A project report on role of packaging on consumer buying behavior — Document Transcript

1. Projectsformba.blogspot.com Page | 1 Thesis On Role Of Packaging On Consumer Buying Behavior Projectsformba.blogspot.com

2. Projectsformba.blogspot.com Page | 2 Role Of Packaging On Consumer Buying Behavior A dissertation Presented to the Faculty of the Management Sciences Department, Superior Group of Colleges College, University Campus, Lahore.In particular fulfillment of the Requirements for the Degree of Masters in Business Administration By Projectsformba.blogspot.com

3. Projectsformba.blogspot.com Page | 3 OFFICIAL RECOGNITION STATEMENT:I ………….. declare that this thesis is my own work and has not been submitted in anyform for another degree or diploma at any

university or other institute of tertiaryeducation. Information derived from the published and unpublished work of others hasbeen acknowledged in the text and a list of references is given in the bibliography. Ihereby certify that this paper represent my own invention, that where the language ofothers is set out, quotation marks so indicate , and that correct credit is given where Ihave used the language , ideas, expression or writing of a different. Signature Projectsformba.blogspot.com

4. Projectsformba.blogspot.com Page | 4 Role Of Packaging On Consumer Buying Behavior A dissertation Presented to the Faculty of the Management Sciences Department, Superior Group of Colleges College, University Campus, Lahore.In particular of the Requirements fro the Degree of masters in Business Administration By Approved By: _____________________________

_________ ______________________________________ ______________________________________ ______________________________________ Received By: ______________________________________ ______________________________________ ______________________________________ ______________________________________ Projectsformba.blogspot.com

5. Projectsformba.blogspot.com Page | 5 DEDICATIONWe are dedicating our work to our parents and respected teacher Prof Ilyas , who haveplayed a vital role in our studies and have guided us at every step with their preciousideas. No doubt this dedication is insufficient and we can never repay for the role whichthey have played in our studies but we are sure that their work will

prove itself an asset inour life Projectsformba.blogspot.com

6. Projectsformba.blogspot.com Page | 6 AcknowledgementI am very thankful to …………. which gave us valuable information. We pay gratitude…………. giving valuable guideline.We are also very thankful to all the participants who helped us a lot by giving up to dateinformation.We are very proud of our teacher …………. whose help and instructions enable us tobind papers into project manner. We are very thankful to him. Projectsformba.blogspot.com

7. Projectsformba.blogspot.com Page | 7 PREFACE“The most beautiful things we can experience are the mysterious .It is source of all trueart and science” (Albert Einstein, 1930)This thesis is based on the topic which is assigned to us by our respected teacher ProfIlyas, the topic which I took for it: Role Of Packaging On Consumer Buying BehaviorIn the thesis, I have covered all the topics

related to Packaging and Buying Behavior.. Projectsformba.blogspot.com

8. Projectsformba.blogspot.com Page | 8 Table of ContentsAbstract 11Chapter # 1Introduction 12Objectives of the study 13Key terms Defined 14Research Question 14Chapter # 2Literature Review 15Chapter # 3Theoretical foundation 26Consumer Buying Behavior 26Stages of the Consumer Buying Process 27Types of Consumer Buying Behavior 29Packaging 39Objectives of packaging 39Theatrical Frame work 41Dependent Variable 42Independent Variable 42 Packaging color 43 Background-image 44 Packaging Material 44 Font Style 45 Design of wrapper 45 Printed Information 45 Innovation 46 Projectsformba.blogspot.com

9. Projectsformba.blogspot.com Page | 9Chapter # 4Tools of Data Collection 47Sampling Technique and Sample 47Measures

47Methodology 48Chapter # 5Reliability Test 50Descriptive Analysis 51Scatter-Plot Matrix 55Correlation Analysis 62 Hypothesis 1: 62 Hypothesis 2: 63 Hypothesis 3: 64 Hypothesis 4: 65 Hypothesis 5: 66 Hypothesis 6: 67 Hypothesis 7: 68Regression Analysis 69Equation for regression 70 Hypothesis 1: 72 Hypothesis 2: 72 Hypothesis 3: 72 Hypothesis 4: 72 Hypothesis 5: 72 Hypothesis 6: 72 Hypothesis 7: 72 Projectsformba.blogspot.com

10. Projectsformba.blogspot.com Page | 10Chapter # 6Discussion: 74Conclusions 75Recommendations 78Summary 79Areas of future research 79References 80Appendix 85 Questionnaire 85 Projectsformba.blogspot.com

11. Projectsformba.blogspot.com Page | 11 AbstractThe aim of this thesis is to get the A study to point toward role of packaging onconsumer buying behavior. The basic purpose of behind it to find out how such factorsare behind the

success of packaging. According to this research I try to find the positiverelationship between independent variable and dependent variables. For collecting thedata I will use the questionnaire, while for analysis I will use SPSS 16. A sample of 145consumers will be selected to test the reliability of the model. The significance of thestudy, its delimitation and limitations are discussed. The research is based in Pakistan.The consumer buying behavior is dependent variable. The packaging is the mostimportant factor. Packaging elements like Packaging color. Background Image,Packaging Material, Font Style, Design of wrapper, Printed Information and Innovationis taken as predictors. Due to increasing self-service and changing consumers’ lifestylethe interest in package as a tool of sales promotion and stimulator of impulsive buyingbehavior is growing increasingly. So package performs an important role in marketingcommunications, especially

in the point of sale and could be treated as one of the mostimportant factors influencing consumer’s purchase decision. Literature analysis onquestion under investigation has shown that there is no agreement on classification ofpackage elements as well as on research methods of package impact on consumer’spurchase decision. By this article we seek to reveal elements of package having theultimate effect on consumer choice. Taking into consideration that package could betreated as a set of various elements communicating different messages to a consumer;the research model was developed and tested in order to reveal impact of visual andverbal package elements on consumer’s purchase decisions. Projectsformba.blogspot.com

12. Projectsformba.blogspot.com Page | 12 CHAPTER #1 INTRODUCTION CHAPTER CONTENTS Introduction Objectives

of the study Key terms Defined Research Question Projectsformba.blogspot.com

13. Projectsformba.blogspot.com Page | 13 IntroductionIn nowadays competitive environment the role of package has changed due to increasingself-service and changing consumers’ lifestyle. Firms’ interest in package as a tool ofsales promotion is growing increasingly. Package becomes an ultimate sellingproposition stimulating impulsive buying behavior, increasing market share and reducingpromotional costs.According to Rundh (2005) package attracts consumer’s attention to particular brand,enhances its image, and influences consumer’s perceptions about product. Also packageimparts unique value to products (Underwood, Klein & Burke, 2001; Silayoi & Speece,2004), works as a tool for differentiation, i.e. helps consumers to choose the product fromwide range of similar products,

stimulates customers buying behavior. Thus package performs an important role in marketing communications and could be treated as one of the most important factors influencing consumer’s purchase decision. In this context, seeking to maximize the effectiveness of package in a buying place, the researches of package, its elements and their impact on consumer’s buying behavior became a relevant issue.Literature analysis on question under investigation has shown that there is no agreementon classification of package elements as well as on research methods of package impacton consumer’s purchase decision. Some of researchers try to investigate all possibleelements of package and their impact on consumer’s purchase decision (Silayoi &Speece, 2004; Silayoi & Speece, 2007; Butkeviciene, Stravinskiene & Rutelione, 2008),while others concentrates on separate elements of package and their impact on

consumerbuying behavior (e.g., Vila & Ampuero, 2007; Madden, Hewett & Roth, 2000;Underwood et al., 2001; Bloch, 1995). Moreover some researchers investigate impact ofpackage and its elements on consumer’s overall purchase decision (e.g., Underwood etal., 2001), while others – on every stage of consumer’s decision making process (e.g., Projectsformba.blogspot.com

14. Projectsformba.blogspot.com Page | 14Butkeviciene et al., 2008). Furthermore the abundance of scientific literature on this issuedo not provide unanimous answer concerning impact of package elements on consumer’sbuying behavior: diversity of the results in this area depends not only on research modelsconstructed and methods employed, but on the context of the research too. All abovementioned confirms the necessity to investigate this issue in more detail. In the light ofthese

problematic aspects, research problem could be formulated as following question:what elements of a package have an ultimate effect on consumer purchase decision?The aim of this paper – basing on theoretical analysis of package elements and theirimpact on consumer‘s purchase decision empirically reveal the elements having theultimate effect on consumer choice in a case of different products..Objectives of the study • To find out the effect of packaging on the buying behavior. • Theoretical analysis of package elements and their impact on consumer‘s purchase decision empirically reveal the elements having the ultimate effect on consumer choice in a case of different products • To check the effect of packaging elements on the buying behavior. • To measure the relative impact of each packaging element on the consumer. • To identify the elements which should be

highlight while design the packaging. Projectsformba.blogspot.com

15. Projectsformba.blogspot.com Page | 15Key terms DefinedConsumer Buying BehaviorProcess by which individuals search for, select, purchase, use, and dispose of goods andservices, in satisfaction of their needs and wantsPackagingPackaging can be defined quite simply as an extrinsic element of the product. Packagingis the container for a productResearch Question:Main Question Role of Packaging on consumer buying behavior. Projectsformba.blogspot.com

16. Projectsformba.blogspot.com Page | 16 CHAPTER #2LITERATURE REVIEW CHAPTER CONTENTS Literature Review Projectsformba.blogspot.com

