Family influences

A certain store was keeping a number of brands of washing machines. They had washing machines to cater to the needs of all the segments of the society. They were stocking different companies IFB, Videocon, BPL, National, Godrej, and local made washing machines as well. They had both automatic, semi-automatic and manual machines. The automatic machines were bought by the higher income group. The middle income group were comfortable with semi-automatic machines. Manual hand operated machines were for the lower class customers, and also those living in the small village areas, where electricity was not complete or the electricity went off for days together.

It was observed that when customers came to buy an automatic machine, they usually came with their husbands and they looked mainly at the colour, style of functioning, electric consumption, care for handling, price factors, etc. Many customers would not buy on their first visit. They would come back after an interval of time, and bought the machine after careful considerations of the features that they were looking for.

Many would lower their choice, and come back to buy semiautomatic, instead of automatic machines. The sale was observed to be highest during marriage seasons and at festival times. There was a great influence of the house-wives in buying these, as they were the ultimate users. With a lot of information made available by the media, and the children being exposed to it for several hours, in a day. They seemed to have a good knowledge of the features, and had a great opinion in the purchases and their opinions were also given weightage by the parents.

Since the stores are more interested in the sales to materialize, rather than pushing any particular brand, the salesmen are directed to satisfy the customers or the family. This should be their first consideration.

Questions

1. Do you feel that group interaction helps the buyer too, in his decision-making process? Justify your answer. (Write at least 4 points) 2 marks

2. What should be the role of the marketer in the above case regarding, advertisement, promotion, persuasion and closing the sales? 2 marks

3. In the above case who all were the involved in buying decision? 1 mark