CHAPTER TITLE PAGE NO.

List of Charts i
List of Tables ii
EXECUTIVE SUMMARY iii
1 INTRODUCTION 2
1.1 Company overview 2
1.2 Chocolate gifting market size 3
1.3 Competitors 3
1.4 The philosophy of corporate gifting 5
1.5 Online buying scope in India 6
1.6 List of keywords for online gifting 7
1.7 Role of digital marketing in online gifting 8
2 RESEARCH METHODOLOGY 11
2.1 Research design 11
2.2 Need for the study 11
2.3 Research objective 12
2.4 Sampling method 12
2.5 Statistical tool used 12
2.6 Data collection method 14
3 REVIEW OF LITERATURE 17
4 DATA ANALYSIS 23
4.1 Company size 23
4.2 Mode of buying 23
4.3Average money spent per gift 24
4.4 Nature of gifts 25
4.5 Major gifting occasions 26
4.6 Benchmarking of corporate gifting websites 27
4.7 Market potential of NRI segment 33
4.8 Popular social media sites among NRI’s 33
5 FINDINGS,RECOMMENDATIONS AND
CONCLUSION
5.1 Findings 37
5.2 Recommendations 39
5.3 Conclusion 40

APPENDICES 41
REFERENCES 43
 LIST OF CHARTS

CHART NO CHART PAGE NO

4.1 Company size 23
4.2 Mode of buying 24
4.3 Average money spent per gift 25
4.4 Nature of gifts 26
4.5 Major gifting occasions 27
4.6 Position of corporate gifting on websites 30
4.7 Types of gifts 31
4.8 Enquiry form 32
4.9 NRI population 33
4.10 Social media usage(Singapore) 34
4.11 Social media usage(Malaysia) 34
4.12 Social media usage(USA) 35

i
 LIST OF TABLES

TABLE NO TABLE PAGE NO

4.1 Company size 23
4.2 Mode of buying 23
4.3 Average money spent per gift 24
4.4 Nature of gifts 25
4.5 Major gifting occasions 26
4.6 Benchmarking 28
4.7 Position of corporate gifting on websites 30
4.8 Types of gifts 31
4.9 Enquiry form 32

ii
 EXECUTIVE SUMMARY
This study aims to understand the gifting culture of different corporate companies. The
study was conducted for chocolateteddies.com, which is an online chocolate gifting
portal.

This study was done primarily to understand the corporate gifting practices.
Chocolateteddies.com was looking to target the corporate segment but they were not
aware of the gifting practices that currently prevail in the corporate. Hence they wanted
to conduct a market research on the gifting practices of various corporate. Various
information’s and insights can be gathered from the research, which will help
chocolateteddies.com to target the corporate segment.

The study conducted consists of primary data collected through a telephonic interview
with 25 decision makers of various corporate. A questionnaire was prepared and the
respondents were interviewed through phone and the answers were recorded.
This study also focuses on the market potential of the NRI (Non Resident Indians)
segment. NRI customers form a major part in gifting practices. They frequently gift their
family members, friends in India from different parts of the world. So a secondary
research was carried out to analyze the market potential of this segment.

iii
 Chapter

INTRODUCTION

1
1. INTRODUCTION
Market research forms the fundamental of marketing which helps in understanding the
needs of the customers and satisfying them. It is an essential activity in large and small
companies especially when they want to analyze their customer buying pattern. Such
Market research study was conducted for chocolateteddies.com to understand the buying
patterns, behaviors and interests levels of corporate on their gifting practices.

