Toyota Research

8/3/2019 Toyota Research

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Contents

Executive summary:.........................................................................................................2

CHAPTER NO.1.............................................................................................................4

History of Toyota Motors:........................................................................................5

Problem statement:......................................................................................................10

Background information:..............................................................................................10

Research goals:..........................................................................................................12

CHAPTER No. 2...........................................................................................................13

Unstructured and structured interviews.............................................................................14

Theoretical framework:................................................................................................15

Research design:.........................................................................................................16

Sampling design:........................................................................................................17

Data collection method:................................................................................................18

Data analysis technique:...............................................................................................18

T-Test..................................................................................................................19

Regression.............................................................................................................24

ANOVA...............................................................................................................25

Graphical representation...............................................................................................27

Chapter 3.....................................................................................................................43

Conclusion:..................................................................................................................44

Recommendations and suggestions:....................................................................................45

References:...............................................................................................................46

Annexure..................................................................................................................47

QUESTIONNAIRE.....................................................................................................48

Research Proposal....................................................................................................56Research design.........................................................................................................60

Research tools............................................................................................................63

Data collection...........................................................................................................63

Data analysis technique and test results.............................................................................64

1Factors Affecting sales of Toyota


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Executive summary:

Nowadays, the car industries have entered a low-margin age. The only way to achieve final

success in the increasingly fierce competition must be effective and durable competitiveness. A

channel can establish a positive cycling relationship with customers and form long-term

competitive advantages. Therefore when cutting price and promotion lose their effectiveness,

channels have been attracting more attention. Toyota Motor Company Limited, which still has a

number of problems in terms of sales channels, is a nice case for studies of enterprise factors

affecting the distribution strategies.

We start this research when we come to know about the decreasing sales of Toyota motors, but

we did not know the exact reason of this decline so our problem is to identify the factors which

are affecting the sales of Toyota. And we design this report so as to explore and describe these

factors which are plying negative role for Toyota. We want several objectives to be achieved by

this research is: To identify the perceptions and attitude of the consumers toward Toyota motors,

what are their buying behaviors for Toyota? What are the deficiencies in the Toyota motors?

And to conclude the negative factors for sales of Toyota.

For this research we have made several hypotheses that nature of product, price, localities of

service, promotion and advertising, Brand image, consumer behavior and brand image has great

contribution on the sales of Toyota.

To test these hypotheses we take the sample of 100 people and these are those people who have

at least an experience of Toyota motors, dealers of the Toyota motors and the buyers of Toyota

motors. For this we have visited showrooms of Sahiwal and Lahore, and find the consumers of

Toyota motors to get the correct information. These people include students, females (house

wives and working women), office workers, retired persons and business men.

A theoretical framework is made to help to identifying the variables used in the research. We

have used seven variables which are as following: brand image, promotion and advertising,

localities of service centers, price, nature of product, consumer behavior and choice, brand

image. These variables have major effects on the sales of Toyota, in which some has positive

effects while some has negative. To analyze this variable we use both the structured and



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unstructured interviews and questionnaires so that we can directly or indirectly get the right

information. This co-relational research is conducted in a natural environment; we made no

interruption, so this is also non- contrived research. And our unit of analysis is individual. And

we conduct is research as cross-sectional study. We collect the information from primary and

secondary sources both which include; interviews, questionnaires and internet to get information.

And to analyze the information we have used the SPSS software and use T-test, F-test,

regression and ANOVA and make graphs of each question. After analyzing we have concluded

that we have accepted the entire alternative hypothesis: nature of product, price, locality,

promotion and advertising, branding, consumer choices and brand image has very strong effects

on the sale of Toyota. At the last we have recommended some suggestions that the prices of

Toyota are high than price of its major competitor Honda, Toyota should either lower its prices

or raise the quality standard so that it can provide a brand value for money. New features and

technology should add. The interior of car should more comfortable like its major competitor. Its

maintenance should easy and more understandable to the consumers. By adopting these

strategies, Toyota can enhance its brand image as well as sales.



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CHAPTER NO.1

Introduction

History of Toyota Motors:

Toyota Motor Corporation commonly known simply as Toyota and abbreviated as TMC isa multinational automakerheadquartered in Toyota, Aichi, Japan. In 2010, Toyota Motor

Corporation employed 317,734 people worldwide, and was the world's largest automobile

manufacturerby production.

The company was founded by Kiichiro Toyoda in 1937 as a spinoff from his father's company

Toyota Industries to create automobiles. Three years earlier, in 1933 the company being a

http://en.wikipedia.org/wiki/Multinational_corporationhttp://en.wikipedia.org/wiki/Automakerhttp://en.wikipedia.org/wiki/Toyota,_Aichihttp://en.wikipedia.org/wiki/Automobile_manufacturerhttp://en.wikipedia.org/wiki/Automobile_manufacturerhttp://en.wikipedia.org/wiki/Kiichiro_Toyodahttp://en.wikipedia.org/wiki/Sakichi_Toyodahttp://en.wikipedia.org/wiki/Toyota_Industrieshttp://en.wikipedia.org/wiki/Multinational_corporationhttp://en.wikipedia.org/wiki/Automakerhttp://en.wikipedia.org/wiki/Toyota,_Aichihttp://en.wikipedia.org/wiki/Automobile_manufacturerhttp://en.wikipedia.org/wiki/Automobile_manufacturerhttp://en.wikipedia.org/wiki/Kiichiro_Toyodahttp://en.wikipedia.org/wiki/Sakichi_Toyodahttp://en.wikipedia.org/wiki/Toyota_Industries


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division of Toyoda Automatic Loom Works devoted to the production of automobiles under the

direction of the founder's son, Kiichiro Toyoda. Kiichiro Toyoda had traveled to Europe and the

United States in 1929 to investigate automobile production and had begun researching gasoline-

powered engines in 1930. Toyoda Automatic Loom Works was encouraged to develop

automobile production by the Japanese government, which needed domestic vehicle production,

due to the war with China. In 1934, the division produced its first Type A Engine, which was

used in the first Model A1 passenger car in May 1935 and theG1 truck in August 1935.

Production of the Model AA passenger car started in 1936. Early vehicles bear a striking

resemblance to the DodgePower Wagon and Chevrolet, with some parts actually interchanging

with their American originals.

Although the Toyota Group is best known today for its cars, it is still in the textile business and

still makes automatic looms, which are now computerized and electric sewing machines which

are available worldwide.