17. Projectsformba.blogspot.com Page | 17 Literature ReviewRita Kuvykaite (2009) has descriptive

research. According to Rita package attractsconsumer’s attention to particular brand, enhances its image, and influences consumer’sperceptions about product. Also package imparts unique value to products(Underwood, Klein & Burke, 2001; Silayoi & Speece, 2004), works as a tool fordifferentiation, i.e. helps consumers to choose the product from wide range of similarproducts, stimulates customers buying behavior (Wells, Farley & Armstrong, 2007). Thuspackage performs an important role in marketing communications and could be treated asone of the most important factors influencing consumer’s purchase of package, itselements and their impact on consumer’s buying behavior became a relevant issue. Hebasing on theoretical analysis of package elements and their impact on consumer‘spurchase decision empirically reveal the elements having the ultimate effect on consumerchoice. Research methods

that Rita used is systematic and comparative analysis ofscientific literature; empirical research There are six variables that must be taken intoConsideration by producer and designers when creating efficient package: form, size,color, graphics, Material and flavor. Similarly, Kotler (2003) distinguishes six elementsthat according to him must be evaluated when employing packaging decisions: size, form,material, color, text and brand. The research result of Rita shows the impact of packageelements on consumers purchase decisions can be stronger. He conclude that Packagecould be treated as one of most valuable tool in today’s marketing communications,necessitating more detail analysis of its elements and an impact of those elements onconsumers buying behavior. The impact of package and its elements on consumer’spurchase decision can be revealed by analyzing an importance of its separate elements

forconsumer’s choice. Projectsformba.blogspot.com

18. Projectsformba.blogspot.com Page | 18Bed Nath Sharma Dec. 2008 studied New Consumer Products Branding, Packaging andLabeling in Nepal. This paper focuses on existing practice of branding, packaging andlabeling of new products in consumer product manufacturing units. The study method wasDescriptive presentation of facts collected through questionnaire survey concerned withdifferent section of consumer new products (soap, biscuit, noodles, cigarettes andThe study further investigates the new consumer product packaging and labeling statusin manufacturing units. They are aware about the value of packaging and labeling.Majority of the consumer products 84.37% (27 out of 32 responses) are using productlabel as a simple tag attached to the product or an elaborately designed graphic that is partof the

package.Alice Louw (2006) has studied The Power of Packaging the people belonged to Age20-30 years old University graduates were taken for research.20 respondents were askedto rank 5 water bottles in terms of their overall appeal. Following this, they were given aquestionnaire and asked to rate each of the bottles on 20 statements related theirpackaging. For the remaining 20 respondents, the order of the process was switched: theyrated the bottles first and then ranked them. The statements ranged from functionalattributes (e.g. easy to drink from, right size) to more emotive, non-functional attributes(e.g. I like the colors, high quality). For both groups there was a clear winner and a clearloser in terms of the rankings. However, although the top brand chosen was consistent inboth groups, the worst brand differed. The group that ranked the bottles first showed morevariance in terms of their responses (Variance 1.33) than the second group who rated

theattributes first (variance 0.89). This Packaging plays an important role in the marketingcontext. His research results that right packaging can help a brand carve a unique positionin the marketplace and in the minds on consumers.John Th Gersen (2000) worked on The Ethical Consumer. Moral Norms and PackagingChoice published in Journal of Consumer Policy Kluwer Academic Publishers. Printed in Projectsformba.blogspot.com

19. Projectsformba.blogspot.com Page | 19the Netherlands. The paper presents a study of a case with these two characteristics:Danish consumers’ choice presents a study of a case with these two characteristics: Danishconsumers’ choice of environment-friendly packaging. With regard to this case, theevidence supports the claim. A majority of Danish consumers have developed personalnorms about choosing environment-friendly packaging and the personal norm is

asignificant predictor of their (self-reported) propensity to choose environment-friendlypackaging in the supermarket.Renaud LUNARDO 2007 has a great research on the influence of label on wineconsumption. its effects on young consumers’ perception of authenticity and purchasingbehavior The main objective of the paper is to identify the effects of authenticityon purchase behavior. They used a repertory grid (RG) approach as a methodologicalframework in order to know which pattern of features is better at inducing purchase. Allthe relationships between authenticity provided by the label of bottles and consumerbehavior attributes (performance risk, perceived price and purchase intentions) have allbeen tested by using linear regressions. This study was intended to provide a morecomplete understanding of the influence of the authenticity perceive from the label ofbottled wine. As an attempt to extend the research on the influence

label of bottled winecan have on consumers’ decisions of buying, the current it is clear from these findings isthe major role played by labels.L Renaud 2007 worked on The Influence of Eco-Labeling on Consumer Behavior. Themain objective of this study was to assess the relative importance of the labeling inPackaging compared to other product attributes (like brand, price, etc.) for consumers’buying decisions. The methodological approach that they chose was discrete choiceanalysis, which is particularly powerful for this kind of analysis. Further this studyattempts to analyze if the importance of the labeling and packaging differs betweenproduct groups. They surveyed a total of 302 customers; Two thirds of the interviews were Projectsformba.blogspot.com

20. Projectsformba.blogspot.com Page | 20conducted in the German-speaking. The Variables chose within this study are , presentmood, time,

buying purpose With regard to sustainability marketing, Time. The mostimportant result of analysis is the significant willingness to pay for Packaging energyefficient products.Adelina Broadbridge & Henry Morgan (2007), consumer buying behavior and perceptiontoward retail and brand baby products. A two-stage research methodology consisting ofboth qualitative and quantitative research techniques was adopted. The population wasdefined as ‘parents of children under the age of five who use baby care products’.Both the qualitative and quantitative research showed that respondents adopted similarrisk reduction strategies in their purchase of baby care products. This researchinvestigated consumer perceptions and buying behavior of baby care products. Theresults of the primary research indicated that consumers need to feel confident with theproduct in terms of reliability and performance and packaging.Bytyqi Hysen*, Vegara

Mensur (2008) have research on analysis of consumer buyingbehavior in regard to dairy products in kosovo. This survey was carried out by theDepartment of Livestock and Veterinary Sciences, Agriculture Faculty of Prishtina,Kasovo during 2007. Interviews of 304 respondents were conducted in super-markets(677) and mini-markets (397) and later 23 interviews were completed in green marketmainly for Sharri cheese and curd. To study the reasons for choosing milk products uponsupply, a coding approach from 1- 5 was used (1 = very important; 2 = highly important;3 = average; 4 = less important; 5 = not important). Perception of consumers about dairyproducts was assessed using different variables i.e. habits, trust, price, quality, package,age of consumer, origin of product, type of shop, brand and gender of consumer. It wasconclusion after analysis that the packaging has great effect on the purchase of

dairyproducts. Projectsformba.blogspot.com

21. Projectsformba.blogspot.com Page | 21Rita Kuvykaite1, Aistė Dovaliene2, Laura Navickiene3 (2009) worked on impact ofpackage elements on consumer purchase decision economics & management. Materialare the most important visual elements for purchasing both milk (size and material 3.80)and washing-powder (resp.: 3.87 and 3.41); whereas, in this case form, color and graphiccould be treated as unimportant elements of package. When analyzing importance ofverbal elements, it could be stated that product information (4.24 for milk and 4.06 forwashing-powder) and country-of-origin (resp.: 4.22 and 3.88) are the most importantelements. Furthermore its worth to add, that producer and brand couldn’t beunderestimated too, because the importance of both of these elements is treated bycustomers above the average.

Comparing the impact of visual and verbal elements ofpackage on consumer’s purchase decision it could be stated that verbal elements are moreimportant than visual ones, when purchasing both milk and washing-powder. Accordingto the research model developed the impact of package’s elements on consumer’spurchase decision depending on time pressure, consumer’s involvement level andindividual characteristics were analyzed.H Ahasanul ,(K Ali 2009) measured the Factors Influencing Buying Behavior of PiracyImpact to Malaysian. A structured questionnaire was used to collect data whereby it wasserved as primary data to answer the research questions and objectives planning to findout the factors that plays a vital role about consumers perception towards piratedproducts. It can be identified that the dependent variable is consumer perception onpiracy. Where else the independent variables would be divided to social

influence,personality/believe, culture, and the economy. These are the factors that could influenceconsumers’ perception on piracy thereby supporting out dependent variable. Socialinfluence would include susceptibility, which means an individual might purchase apirated product merely because his/ her friend or family members bought the product andintroduced it to them. Projectsformba.blogspot.com

22. Projectsformba.blogspot.com Page | 22Ulrich R. Orth (2009) worked on Packaging Design as resource for the construction ofBrand Identity. A thorough review of the literature on packaging design reveals that thereare no meaningful guidelines for developing holistic packaging design, Shapes, Finishes,Sizes, Images, Typography, Colors, Impressions, Purchase Intention, and Brand. Thisresearch was conducted by collecting information and data in four stages. First, a reviewof the branding

literature determined a list of strategically relevant brand impressions forwine. Second, appropriate wine packaging design elements were identified and a sampleof real and representative designs was selected. Third, professionals in the design andadvertising industry rated wine packaging designs on the previously identified designelements. This research aimed at generating guidelines for managing strategic brandimpressions, namely brand identity created by the wine packaging designKriti Bardhan Gupta (2009) has study on Consumer Behavior for Food Products in India.primary data was collected from 326 respondents in Uttar Pradesh and National CapitalRegion The relative importance of various food purchasing criteria was estimated for fourdifferent food categories, food and vegetables; milk and milk products; food grains andpulses; and processed foods on 1-5 scale, The present study explored the

consumerbehavior for food products in India from different perspectives. People accepted the factthat their food habits get affected with the shifting to a new region but many basic buyingand consumption behavior do not change. Some of the changes in buying andconsumption behavior of relocated people, which were observed after their settlement toa new region, were not significantly different from the level of changes in behavior ofnon-moving people. However, compared to the last 10 years, people have startedpreferring more healthy foods and are willing to try out new dishes. They tend to learncooking and eating new food items after relocation without discontinuing their traditionalfood items. There is also influence of children on the type of food items that they eat.This paper has shown that impulse buying is indeed a relevant factor in CE retailing, thusjustifying the use of sales packaging. However, optimization is

still important. From an Projectsformba.blogspot.com

23. Projectsformba.blogspot.com Page | 23economical and environmental perspective it is very costly to apply sales packaging (withadditional material use and transport volume) to products that do not need them, or toapply them in an ineffective way. Economical costs and environmental impact can beexpressed in a single score, indicating the packs performance. To allow propermanagement of the pack design the sales performance should be expressed in as simple away as possible, preferably also a single score. As calculating the sales performance isimpossible a test will need to be used. The pressure from time-to-market in the CEindustry, demands that the test be relatively simple.S Nuntasaree and Dr. E Barry (2008) published a paper with subject of a model of maleand consumer behavior in buying skin care products in Thailand.. The conceptual modelof

male consumer behavior in buying skin care products beliefs in product attributesQuality, Price, Brand, Packaging, Advertising, Promotion, Salesperson, Distribution. Thisstudy used a quantitative research method. A convenience sample with a shopping mall-intercept technique was employed for the sampling method. The closed-endedquestionnaire developed from standard questions of relevant literature was chosen as aresearch instrument. The Statistical Package for the Social Sciences program (SPSS)version 15.0 was used in this study with a 0.05 level of significance for all of thestatistical assessments. The data set was screened and examined for incorrect data entry,missing values, normality and outliers.Several studies have investigated issues such as packages as a means of attracting theattention of consumers (Underwood et al., 2001; Garber et al., 2000; Goldberg et al,1999; Schoormans & Robben, 1997). Other

studies researched packages as a means ofcommunication as well as a means of communicating brand and product meaning(Underwood & Klein, 2002; Garber et al., 2000, Schoormans & Robben, 1997; Gordonetal., 1994; Homer & Gauntt, 1992; Rigaux-Bricmont, 1981; McDaniel & Baker,1977). Projectsformba.blogspot.com