1.1COMPANY OVERVIEW
Chocolateteddies.com was started in 2012 by Mr. Hari Nagendiran. It is an online
chocolate gifting portal which offers personalized chocolates for individual consumers
and logo embossed chocolates for corporate buyers. It is a unique gifting firm with a
mission to make the gift recipients feel special about themselves as well as the gift
sender; Right from its inception Chocolate Teddies had chosen premium chocolates as its
medium to communicate sender's love. It mainly focuses on the element of surprise and
celebration that the gift would render to the recipient. Having capitalized on the concept
of surprise, Chocolate Teddies continuously explores the arena of gifting to roll out more
innovative products. The company feels the real satisfaction, when its customers share
their joyful experiences of gifting.
Chocolates Offered at chocolateteddies.com:
Chocolatesteddies.com offers chocolates in different forms and size each one of which
have unique taste which stimulate the taste buds of the customers. They have separate
sets of chocolates for personal gifting and corporate gifting. The following are the
different varieties of chocolates that are offered for sale.
For Personal Gifting:

 Personalized chocolates
 Photo chocolate
 Petite
 Truffles
 Pralines
 Chocolate lollipop
For Corporate Gifting:

 Logo embossed chocolates

 Logo printed chocolates
 Logo printed wrappers
 Signature bars
 Chocolate gift box
Website: www.chocolateteddies.com

2
1.2 CHOCOLATE GIFTING MARKET SIZE

In the process of market size estimation, we found the corporate gifting market size as
Rs.12,000 crore ($2.5 billion) mark. For those looking for high-end gifting options at
affordable prices, customized hampers containing a wine bottle, chocolates and other eats
is another option during festive season. These are available at a price range of Rs.615 to
Rs.2,670. The Indian chocolate industry may surpass the Rs 7,500-crore mark by 2015
with the help of growing consumption in the urban and semi-urban areas, according to
the industry chamber Associated Chambers of Commerce and Industry of India
(ASSOCHAM). Currently, the Indian chocolate market is worth around Rs 5000 crore.
The Indian chocolate industry is registering a compound annual growth rate of 25 per
cent at present. The demand for chocolates in India has clocked about 35% rise as against
last year primarily in urban areas due to the rising shift to chocolates from traditional
mithai around the festival season.
The global chocolate market is estimated to be around $85 billion. The global chocolate
market is estimated to be around $85 billion. The present market size of Cocoa is 1630
crores (Volume of cocoa consumption in tones per year*Price of cocoa / kg i.e. 45000*
1000(kg) * 184 = 1630 crore). Cocoa is 50 % of raw material of chocolates, and 35% as a
whole chocolate revenue (includes everything from manufacturing to packing). The
estimated Indian chocolate market is 5000 crores, 35 % of 5000 = 1750 crores (32% of
total chocolate i.e 5000 cr.
The growth in the chocolate market size has seen a phenomenal growth over the years,
which shows that the consumption of chocolates is increasing steadily. Due to the
increasing levels of social consciousness people prefer gifting well chocolates rather than
sweets on occasions and festivals. Even many corporate started gifting their employees
with chocolates. This has increased the demand for chocolate gifting in India. People
prefer chocolates as a gift since it symbolizes sharing of love, happiness and affection.

1.3 COMPETITORS
With the increase in the number of online buyers, most of the companies started targeting
their customers through online portals. Many ecommerce pioneers like amazon.com,
ebay.com has also started to sell chocolate gifts in their portals and they giving a face to
face competition with other online gifting portals. Apart from the competition with these
established ecommerce portals, online chocolate gifting companies face tough
competition among themselves. Over the last four years many online chocolate gifting
portals have came into existence in the market. These companies compete with each other
to tap the potential market and to prevail as a market leader.