Toyota Motor Co. was established as an independent and separate company in 1937. Although

the founding family's name is Toyoda. The company name was changed because the name

Toyota is considered to be luckier than Toyoda in Japan because eight is regarded as a lucky

number, and eight is the number of strokes it takes to write Toyota in katakana. In Chinese, thecompany and its vehicles are still referred to by the equivalent characters (simplified Chinese,

traditional Chinese,pinyin), with Chinese pronunciation.

During the Pacific War(World War II) the company was dedicated to truckproduction for

the Imperial Japanese Army. Because of severe shortages in Japan, military trucks were kept as

simple as possible. For example, the trucks had only one headlight in the center of the hood. The

war ended shortly before a scheduled Allied bombing run on the Toyota factories in Aichi.

http://en.wikipedia.org/wiki/Kiichiro_Toyodahttp://en.wikipedia.org/wiki/Toyota_Type_A_enginehttp://en.wikipedia.org/wiki/Toyota_Type_A_enginehttp://en.wikipedia.org/wiki/Toyota_A1http://en.wikipedia.org/wiki/Toyota_G1http://en.wikipedia.org/wiki/Toyota_G1http://en.wikipedia.org/wiki/Toyota_AAhttp://en.wikipedia.org/wiki/Dodgehttp://en.wikipedia.org/wiki/Dodgehttp://en.wikipedia.org/wiki/Power_Wagonhttp://en.wikipedia.org/wiki/Chevrolethttp://en.wikipedia.org/wiki/Textilehttp://en.wikipedia.org/wiki/Loomhttp://en.wikipedia.org/wiki/Sewing_machinehttp://en.wikipedia.org/wiki/Katakanahttp://en.wikipedia.org/wiki/Chinese_languagehttp://en.wikipedia.org/wiki/Simplified_Chinese_charactershttp://en.wikipedia.org/wiki/Traditional_Chinese_charactershttp://en.wikipedia.org/wiki/Pinyinhttp://en.wikipedia.org/wiki/Pacific_Warhttp://en.wikipedia.org/wiki/Imperial_Japanese_Armyhttp://en.wikipedia.org/wiki/Japanhttp://en.wikipedia.org/wiki/Allies_of_World_War_IIhttp://en.wikipedia.org/wiki/Aichi_prefecturehttp://en.wikipedia.org/wiki/File:1947_Toyopet_Model_SA_01.jpghttp://en.wikipedia.org/wiki/Kiichiro_Toyodahttp://en.wikipedia.org/wiki/Toyota_Type_A_enginehttp://en.wikipedia.org/wiki/Toyota_A1http://en.wikipedia.org/wiki/Toyota_G1http://en.wikipedia.org/wiki/Toyota_AAhttp://en.wikipedia.org/wiki/Dodgehttp://en.wikipedia.org/wiki/Power_Wagonhttp://en.wikipedia.org/wiki/Chevrolethttp://en.wikipedia.org/wiki/Textilehttp://en.wikipedia.org/wiki/Loomhttp://en.wikipedia.org/wiki/Sewing_machinehttp://en.wikipedia.org/wiki/Katakanahttp://en.wikipedia.org/wiki/Chinese_languagehttp://en.wikipedia.org/wiki/Simplified_Chinese_charactershttp://en.wikipedia.org/wiki/Traditional_Chinese_charactershttp://en.wikipedia.org/wiki/Pinyinhttp://en.wikipedia.org/wiki/Pacific_Warhttp://en.wikipedia.org/wiki/Imperial_Japanese_Armyhttp://en.wikipedia.org/wiki/Japanhttp://en.wikipedia.org/wiki/Allies_of_World_War_IIhttp://en.wikipedia.org/wiki/Aichi_prefecture


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1947 Toyopet Model SA

1957 Toyopet Crown

After World War II, Japan experienced extreme economic difficulty. Commercial passenger car

production started in 1947 with the model SA. The company was on the brink of bankruptcy by

the end of 1949, but the company eventually obtained a loan from a consortium of banks which

stipulated an independent sales operation and elimination of "excess manpower".

In June 1950, the company produced only 300 trucks and was on the verge of going out of

business. The management announced layoffs and wage reductions, and in response the union

went on a strike that lasted two months. The strike was resolved by an agreement that included

layoffs and pay reductions but also the resignation of the president at the time, Kiichiro Toyoda.

Toyoda was succeeded by Taizo Ishida, who was the chief executive of the Toyoda Automatic

Loom Company. The first few months of the Korean Warresulted in an order of over 5,000

vehicles from the US military, and the company was revived. Ishida was credited for his focus on

investment in equipment. One example was the construction of the Motomachi Plant in 1959,

which gave Toyota a decisive lead over Nissan during the 1960s.

In 1950, a separate sales company, Toyota Motor Sales Co., was established (which lasted until

July 1982). In April 1956, the Toyopet dealer chain was established. In 1957, the Crown became

the first Japanese car to be exported to the United States and Toyota's American and

Brazilian divisions, Toyota Motor Sales Inc. and Toyota do Brasil S.A., were also established.

http://en.wikipedia.org/wiki/Toyopethttp://en.wikipedia.org/wiki/Toyota_SAhttp://en.wikipedia.org/wiki/Kiichiro_Toyodahttp://en.wikipedia.org/wiki/Korean_Warhttp://en.wikipedia.org/wiki/Toyota_Crownhttp://en.wikipedia.org/wiki/United_States_of_Americahttp://en.wikipedia.org/wiki/Brazilhttp://en.wikipedia.org/wiki/File:1957_Toyota_Crown_01.jpghttp://en.wikipedia.org/wiki/Toyopethttp://en.wikipedia.org/wiki/Toyota_SAhttp://en.wikipedia.org/wiki/Kiichiro_Toyodahttp://en.wikipedia.org/wiki/Korean_Warhttp://en.wikipedia.org/wiki/Toyota_Crownhttp://en.wikipedia.org/wiki/United_States_of_Americahttp://en.wikipedia.org/wiki/Brazil


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Toyota began to expand in the 1960s with a new research and development facility, a presence

in Thailand was established, the 10 millionth model was produced, a Deming Prize, and

partnerships with Hino Motors and Daihatsu were also established. The first Toyota built outside

Japan was in April 1963, at Melbourne, Australia. By the end of the decade, Toyota had

established a worldwide presence, as the company had exported its one-millionth unit.