24. Projectsformba.blogspot.com Page | 24Packages are found to attract attention (Underwood et al., 2001; Garber et al.,2000;Goldberg et al., 1999; Schoormans & Robben, 1997). In fact, Goldberg et al. (1999)found that by dismissing such non-verbal signs as colors, the attention to verbal signs canbe increased. Pictures on packages are emphasized to attract attention, particularly whenconsumers are not very familiar with the brands (Underwood et al., 2001).Furthermore, packages are claimed to attract attention when their appearances are nottypical within a

product class (Garber et al., 2000; Schoormans & Robben 1997). In otherwords, past research has discovered that deviating packages attract attention. Otherstudies show that deviating package colors and shapes attract attention (Garber etal.,2000; Schoormans & Robben 1997). Underwood et al. (2001), on the other hand, foundthat pictures on packages attract attention particularly in cases when consumers are lessfamiliar with a brand. Studies that have focused on other single signs than pictures onpackages have found that such single package signs as colors (Gordon et al., 1994), brandnames (Rigaux-Bricmont, 1981), and materials (McDaniel & Baker, 1977) convey brandmeaning.Pires Gon¸calves, Ricardo (2008) worked on Product Characteristics and QualityPerception, according to him When they choose among competing products consumersare faced with quality and product performance uncertainty, hence, they rely on cues

asextrinsic attributes, for instance brand, price, package and warranty, as signals ofperceived quality. Little research has been done on packages as extrinsic attributes usedby consumers as signs of perceived quality, thus this study is a small contribution to thatlack of scholarly research on packages. Colors and shapes are important elements ofmarketing strategies, and they are both essential features of packages, especially inproduct labels. Labels are one of the most important features of product packaging, andthey are designed to communicate a message. The model proposed in this study builds onprevious models of consumer quality perception and signals of quality from product cues. Projectsformba.blogspot.com

25. Projectsformba.blogspot.com Page | 25In this research, colors and shapes combinations in labels are considered as the extrinsicattributes used as signals of quality by

consumers.Liang Lu (2008) worked on a paper :Packaging as a strategic tool University of Halmstadschool of Business and Engineering. Packaging is an important part of the product thatnot only serves a functional purpose, but also acts as a mean of communicativeinformation of the products and brand character. Packaging must be functional; it mustprotect the products in good storage, in shipment and often in use. Besides, it has also thefunction that can give customers the ease of access and use on the purpose ofconvenience. After looking at Kolter theory about packaging, we will turn to differenttheory relating to packaging design and its important elements in order to help us to solvethe first research question.Judy Rex, Stuart Wai and Antonio Lobo (2003), it is An Exploratory Study into theImpact of Color And Packaging as Stimuli in the Decision Making Process for a LowInvolvement Non-Durable Product The consumers and the manager agreed that

importantfactors when deciding which packet of potato crisps to purchase were the quality, thebrand and the price of the product, with flavor also being an important factor for theconsumers. The consumers used a constant sum scale (out of 100) to rate the six attributesof flavor, quality, brand, price, size and shape, and the color of the packaging. Overall, theconsumers indicated that the flavor of the product waseasily the most important stimulus when selecting potato crisps with an average rating of38 points. This was about twice as important as the quality (21 points), which was moreimportant than the brand (14 points) and the price (13 points). While brand and price wereof about equal importance,P.H.K.Prathiraja and A.Ariyawardana (2003) has a great study in the impact oflutritional labeling on Consumer Buying Behavior. This study shows that consumers usenutritional labeling when making a purchasing decision

and that it is especially because Projectsformba.blogspot.com

26. Projectsformba.blogspot.com Page | 26of health consciousness. A majority of the respondents revealed that they are willing topay something additional for the nutritional information provided on food items. Of thosewho are willing to pay something additional, a greater proportion was in the age category36 to 50 years, have had tertiary education and the households had less than 4 members.K Sony (2008) studied the consumer responses toward attribute framing in productpackaging. The main purpose of this study is to investigate the impact of messageframing, level of involvement, and numerical difference on consumer response. Fresh-milk product was chosen as the object for experiment. This study has the followingsuggestion for packaging design based on the findings. Fresh milk is commonlyconsidered as health-

related product. The study is advantageous in giving marketers amore thorough picture of how message framing affects consumer response in variousnumerical alternatives and level of involvement. It will also be helpful in developingsuccessful packaging strategy. For future study, different types of products can beinvestigated further.Assoc. Professor Jane (2005), Consumer Response to Sponsorship LeveragedPackaging (SLP). Structural equation modeling (SEM) was used to analyses the data fromthe experiment. This program of research aims to test a model that examines the structuralrelationships between SLP and consumer attitudes and purchase intentions toward thesponsors’ products as well as the factors that impact this relationship. Research suggestssponsorship leverage packaging may act in a similarly way to celebrity endorsement onproduct packaging, implying that FMCG brands may benefit from marketing strategiesthat

communicate the sponsorship relationship on packaging. It is critical that brandmanagers identify the affect SLP has on consumer behavior and evaluate the degree towhich it can enhance communication of the sponsorship relationship in the marketplace.This paper outlines a framework of consumer response to SLP, proposing a three stepprocess of exploratory and experimental methodologies. The outcomes from the research Projectsformba.blogspot.com

27. Projectsformba.blogspot.com Page | 27will contribute to a better understanding of sponsorship effects on consumer behavior andprovide managers with the means to develop more effective branding strategies andpromotions. Projectsformba.blogspot.com

28. Projectsformba.blogspot.com Page | 28 CHAPTER #3Theoretical Foundation CHAPTER CONTENTS Theoretical foundation Consumer

Buying Behavior Stages of the Consumer Buying Process Types of Consumer Buying Behavior Packaging Objectives of packaging Theatrical Frame work Dependent Variable Independent Variable Projectsformba.blogspot.com

29. Projectsformba.blogspot.com Page | 29 Theoretical FoundationTheoretical frame-work focuses on the relationship between the dependent andindependent variables. The distinction between dependent and independent variables is asimportant in a comparative study as in a regression analysis. Dependent variable in caseof a comparative study is the one which we aim to predict and independent variables hereare the ones who are used to predict the dependent variable. Role of Packaging in consumeR Buying BehavioR.Consumer Buying BehaviorProcess by which individuals search for, select, purchase, use, and dispose of goods

andservices, in satisfaction of their needs and wants. See also consumer decision making.Purchase decision making pattern that is a complex amalgam of needs and desires, and isinfluenced by factors such as the consumers(1) Societal role (parent, spouse, worker, etc.),(2) Social and cultural environment and norms, and(3) Aspirations and inhibitionsBuying Behavior is the decision processes and acts of people involved in buying andusing products. Projectsformba.blogspot.com

30. Projectsformba.blogspot.com Page | 30Need to understandWhy consumers make the purchases that they make?What factors influence consumer purchases?The changing factors in our society.Consumer Buying Behavior refers to the buying behavior of the ultimate consumer. Afirm needs to analyze buying behavior for:Buyer’s reactions to a firms marketing strategy has a great impact on the firms success.The

marketing concept stresses that a firm should create a Marketing Mix (MM) thatsatisfies (gives utility to) customers, therefore need to analyze the what, where, when andhow consumers buy.Marketers can better predict how consumers will respond to marketing strategies.Stages of the Consumer Buying ProcessSix Stages to the Consumer Buying Decision Process (For complex decisions). Actualpurchasing is only one stage of the process. Not all decision processes lead to a purchase.All consumer decisions do not always include all 6 stages, determined by the degree ofcomplexity...discussed next.The 6 stages are:Problem Recognition(Awareness of need)--difference between the desired state and the actual condition.Deficit in assortment of products. Hunger--Food. Hunger stimulates your need to eat. Projectsformba.blogspot.com

31. Projectsformba.blogspot.com Page | 31Can be stimulated by the marketer through product

information--did not know you weredeficient? I.E., see a commercial for a new pair of shoes, stimulates your recognition thatyou need a new pair of shoes.Information searchInternal search, memory.External search if you need more information. Friends and relatives (word of mouth).Marketer dominated sources; comparison shopping; public sources etc.A successful information search leaves a buyer with possible alternatives, the evoked set.Hungry, want to go out and eat, evoked set ischinese foodindian foodburger kingklondike kates etcEvaluation of AlternativesNeed to establish criteria for evaluation, features the buyer wants or does not want. Rank/weight alternatives or resume search. May decide that you want to eat something spicy,Indian gets highest rank etc.If not satisfied with your choice then returns to the search phase. Can you think ofanother restaurant? Look in the yellow pages etc. Information from different

sources maybe treated differently. Marketers try to influence by "framing" alternatives. Projectsformba.blogspot.com

32. Projectsformba.blogspot.com Page | 32Purchase DecisionChoose buying alternative, includes product, package, store, method of purchase etc.PurchaseMay differ from decision, time lapse between 4 & 5, product availability.Post-Purchase Evaluation--outcome: Satisfaction or Dissatisfaction. CognitiveDissonance, have you made the right decision. This can be reduced by warranties, aftersales communication etc.After eating an Indian meal, may think that really you wanted a Chinese meal instead.Types of Consumer Buying BehaviorTypes of consumer buying behavior are determined by:Level of Involvement in purchase decision. Importance and intensity of interest in aproduct in a particular situation.Buyers level of involvement determines why he/she is motivated

to seek informationabout a certain products and brands but virtually ignores others.High involvement purchases--Honda Motorbike, high priced goods, products visible toothers, and the higher the risk the higher the involvement.Types of risk:Personal riskSocial riskEconomic risk Projectsformba.blogspot.com