3
The following are the different online chocolate gifting portals which are the competitors
for chocoteddies.com
 www.zoroy.com
 www.godiva.com
 www.vogeschocolate.com
 www.chocomize.com
 www.chocolatemantra.com
 www.infibeam.com
 www.chocolatecity.in
 www.chocoshop.in
 www.monginis.net
 www.chocolics.com
 www.mokshachocolates.com
 www.chocoswis.com
 www.chocolik.com
 www.chocoalacarte.com
 www.chocolatejunction.in
 www.chocopost.in
 www.thecorporatechocolate.co
m as oblivion. From those customs that
 www.kreativechocolates.in
 www.brownbitechocolates.com
 www.chocolatedelhi.com
 www.chocolatetemptation.com
 www.brandedcandy.com
 www.chokola.in
other to be given as a corporate gift to their employees, clients, well-wishers and the list
goes on.
1.4 THE PHILOSOPHY OF
CORPORATE GIFTING
Gifting is an expression of acceptance.
Acceptance of behavior, wavelength, thought
and goodwill of people. It turns what’s
insubstantial into substantial, what’s unsung
into an allegro of joy. All societies,
civilizations and cultures throughout centuries
practiced the custom of giving away gifts.
Gifting was an exercise to re-establish
camaraderie and fellowship, Unity and
solidarity. Gifting marks an occasion. In the
western world, people gifted each other during
New-Year, Christmas and Thanksgiving
where as in the Eastern world, in countries
like India and China people gifted each other
during festivals like Diwali and Chun Jie.
Each part of the globe had its own occasion to
gift and to be gifted. Years rolled on, life
progressed, a few things became part of
history and few inhumed in the grave known
continued, "Gifting" stayed vibrant and grew
to be a part of life. Gifting in the lapse of
years grew beyond Festivals, seasons and
birthdays as each day on earth is dedicated to
some cause or the other.
Categorically, the exercise of giving away
gifts has become vibrant in the corporate
sector now and it goes by the elite term,
Corporate Gifting. These days all major and
most minor companies have something or the
4
The term corporate gift reminds either a Wrist-watch or a Table Top Accessory or a T-
shirt with the respective company’s logo imprinted. It was an avuncular gesture, which
did not cost much in comparison with the kind money that was involved in advertising.
The quantum leap in the promotional products and Corporate Gifts began with
Professionals from the modern school of management. They altered the age-old product
pattern and ventured out new and innovative products. The demand of corporate gifts in
India is rising exponentially as more and more companies are including these corporate
gifts in their marketing strategy. Presenting gifts makes the occasion memorable.

The overall scenario in the corporate gifting industry in India is changing since the past
few years. The current scenario is that the industry is on the incline and that has given
rise to innovative products. The economy of corporate India is sizzling and the major
contributor is the corporate gift industry in India. Companies now have become product
conscious when it comes to corporate gifting. They are looking out for innovative
products and prefer them over the simpler ones. A good product if gifted always creates a
very bright impression in the minds of the employees, clients and associates. In other
words, the gift itself becomes the means to strengthen relationships. 

1.5 ONLINE BUYING SCOPE IN INDIA:

E-commerce has taken the Indian retail industry by storm this year, with innovative
business models emerging, investor interest in the segment growing, operations being
streamlined and a plethora of start-ups making a foray into the field. Indian e-commerce,
pegged at $9.5 billion according to a study by the Internet & Mobile Association of India
and KPMG, was projected to grow to $12.6 billion by the end of this year. By 2020, it is
expected to contribute around 4 per cent to GDP. Currently, the Internet penetration in
India stands at 11 per cent of the population, a third of the world average. 

With this growth trajectory likely to continue its upward swing as internet penetration
continues to improve. E-commerce companies, inadvertently, have been accumulating
tons of data, but necessarily putting it to good use. When applied correctly, this data
could help predict emerging shopping trends and consumer preferences, allowing e-
commerce sites to tailor a more personalized experience for shoppers. 

With smart digital devices and improving connectivity, today’s discerning consumers
have more information, choice and flexibility at their fingertips. More shoppers are now
evaluating purchase decisions - comparing prices and product specs– on the web and
5
even while on the go, using their smart phones. Shoppers are starting to expect order
processing updates and delivery trackers on their mobile devices. No longer is the buying
cycle and shopping experience restricted to one channel. 

In 2013, the Cash-On-Delivery business model became a key differentiator for e-

commerce companies; in 2014, I expect that the ability to guarantee Next-Day-Delivery
will emerge as a competitive advantage. As the e-commerce market becomes more
crowded, a growing number of e-commerce portals are likely to try and satisfy people’s
desire for immediacy by offering next or even same day delivery.

