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Comparative Brand Positioning of Selected Brands of Hatchback Cars
Comparative Brand Positioning of Selected Brands of Hatchback Cars
Comparativebrandpositioningofselectedbrandsofhatchbackcars
SuhasS.Ambekar
Asst.Professor,
SKNSinhgadBusinessSchool,
Korti,Pandharpur,Dist.Solapur,413304
Abstract:
Asconsumerslivesbecomemorecomplicated,rushedandtimestarved,theabilityof
abrandtosimplifydecisionmakingandreduceriskisinvaluable.Thisstudyiscarriedto
knowbrandpositioningofselectedbrandsofhatchback(smallcarsegment)cars.Itwillbe
interestingtoseethebrandimageinthemindofconsumers.Thesurveyisrelatedtosmall
car segment in Solapur city. It has been carried out to know the brand positioning of
Hyundai,Tata,ChevroletandMarutiSuzukibrandsinSolapurcity.
Thedatacollectedfromthisstudywillbehelpfulforthecompanyanddealerstoknowthe
brandpositioningoftheirrespectivebrandsanddesignsuitablemarketingstrategies.
Keywords:brandpositioning,hatchbackcars,brandassociation.
Introduction:
Brandpositioningisattheheartofmarketingstrategy.Itistheactofdesigningthe
companysofferandimagesothatitoccupiesadistinctandvaluedplaceinthetarget
customersmind.Thegoalistolocatethebrandnameinthemindsoftheconsumersto
maximizethepotentialbenefittothefirm.Agoodbrandpositioninghelpsguidemarketing
strategybyclarifyingthebrandsessence,whatgoalsithelpstheconsumerachieve,andhow
itdoessoinauniqueway.Brandpositioningreferstotargetconsumersreasontobuyyour
brandinpreferencetoothers.Itisensuresthatallbrandactivityhasacommonaim;is
guided,directedanddeliveredbythebrandsbenefits/reasonstobuy;anditfocusesatall
pointsofcontactwiththeconsumer.Atlowestlevelmarketerscanpositiontheirbrandson
productattributes;itcanbebetterpositionedbyassociatingwithadesirablebenefit.The
strongestbrandsgobeyondattributeorbenefitpositioning.Theyarepositionedonstrong
beliefsandvalues(KotlerandArmstrong2009).
Positioning requires that similarities and differences between brands be defined and
communicated. Specifically, deciding on a positioning requires determining a frame of
reference by identifying the target market and the competition and identifying the ideal
pointsofparity and pointsofdifferences and brand association (Kotler et. al. 2009).
Furthermoreasbrandsexpand,marketerswanttodefineasetofbrandassociationstocapture
important dimensions of brand meaning. Core brand associations are those abstract
associations(attributesandbenefits)thatcharacterizethe5to10mostimportantaspectsor
dimensionsofabrand.Thecanserveasthebasisofbrandpositioningintermofhowthey
createpointsofparityandpointsofdifference(Keller2008).Positioningofbrandsglobally
needsanunderstandingoflocalmarketsandcompetition(LopezandBoluda2006).Brand
positioningisnothingbutcreatingidentityinmarketbyanalyzingvariousbranddimensions
(Mohanty2012).
TheIndiancarmarketisoneofAsiaslargestandmostcompetitive.Asperstatisticslaunchedby
SocietyofIndianAutomobileManufacturers(SIAM),therehasbeenagrowthof
1
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32.28% in the domestic car sales, justified from the January 2010 sales 145,905 units
passenger cars, multi and sports utility vehicles against the 2009 sales of110,300 units.
(Source:SocietyforIndianAutomobileManufacturersSIAM).Withchangingbusiness
scenarioandglobalisedmarkets,theimportanceofbrandpositioninginIndiancarindustryis
evenfascinating.
Objectivesofthestudy:
1. Tocomparethecoreelementsandassociatedfeaturesoftheselectedbrandsviz.
Hyundai,Tata,ChevroletandMarutiSuzuki.
2. Tostudyandcomparetheattributesconsideredbythecustomerswhileselecting
theirrespectivebrands.
3. TomeasuretheBrandloyaltyofthecustomerstowardstheirrespectivebrands.
4. Topreparecomparativebrandpositioningstatementforselectedfourbrandsfrom
hatchbackcarsegment.
ResearchMethodology
TypeofResearchused
ResearchApproach
ResearchInstrument
SampleDesign
SampleSize
SampleSegment
SampleUnit
DescriptiveResearch
Survey
Questionnaire
120
Solapurcity.
Respondentswhoaretheownersofthe
Hatchbackcars(Smallcar)ofMarutiSuzuki,
Hyundai,TataandChevroletBrand.
PurposiveQuotaSamplingMethod(30
respondentsofeachbrand.)
SamplingMethod
Analysisandfindings:
Thedatacollectedfrom120respondentswhoaresmallcarownersofselectedbrandsis
analysedhere.Thefindingsarebasedontheopinionsgivenbytherespondents.