33. Projectsformba.blogspot.com Page | 33The four type of consumer buying behavior areRoutine Response/Programmed BehaviorBuying low involvement frequently purchased low cost items; need very little search anddecision effort; purchased almost automatically. Examples include soft drinks, snackfoods, milk etc.Limited Decision MakingBuying product occasionally. When you need to obtain information about unfamiliarbrand in a familiar product category, perhaps. Requires a moderate amount of time forinformation gathering. Examples include Clothes--know product class

but not the brand.Extensive Decision MakingComplex high involvement, unfamiliar, expensive and/or infrequently bought products.High degree of economic/performance/psychological risk. Examples include cars, homes,computers, education. Spend a lot of time seeking information and deciding.Information from the companies MM; friends and relatives, store personnel etc. Gothrough all six stages of the buying process.Impulse buying, no conscious planning.The purchase of the same product does not always elicit the same Buying Behavior.Product can shift from one category to the next.For example: Projectsformba.blogspot.com

34. Projectsformba.blogspot.com Page | 34Going out for dinner for one person may be extensive decision making (for someone thatdoes not go out often at all), but limited decision making for someone else. The reasonfor the dinner, whether it is an anniversary celebration, or a meal

with a couple of friendswill also determine the extent of the decision making.Categories that Affect the Consumer Buying Decision ProcessA consumer, making a purchase decision will be affected by the following three factors:PersonalPsychologicalSocialThe marketer must be aware of these factors in order to develop an appropriate MM forits target market.PersonalUnique to a particular person. Demographic Factors. Sex, Race, Age etc.Who in the family is responsible for the decision making?Young people purchase things for different reasons than older people.Psychological factorsPsychological factors include:MotivesA motive is an internal energizing force that orients a persons activities toward satisfyinga need or achieving a goal.Actions are effected by a set of motives, not just one. If marketers can identify motivesthen they can better develop a marketing mix.MASLOW hierarchy of needs!!

PhysiologicalSafety Projectsformba.blogspot.com

35. Projectsformba.blogspot.com Page | 35Love and BelongingEsteemSelf ActualizationNeed to determine what level of the hierarchy the consumers are at to determine whatmotivates their purchases.PerceptionWhat do you see?? Perception is the process of selecting, organizing and interpretinginformation inputs to produce meaning. IE we chose what info we pay attention to,organize it and interpret it.Information inputs are the sensations received through sight, taste, hearing, smell andtouch.Selective Exposure-select inputs to be exposed to our awareness. More likely if it islinked to an event, satisfies current needs, intensity of input changes (sharp price drop).Selective Distortion-Changing/twisting current received information, inconsistent withbeliefs. Advertisers that use comparative advertisements (pitching one product

againstanother), have to be very careful that consumers do not distort the facts and perceive thatthe advertisement was for the competitor. A current example...MCI and AT&T...do youever get confused? Selective Retention-Remember inputs that support beliefs, forgetsthose that dont. Average supermarket shopper is exposed to 17,000 products in ashopping visit lasting 30 minutes-60% of purchases are unplanned exposed to 1,500advertisements per day. Cant be expected to be aware of all these inputs, and certainlywill not retain many. Interpreting information is based on what is already familiar, onknowledge that is stored in the memory. Projectsformba.blogspot.com

36. Projectsformba.blogspot.com Page | 36Ability and KnowledgeNeed to understand individual’s capacity to learn. Learning, changes in a personsbehavior caused by information and experience.

Therefore to change consumers behaviorabout your product, need to give them new information re: product...free sample etc.South Africa...open bottle of wine and pour it!! Also educate American consumers aboutchanges in SA. Need to sell a whole new country. When making buying decisions, buyersmust process information. Knowledge is the familiarity with the product and expertise.Inexperience buyers often use prices as an indicator of quality more than those who haveknowledge of a product. Non-alcoholic Beer example: consumers chose the mostexpensive six-pack, because they assume that the greater price indicates greater quality.AttitudesKnowledge and positive and negative feelings about an object or activity-maybe tangibleor intangible, living or non- living.....Drive perceptions. Individual learns attitudesthrough experience and interaction with other people. Consumer attitudes toward a firmand its products greatly influence the

success or failure of the firms marketing strategy.Attitudes and attitude change are influenced by consumer’s personality and lifestyle.Consumers screen information that conflicts with their attitudes. Distort information tomake it consistent and selectively retain information that reinforces our attitudes. IEbrand loyalty. There is a difference between attitude and intention to buy (ability to buy).PersonalityAll the internal traits and behaviors that make a person unique, uniqueness arrives from apersons heredity and personal experience. Examples include: Projectsformba.blogspot.com

37. Projectsformba.blogspot.com Page | 37Work a holismCompulsivenessSelf confidenceFriendlinessAdaptabilityAmbitiousnessDogmatismAuthoritarianismIntroversionExtroversionAggressivenessCompetitiveness.Traits affect the way people behave. Marketers try to match the store image to

theperceived image of their customers.There is a weak association between personality and Buying Behavior; this may be due tounreliable measures. Nike ads. Consumers buy products that are consistent with their selfconcept.LifestylesRecent US trends in lifestyles are a shift towards personal independence andindividualism and a preference for a healthy, natural lifestyle.Lifestyles are the consistent patterns people follow in their lives.EXAMPLE healthy foods for a healthy lifestyle. Sun tan not considered fashionable inUS until 1920s. Now an assault by the American Academy of Dermatology. Projectsformba.blogspot.com

38. Projectsformba.blogspot.com Page | 38Social FactorsConsumer wants, learning, motives etc. are influenced by opinion leaders, personsfamily, reference groups, social class and culture.Opinion leadersSpokespeople etc. Marketers

try to attract opinion leaders...they actually use (pay)spokespeople to market their products. Michael Jordon (Nike, McDonalds, Gatorade etc.)Can be risky...Michael Jackson...OJ Simpson...Chevy ChaseRoles and Family InfluencesRole...things you should do based on the expectations of you from your position within agroup.People have many roles.Husband, father, employer/e. Individuals role are continuing to change thereforemarketers must continue to update information.Family is the most basic group a person belongs to. Marketers must understand: • Many family decisions are made by the family unit • Consumer behavior starts in the family unit • Family roles and preferences are the model for childrens future family (can reject/ alter/etc) Projectsformba.blogspot.com

39. Projectsformba.blogspot.com Page | 39 • Family buying decisions

are a mixture of family interactions and individual decision making • Family acts an interpreter of social and cultural values for the individual. • The Family life cycle: families go through stages, each stage creates different consumer demands: • bachelor stage...most of BUAD301 • newly married, young, no children...me • full nest I, youngest child under 6 • full nest II, youngest child 6 or over • full nest III, older married couples with dependant children • empty nest I, older married couples with no children living with them, head in labor force • empty nest II, older married couples, no children living at home, head retired • solitary survivor, in labor force • solitary survivor, retiredReference GroupsIndividual identifies with the group to the extent that he takes on many of the values,attitudes or behaviors of the group members. Projectsformba.blogspot.com

40. Projectsformba.blogspot.com Page | 40Families, friends, sororities,

civic and professional organizations.Any group that has a positive or negative influence on a persons attitude and behavior.Membership groups (belong to)Affinity marketing is focused on the desires of consumers that belong to referencegroups. Marketers get the groups to approve the product and communicate that approvalto its members. Credit Cards etc.!!Aspiration groups (want to belong to)Disassociate groups (do not want to belong to)Honda, tries to disassociate from the "biker" group.The degree to which a reference group will affect a purchase decision depends on anindividuals susceptibility to reference group influence and the strength of his/herinvolvement with the group.Social ClassAn open group of individuals who have similar social rank. US is not a classless society.US criteria; occupation, education, income, wealth, race, ethnic groups and possessions.Social class influences

many aspects of our lives. IE upper middle class Americans preferluxury cars Mercedes.Upper Americans-upper-upper class, .3%, inherited wealth, aristocratic names.Lower-upper class, 1.2%, newer social elite, from current professionals and corporateeliteUpper-middle class, 12.5%, college graduates, managers and professionalsMiddle Americans-middle class, 32%, average pay white collar workers and blue collarfriendsWorking class, 38%, average pay blue collar workersLower Americans-lower class, 9%, working, not on welfare Projectsformba.blogspot.com

41. Projectsformba.blogspot.com Page | 41Lower-lower class, 7%, on welfareSocial class determines to some extent, the types, quality, quantity of products that aperson buys or uses.Lower class people tend to stay close to home when shopping; do not engage in much prepurchase information gathering.Stores project definite

class images.Family, reference groups and social classes are all social influences on consumerbehavior. All operate within a larger culture.Culture and Sub-cultureCulture refers to the set of values, ideas, and attitudes that are accepted by a homogenousgroup of people and transmitted to the next generation.Culture also determines what is acceptable with product advertising. Culture determineswhat people wear, eat, reside and travel. Cultural values in the US are good health,education, individualism and freedom. In american culture time scarcity is a growingproblem. IE change in meals. Big impact on international marketing.Different society, different levels of needs, different cultural values.Culture can be divided into subcultures:Geographic regionsHuman characteristics such as age and ethnic background.IE West Coast, teenage and Asian American.Culture effects what people

buy, how they buy and when they buy. Projectsformba.blogspot.com

42. Projectsformba.blogspot.com Page | 42What is packaging?The definitions of ‘packaging’ vary and range from being simple and functionallyfocusedto more extensive, holistic interpretations. Packaging can be defined quite simply as anextrinsic element of the product (Olson and Jacoby (1972)) - an attribute that is related tothe product but does not form part of the physical product itself. “Packaging is thecontainer for a product – encompassing the physical appearance of thecontainer and including the design, color, shape, labeling and materials used”(Arens,1996).Objectives of packagingPackaging and package labeling have several objectives:• Physical Protection – Protection of the objects enclosed in the package fromshock, vibration, compression, temperature, etc.• Barrier Protection - A barrier from oxygen, water vapor,

dust, etc.• Containment or Agglomeration - Small objects are typically grouped together inone package for transport and handling efficiency. Alternatively, bulkCommodities (such as salt) can be divided into packages that are a more suitableSize for individual households.• Information transmission - Information on how to use, transport, recycle, or Projectsformba.blogspot.com