As Indian shoppers, it is in our very nature to be wary of the over-zealous salesperson,

choosing to see and feel the products ourselves before deciding to invest in a new
purchase. This cautiousness extends in the way we approach online buying as well. The
emergence of the cash-on-delivery model, for instance, was the effect of the high
perceived-risk of shopping online. However, as more Indian consumers across age-
groups recognize online as an affordable and convenient means of purchase, it will be
critical to ensure that trust and safety measures do not remain mere policies but are
ingrained throughout business practices. 

Even as e-tailers gear up to meet the pressures of same-day-shipping and next-day-

delivery, the trend throws up another opportunity. With streamlined logistics and supply
chain management, e-tailers could look at expanding the width of product range. 
For instance, this year saw the emergence of various online grocery stores including the

likes of Big basket and Ekstop. Imagine the possibilities that could emerge in 2014 in
areas including fruits, fresh foods, and other perishables! 

1.6 LIST OF KEYWORDS FOR ONLINE GIFTING:

 Gifts to India

 Send gifts to India

 Gift to India

 Gifts to India from USA

 Send chocolates online

 Chocolates to India

 Online chocolates delivery

 Sending chocolates online

 Delivery across India

6
 Gifts for all occasions

 Buy gifts online

 Gift ideas for men, women and kids

 Order online

 # flowers and gifts in India

 Anniversary gifts online

 Online anniversary gifts

 Online gift shopping

 Online shop for chocolates

 Chocolates to India

 Online shop chocolate

 Online gifting

 Send gifts to India

 Chocolate gifting

 Online chocolate gifting

 Send gifts

 Buy chocolates online

 Send chocolates to India

 Gifts for birthdays

 Gifts for anniversaries

 Gifts for girl friend

 Gifts for boy friend

 Buy chocolates online

7
  Birthday gifts

 Wedding gifts

 India gift shop

 Gifts online

 Premium chocolates

 Unique chocolate gifts

 Love gifts

 Send valentine gifts

1.7 ROLE OF DIGITAL MARKETING IN ONLINE GIFTING:

With the advent of electronic media, everything and anything is available online; be it an
ink pen or a giant treadmill. Yes! The internet has given us milieu where we are open to
numerous opportunities. No surprise the sellers delve into devising lucrative deals for the
online shoppers. One has to admit that it is hard for one to resist on seeing the tag ’50 %
off’. The tendency to refuse buying further dips when we see ‘The offer is only valid for
today’. The email account of a normal person who has shopped once or twice is flooded
with promotional emails and discount coupons only to bring them back. This is called
remarketing and retargeting. But are you doing it right? Are you, as a e-commerce
website owner or seller follow the proper marketing strategy to rope in the right
customers? Do you over do certain methods like bulk email attack?

If you’re not sure about the answers to above questions, do not worry. The following
points will surely give you a better insight on using digital marketing for e-commerce.
The connection between e-commerce and digital marketing:
When one intends to create an online presence for e-commerce, it could be a tough game
especially when one is not well versed with the array of options that are available. To
make the best available choice, one needs to be aware of the multiplicity of options which
are out there that can help achieve your sales targets.

Different businesses have different goals when it comes to what they want out of their
digital marketing activity. For most e-commerce businesses it is visitors, conversions and
sales. With a little bit of patience and effort, you will not only be able to generate sales,
but also build a brand experience that people can identify with.
8
To simplify further, we have narrowed down to the four most important aspects of digital
marketing for e-commerce:
1. The best of its kind user experience

It is relatively easy to start an e-commerce firm than maintain and succeed. It takes
excruciating pain and effort on daily basis on a number of fronts before sales start to
happen at a respectable rate. Unlike a physical store which has foot traffic and people
passing by, an online store isn’t going to have visitors magically appear unless you make
it happen. Your website is the ultimate factor which influences the final choices of the
customers. So be sure that it gives them the most mellifluous user experience with easy
functionalities in browsing and jumping to any categories. It should be rather simple
when displaying the selection cart (the buying list) and the payment methods should be
completely flexible.