With high gas prices and a weak US economy in mid 2008, Toyota reported a double-digit

decline in sales for the month of June, similar to figures reported by the Detroit Big Three. For

Toyota, these were attributed mainly to slow sales of its Tundra pickup, as well as shortages of

its fuel-efficient vehicles such as the Prius, Corolla and Yaris. In response, the company has

announced plans to idle its truck plants, while shifting production at other facilities tomanufacture in-demand vehicles.

On Jan 26, 2010, Toyota suspended sales of eight recalled vehicle models to fix accelerator

pedals with mechanical problems that could cause them to become stuck.

Look back at the history of Toyota, starting with the birth of founder Sakichi Toyoda. It traces

the company's development through 1937 from when Toyota Motor Corporation was established

to when the 2 millionth Prius hybrid was sold.

http://en.wikipedia.org/wiki/Thailandhttp://en.wikipedia.org/wiki/Deming_Prizehttp://en.wikipedia.org/wiki/Hino_Motors,_Ltd.http://en.wikipedia.org/wiki/Daihatsuhttp://en.wikipedia.org/wiki/Melbourne,_Australiahttp://en.wikipedia.org/wiki/Big_Three_automobile_manufacturershttp://en.wikipedia.org/wiki/Toyota_Tundrahttp://en.wikipedia.org/wiki/Toyota_Priushttp://en.wikipedia.org/wiki/Toyota_Corollahttp://en.wikipedia.org/wiki/Toyota_Yarishttp://en.wikipedia.org/wiki/2010_Toyota_vehicle_recallhttp://en.wikipedia.org/wiki/Thailandhttp://en.wikipedia.org/wiki/Deming_Prizehttp://en.wikipedia.org/wiki/Hino_Motors,_Ltd.http://en.wikipedia.org/wiki/Daihatsuhttp://en.wikipedia.org/wiki/Melbourne,_Australiahttp://en.wikipedia.org/wiki/Big_Three_automobile_manufacturershttp://en.wikipedia.org/wiki/Toyota_Tundrahttp://en.wikipedia.org/wiki/Toyota_Priushttp://en.wikipedia.org/wiki/Toyota_Corollahttp://en.wikipedia.org/wiki/Toyota_Yarishttp://en.wikipedia.org/wiki/2010_Toyota_vehicle_recall


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1867 Birth of Sakichi Toyoda.

1924 Sakichi Toyoda invents Toyoda Model G Automatic Loom.

1929 Automatic-loom patent is sold to a British company.

1933 Automobile Department is established at Toyoda Automatic Loom Works, Ltd.

1938 Honsha Plant begins production

1950 Company faces a financial crisis; Toyota Motor Sales Co., Ltd. is established.

1955 The Toyopet Crown, Toyopet Master and Crown Deluxe are launched.

1959 Motomachi Plant begins production.

1965 Toyota wins the Deming Application Prize for quality control.

1966 The Corolla is launched; business partnership with Hino Motors Ltd. begins.

1967 Business partnership with Daihatsu Motor Co., Ltd. begins.

1974 Toyota Foundation is established.

1982 Toyota Motor Co., Ltd. and Toyota Motor Sales Co., Ltd. are merged into Toyota Motor Corporation.

1984Joint venture with General Motors (New United Motor Manufacturing, Inc.) begins production in

USA.

1989 The Lexus brand is launched in the USA.

1992 Toyota Motor Manufacturing (United Kingdom) Ltd. begins production.

1997 The Prius is launched as the world's first mass-produced hybrid car.


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Problem statement:

The company was incorporated in Pakistan as a public limited company in December 1989 and

started commercial production in May 1993.s. The competition between manufacturing car

enterprises has transformed from brand competition to channel competition, since brand

competitiveness can never achieve without channels. Channel effectiveness and channel

controllability are key factors of competitiveness. Though Toyota motors have come into a

prosperous era, but there are also a number of threats. If the threats are not recognized correctlyor not handled properly, a car enterprise can hardly achieve success. Therefore to analyze the

factors affecting the sales of Toyota motors becomes so crucial.

The massive recall of over eight million Toyota cars globally owing to certain problems did

create some anxiety among some local Toyota customers. No doubt many customers face some

quality issues relating to interior and exterior of their newly-purchased locally assembled cars.

The problem is that sales of Toyota are declined. There is possibility that the sales of Toyota are

affected due to quality, maintenance of cars, availability of cars or any other factor. The real

issue here is to find out the main reason or the problem that cause decline in sales of Toyota.

The problem statement is what are the factors that are affecting the sales of Toyota?

Background information:

According to Chaudhary (1999), marketing channel is not only engaged in product or service

from producers to end-users or to end-to-consumer distributions of the enterprises or individuals

in any series, but also engaged in the products or services available or the process of a group of

interrelated organizations for the consumption. It can be seen from this definition that an

enterprise engaged in the sale or it can be an interconnected organization, including

manufacturers, retailers, and individuals. These are the members of the channels. Among the



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marketing channels, the common object of sale are tangible products and entities products, but

the intangible products and services such as health care, banking services, also has marketing

channels; service sales including ownership from producer to final consumer transfer, physical

commodities, including the appropriate transfer of material substance.

One of the publicly recognized authorities, Philip Kotler2003indicates that the distribution

channels (also called trade channels or sales channels) are a collection of independent

organizations that can make products or services be used or consumed. In this regard, the

marketing channels include the following aspects:

(1) The sales channels of products: refers to the channels by which products and services are sold

and provided to consumers in proper places and time economically and conveniently to meet the

demands of the users.

(2) the transportation and storage of products, that is, to transport the products to wholesalers,

retailers and users by means of trains, cars, aircrafts, vessels and so on.

(3) The organization and operation of sales human resources and funds, that is, to accelerate the

circulation of products and turnover of funds through the effective organization of channels to

achieve good marketing efficiency.

To sum up, marketing channels refers to the channels through which

products and corresponding services are transferred from the manufacturing

enterprises to consumers and users and the necessary sales structures

established in the transference. In the meanwhile, in transferring products

and services from manufacturers to consumers, marketing channels adjust

the differences of products and services between manufacturers and

consumers.

According to Dennis (1996) that the channel flows refer to the chain of functions channel

members execute for a single operation. It is a concept that describes the activities and

businesses of each member.



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These flows link all the channel members. As flows from the manufacturers to the consumers,

the material flow, ownership flow and promotion flow are forward flows and it is from the

manufacturer to the wholesaler, the retailer and the consumer. The order flow and payment flow

are backward flows, from the backward member to the forward member. The negotiation flow,

financial flow, risk flow and information flow are two-way flows, and take place between every

two trading members.