43. Projectsformba.blogspot.com Page | 43Dispose of the package or product is often contained on the package or label.• Reducing theft - Packaging that cannot be re-closed or gets physically damaged(Shows signs of opening) is helpful in the prevention of theft. Packages alsoProvide opportunities to include anti-theft devices.• Convenience - features which add convenience in distribution, handling, display,Sale, opening, re-closing, use, and re-use.• Marketing - The packaging and labels can be used by marketers to

encouragePotential buyers to purchase the product.Packaging may be looked at as several different types. For example a transportpackage or distribution package can be the shipping container used to ship, store, andhandle the product or inner packages. Some identify a consumer package as one which isdirected toward a consumer or household.Packaging may be discussed in relation to the type of product being packaged: medicaldevice packaging, bulk chemical packaging, over-the-counter drug packaging,retail food packaging, military materiel packaging, pharmaceutical packaging, etc. Projectsformba.blogspot.com

44. Projectsformba.blogspot.com Page | 44 Theatrical Frame work Independent Variable Packaging colorBackground Image Packaging Material Dependent Variable  Consumer Buying Font Style

Behavior Design of wrapper Printed Information Innovation Projectsformba.blogspot.com

45. Projectsformba.blogspot.com Page | 45Independent Variable 1. Packaging color 2. Background Image 3. Packaging Material 4. Font Style 5. Design of wrapper 6. Printed Information 7. InnovationDependent VariableConsumer Buying Behavior Packaging colorColor plays an important role in a potential customer’s decision making process, certaincolors set different moods and can help to draw attention. One good example ofsuccessful use of color psychology is in the Apple iPod advertisements; they use simpletri tone color schemes of black, white and a bright background color. The brightbackground color is to give the advertisement a fun feel and the contrasting white onblack is to focus attention. Projectsformba.blogspot.com

46. Projectsformba.blogspot.com Page | 46Meaning of the Color

BlueBlue is the most common favorite color and is liked by both genders. Blue is seen as atrustworthy, peaceful and calm color and is often related to the sky or water. Blue isusually cool and quiet but more electric shades can give a dynamic feel. Although bluehas the benefits of gender indifference and being the most common favorite color, theoveruse of blue can seem cold or uncaring. Blue is often used because it is the designer’sfavorite color but after considering the meaning of other colors, another color may be abetter choice.Meaning of the Color GreenGreen is related to life and nature; if you want to give your product a natural feel usegreen. Green is the second most popular color and the most popular shades of green arethe blue-greens, which should be expected when blue and green are the two most popularcolors. Yellow-greens should be avoided around food products as the color will act as anappetite-depressant. As well as the natural

feel greens have, they can also signify money,health and power.Meaning of the Color YellowYellow is a very useful color because it is the most easily noticed, it will grab theattention of a person so can be a good choice for things such as magazine advertisementswhich may usually be ignored due to ad blindness. Yellow signifies happiness, optimismand warmth but also caution. The main advantage of yellow is its attention grabbingfeature so a combination of blue and yellow can be a successful color scheme whichcould create a cool and calm mood from the blue but still draw attention because of theyellow. Projectsformba.blogspot.com

47. Projectsformba.blogspot.com Page | 47A sealed pack of diced pork from Tesco. It shows the cooking time, number of servings,display until date, use by date, weight in kg,price, price to weight ratio in both £/kg and£/lb, freezing and storage instructions. It says Less than 3% Fat

and No Carbs perserving and includes a barcode. The Union Flag, British Farm Standard tractor logo, andBritish Meat Quality Standard logo are also present. Background-imageThe background image property specifies the background image for an element.When setting a background image, authors should also specify a background colorproperty that will be used when the image is unavailable. Note also that when the imageis available, it is rendered on top of the background color. Thus, in any transparent areasof the image, the background color will be visible. Packaging MaterialAny material used especially to protect something- packing, wadding. Consumer canchange its decision regarding Packaging material. High quality Packaging attractconsumer then low quality Packaging. The first packages used the natural materialsavailable at the time: Baskets of reeds, wineskins (Bota bags),wooden boxes,pottery vases, ceramic amphorae, wooden

barrels, woven bags, etc. Processed materialswere used to form packages as they were developed: for example,early glass and bronze vessels. The study of old packages is an important aspectof archaeology. Iron and tin plated steel were used to make cans in the early 19th century.Paperboard cartons and corrugated fiberboard boxes were first introduced in the late 19thcentury. Packaging advancements in the early 20th century included Bakelite closures Projectsformba.blogspot.com

48. Projectsformba.blogspot.com Page | 48on bottles, transparent cellophane over wraps and panels on cartons, increased processingefficiency and improved food safety. As additional materials such as aluminum andseveral types of plastic were developed, they were incorporated into packages to improveperformance and functionality. So packaging material have strong have with

buyingbehavior. Font StyleThe font style of Packaging grab customer attraction. The up gradation of IT technologyhave support this feature. The successful companies have best practices of the fontstyles. They hire specialist in composing which create mind blowing and attractive fontstyles. The attractive package has innovative font style. So we can say that there isrelation between font style and buying behavior Design of wrapperThe over all design also play a vital role in attracting the consumer. Mostly the childrenof 10-18 years are so sensitive to the design of wrapper. The companies try their best tocreate attractive design of packaging Printed Information Container or wrapper for a consumer product that serves a number of purposes including protection and description of the contents, theft deterrence, and product promotion. The labels on packages are important components of the overall marketing mix and can support advertising claims, establish brand identity, enhance name

recognition, and optimize shelf space allocations. Projectsformba.blogspot.com

49. Projectsformba.blogspot.com Page | 49 The consumer can change his decision on the basis of information printed on the packaging. Mostly in Merchandises and daily FMCG the consumer can perform evaluation on the basis of printed information. InnovationInnovative packaging may actually add value to the product if it meets a consumer needsuch as portion control, recyclability, tamper-proofing, child-proofing, easy-open, easy-store, easy-carry, and non breakability.Manufacturers today strive to have packaging that maintains the key equities of thebrand, has stand out appeal on the retailer’s shelf, and is sustainable but with lowerproduction costs. The customer can adopt product on the basis of its innovativepackaging, which shows the relation between buying behavior and innovation

ofpackaging. Projectsformba.blogspot.com

50. Projectsformba.blogspot.com Page | 50 CHAPTER #4Data & Methodology CHAPTER CONTENTS Tools of Data Collection Sampling Technique and Sample Measures Methodology Projectsformba.blogspot.com

51. Projectsformba.blogspot.com Page | 51 Data & MethodologyTools of Data Collection:In order to find data on Role of packaging on consumer buying behavior. I will collectdata on four variables: The first benefit to use questionnaire technique is thatresult.Sampling Technique and SampleThe Population of my study will be students and educational. Institutions of Pakistan inwhich the sample size of 150 students will be taken for conducting the study by usingsimple random sampling in order to generalize the findings in the particular sector.Measures:. There were at least 25 questions in the

survey obtaining data for one variable and somequestions were directly obtaining data with no complications. The sample of questioneris available in appendix-1. Measure for each variable is defined below:Dependent VariableConsumer Buying BehaviorIndependent VariablePackaging colorBackground ImagePackaging Material Projectsformba.blogspot.com

52. Projectsformba.blogspot.com Page | 52Font StyleDesign of wrapperPrinted InformationInnovationEach of above mentioned variable was measure by asking the seven questions by usingthe 5-points itemized rating type scale ranging from (1) strongly disagree to (5) stronglyagreeMethodology:To make analysis of data I will use Spss software in which we will make analysis in totwo parts where part one will lead descriptive statistics that will be use to “describe andsummarize data and include

measures of central tendency (average) and dispersion (thespread of data or how close each other is to the measure of central tendency)” 1. Descriptive analysisI have used first techniques for generating result is descriptive statistics. It showsminimum, maximum, and Mean values of data. 2. Scattered plotsA scatter plot is a type of mathematical diagram using Cartesian coordinates to displayvalues for two variables for a set of data. The data is displayed as a collection of points,each having the value of one variable determining the position on the horizontal axis andthe value of the other variable determining the position on the vertical axis. This kindof plot is also called a scatter chart, Projectsformba.blogspot.com

53. Projectsformba.blogspot.com Page | 53 3. CorrelationThe Pearsons correlation is used to find a correlation between at least two continuousvariables. The value for a

Pearsons can fall between 0.00 (no correlation) and 1.00(perfect correlation). Other factors such as group size will determine if the correlation issignificant. Generally, correlations above 0.80 are considered pretty high. 4. Multiple regressionsLinear regression analysis estimates the coefficients of a linear equation, involving one ormore independent variables, that best predict the value of the dependent variable. Projectsformba.blogspot.com

54. Projectsformba.blogspot.com Page | 54 CHAPTER #5 Empirical Findings CHAPTER CONTENTS Reliability Test Descriptive Analysis Scatter-Plot Matrix Correlation Analysis Regression Analysis Equation for regression Projectsformba.blogspot.com

55. Projectsformba.blogspot.com Page | 55 Empirical FindingsReliability Test Dependent Variable The Value of Cronbachs  Reliability Statistics

Alpha is bigger then 0.7 and  Cronbachs  Alpha N of Items also positive, which shows  .782 2 the reliability of dependent  variables. Independent VariableThe data of independent variables or predictors is reliable. Because the value ofCronbachs  Alpha is 0.858 which is greater then 0.7. The value is also positive, so the data used for analysis is reliable. Reliability Statistics Cronbachs  Alpha N of Items .858 7 Projectsformba.blogspot.com

56. Projectsformba.blogspot.com Page | 56 Descriptive Analysis Table 5.1 Descriptive Statistics N Minimum Maximum Mean Std. Deviation Buying_Behavior 145 1 5 3.73 .920 Valid N (listwise) 145 In the above table 5.1 the minimum values, maximum values, mean values andthe values of standard deviation of dependent Variable have been shown. Mean valueprovides the idea about the central tendency of the values of a variable. Number ofobservations of each variable is

145. Standard deviation and the extreme values(minimum in comparison to maximum value) give the idea about the dispersion of thevalues of a variable from its mean value. The Minimum value is 1 while Maximum valueis 5. The Mean value is 3.73 with standard deviation of 0.92 Table 5.2 Descriptive Statistics N Minimum Maximum Mean Std. Deviation Packing_Color 145 1 5 3.55 .924 Valid N (listwise) 145 In the above table 5.2 the minimum values is 1, maximum values 5, and meanvalues 3.55 while the values of standard deviation is 0.924. Mean value provides the idea Projectsformba.blogspot.com