Tableno.1Ranksgiventofactorsthatforcedrespondentstobuyacar.
Sr.
No.
1.
2.
3.
Factors
Hyundai
Tata
Chevrolet
BusinessNeed
Status
RegularLongJourney
1
2
4
1
3
4
4
2
3
Maruti
Suzuki
1
6
3
Total
1
2
3
4.
5.
6.
7.
8.
9.
FamilyForce
LargeFamilySize
ProfessionalRequirement
Rewardofachievement
Friendcircle
HealthProblem
3
6
5
7
8
9
2
5
6
8
9
7
6
7
1
5
8
9
2
5
4
7
8
9
4
5
6
7
8
9
2
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Tableno.1representsrankingforthefactorsthatforcedtherespondentstobuyacar. In
general,mostlythefactorslikebusinessneed,statusandregularlongjourneyhavemore
significanceinbuyingacarwhereasthefactorslikehealthproblemandfriendcirclewere
insignificant.
Butifweconsiderindividualbrand,fortheownersofHyundaiandTata,factorslikebusiness
need,statusandfamilyforcehavemoresignificanceinbuyingacarratherthantheother
factorswhilefortheownersofChevroletmostlythefactorslikeprofessionalrequirementand
status hadforcedthemmore.WhereasfortheownersofMarutiSuzuki,statusisnotso
importantbutthefactorssuchasbusinessneed,familyforceandregularlongjourneyforced
themmuch.
TableNo.2Opinionofrespondentstowardsthewordscloselyassociatedwithbrands
Hyundai
Factors
No.of
R*
Tata
No.of
R*
Chevrolet
MarutiSuzuki
No.of
R*
No.of
R*
Valuefor
money
48
40%
48
40%
29
24.17%
82
68.33%
Superior
Quality
86
71.67%
28
23.33%
63
52.5%
25
20.83%
Economy
13
10.83%
85
70.83%
5%
100
83.33%
Safety
45
37.5%
68
56.67%
17
14.16%
43
35.83%
Status
88
73.33%
28
23.33%
72
60%
13
10.83%
Luxury
96
80%
20
16.67%
78
65%
7.5%
Trust
39
32.5%
77
64.17%
11
9.67%
69
57.5%
Better
service
28
23.33%
62
51.67%
13
10.83%
93
77.5%
Suitablefor
Indianroads
6.67%
95
79.17%
5%
96
81.67%
R=NumberofRespondents,*Outof120
Theabovetabledepictsopinionsofcarownersaboutthewordsthatarecloselyassociated
withdifferentbrands.
HyundaiLuxury,StatusandSuperiorQuality.
TataSuitableforIndianroads,EconomyandTrust.
ChevroletLuxuryandStatus.
MarutiSuzukiEconomy,SuitableforIndianroads,Betterservice&Valueformoney.
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Tableno.3Meanratingsfortheattributesthoseareimportantforrespondentswhile
selectingtheirbrand(5veryimportant,1Unimportant)
Hyundai
Tata
Chevrolet
Maruti
Suzuki
Brandname
4.7
4.167
4.197
4.5
Price
3.07
4.09
4.07
4.33
Mileage
3.84
4.707
4.8
4.83
Availability
2.14
3.2
2.67
2.57
Convenienceof
ServiceStation
3.433
4.8
3.864
4.53
ResaleValue
1.96
3.36
3.197
3.893
Variants
2.63
2.667
2.137
2.43
Design/style
4.83
4.73
4.94
4.63
Safety
4.57
4.77
4.46
4.73
Interior/Comfort
4.96
4.86
4.94
4.5
Maintenance
4.327
4.86
4.9
Durability
2.3
2.96
2.33
3.033
2.23
3.39
3.43
3.307
1.2
1.74
1.87
1.8
1.47
2.1
2.67
2.76
Factors
Family/Friends
/Relatives
opinion
Recommendation
by
dealer/salesperson
Advertisement
Tableno.3showstheattributesthatareimportantforrespondentswhileselectingtheirbrand.
FortherespondentsofHyundaibrand,Interior/Comfort(4.94),Design/Style(4.83)andbrand
namehavemoresignificanceinselectingHyundaiBrandcarwhereastheattributeslike
recommendationbydealer/salesperson,advertisementandresalevaluewereinsignificant.
IncaseofTatabrandmostlytheattributeslikemaintenance(5),Interior/Comfort(4.86)and
ConvenienceofServiceStation(4.8)havemoresignificanceinselectingTataBrandcar
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whereastheattributeslikerecommendationbydealer/salespersonandadvertisementswere
insignificant.
The attributes that are important for respondents while selecting Chevrolet brand are
attributeslikeInterior/Comfort(4.94)andDesign/Style(4.94)whereastheattributeslike
recommendation by dealer/salesperson, variants, and durability were insignificant.