2. Social media

There is no second opinion on the rise of social media marketing awareness especially
amongst the young generation. Establishing yourself or your brand on social media
nurtures and caters to the users that you are around and it also establishes trust. In long
term, it will help you to craft a niche of loyal customers who value your brand because it
speaks to them. Talking reality it would be unwise to expect direct sales and conversion
to customers on first visit of a person. Expectations should be proportional to spending
and brand building on such platforms.

3. Display and search methods

Not everybody knows you or your business. It defies the fact that a huge customer base is
available on internet. One needs to get seen on the relevant platforms or portals. Display
banners are one such mechanism. They can be developed in various size and shapes as
per the requirement. Search Engine Optimization (SEO) is the best way to be seen on the
most popular search engines. PPC (pay per click) is also covered under this.

4. Affiliate Sales and marketing

It’s not an overnight task to build a world class reputation. Who knows this better than
new comers? They should keep an open mind about using affiliate networks. Networking,
tie ups and reselling through other market places, stores and websites is usually the bread
and butter for most new online businesses. For a while you may have to share some part
of your revenue with others but in long term this practice is pretty safe. Registering and
9
providing discount based on coupons is an impressive way to drive new customers to
your website.

5. Covering user experience of your products/services

The most important factor that a person seeks when buying online is value for money.
You should be willing to provide customers reviews for using your products. What
people think of you is of the utmost importance when it comes to driving your sales.

10
 Chapter

RESEARCH METHODOLOGY

11
2. RESEARCH METHODOLOGY
2.1 RESEARCH DESIGN:
Descriptive research:
Descriptive research is a type of conclusive research that has as its major objective the
description of something – usually the market characteristics or functions. It is carried out
to describe the data and characteristics about what is being studied. The idea behind this
type of research is to study frequencies, averages, and other statistical calculations.
Although this research is highly accurate, it does not gather the causes behind a situation.
Descriptive research is mainly done when a researcher wants to gain a better
understanding of a specific topic.  Descriptive research is the exploration of the existing
certain phenomena. The details of the facts won't be known.
 Descriptive research was conducted in order to understand the gifting practices of
various corporate. The research was carried out, by collecting data through
telephonic interview with the decision makers of various corporate.

2.2 NEED FOR THE STUDY:

The project was conducted to understand the various gifting practices of different
corporate. Chocolateteddies.com was looking to target the corporate segment but they
were not aware of the gifting practices that currently prevail in the corporate. Hence they
wanted to conduct a market research on the gifting practices of various corporate.
Various information’s and insights can be gathered from the research, which will help
chocolateteddies.com to target the corporate segment. Companies also look forward to
follow a novel kind of gifting practices. Giving logo embossed chocolates or logo printed
to the employees will be a novel method of gifting which will also help in establishing
the brand name of the company among the workers. These are the opportunities that
chocolateteddies.com can look forward to convert it into sale. This study helps in creating
awareness among the corporate about chocolateteddies.com and also it helps
chocoloteteddies.com to identify their target corporate companies.

12
2.3 RESEARCH OBJECTIVE:
1) To identify the gifting practices of different corporate in Chennai and Bangalore.
2) To develop a marketing plan to target the corporate segment for chocolateteddies.com
3) To identify the market potential of NRI segment’s gifting practices
4) To develop different methods to target NRI segment

2.4 SAMPLING METHOD

The sample included respondents from different corporate located in Chennai and
Bangalore.
 The respondents should be the decision maker of that organization
 Most of the respondents are HR executives
 The respondent’s organization should have a employee strength of minimum 400

Sample size: A sample of 25 respondents was taken; all of them were either decision
makers or HR executives of an organization.
The following are the 25 different companies whose information about their corporate
gifting practices was recorded.
Large scale companies:

1 PayPal

2 Hewitt Associates

3 GM pens

4 Emphasis

5 Alstom

6 Standard chattered

7 TCS

13
 8 KPMG India private limited

9 Kone Elevators

10 Infosys limited

11 Hp global soft private limited

12 IBM

13 Cognizant technology solutions

14 BIG FM

15 Capegemini

16 Justdial

17 Hexaware technologies

18 DELL bpo

19 Vodafone

20 Airtel

21 SL lumax

Medium scale companies:

14
 22 Kothari petrochemicals limited

23 Shriram City Union Finance

24 Mercury furniture manufacturers

25 Innoppl technologies

2.5 STATISTICAL TOOLS USED:

 Analysis of the data was done with the help of charts and plots using Excel 2007.
 Percentage analysis was carried out to represent the raw stream of data for better
understanding of collected data.

2.6 DATA COLLECTION:

Primary data: Primary data is a type of information that is obtained directly from first-
hand sources by means of surveys, observation or experimentation. It is data that has not
been previously published and is derived from a new or original research study.
Here the primary data is collected through a telephonic interview with 25 decision
makers of various corporate. A questionnaire was prepared and the respondents were
interviewed through phone and the answers were recorded.

Secondary data:
Secondary data is data collected by someone other than the user. Common sources of
secondary data for social science include censuses, organizational records and data
collected through qualitative methodologies or qualitative research. Primary data, by
contrast, are collected by the investigator conducting the research.
Secondary data analysis saves time that would otherwise be spent collecting data and,
particularly in the case of quantitative data, provides larger and higher-
15
quality databases that would be unfeasible for any individual researcher to collect on their
own. In addition, analysts of social and economic change consider secondary data
essential, since it is impossible to conduct a new survey that can adequately capture past
change and/or developments.
Here the secondary data is collected to identify the market potential of NRI segment. The
data was collected from various reliable sources. The collected data helped to arrive at
various insights about the online buying behavior of the NRI’s.

16
 Chapter

REVIEW OF LITERATURE

17
3. REVIEW OF LITERATURE:

Consumer behavior towards chocolates:

Consumer learnt about chocolate from many sources, mainly from friends and families,
through advertisement and from their own experience. Whether a promotion and
advertising hurt or help a brand is under-researched (Mela, Gupta & Lehman, 1997). In
the long-run, advertisement help brands by making consumer less price sensitive and
more loyal. The purchase decision pertaining to particular brand and loyalty is a result of
various attributes of the product.
Advertisers must remember that advertising messages are interpreted differently between
different genders (Maldonando, Tansuhaj & Muehling, 2003; Hogg & Garrow, 2003;
Putrevu, 2001). Previous studies have proven that females were more likely to engage in
elaboration than men (Maldonado & Muehling, 2003). Hogg and Garrow (2003) found
that women paid more intention about the details of the characters of an ad when asked to
analyze advertising messages. They said that this may be explained by the fact that
females have a greater tendency than men to consider external information and
information related to others. Women are ‘comprehensive processors’ who try to gather
all available information about the product Advertisement can change consumer’s
perception of a product in terms of attributes content and proportion and also influence
consumer’s taste for attributes (Gwin & Gwin, 2003).
Brand preference and product attribute: Attributes are the characteristic or features that an
object may or may not have and includes both intrinsic and extrinsic (Mowen & Minor,
1998). Understanding why a consumer choose a product based upon its attributes helps
marketers to understand why some consumers have preferences for certain brands (Gwin
& Gwin, 2003). Both tangible and intangible attributes of a product are equally important
in choosing a product or brand (Myers, 2003). There is no evidence that certain attributes
are more related to customer loyalty than others (Romariuk & Sharp, 2003). Romariuk
and Sharp (2003) suggested that marketers should focus more on how many attributes the
brand should be associated with and not what attributes. For low-involvement products,
consumers have more objective view of the nature of the attributes (e.g. food, cosmetics)
because they are constantly being advertised and promoted. Price is another form of
attribute used by consumers to evaluate a product. Price can sometimes be an indicator of
quality; with a higher price indicating higher quality (Mowen & Minor, 1998; Siu &
Wong, 2002). Consumers perceive that a higher price can be attributed to the higher cost
of quality control (Siu & Wong, 2002). Some consumers are highly price sensitive
(elastic demand), whereby a high prices may shift consumers to competitive brands
(Mowen & Minor, 1998). Therefore price can have a positive or negative influence on
customers.