57. Projectsformba.blogspot.com Page | 57about the central tendency of the values of a variable. Number of observations of eachvariable is 145. Table 5.3 Descriptive Statistics N Minimum Maximum Mean Std. Deviation Background 145 1 5 3.66 .942 Valid N (listwise) 145 The above table 5.3 the minimum value of

1 and maximum value of 5. The values can be deviated by 0.942. Which means that the mean value can varied by +0.942 or -0.942. Table 5.4 Descriptive Statistics N Minimum Maximum Mean Std. Deviation Quality_Packing 145 1 5 3.72 .924 Valid N (listwise) 145 The above table 5.4 the minimum value of 1 and maximum value of 5. The values can be deviated by 0.924. Which means that the mean value can varied by +0.924 or -0.924. Projectsformba.blogspot.com

58. Projectsformba.blogspot.com Page | 58 Table 5.5 Descriptive Statistics N Minimum Maximum Mean Std. Deviation Font_Style 145 2 5 3.71 .849 Valid N (listwise) 145 In the above table 5.5 the minimum values is 1, maximum values 5, and meanvalue is 3.71 while the values of standard deviation is 0.849. Mean value provides theidea about the central tendency of the values of a variable. Number of observations ofeach variable is 145. Table 5.6

Descriptive Statistics N Minimum Maximum Mean Std. Deviation Wraper_Design 145 1 5 3.70 .927 Valid N (listwise) 145In the above table 5.6 the minimum values is 1, maximum values 5, and mean value is3.70 while the values of standard deviation is 0.927. Mean value provides the idea aboutthe central tendency of the values of a variable Table 5.7 Projectsformba.blogspot.com

59. Projectsformba.blogspot.com Page | 59 Descriptive Statistics N Minimum Maximum Mean Std. Deviation Printed_information 145 1 5 3.68 .992 Valid N (listwise) 145In the above table 5.7 the minimum values is 1, maximum values 5, and mean value is3.68 while the values of standard deviation is 0.992. Mean value provides the idea aboutthe central tendency of the values of a variable Table 5.8 Descriptive Statistics N Minimum Maximum Mean Std. Deviation Packing_Innovation

145 1 5 3.55 .953 Valid N (listwise) 145In the above table 5.9 the minimum values is 1, maximum values 5, and mean value is3.55 while the values of standard deviation is 0.953. Mean value provides the idea aboutthe central tendency of the values of a variable. Projectsformba.blogspot.com

60. Projectsformba.blogspot.com Page | 60 Scatter-Plot Matrix Figure 5.9Figure 5.9 shows the results of scatter plot matrix where we intend to have some ideaabout the relationship between buying behavior and color of packaging. If we observethen the flow of line is come from right to left which shows the positive relationshipbetween buying behavior and color of packaging. This means that if the attractive colors Projectsformba.blogspot.com

61. Projectsformba.blogspot.com Page | 61are used in packaging then consumer will purchase product and the above results havebeen confirmed by the table of

correlations. Figure 5.10Figure 5.10 shows the results of scatter plot matrix where we intend to have some ideaabout the relationship between buying behavior and background of packaging. If weobserve then the flow of line is come from right to left which shows the positiverelationship between buying behavior and color of packaging. This means that if the Projectsformba.blogspot.com

62. Projectsformba.blogspot.com Page | 62attractive background are used in packaging then consumer will purchase product and theabove results have been confirmed by the table of correlations. Figure 5.11Figure 5.11 shows the results of scatter plot matrix where we intend to have some ideaabout the relationship between buying behavior and quality of packaging. If we observethen the flow of line is come from right to left which shows the positive relationshipbetween buying behavior and quality of packaging. This means

that if the fine quality is Projectsformba.blogspot.com

63. Projectsformba.blogspot.com Page | 63used in packaging material then consumer will attract and the above results have beenconfirmed by the table of correlations. Figure 5.12Figure 5.12 shows the results of scatter plot matrix where we intend to have some ideaabout the relationship between buying behavior and font style used in packaging. If we Projectsformba.blogspot.com

64. Projectsformba.blogspot.com Page | 64observe then the flow of line is come from right to left which shows the positiverelationship between buying behavior and quality of packaging. Figure 5.13 Projectsformba.blogspot.com

65. Projectsformba.blogspot.com Page | 65Figure 5.13 shows the results of scatter plot matrix where we intend to have some ideaabout the relationship between buying behavior and design of wrapper. If

we observethen the flow of line is come from right to left which shows the positive relationshipbetween buying behavior and wrapper design. This means that attractive wrapper willattract consumer and the above results have been confirmed by the table of correlations. Figure 5.14 Projectsformba.blogspot.com

66. Projectsformba.blogspot.com Page | 66Figure 5.14 shows the results of scatter plot matrix where we intend to have some ideaabout the relationship between buying behavior and design printed information. If weobserve then the flow of line is come from right to left which shows the positiverelationship between buying behavior and wrapper design. This means that if the printedinformation is used in packaging then consumer will attract and the above results havebeen confirmed by the table of correlations. Figure 5.15 Projectsformba.blogspot.com

67. Projectsformba.blogspot.com Page | 67Figure 5.15 shows the results of scatter plot matrix where we intend to have some ideaabout the relationship between buying behavior and Packaging Innovation. If we observethen the flow of line is come from right to left which shows the positive relationshipbetween buying behavior and wrapper design. This means that if the printed informationis used in packaging then consumer will attract Correlations Table 5.16 Correlations Buying_Behavior Packing_Color Buying_Behavior Pearson Correlation 1 .591 Sig. (2-tailed) .000 N 145 145 Packing_Color Pearson Correlation .591 1 Sig. (2-tailed) .000 N 145 145 **. Correlation is significant at the 0.01 level (2-tailed).Hypothesis 1:H1: there is relationship between Buying Behavior and Packing colorH0: there is no relationship between Buying Behavior and Packing colorTable 5.16 represents the table of correlations. Where two variables –

buying behaviorand Packing color– are positively correlated (r= .591, p = .000). There is moderate Projectsformba.blogspot.com

68. Projectsformba.blogspot.com Page | 68relation between these two variables which is significant. We will accept H1 and rejectH0. So we can say that the attractive packaging color can attract consumer. Consumer likesthe colored packaging. It also implies that using attractive colors in packaging we cangrab customer attention. Table 5.17 Correlations Buying_Behavior Background Buying_Behavior Pearson Correlation 1 .554 Sig. (2-tailed) .000 N 145 145 Background Pearson Correlation .554 1 Sig. (2-tailed) .000 N 145 145 **. Correlation is significant at the 0.01 level (2-tailed).Hypothesis 2:H1: there is relationship between Buying Behavior and Background of Packing.H0: there is no relationship between Buying Behavior and

Background of Packing. Projectsformba.blogspot.com

69. Projectsformba.blogspot.com Page | 69Table 5.17 represents the table of correlations. Where two variables – buying behaviorand Background of Packing are positively correlated (r= .554, p = .000). There ismoderate relation between these two variables which is significant. We will accept H1and reject H0.It mean that the customer can adopt product on the behalf of its packaging background.This result is also useful to marketer so that they create products with best possiblebackground image. Table 5.18 Correlations Buying_Behavior Quality_Packing Buying_Behavior Pearson Correlation 1 .506 Sig. (2-tailed) .000 N 145 145 Quality_Packing Pearson Correlation .506 1 Sig. (2-tailed) .000 N 145 145 **. Correlation is significant at the 0.01 level (2-tailed).Hypothesis 3:H1: there is relationship between Buying Behavior and Quality of Packing.H0:

there is no relationship between Buying Behavior and Quality of Packing.Table 5.18 represents the table of correlations. Where two variables buying behaviorand Quality of Packing are positively correlated (r= .506, p = .000). There is moderaterelation between these two variables which is significant. We will accept H1 and rejectH0. Projectsformba.blogspot.com

70. Projectsformba.blogspot.com Page | 70The results clears that the consumer also evaluate the products on the behalf of itspackaging quality. The better quality of package is proffered by customer. Table 5.19 Correlations Buying_Behavior Font_Style Buying_Behavior Pearson Correlation 1 .574 Sig. (2-tailed) .000 N 145 145 Font_Style Pearson Correlation .574 1 Sig. (2-tailed) .000 N 145 145 **. Correlation is significant at the 0.01 level (2-tailed).Hypothesis 4:H1: there is relationship between Buying Behavior and Font Style.H0: there is

no relationship between Buying Behavior and Font Style.Table 5.19 represents the table of correlations. Where two variables buying behavior andFont Style are positively correlated (r= .574, p = .000). There is moderate relationbetween these two variables which is significant. We will accept H1 and reject H0.The result identifies that the font styles are also liked by customer. Consumer wants tohave new experiments with font style. Projectsformba.blogspot.com

71. Projectsformba.blogspot.com Page | 71 Table 5.20 Correlations Buying_Behavior Wraper_Design Buying_Behavior Pearson Correlation 1 .411 Sig. (2-tailed) .000 N 145 145 Wraper_Design Pearson Correlation .411 1 Sig. (2-tailed) .000 N 145 145 **. Correlation is significant at the 0.01 level (2-tailed).Hypothesis 5:H1: there is relationship between Buying Behavior and Wrapper Design.H0:

there is no relationship between Buying Behavior and Wrapper Design.Table 5.20 represents the table of correlations. Where two variables buying behavior andWrapper Design are positively correlated (r= .411, p = .000). There is moderate relationbetween these two variables which is significant. We will accept H1 and reject H0. Projectsformba.blogspot.com

72. Projectsformba.blogspot.com Page | 72 Table 5.21 Correlations Buying_Behavior Printed_information Buying_Behavior Pearson Correlation 1 .433 Sig. (2-tailed) .000 N 145 145 Printed_information Pearson Correlation .433 1 Sig. (2-tailed) .000 N 145 145 **. Correlation is significant at the 0.01 level (2-tailed).Hypothesis 6:H1: there is relationship between Buying Behavior and Printed Information.H0: there is no relationship between Buying Behavior and Printed Information.Table 5.21 represents

the table of correlations. Where two variables buying behavior andPrinted Information positively correlated (r= .433, p = .000). There is moderate relationbetween these two variables which is significant. We will accept H1 and reject H0. Projectsformba.blogspot.com