Research goals:

The goals of the research are:

1. To identify the perceptions and attitude of the consumers toward Toyota motors

2. What are their buying behaviors for Toyota?

3. What are the deficiencies in the Toyota motors?

4. Conclude the negative factors for sales of Toyota

The primary objective is to bridge the gap between production and consumption. A close study

of the market is extremely essential. A sound marketing plan depends upon thorough market

study. Creating contacts or prospective buyers and maintaining liaison with existing ones.

Understanding the customer's needs and adjusting the offer accordingly. Negotiate price and

other offers related to the product as per the customer demand, Storage and distribution of goods,

and catering to the financial requirements for the smooth working of the distribution chain.



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CHAPTER No. 2

Preliminary details



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Unstructured and structured interviews

Unstructured interviews:Unstructured interviews help in the research to find out the preliminary issues on which further

investigation will be made. This method is used in our research project. Different unplanned

questions asked to the respondents and their answers and expressions were noted down. Firstly,

broad and open-ended questions were asked and their perception was observed. Some direct and

indirect questions were asked to explore the real issue. Unplanned questions consisted on their

experience of driving car, their views about different brands and Toyota, which difficulties they

face related to their automobile brand, what changes they want, which features of car is

comfortable for them, which type of change they need and which factors they consider important

to effect the sales of Toyota from their point of view.

Structured interviews:Structured interviews consist on planned and keenly observed questions. The results from

unstructured interviews clear the picture that which type of information is further needed.

Questions are prepared from every aspect to fulfill the purpose of research. All possible factors

which can affect the sales of Toyota are included.

Structured interview is conducted with the help of questionnaire. Mostly close ended questions

are asked in questionnaire to get quantitative information, which makes analysis easy. Nominal

and interval scale is also used.

These questions are related to their personal information and automobile brand which they are

currently using; their experience related to Toyota motors, their level of satisfaction. Nextsection is related to Consumer attitude and perception about product features, price, their service

center facilities, display of showrooms, promotion, advertising impacts, brand image within the

country and globally. Further question is related to consumer buying and decision process that

which things they perceive important for them and how they scale according to their need.



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Last section consists on the consumer behavior. The questions include effectiveness of

communication channels of Toyota, and the best features and deficiencies of the Toyota brand.

So the structured interview covers all the possible factors which can affect the sales of Toyota

motors.

Theoretical framework:

Independent variables Dependent variable

Hypothesis:

Nature of product has great impact on sales of Toyota

Price has significant impact on sales of Toyota

Localities of service centers have Significant impact on the sales of Toyota

Promotion and advertising has great contribution on sales of Toyota

Branding has great impact on sales of Toyota

Consumer behavior and choice has significant impact on sales of Toyota

Brand image has great contribution on the sales of Toyota

Research design:

Purpose of study:



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The purpose of the study is exploratory and descriptive. All the factors which can affect the sales

of Toyota are explored. After exploration of each factor, these are explained. The description of

the problem helps to understand it and to take future actions to remove the problem.

Type of investigation:This research is co-relational. The investigation is made to check the relationships of different

factors. Results are drawn after checking the relationships if they exist or not.

Extent of researcher interference with the study:This is co-relational study so it is done in the natural environment. Researcher has minimal

interference with the study.

Study setting:This study is co-relational so study setting is non-contrived. It is totally done in the natural

environment.

Unit of analysis:Unit of analysis is individual. Investigation is done through face-to-face interviews and

questionnaire.

Time horizon:This research is cross-sectional. It is done only one time to answer research question and it

fulfills the purpose of study.

Sampling design:

The sampling design is as follow:



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Population and element:The population includes the entire group of people who have an experience of Toyota motors.

Any single member of this population is considered as element means every respondent from this

population is element.

Sample, sampling unit and subject:Sample is the subset of the population of people having the experience of Toyota. A subset of

people is selected and it contains all the characteristics of the population.

Every member of this sample which can be selected for research in some stage of sampling

process is sampling unit. Every member of sample is called subject which has experience with

Toyota.

Sampling method:Simple random sampling is used. Respondents are selected randomly. This gives better and

satisfactory results of research as this makes possible that any member of the population canbecome the part of sample. Size of sample is 100 here.

Data collection method:

There are two sources to collect data for investigation.

Primary sources of dataPrimary sources to collect data regarding research problem are:

Interviews (structured and unstructured)

Questionnaire



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Secondary sources of dataThis includes:

Internet

Data analysis technique:

To analyze the data we have used T-test, F-test, ANOVA and regression techniques. And these

all analysis is done in SPSS software. And then we made the separate graphs of each question, so

these graphs become the graphical representation of each questions answer given by sample

which gives the percentage of responses.



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T-Test

Paired Samples Correlations

N Correlation Sig.

Pair 1 Product & sales 100 .038 .552

Pair 2 Price & sales 100 .030 .450

Pair 3 Place & sales 100 .219 .229

Pair 4 Promotion & sales 100 .125 .215

Pair 5 Branding & sales 100 .100 .322

Pair 6 Brand image & sales 100 .05 .366

Pair 7 Consumer decision & sales 100 .018 .462



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Paired Samples Test

Paired Differences

t df

Sig. (2-

tailed)

95% Confidence Interval

of the Difference

Mean

Std.

Deviation

Std.

Error

Mean Lower Upper

Pair

1

Product - sales 4.640 2.866 .287 -5.209 4.071 16.19

1

9

9

.000

Pair

2

Price - sales 6.720 3.496 .350 -7.414 6.026 19.22

1

9

9

.000

Pair

3

Place - sales 5.470 2.966 .297 -6.059 4.881 18.44

2

9

9

.000

Pair4

Promotion -sales

5.630 2.919 .292 -6.209 5.051 19.290

99

.000

Pair

5

Branding - sales 3.670 3.121 .312 -4.289 3.051 11.76

0

9

9

.000

Pair

6

Brand image -

sales

12.25

0

2.190 .219 9.685 11.815 55.94

0

9

9

.000

Pair

7

Consumer

decision - sales

23.81

0

3.323 .332 23.151 24.469 71.64

6

9

9

.000

If we look at the relationship of product and sales, the t-value (95% C.I) of product-sales

shows that there is strong positive relationship between the nature of product and sales of



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Toyota. As long as the nature of Toyota product is good the sales will also be good. The

P value of product-sales shows that it is highly significant because it is 0.000 which is

less than 0.05. so we will reject the null hypothesis and will accept our alternative

hypothesis: Nature of product has Strong impact on sales of Toyota

Now if we look at the relationship of price of Toyota and sales of Toyota then the t-value

of price-sales shows that there is very strong relationship between the price of Toyota and

sales of Toyota. Until unless the price of Toyota will be reasonable the sales of Toyota

will increase. The P-value of price-sales shows that it is highly significant and we will

accept our alternative hypothesis: Price has significant impact on sales of Toyota and will

reject the null hypothesis.

