
36%
Non-working
0-50
14%
50-100
43%
The survey shows that non working women spend on an average Rs. 50100 on cosmetics.
Working
50-100
0%
100-150
0%
0-50
0%
150-200
29%
More
71%
The survey shows that working women spend on an average Rs. 150200 on cosmetics.
Students
Non-working
Working
Help
36
Not Help
18
24
Students
Not Help
33%
H
e
l
p
6
7
%
Non-working
H
e
l
p
2
5
%
Not Help
75%
Not Help
43%
Help
57%
Students
Non-working
Working
Herbal
40
22
10
Non-herbal
14
10
Students
Non-herbal
26%
H
e
r
b
a
l
7
4
%
Non-working
Non-herbal
31%
H
e
r
b
a
l
6
9
%
The survey shows that most of the non working women use herbal cosmetics.
Working
Non-herbal
29%
H
e
r
b
al
7
1
%
Students
Non-working
Working
Change
34
22
10
Not change
20
10
Students
Not change
37%
C
ha
ng
e
63
%
The survey shows that working women change their brands frequently.
Non-working
Not change
31%
Ch
an
ge
69
%
The survey shows that non - working women change their brands
Working
Not change
29%
C
ha
ng
e
71
%
20%
Price change
29%
Ad-intensity
11%
Pack change
4%
Product improvement
36%
Students
Non-working
Working
Yes
10
10
No
44
22
12
Students
Y
e
s
1
9
%
No
81%
The survey shows that students use different brands for different product.
Non-working
Y
e
s
3
1
%
No
69%
The survey shows that non working women do not use same brand
for all cosmetics. However, a few still use same brand.
Working
Y
e
s
1
4
%
No
86%
The survey shows that a very high percentage of working women use
different brands.
Students
Non-working
Working
Yes
12
12
No
42
22
12
Students
Y
e
s
2
2
%
No
78%
Non-working
Y
e
s
3
5
%
No
65%
The survey shows that about one third of the non working women
have experienced duplicate.
Working
Y
e
s
1
4
%
No
86%
The survey shows that a very few working women have experienced
duplicity. A combined analysis shows that duplicity is being experienced.
Category switching
31%
Brand switching
50%
Brand Loyal
19%
Q14. REGARDINGF
HEALTHY
IMPRESSION
ABOUT
THE
QUALITY OF COSMETICS.
Response
Students
Non-working
Working
Yes
78
56
71
No
22
44
29
Students
No
22%
Y
e
s
7
8
%
The survey shows that students think that variety of cosmetic create a
healthy impression about the quality of cosmetics.
Non-working
No
44%
Y
e
s
5
6
%
The survey shows that some non working women think that variety of
cosmetics of a particular brand does not create a healthy impression
about the quality of cosmetics.
Working
No
29%
Y
e
s
7
1
%
The survey shows that like students working women also think that
variety of cosmetics create a healthy impression about the quality of
cosmetics.
Students
Non-working
Working
Same
32
22
Difference
22
10
Students
Difference
41%
S
a
m
e
5
9
%
The survey shows that some families use all the products of cosmetics
of the same brand.
Non-working
Difference
31%
S
a
m
e
6
9
%
The survey shows that almost all the non working use cosmetics of the
same brand.
Working
Difference
43%
S
a
m
e
5
7
%
16.
Perception
Students
Non-working
Working
Yes
22
20
10
No
32
12
Students
Y
e
s
4
1
%
No
59%
The survey shows that students do not think that price is consummate with
the utility they offer.
Non-working
No
38%
Y
e
s
6
2
%
The survey show that non working women think that price is consummate
with the utility they offer.
Working
No
29%
Y
e
s
7
1
%
The survey shows that like working women also think that price is
consummate with the utility they offer.
SUGGESTIONS
Marketers should try to create brand loyalty by special
changes in product.
They should try to generate positive word of mouth by delivering
quality products.
Duplicity should be checked as per standards.
Proper attention should be given to make cosmetics free of aftereffects.
For the promotion purposes, more attention to be given to general
and cosmetic store.
As media plays an important role. TV and magazines should be
properly exploited.
Celebrities and beauty consultants should be included in
advertisements for making them more effective.
BIBLIOGRAPHY
BOOKS
Philip Kotler, "Marketing Management".
MAGAZINE
Advertising and marketing
Reader Digest
WEBSITES
www.googlesearch.com
www.khoj.com
2)
Psychological satisfaction
Luxury
Necessity
Both
Local
3)
5)
4)
Price
Quality
Packaging
Ease of use
Availability
6)
Doctors
Friends
Media
General stores
Beauty parlors
Shopkeepers
7)
Cosmetics stores
8)
50-100
100-150
150-200
More
9)
10)
11)
(
(
Do you regularly use the same brand of cosmetics or change the bran
frequently? If yes, then reasons for changing.
Prince change
Advertising intensity
Any other
Product improvement
Package changes
12)
Do you use the same brand of cosmetics for all the existing product
categories in cosmetics?
(Yes/No)
13)
Category switching
Brand loyal
Any other
14)
15)
16)
Does all your family members use same brand/ type of cosmetics
Same
Different
Name
Age
Profession
Address