18
New survey planned to focus on trends in gift purchases and what gift buyers will be
shopping for in 2010 and beyond:
At the close of 2009 most economists believe the worst of the recession is over, but they
also predict a slow recovery through 2010 and beyond.  Further marketers and retailers
are not likely to find this year's holiday gift shopping season to be significantly better
than last year -- even if it isn't any worse.  With the holiday gift shopping season drawing
to a close, now is an ideal time for marketers and retailers to get ready for Christmas
2010 and beyond.
Marketers and retailers dependent upon the gifting consumer market have a unique
opportunity to get a read on the consumers and their plans for gift giving throughout 2010
by sponsoring a new multi-client study of the gifting consumer market.
Unity marketing, a research firm in the forefront of market research about the gift buying
and giving behavior of American consumers, is ready to launch a new investigation into
the gifting market.  Unity Marketing plans to conduct a survey among 1,000 recent gift
buyers in early 2010 in order to capture the latest information about gift purchases for
Christmas 2009 and plans for gift purchases through 2010.   This report will update the
Unity Marketing's Gifting Report 2007: The Who, What, Where, How Much and Why of
Gift Giving & Shopping.
Unity Marketing needs sponsors for the new multi-client research study of the gifting
market.  Sponsors pay for the final research report up-front and in exchange they guide
and direct our research efforts and provide invaluable input into the survey questionnaire.
They also get the earliest results from the survey.  
Becoming a sponsor is a 'no-brainer' for companies that rely upon market data to plan
their promotion and marketing strategies for gift shoppers.  By becoming involved in the
research process upfront, you can be assured that the final study will address your
company's specific information needs.
Research sponsors needed for new study of the gift buying behavior of American
shoppers
Your company can participate as a sponsor for the survey in order to have input into the
survey questionnaire, receive early survey results, have your company's brand and key
competitor brands included in the survey, and receive the final analysis report with all the
latest data and consumer insights.
In order to make the research both relevant and actionable for marketers and retailers that
compete in the gift-giving market, Unity Marketing needs a select group of companies to
sponsor the research efforts.
Research sponsors define the objectives of the research investigation. Sponsors review
the survey form and make recommendations that to refine the questions asked. They are