If we examine the relationship of place-sales of Toyota, means the relationship between

the localities/positioning of Toyota service centers and sales of Toyota then it is found to

be from t-value that there is strong relationship between the sales of Toyota and

positioning of service centers. And the P-value of place-sales shows that it is highly

significant and we will accept our alternative hypothesis: Localities of service centers

have significant impact on the sales of Toyota.

Similarly there is very strong relationship between the promotions of the Toyota and

sales of Toyota motors because t-value of promotion-sales lies outside the critical region

and the p-values shows the significance and we will reject the null hypothesis and will

accept the alternative hypothesis Promotion and advertising has great contribution on

sales of Toyota.

Branding has great impact on sales of Toyota because t-value of branding-sales

relationship shows the strong relationship between the brandings of Toyota and sales of

Toyota and p-value of branding-sales shows that it is highly significant and we will

accept the alternative hypothesis Branding has great impact on sales of Toyota.



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T-value of the relationship brand image-sales of Toyota shows that there is very strong

relationship between the brand image of Toyota and sales of Toyota. And p-value also

clarifies that it is highly significant and we will accept the alternative hypothesis Brand

image has great contribution on the sales of Toyota

Consumer decision has a great impact on the sales of any product and there is also a

strong relationship between the consumer decision-sales of Toyota because t-value of this

relationship lies outside the critical region and it is also clear from p-value that it is highly

significant and we will accept the alternative hypothesis and will reject the null

hypothesis.



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Regression

Coefficients

Model

95.0% Confidence Interval

for B

Lower Bound Upper Bound

1 (Constant) 9.855 24.722

Product .220 .338

Price .075 .310

Place .079 .448

Promotion .606 .9 30

Branding .346 .714

Brand image .204 .852

Consumer decision .230 .310

a. Dependent Variable: sales

Model Summary



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Coefficients

Model

95.0% Confidence Interval

for B

Lower Bound Upper Bound

1 (Constant) 9.855 24.722

Product .220 .338

Price .075 .310

Place .079 .448

Promotion .606 .9 30

Branding .346 .714

Brand image .204 .852

Consumer decision .230 .310

Model R R Square

Adjusted R

Square

Std. Error of

the Estimate

1 .840a .706 .739 1.994

a. Predictors: (Constant), Consumer decision, Price, Brand

image, Promotion, Place, Product, Branding



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ANOVA

Model

Sum of

Squares df Mean Square F Sig.

1 Regression 99.274 7 14.182 3.567 .05a

Residual 365.756 92 3.976

Total 465.03 99

a. Predictors: (Constant), Consumer decision, Price, Brand image, Promotion,

Place, Product, Branding

b. Dependent Variable: sales

The F-value at 7 d.f shows that there is positive relationship between all

the and p-value shows that it is significant and we will accept our all the

alternative hypothesis:



Localities of service centers have Significant impact on the sales of

Toyota


Branding has great impact on sales of Toyota





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Graphical representation

Personal information:

Age

Description:

The graph shows that there are 22% respondents from age 26-35, 35% respondents from age

36-45, 33% respondents from age 46-55 and 10% respondents from age more than 55. It is

showing the different levels of respondents selected randomly for sample.

Occupation

Description:

The sample size is 100 from the population. This graph shows that 45 respondents are from

business, 30 are office worker, 0 students, 20 retirees and 5 from the other professions which

have experience of Toyota and they respond through structured and unstructured interviews.

Income Level



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Description:

The income level of 16 respondents was in range of 30001-40000, 39 respondents having the

income level 40001-50000 and 45 respondents having income level above than 50000.

Product:

Car and models

Description:

The graphical representation shows that there are 10 respondents who strongly disagree that

Toyota has various car models, 10 disagree, 15 neutral, 40 agree and 25 strongly agree. It shows

that most of respondents are agree.

Customize

Description:

10 respondents strongly disagree that Toyota has customized car, 25 disagree, 15 neutral, 20

agree and 30 strongly agree. So number of respondents strongly agree are higher than others.

Durable cars

Description:

15 respondents strongly disagree that Toyota has durable cars comparing to other brands, 25

disagree, 15 neutral, 30 agree and 15 strongly agree. So agree respondents are in large size.

Price:

Value for money



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Description:

10 respondents are strongly disagreeing that Toyota car is value for money, 30 disagree, 0

neutral, 45 agree and 15 strongly agree. So result is that most of them are agree.

Reasonable price

Description:

25 respondents are strongly disagree that Toyota offer reasonable price, 25 disagree, 20 neutral,

13 agree and 17 strongly agree. So, most of respondents consider that it is not value for money.

Secondhand price

Description:

0 respondents are strongly disagree that Toyota has high secondhand price in market, 30

disagree, 25 neutral, 19 agree and 26 strongly agree. Size of respondents who are disagree is

largest.

Place:

Service centers



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Description:

5 respondents are strongly disagree that Toyota has best service centers in Pakistan, 15 disagree,

35 neutral, 33 agree and 12 strongly agree. So result is that most of them are neutral.

Attractive showrooms

Description:

10 respondents are strongly disagree that Toyota has attractive showrooms and service centers, 5

disagree, 32 neutral, 13 agree and 40 strongly agree. So result is that most of them are strongly

agree.

Standardized service

Description:

8 respondents are strongly disagree that Toyota has standardized service in showrooms and

service centers, 7 disagree, 27 neutral, 20 agree and 37 strongly agree. So result is that most ofthem are strongly agree.



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Promotions and advertising:

Attractive promotion

Description:

5 respondents are strongly disagree that Toyota has attractive sales promotion, 30 disagree, 35

neutral, 20 agree and 10 strongly agree. So result is that most of them are neutral.

Brand and car information

Description:

29 respondents are strongly disagree that Toyota has spread brand and car information from

advertising, 16 disagree, 15 neutral, 35 agree and 5 strongly agree. So result is that most of them

are agree.

Local advertising

25 respondents are strongly disagree that Toyota has best attractive local advertising in Pakistan,

15 disagree, 15 neutral, 25 agree and 20 strongly agree. So result is that agree and strongly

disagree are in same size.