Respondents selecting Maruti Suzuki brand mostly prefer the attributes like maintenance
(4.9)andmileage(4.83)whereastheattributeslikerecommendationbydealer/salesperson,
variantsandavailabilitywereinsignificant.
TableNo.4PreferenceofRespondentstothebrandtheywanttoswitch
Brand
Hyundai
Tata
Chevrolet
Maruti
Suzuki
Total
%
Respondents
ofHyundai
%
Respondents
ofTata
%
Respondents
ofChevrolet
%
Respondents
ofMaruti
Suzuki
Total
11.11%
33.33%
36.84%
31.58%
40%
30%
43.48%
34.78%
21.74%
35.21%
21.13%
19.72%
55.56%
31.58%
30%
23.94%
100%
100%
100%
100%
100%
HyundaitendstobemostpreferredbrandforswitchingwhereasHyundaicustomersprefer
Maruti Suzuki brand for switching. The brand switching behaviour is not because of
dissatisfactionfromcurrentbrandbutitmaybefortryinganewbrand.
TableNo.5Thetablerepresentingthebrand,seriouslyconsideredbyrespondentsfor
purchasing.
Responses
Hyundai
Tata
Chevrolet
Maruti
Suzuki
Total
%
Respondents
ofHyundai
%
Respondents
ofTata
%
Respondents
ofChevrolet
23.08%
3.85%
42.10%
10.53%
33.33%
26.67%
73.07%
47.37%
100%
100%
%
Respondents
ofMaruti
Suzuki
Total
47.83%
43.48%
8.69%
29.59%
24.49%
5.10%
40%
40.82%
100%
100%
100%
Thedecisionregardingselectingaparticularbrandwasnoteasierfortherespondents.They
have seriously considered other brands before finalizing the current brands. The analysis
showsthatMarutiSuzukibrandwasseriouslyconsideredbymostoftherespondentsbefore
choosingtheircurrentbrand.Thusbeforefinalizingaparticularcarbrandthebuyerseriously
gothroughMarutiSuzukibrandasitiswellknownandmosttrustedbrand.
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Conclusion:
MarutiSuzukiandTatabrandsarepositionedhigheronEconomybrandascomparedtoother
brands.MarutiSuzukibrandgivesultimateperformanceasitgivesimportancetomodern
technologyandperformance.Peoplepreferthisbrandbecauseitgivesmoremileageand
moreeconomyandprovidesvalueformoneyandbetterservice.Tatabrandgivesclassic
prestigeandsophisticateddrivingexperience.PeopleconsiderTataasmoretrustedandsafe
brandanditisalsosuitableforIndianroad.HyundaiandChevroletbrandsarepositioned
highasLuxurybrandcomparedtoMarutiSuzukiandTata.PeoplepreferHyundaibrand
becauseitgivessuperiorquality,statusandownershipexperience.Chevroletbrandgives
sporty and stylish driving experience. People prefer this brand because of its innovative
designandstyle.
Hyundai
Brand
representation
Brand
association
Ownership
experience
Tata
Sophisticated
driving
experience
Superior
Trust,Safety,
Quality,Luxury, Suitablefor
Status
IndianRoads
Chevrolet
Sportyand
stylishdriving
experience
Design&Style,
Luxury,Status
MarutiSuzuki
Technologyand
performance
Mileage,
Economy,Value
forMoney,
BetterService
ThestudyconcludesthatMarutiSuzukiisoneofthemosttrustedbrandandcustomersare
emotionallyattachedwithMarutiSuzukiBrand.ThisisquiteevidentthatMarutiSuzukiis
leadinginitsvarietyofHatchbackcars.Theseforallthiswhiletheyweretargetingthe
groupofpeoplewhoaremiddleincome,butMarutiSuzukihasslowlyenteredandissteadily
growingintothecategoryofSedanVehicles.ThoughMarutihaslaunchedluxurycarsas
well it is still considered as middle mans brand. Maruti Suzuki is giving very tough
competitiontoitscompetitorslikeTataMotor,HyundaiMotoretc.
References:
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2. Gupta and Roy 2012, Ingredient branding: A differentiation strategy for FMCG
companies,AsianJournalofManagementResearch,vol.2,no.2,pp761768.
3. Keller,K.2008,Strategicbrandmanagement,PrenticehallIndia.
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perspective,PrenticehallIndia.
5. Kotler,P.andGray,A.2009,Principlesofmarketing,PrenticehallIndia.
6. Lopez and Boluda 2006, International positioning of leading brands through
internet:Globalizeordonotglobalize?,InnovativeMarketing,vol.2,no.4,pp62
74.
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AdministrativeScience,vol.15,no.29,pp.1533.
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www.marutisuzukiindia.com
www.hyundai.co.in
www.tatamotors.com
www.chevrolet.co.in
www.autocarindia.com
www.siamindia.com