73. Projectsformba.blogspot.com Page | 73 Table 5.22 Correlations Buying Behavior Packing Innovation Buying_Behavior Pearson Correlation 1 .545 Sig. (2-tailed) .000 N 145 145 Packing_Innovation Pearson Correlation .545 1 Sig. (2-tailed) .000 N 145 145 **. Correlation is significant at the 0.01 level (2-tailed).Hypothesis 7:H1: there is relationship between Buying Behavior and Packing Innovation.H0: there is no relationship between Buying Behavior and Packing Innovation.Table 5.22 represents the table of correlations. Where two variables buying behavior andPrinted Information positively correlated

(r= .545, p = .000). There is moderate relationbetween these two variables which is significant. We will accept H1 and reject H0. Projectsformba.blogspot.com

74. Projectsformba.blogspot.com Page | 74 Regression Analysis Model Summary Adjusted R  Std. Error of the  Model R R Square Square Estimate 1 .729a .531 .507 .646In above table the R is multiple correlation coefficient, its value is 0.729. While AdjustedR Square shows the ratio of interdependence. Value of adjusted R square is 0.507 whichis multiply by 100. It that means 50.7% of the variance in the dependent variable can bepredicted from Independent variable. ANOVAb Model Sum of Squares df Mean Square F Sig. 1 Regression 64.787 7 9.255 22.191 .000a Residual 57.139 137 .417 Total 121.926 144The significant level in ANOVA table shows that the combination of variablessignificantly predicts the

dependant variable. Projectsformba.blogspot.com

75. Projectsformba.blogspot.com Page | 75 Coefficientsa Standardized  Unstandardized Coefficients CoefficientsModel B Std. Error Beta t Sig.1 (Constant) .274 .297 .925 .000 Packing_Color .237 .079 .238 2.988 .003 Background .208 .074 .213 2.821 .004 Quality_Packing .059 .079 .059 .748 .001 Font_Style .247 .084 .228 2.938 .004 Wraper_Design .040 .076 .040 .520 .004 Printed_information .070 .070 .075 .993 .002 Packing_Innovation .171 .074 .177 2.294 .003a. Dependent Variable: Buying_BehaviorEquation for regressionThe objective of the regression in this study is to find such an equation that could be usedto find the impact of predictors on dependent variable. The specified

regression equationtakes the following form:S = α+ β1(PC) + β2(BI) + β3(PM) + β4(FS) + β5(DOR) + β6(PI) + β7(INV)WherePackaging color = PC Projectsformba.blogspot.com

76. Projectsformba.blogspot.com Page | 76Background Image = BIPackaging Material = PMFont Style= FSDesign of wrapper =DORPrinted Information = PIInnovation = INVSo equation comes asConsumer Buying Behavior =0.274 + 0.237(PC) + 0.208 (BI) + 0.059(RM) + 0.247(FS) + 0.040(DOR) +0.070(PI) +0.171(INV) Hypothesis Test Projectsformba.blogspot.com

77. Projectsformba.blogspot.com Page | 77Hypothesis 1:H1: there is relationship between Buying Behavior and Packing colorH0: there is no relationship between Buying Behavior and Packing colorHypothesis 2:H1: there is relationship between Buying Behavior and Background of

Packing.H0: there is no relationship between Buying Behavior and Background of Packing.Hypothesis 3:H1: there is relationship between Buying Behavior and Quality of Packing.H0: there is no relationship between Buying Behavior and Quality of Packing.Hypothesis 4:H1: there is relationship between Buying Behavior and Font Style.H0: there is no relationship between Buying Behavior and Font Style.Hypothesis 5:H1: there is relationship between Buying Behavior and Wrapper Design.H0: there is no relationship between Buying Behavior and Wrapper Design.Hypothesis 6:H1: there is relationship between Buying Behavior and Printed Information.H0: there is no relationship between Buying Behavior and Printed Information.Hypothesis 7:H1: there is relationship between Buying Behavior and Packing Innovation.H0: there is no relationship between Buying Behavior and Packing Innovation.The significant levels of packing color, back ground of

packing, quality of packing, fontstyle, wrapper design, printed information and innovative packing are 0.003, 0.005, Projectsformba.blogspot.com

78. Projectsformba.blogspot.com Page | 780.001, 0.004, 0.004, 0.002, and 0.003 respectively. This test shows that the coefficients ofthe predictor are statistically significant at less than five percent level of significance.So we will reject Ho and accept H1. Projectsformba.blogspot.com

79. Projectsformba.blogspot.com Page | 79 CHAPTER #6 Conclusion CHAPTER CONTENTS Discussion Conclusions Recommendations Summary Areas of future research References Appendix Projectsformba.blogspot.com

80. Projectsformba.blogspot.com Page | 80Discussion:The primary purpose of the present study is to investigate the role of packaging onconsumer buying behavior in Pakistan. Using a quantitative

method that is to check theproposed model in the context of Pakistan and to see the generalizability of the researchto the large population with the sample size of 145 teachers’.Past research has been focused on the impact of packaging on consumer buying behavior.(Rundh (2005) package attracts consumer’s attention to particular brand, enhances itsimage, and influences consumer’s perceptions about product. Also package impartsunique value to products). Through an extensive literature review on initial model isproposed which encompass that how packaging elements mediates the relationship withpackaging color, background, packaging material, font style, printed information,wrapper design and innovation in packaging. The literature review has provided the basictheoretical evidence with regard to the link between packaging and buying behavior.Questionnaire was developed for data collection purpose on seven variables (packagingcolor,

background, packaging material, font style, printed information, wrapper designand innovation). Descriptive analysis used to describe the data by using descriptivesummary. Inferential analysis used to describe the relation between variables by checkingthe acceptance or rejection of hypothesis and to see the nature of relationship betweenvariables. After observing the scatter plot matrix, histogram, descriptive analysis and thecorrelations and regression has been used for analysis purpose. The buying behavior has Projectsformba.blogspot.com

The impact of package and its elements on consumer’s purchase decision can be revealed by analyzing an importance of its separate elements for consumer’s choice. For this purpose main package’s elements could be identified: graphic, color, size, form, and material of packaging are considered, wrapper design, printed information, innovation while product

information, producer, country-of- origin and brand are considered as important ones. Moreover, the impact of Projectsformba.blogspot.com Appropriate and vivid picture or packaging color which delivers them a happy feeling, or an easy handle/open/dose/dispose package shape. All these elements contribute each important effort to catch consumers’ attention and interest. Besides each element’s single function, we think that a good combination of those elements may let the product more eye-catching and attractive. Package could be treated as one of most valuable tool in today’s marketing communications, necessitating more detail analysis of its elements and an impact of those elements on consumers buying behavior. 81. Projectsformba.blogspot.com Page | 81been used as dependent variable. The buying behavior is positively related to packagingcolor, background, packaging material, font style, printed information, wrapper

designand innovation. The regression shows the packaging has 50.7% contribution on buyingbehavior.ConclusionsResults of research on role of packaging on consumer’s buying behavior stipulatedfollowing conclusions:

Packaging has a better reach than advertising does, and can set a brand apart from its competitors. It promotes and reinforces the purchase decision not only at the point of purchase, but also every time the product is used. Packaging in different serving sizes can extend a product into new target markets or help to overcome cost barriers. Packaging can even drive the brand choice (especially in the context of children’s products). Projectsformba.blogspot.com Results of analyzing the impact of package elements on consumers purchase decisions depending on level of involvement correspond with those of theoretical studies and let us stating that visual elements of

package have relatively stronger influence on consumer’s purchasing when they are in the level of “low involvement”, in opposite to those who are in the level of “high involvement”. It has revealed that elements of package are the most important for consumer’s purchase decision. For a major part of consumers’ a size and material are the main visual elements, while product information is also the main verbal elements when purchasing milk and washing-powder. Empirically testing the research model proposed, package elements having the ultimate effect on consumer choice in a case of different products from group of convenience goods were determined:82. Projectsformba.blogspot.com Page | 82 package elements on consumers purchase decisions should be evaluated depending on the consumer’s involvement level, time pressure or individual characteristics of consumers.

According to my research, I found out that most consumers like the product quality after they purchased their desired packaged products. Based on those facts, we can not say there is a 100% equal relationship between good package and good product quality, but there is a positive thinking and trend about well- designed package shows high product quality. As a matter of fact, people are becoming more and more demanding; packaging has been gradually shown his important role in a way to serving consumer by providing information and delivering functions. With its different functionality to ease and to communicate with consumers, there is no doubt about increasingly impor Research into packaging has found that different packaging cues impact how a product is perceived. Often the packaging is perceived to be part of the product and it can be difficult for consumers to separate the two (the concept of gestalt). Aspects such as packaging color,

typography, illustrations and graphics can influence how a product is perceived.83. Projectsformba.blogspot.com Page | 83tant role of packaging as a strategic tool to attract consumers’ attention and their perception on the product quality. Projectsformba.blogspot.com

I do believe that culture difference does have an impact on companies’ initiatives to design the product package, for instance, during our research; the choices of packaging colors are quite different between the West and Far East. Thus, we think that it is important for international companies to take a consideration of culture differences when they design the product package. Projectsformba.blogspot.com Consumer new product manufacturers mostly use the label in their products. Basically they describe that made it, where it was made, when it was made, what it

contains, how to use it etc. Further more they believe that the consumers are properly guided by label to use the products. The information given in the label and its value have to be highlighted while promoting the product in the market. It must also be more useful technically. All the marketing units pay attention for good packaging. They accept that poor packaging is one of the causes of product failure in the market. It is necessary to set the packaging standard and to implement accordingly for better protection and promotion of a product. Brand is important and its strategy is in consideration in the units. Product packaging is valuable for brand equity, product differentiation, market segmentation, new product introduction, pricing, promotion etc. Brand name using plan implementation must be effective in the units. 84. Projectsformba.blogspot.com Page | 84Recommendations

85. Projectsformba.blogspot.com Page | 85 SummarySummarizing, it could be stated that detail evaluation of package elements and theirimpact on consumer’s purchase decision, taking into consideration involvement level,individual characteristics of consumers, is necessary in order to implement efficientpackaging decisions.Areas of future researchSuggested areas for future research include a more in-depth analysis into the relationshipBetween product attributes and total product assessment – how exactly does the researchProcess influence overall opinions, what is the best way to gain insight into preferenceWithout biasing the results? Is this possible? More research into the elements of packdesign and how it influences consumer perceptions – are there universal rules or do theydiffer by product category, culture, etc? Projectsformba.blogspot.com