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Branding:

Global brand

10 respondents are strongly disagree that Toyota is a global brand, 0 disagree, 11 neutral, 44

agree and 35 strongly agree. So result is that most of them are agree.

Successful automotive

Description:

5 respondents are strongly disagree that Toyota is successful automotive brand in Pakistan, 12


agree.

Positive brand image



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Description:

0 respondents are strongly disagree that Toyota has positive brand image in Pakistan, 5 disagree,

20 neutral, 26 agree and 49 strongly agree. So result is that most of them are strongly agree.

Consumer Behavior:

Buying behavior

Description:

The automobile information affects on buying behavior of consumers. The responses are given to

more than one option at a time, 35 points to internet, 15 to social network, 25 to television, 0 to

radio, 35 to billboard, 80 to word of mouth, 45 to showroom, and 20 to other ways.

Best thing

Description:

Responses are given about the best things in Toyota. The graph shows 90 marks to famous, 40

features, 30 style, 30 good service and 15 better facilities.



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Deficiency

Description:

Responses are given about the deficiencies in Toyota. The graph shows 15 points as deficiency

in features, 25 style, 35 service and 45 facilities provided and 35 to maintenance.

Sales:

Growth

Description:

0 respondents are strongly disagree that Toyota has growth opportunities in Pakistan, 6 disagree,

26 neutral, 31 agree and 37 strongly agree. So result is that most of them are strongly agree.

Profit

Description:

0 respondents are strongly disagree that Toyota has growth chances in Pakistan, 9 disagree, 24

neutral, 33 agree and 34 strongly agree. So result is that most of them are strongly agree.

Market share

Description:



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0 respondents are strongly disagree that Toyota has significant market share in Pakistan, 7


agree.

Market competition

Description:

0 respondents are strongly disagree that Toyota has market competition in Pakistan, 10 disagree,

21 neutral, 40 agree and 29 strongly agree. So result is that most of them are agree.



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Chapter 3

Results of data analysis

Conclusion:

This report is cross sectional, non-contrived, co relational and individual based. In this research,

the sample of 100 people is taken to identify those factors who are affecting negatively the sales

of Toyota. And some null and alternative hypotheses are made to reach the conclusion.

Interviews are conducted and questionnaires are being filled by the sample. Some information is

also get through the internet. After getting the information, this information is processed in the

SPSS software in which T-test, F-tests, regression and ANOVA is used.

After this analysis, we accept the alternative hypotheses and few results are being drawn out that

are: Toyota motors has positive relationship between the nature of product and the sales of

Toyota, Toyota offers comfortable cars, which are also durable than other cars but the



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luxuriousness and the color of cars are in low range than other companies Toyota offers

reasonable prices for some cars but for some the prices are very high as compare to other brands

due to which some consumers turn toward the Honda cars. The locality of showrooms is very

important for consumer because the showrooms are not so attractive and they are also not

fulfilling the demands of the customers at time and customers get their ordered cars after one or

two months. This is the main reason for declining in sales. As well as Toyota is not paying

attention on its promotion and advertisement. The local advertisement is so poor even not any

single commercial is available on PTV or radios. The quality of cars material is also not good.

But Toyota has still a positive brand image in the minds of people. And the people who never

experience Toyota motors will prefer to buy it, but the preference of experienced persons islowered than before. And the Toyota is global brand but its quality is good in foreign countries

as compared to Asia. And it has also many competitive brands, due to which its value decreases.

The most preferable thing in Toyota cars is the comfortableness of its cars. And its cars are the

symbol of high standard of living in Pakistan mostly.

Many people buy Toyota because it is famous brand and they here about this brand through the

word of mouths. And the deficiency is in quality, high prices, long period of demand fulfilling

and the lack of luxuries.

Recommendations and suggestions:

Some suggestions are given:

Toyota has to focus on the distribution of their motors in time.

Toyota has to take some measures to improve their advertising on national and

international levels both.

Toyota should improve its quality of materials.

Toyota should decrease the price of their cars.

Toyota should make its car interior more comfortable like its major competitor.

It must raise its quality to become value of money for its consumers.

It should pay attention to its service centers to provide efficient service and to get a

competitive edge.



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New feature and luxury cars should be invented and promoted.

The Toyota showrooms should be made more attracted and eye catcher.

Maintenance of Toyota should be easy.

Some campaign or sponsorship of Toyota Company to any program can made this more

social, friendly and popular.

References:

www.toyota.com/introduction

www.toyota.com/history

Pakistan for US Direct Investment, Global Economy Journal, Volume 8, Issue 2: 1-11.

Development Centre Studies. Organization for Economic Cooperation and Development, OCDE

: 133-150.

http://www.toyota.com/introductionhttp://www.toyota.com/introduction


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Muhammad Ali (2001). The Impact of WTO Membership on the Automobile Industry in

Pakistan55-67.

Nations Conference on Trade and Development. United Nations: 155-183.

Annexure



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QUESTIONNAIRE

We are from BAHAUDDIN ZAKARIYA UNIVERSITY (Sub Campus Sahiwal)

We are considering you as a part of a sample for our research project that is being

undertaken to analyze the factors affecting the sales of Toyota Motor Co., Ltd. in Pakistan.

All the information provided by you will be kept completely confidential.

Direction: Please mark [ ] or fill out all the necessary information about yourself.Section 1: Personal information

1. City: _______________________________

2. Gender

Male

Female

3. Age

18-25 years old

26-35 years old



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36-45 years old

46-55 years old

More than 55 years old

4. Occupation

Business owner

Office worker

Student

Retired

Others ()

5. Household income

Less than 20,000

20,001-30,000

30,001-40,000

40,001-50,000

More than 50,000

6. What is your current automotive brand? (Only one answer)

Toyota

Honda



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Suzuki

Others

7. In future, will you plan to buy Toyota car?

Yes

No

8. Have you any experience with Toyota Motors?

Yes

No

1. The dealing to Toyota distributors is satisfactory?

Yes No

1. Toyota is fulfilling supply of cars according to required demand?

Yes

No

Section 2: Consumers attitude and perception



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Please rate your agreement level toward product factor, price factor, place factor, promotion and

advertising factor, and branding factor. The agreement level is 1-5 that are 1=strongly disagree,

2=disagree, 3=neutral, 4=agree, and 5=strongly agree.

1 2 3 4 5

Product

1. Toyota has various types of car and models

2. Toyota provide consumers to customize car such as options, color,

body parts, and etc.

3. Toyota car is the most durable car comparing to other brands

Price

4. I think Toyota car is value for money to buy.

5. Toyota offer reasonable price.

6. Toyota car has high secondhand price in the market.

Place

7. Toyota has the best service centers in Pakistan.

8. Toyota has standardized service in showrooms and service centers.

9. Toyota has attractive showrooms and service centers.

Promotion and advertising

10. Toyota has attractive sales promotion than other brands.

11. I aware Toyota brand and car information from advertising.

12. Toyota has attractive local advertising in Pakistan.

Branding

13. From my opinion, Toyota is the global brand.

14. I think Toyota is the successful automotive brand in Pakistan



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15. Toyota has the positive brand image in Pakistan.

Section 3: Consumer buying decision process

16. Please rate important level toward factors that you consider when you will decide to buy

some automobiles brand. The agreement level is 1-5 that are 1=not important, 2=less

important, 3=neutral, 4=important, and 5=most important.

1 2 3 4 5

Fuel consumption

Quality

Comfortable

Size

design

Brand image

Promotion

Service center

car price

Car accessories

Section 4: Consumer Behaviors

17. Which channel do you receive information about automobiles? (More than one answer)

Internet

Social networks (Facebook, Twitters, or etc)

Television

Radio



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Billboard

Word of mouth (Friend or family)

Showroom

Others (newspapers)

18. The best thing in Toyota is:

Famous _____

Features _____

Style _____

Good service _____

Better facilities _____

19. The deficiency is in:

Features _____

Style _____

Service _____

Facilities provided _____

Maintenance _____



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Section 5: Sales of Toyota

Please rate your agreement level towards Sales of Toyota. The agreement level is 1-5 that are

1=strongly disagree, 2=disagree, 3=neutral, 4=agree, and 5=strongly agree.

Sales of Toyota 1 2 3 4 5

Increase of sales of Toyota leads to growth of firm.

Increase in sales leads to increase in profit of the firm.

Increase in sales leads to increase market share of Toyota.

Increase in sales leads to minimize the market competition of Toyota.



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Research Proposal

Executive summary

Nowadays, the car industries have entered a low-margin age. The only way to achieve final

success in the increasingly fierce competition must be effective and durable competitiveness. A

channel can establish a positive cycling relationship with customers and form long-term

competitive advantages. Therefore when cutting price and promotion lose their effectiveness,

channels have been attracting more attention. Toyota Motor Company Limited, which still has a

number of problems in terms of sales channels, is a nice case for studies of enterprise factors

affecting the distribution strategies.

First of all, this essay shows an overview of research result of distribution channel strategies,

which introduces mainstream models in Pakistan for automobile marketing channels, and

theoretical foundation for the study. Then this essay provides an analysis for external

environment of Toyota Motor Company Limited. The analysis mainly covers: analyzing macro

environment in the aspects of economy, political policies and technologies; analyzing

development and characteristics of Pakistan car market; analyzing demand feature of Pakistan

car consumers and factors that influence consumers action; analyzing the overall competition

situation of car market; analyzing the effect of external environment on the distribution strategies

of the company.

Next, this research analyzes current situation of the sales companys marketing channel,

introducing overviews of Toyota company, analyzing present situation of the companys channel



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strategies in terms of dealers, regional specialists and regional cooperation councils, researching

a few existing problems in channel strategies.

Finally, this text formulates marketing channels strategies for Toyota Motor Company Limited.

The strategies mainly cover: how to improve the current channels models and how to make

dealers management system more consummate; to find out the factors that influence the sales,

problems in the marketing channels strategies, to find out the factors so that future distribution

strategies will be made by avoiding errors or to fill the gap, to avoid communication errors in

distribution chain.

The problem is stated, research objective is described, research design is made, hypothesis are

formulated, theoretical framework is explained, research tools are mentioned, data collection

ways are find out, data analysis techniques are chosen to find out results, sample of questionnaire

is displayed, and budgets are estimated.

Distribution is the process of delivering the products manufactured or service provided by a firm

to the end user. Various intermediaries are involved in this process. This chain of intermediaries

which helps in transferring the product from one intermediary to the next before it reaches the

end user is called the Distribution Chain or Distribution Channel. Each intermediary has a

specific role and need which the marketer caters to.

Problem statement:

The company was incorporated in Pakistan as a public limited company in December 1989 and

started commercial production in May 1993.s. The competition between manufacturing car

enterprises has transformed from brand competition to channel competition, since brand

competitiveness can never achieve without channels. Channel effectiveness and channel

controllability are key factors of competitiveness. Though Toyota motors have come into a

prosperous era, but there are also a number of threats. If the threats are not recognized correctly

or not handled properly, a car enterprise can hardly achieve success. Therefore to analyze the

factors affecting the sales of Toyota motors becomes so crucial.

The massive recall of over eight million Toyota cars globally owing to certain problems did

create some anxiety among some local Toyota customers. No doubt many customers face some



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quality issues relating to interior and exterior of their newly-purchased locally assembled cars. In

some cases customers facing quality issues feel that perhaps the problem has emerged in the car

because of their own fault in handling the brand new vehicle. So they feel reluctant to talk to the

authorized dealers. Some inquisitive customers did inquire from dealers about Toyota Corolla

cars being produced in Pakistan as many buyers might think that same engine parts and

accessories may be used in manufacturing cars in USA. Automobile maker to be severely

affected by the global financial crisis that started from 2007.

The problem is that sales of Toyota are declined. There is possibility that the sales of Toyota are

affected by deficiencies in its distribution channel. There can be chances to improve the sales of

Toyota because mostly sales are made through dealers or the intermediaries. The real issue hereis to find out the main reasons or the problem affecting the sales of Toyota.

Research objective

The objective of the research is:

1. To identify the perceptions and attitude of the consumers toward Toyota motors

2. What are their buying behaviors for Toyota?

3. What are the deficiencies in the Toyota motors?

4. Conclude the negative factors for sales of Toyota

The primary objective is to bridge the gap between production and consumption. A close study

of the market is extremely essential. A sound marketing plan depends upon thorough market

study. Creating contacts or prospective buyers and maintaining liaison with existing ones.

Understanding the customer's needs and adjusting the offer accordingly. Negotiate price and

other offers related to the product as per the customer demand, Storage and distribution of goods,

and catering to the financial requirements for the smooth working of the distribution chain.