86. Projectsformba.blogspot.com Page | 86ReferencesK Rita (2009),

impact of package elements on consumer purchase, Kauno technologijos universitetas, Lietuva, ekonomika ir vadyba.S Bed (2008), new consumer products branding, packaging and labeling in Nepal, the Journal of Nepalese business studies, Vol. V No. 1L Alice (2006), the power of packaging, united states of america, pp 186-216Ampuero, O. and Vila, N. (2006), consumer perceptions of product packaging, Journal of consumer marketing, 23/2, 2006, pp. 100-112.L Renaud(2007), The influence of label on wine consumption : its effects on young consumers’ perception of authenticity and purchasing behavior, Bologna, Italy.S Katharina and Rolf Wüstenhagen* (Sept. 1, 2005), the Influence of Eco-labeling on consumer behavior, institute for economy and the environment (IWOe-HSG), University of St. Gallen, SwitzerlandJohn Th gersen (2000), The ethical consumer moral norms and packaging choice. Journal of consumer policy Kluwer Academic

Publishers. Printed in the Netherlands.Barber, N., Almanza, B.A., & Donovan, J.R. (2006), motivational factors of gender, income and age on selecting a bottle of wine. International Journal of wine marketing, 18 (3), 218-232.Bloch, P. H. (1995), seeking the ideal form: product design and consumer Response, journal of marketing, 59(July), 16-29.Butkeviciene, V., J. Stravinskiene and A. Rutelione (2008). Impact of consumer package communication on consumer decision making process, Inzinerine Ekonomika-Engineering Economics(1), pp. 57-65.Gonzalez M. P., Thorhsbury S., & Twede D. (2007), packaging as a tool for product development: Communicating value to consumers, journal of food Projectsformba.blogspot.com

87. Projectsformba.blogspot.com Page | 87 distribution research, 38 (1), 61-66.Grossman, R. P., & Wisenblit, J. Z. (1999). what we know

about consumers’ color choices. journal of marketing Practice: applied marketing science, 5 (3), 78-88.Adelina Broadbridge & Henry Morgan (2007), consumer buying behavior and perception toward retail brand baby products.Bytyqi Hysen*, Vegara Mensur (2008) , analysis of consumer behavior in regard to dairy products in Kosovo, Agric. Res., 2008, 46(3)Rita Kuvykaite1, Aistė Dovaliene2, Laura Navickiene3 ( 2009), Impact of package elements on the consumer purchase decision economics & msanagmentH Ahasanul ,(K Ali 2009),Factors influencing buying behavior of piracy impact to malaysian market international review of business research Papers Vol.5 N0. 2 March 2009 Pp. 383-401Kriti Bardhan Gupta (2009), consumer behaviour for food products in India ,19th annual world symposium Indian institute of managementErzsebet Hetesi1 - Zoltan Veres (2007) , An empirical investigation on loyalty The case of packaging industryRenee

Wever, Berny de Vries (2006), sales performance of packaging for consumer electronics products, delft university of technology.S Nuntasaree and Dr. E Barry (2008), a model of male consumer behavior in buying skin care products in Thailand,ABAC Journal Vol. 29, No. 1Pires Gon¸calves, Ricardo (2008), product characteristics and quality perception, university at Aut`onoma de BarcelonaLiang Lu (2008) Packaging as a strategic tool University of Halmstad school of Business and Engineering Projectsformba.blogspot.com

88. Projectsformba.blogspot.com Page | 88Judy Rex, Stuart Wai and Antonio Lobo (2003), an exploratory study into the mpact of color and packaging as stimuli in the decision making rocess for a low involvement non-durable product, faculty of business and enterprise, swinburne university of technologyP.H.K.Prathiraja and A.Ariyawardana (2003), impact of

nutritional labeling on consumer buying behavior, Sri Lankan Journal of agricultural economics. Vol. 5, No. 1, 2003.K Sony (2008), consumer responses toward attribute framing in product packaging, department of management Airlangga UniversityAssoc. Professor Jane (2005), consumer response to sponsorship leveraged packaging (SLP), school of management and marketing university of Southern Queensland West StreetAmpuero, O., & Vila, N. (2006). Consumer perceptions of product packaging. Journal ofConsumer Marketing, 23(2), 100-112.Barber, N., Almanza, B.A., & Donovan, J.R. (2006). Motivational factors of gender, income and age on selecting a bottle of wine. International Journal of Wine Marketing, 18 (3), 218-232.Bloch, P. H. (1995). Seeking the ideal form: product design and consumer response. Journal of Marketing, 59 (July), 16-29.Butkeviciene, V., J. Stravinskiene and A. Rutelione (2008). Impact of consumer package

communication on consumer decision making process, Inzinerine Ekonomika- Engineering Economics(1), pp. 57-65.Gonzalez M. P., Thorhsbury S., & Twede D. (2007). Packaging as a tool for product development: Communicating value to consumers. Journal of Food Distribution Research, 38 (1), 61-66. Grossman, R. P., & Wisenblit, J. Z. (1999). What we know about consumers’ color choices. Journal of Marketing Practice: Applied Marketing Science, 5 (3), 78-88.Kuvykaite, R. (2001). Gaminio marketingas. Kaunas: Technologija.Madden, T. J., Hewett, K., & Roth, M. S. (2000). Managing images in different cultures: Projectsformba.blogspot.com

89. Projectsformba.blogspot.com Page | 89 A cross-national study of color meanings and preferences. Journal of International Marketing, 8(4), 90-107.Maiksteniene, K. and V. Auruskeviciene (2008). Manufacturer and retailer brand acceptance under

different levels of purchase involvement, Inzinerine Ekonomika-Engineering Economics(1), pp. 90-96Prendergast, G.; Pitt, L. (1996). Packaging, marketing, logistics and the environment: are there trade-offs? International Journal of Physical Distribution & Logistics Management, 26 (6), 60-72.Rettie, R., & Brewer, C. (2000). The verbal and visual components of package design. Journal of Product Brand Management, 9 (1), 56-70.Rundh, B. (2005). The multi-faceted dimension of packaging. British Food Journal, 107 (9), 670-684.Silayoi, P., & Speece, M. (2004). Packaging and purchase decisions: An exploratory study on the impact of involvement level and time pressure. British Food Journal, 106 (8), 607-628.Silayoi, P., & Speece, M. (2007) The importance of packaging attributes: a conjoint analysis approach. European Journal of Marketing, 41 (11/12), 1495-1517.Smith, P., & Taylor, J. (2004). Marketing communications: an integrated approach (4th edition).

London: Kogan Page.Sogn-Grundvag, G., & Østli, J. (2009). Consumer evaluation of unbranded and unlabelled food products: the case of bacalhau. European Journal of Marketing, 43 (1/2), 213-228.Underwood, R. L. (2003). The communicative power of product packaging: creating brand identity via lived and mediated experience. Journal of Marketing Theory and Practice, Winter, 62-76.Underwood, R. L., Klein, N. M., & Burke, R. R. (2001). Packaging communication: attentional effects of product imagery. Journal of Product & Brand Management, 10 (7), 403-422.Vazquez, D., Bruce, M., & Studd, R. (2003). A case study exploring the packaging design management process within a UK food retailer. British Food Journal, 105 (9), 602-617. Projectsformba.blogspot.com

90. Projectsformba.blogspot.com Page | 90Vila, N., & Ampuero, O. (2007). The role of packaging in positioning an orange juice. Journal

of Food Products Marketing, 13 (3), 21-48.Wells, L. E., Farley, H., & Armstrong, G. A. (2007). The importance of packaging design for own-label food brands. International Journal of Retail & http://en.wikipedia.org/wiki/TachistoscopeBooksKeller, K. L. (2003). Strategic brand management: Building, measuring and managing brand equity, 2nd ed., Englewood Cliffs, NJ: Prentice-Hall.Kotler, Ph. (2003) Marketing management, 9th ed. Upper Saddle River: Prentice-Hall. Projectsformba.blogspot.com Wikipedia Online Encyclopedia, http://www.m-w.com/dictionary/gestalt Miriam Webster dictionary, Bubley packaging research, http://www.bubley.com/t-scopes/research.html Distribution Management, 35 (9), 677-690.Young, S. (2006). Measuring success: Using consumer research to document the value of package design. Design management review, 17 (2), 60-65.Websites

91. Projectsformba.blogspot.com Page | 91 Appendix #1 Questionnaire Dear Participants, I will be very thankful to you for this cooperation. The topic of thisquestionnaire is Role of Packaging in Consumer Buying Behavior. This questionnaire is for the research purpose. Its results will be used for analysis in Master Thesis. Please provide Information with confidence. Your information will not be disclosed. Personal Information Name Gender Age Profession Education E-Mail Contact No Rating of Questions 1 Strongly Disagree 2 Disagree 3 Normal 4 Agree 5 Strongly AgreeQ Questions1 Do you like the Packaging of any product/Brand? 1 2 3 4 52 Packaging is attractive? 1 2 3 4 53 Do you purchase goods as advised by your family or friends? 1 2 3 4 54 Do you think the products offered by leading brand are always 1 2 3 4 5 Projectsformba.blogspot.com

92. Projectsformba.blogspot.com Page | 92 better?5 Do you select

products according to your life style? 1 2 3 4 56 Do you like the Color of Packaging? 1 2 3 4 57 Color of Packaging matters you in purchasing a product? 1 2 3 4 58 Do you like beautiful backgrounds? 1 2 3 4 59 Do you Prefer the products package having attractive back 1 2 3 4 5 ground?1 The quality of packaging can save product better? 1 2 3 4 501 The product packed in high quality material is more preferable? 1 2 3 4 511 Font Styles are attractive? 1 2 3 4 521 Do you like creative Font Style in Package of any product? 1 2 3 4 531 Wrapper design is important in Packaging? 1 2 3 4 541 Did design of product wrapper inspire you in purchasing? 1 2 3 4 551 Do you read printed information on the package of product? 1 2 3 4 561 Do you evaluate product according to printed information while 1 2 3 4 57 purchasing?1 Do you prefer packaging with better handling and 1 2 3 4 58 transportation?1 Innovation is important in Packaging. 1 2 3 4 592 The innovative package can

change your decision while 1 2 3 4 50 purchasing?I am very thankful to all the participants for this cooperation. I hope all the informationthat you put in the questionnaire will be according to your best expertise. Thank You Projectsformba.blogspot.com

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