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Literature review

According to Chaudhary (1999), marketing channel is not only engaged in product or service

from producers to end-users or to end-to-consumer distributions of the enterprises or individuals

in any series, but also engaged in the products or services available or the process of a group of

interrelated organizations for the consumption. It can be seen from this definition that an

enterprise engaged in the sale or it can be an interconnected organization, including

manufacturers, retailers, and individuals. These are the members of the channels. Among the

marketing channels, the common object of sale are tangible products and entities products, but

the intangible products and services such as health care, banking services, also has marketing

channels; service sales including ownership from producer to final consumer transfer, physical

commodities, including the appropriate transfer of material substance.

One of the publicly recognized authorities, Philip Kotler2003indicates that the distribution

channels (also called trade channels or sales channels) are a collection of independent

organizations that can make products or services be used or consumed. In this regard, the

marketing channels include the following aspects:

(1) The sales channels of products: refers to the channels by which products and services are sold

and provided to consumers in proper places and time economically and conveniently to meet the

demands of the users.

(2) the transportation and storage of products, that is, to transport the products to wholesalers,

retailers and users by means of trains, cars, aircrafts, vessels and so on.

(3) The organization and operation of sales human resources and funds, that is, to accelerate the

circulation of products and turnover of funds through the effective organization of channels to

achieve good marketing efficiency.

To sum up, marketing channels refers to the channels through which products and corresponding

services are transferred from the manufacturing enterprises to consumers and users and the

necessary sales structures established in the transference. In the meanwhile, in transferring



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products and services from manufacturers to consumers, marketing channels adjust the

differences of products and services between manufacturers and consumers.

According to Dennis (1996) that the channel flows refer to the chain of functions channel

members execute for a single operation. It is a concept that describes the activities and

businesses of each member.

These flows link all the channel members. As flows from the manufacturers to the consumers,

the material flow, ownership flow and promotion flow are forward flows and it is from the

manufacturer to the wholesaler, the retailer and the consumer. The order flow and payment flow

are backward flows, from the backward member to the forward member. The negotiation flow,

financial flow, risk flow and information flow are two-way flows, and take place between every

two trading members.

Research design

The nature of this research is exploratory. The nature of this study is just to find out the factors

affecting the marketing strategies of Toyota Motors in Pakistan and the study of existing

competitive environment thats why to explore the nature or study in the Pakistan a descriptive

data methodology would be adopted to result out the objectives of the study.

Hypothesis:



Localities of service centers have Significant impact on the sales of Toyota


Brand image has great impact on sales of Toyota





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Theoretical framework

Independent variables Dependent variable

To test the hypotheses, a well thought out, elaborate questionnaire will be designed.

The content validity of questionnaire will be verified in interviews with the relevant personnel.Questionnaire as a tool for data collection will be adopted after consulting different research

papers as it seems to be the most widely used methodology and the one that is suitable to the

nature of this research.

A pilot survey would be carried out before the main survey. This would be done to enhance the

validity of the measurement items of this study. After the pre-test and the pilot test, the final set

of the questionnaire items to be used in the main survey will be confirmed. In order to verify the

reliability and construct validity different tests like regression, t-test, z-test, F-test and chi-squarewill be used.

Importance/ Benefits

The research on the topic of distribution strategies has great importance. Due to research

company will know the flaws in the distribution ways and after knowing the flaws company can

take measures to fill the gap. This area of research is also important because it affects the sales of

Toyota directly. The research will help to explore the different variables as distribution strategies

here will be dependent variable and other variables in the hypothesis which affect the sales are

independent variables. These variables help to find out the main reason of decrease in sales.

Because company has to make future plans for the increasing its market share, it can plan by

keeping in mind the previous errors or gap in communication. If the real problem is identified

with help of the hypothesis then problem can be solved and decline in sales can be controlled and



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remedies can be adopted. This will give tremendous boost to the future sales of Toyota. So

research is beneficial for company.

Research tools

The research data will be collected on the basis of a structured questionnaire, which includes

different questions that are related to the operating environment of automotive industry. The

other tools will be used in the research are face to face interviews and on spot observation. The

physical structures of the supply chain and on floor activities within the organization will also be

observed.

Data collection

A multiple-item method will be used to construct the questionnaire. Majority items employed

scale from strongly disagree to strongly agree. Others are measured by the use of open ended

questions. The questionnaire is cross-sectional, designed to collect data about automobile

industry of Pakistan and its current market practices. The questionnaire is composed of different

sections having information of demographic items, macroeconomic indicators, and level of

competition and current practices of distribution or dealers of Toyota motors. The questionnaire

also includes open-ended questions relating to the problems faced by the dealers and the

consumers. Open-ended questions are included in the survey as a means of collecting additional

information by giving the respondents an opportunity to express their opinion on any issue that

they feel was not addressed properly in the questionnaire. Along with this, interviews with the

owners and personal observations of the surveyors while on site will also prove to be a valuable

source of data collection. These tools will help in gathering qualitative data that accurately

reflects the views, opinions and habits of the respondents.

Other supportive information will be collected from secondary sources primarily the internet,

newspapers, journals, online databases, published articles and previous research studies.



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Data analysis technique and test results

The self administrative written questionnaires will be used to collect the data from the

respondents in the written form. The data will be gathered from respondents individually while

they will be given instructions orally on the spot regarding how to fill the questionnaires and

further explanation will be given for questions that respondents will unable to understand.

After identifying the dimensions underlying a factor, a scale is prepared of those

dimensions to measure the factor. Such a scale has to be tested for validity and reliability.

Proper validity and reliability testing can be done using t-test, z-test, F-test and chi-

square.

Variables that have a high correlation between them and are largely independent of other

subsets of variables are combined into factors. In our research we have different type of

independent variables and here a need to apply tests and analysis on them.

Correlation is used to measure the relationship between designed variables.

Regression is also used to find out the impact of independent variables like

macroeconomics indicators or competition on the sales strategies of Toyota motors.

As the rationale for conducting this study is to measure the percentages of different responses

shown by consumers in various categories for this purpose descriptive statistics will be used for

examining the trends collected from the questionnaire.

Budgets:



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Based on the estimation, when we make the print outs, visit the organization, interview the

retailers etc and made photocopies of questionnaire and any graphical representation then the

cost summary is :

Photo copy expense 200 Rs.

Print expense 500 Rs.

Charts and markers 200 Rs.

Travelling expense 5000 Rs.

Interviews 1000 Rs.

Phone expense 300 Rs.

total 7200 Rs.

Documents

Toyota Research