19
afforded the opportunity to add exclusive questions to the survey study. They get the
results of the research early and first in order to implement competitive marketing
strategies ahead of the rest.
Best of all, the costs of research are shared so sponsors gain many of the benefits of a
custom research study at less than one-tenth of the cost.
Sponsors will gain consumer insights that will give competitive advantage
The research study planned will include an in-depth survey of 1,000 recent gift buyers.
The companies that sponsor this research will gain new an understanding about the
mindset of the gift consumer, including the gifts they buy for holidays and other gift
giving occasions, how they make their gift selections and their gift shopping experiences.
The research will focus specifically on the needs, desires and passions of the gift
consumers, as well as those customers who enjoy shopping in specialty gift stores.
Giftware manufacturers and marketers, specialty gift retailers, national retail chains that
seek to expand their market for giftware, including internet and direct marketers, and
advertising agencies and sales representative firms that support giftware
marketers and retailers will benefit from the new insights into the giftware consumers'
and the gift store shoppers' mindset.
The results of the survey will provide sponsors with these important insights that will
improve their marketing and business planning:
 Gifting behavior by holiday and occasion: Discover key characteristics of the
gifting market, such as on what holidays and occasions consumers buy gifts, how
many people they buy gifts for and how much they spend. The survey will also
reveal what range of products people choose for gifts, what drives their selection
of particular gifts and what drives their selection of stores to shop for gifts.
 Demographics of the gifting market: How many households buy gifts, what types
of gifts do they buy, how much they spend, where they shop for specific types of
gifts and what are the different demographic segments within the gifts market
(e.g. HHI, age, size, composition, education, etc.)
 Gifts market buying behavior: What are the primary characteristics of the
consumers' buying behavior related to different gifts? What makes a good gift?
What attributes and qualities make gifters want to buy? Where do they shop for
these items; how do they decide to purchase one item over another? What is the
role of brand in gifting buying behavior? What is the purchase incidence and
spending on key categories of gifts?
 Psychographic profile and segmentation of the gifting market: The psychographic
profile of gift consumers reveals their different drives and motivations in
purchasing gifts. What factors are more or less important in driving gift
purchasing decisions? How can gifts marketers and retailers better understand the
hearts and minds of their consumers and use that insight to capture a greater share
of the consumers' gifting budget? In essence we reveal "why people buy gifts."
20
Hybrid online shopping: a new buying channel:
Hybrid electronic commerce involves the use of both virtual and physical presence to
meet the needs of buyers. By physical presence, we include any assets that enable
potential buyers to interact in person (i.e. not via the Internet, although perhaps 17 at a
call center) with a firm's personnel or on a firm's premises in the support of an economic
exchange. Our broader definition of physical presence can include, for example, instances
such as catalogue firms or travelling sales representatives, which may not involve local
fulfillment, but do utilize existing (pre-Internet) physical assets as sales channels. There
are a number of reasons why we might expect hybrid electronic commerce to be more
successful than either purely physical or purely virtual approaches to the market. The
various strategies can be broadly categorized as follows:
Cost Reduction Strategies: When virtual and physical channels are harmonized
effectively, a number of potential savings become possible, particularly involving labor
costs. Many pre and post purchase activities, for example, that formerly required the time
of a sales person can be handled via the Internet. In essence, these labor costs are
switched (or outsourced) to consumers for such activities as looking up product
information on their own, filling out forms, and relying on online technical assistance for
after-sales service. Customers are willing to take on these tasks for the increased
convenience and control that the virtual channel offers. Sales personnel can then shift
their activities from order taking (e.g. as in typical call centers) to order generation or
higher-margin sales activities. For catalogue firms, shifts to the Internet offer very real
cost savings, since Internet orders are far cheaper than telephone orders and there may be
savings from needing to print fewer catalogues. Another area of cost savings includes
opportunities to reduce local inventory for infrequently purchased goods, while still
offering them on a delayed (that is, via the Internet channel) basis.
Finally, in terms of delivery costs, hybrid firms have a cost advantage over all virtual 18
firms. The hybrid firm with a physical outlet in the community can offer goods with no
delivery charge, using their physical presence as the pick-up location. If they do offer
delivery, there may be some savings if the delivery is initiated from the local point of
presence.
Trust Building Strategies: Hybrid firms have enhanced opportunities to build trust due to
their physical presence in the markets they serve. A commonly cited impediment to
online shopping is consumers‘lack of trust in the legitimacy of the Web-based store. The
fact that there is a recognized physical entity reduces the perceived risk that the virtual
site is a fake. Moreover, consumers' perceived risks may be lower since there is an easy
to access location to which goods can be returned or complaints can be registered.
Additionally, businesses in community can be embedded in a variety of social networks
(e.g. in the chamber of commerce, or as a sponsor of youth organizations), which can
enhance trust (Steinfield, Mahler and Bauer, 1999; Steinfield and Whitten, 2000).
According to Granovetter (1985), such embeddedness is often considered a problem by
economists, who argue that when economic exchange is determined by social relations,
inefficient allocation of resources can result. However, he also notes that social relations
often facilitate trust, permitting exchanges without expensive contracts or legal fees and
21
thereby reducing costs. DiMaggio and Louch (1998) show that, particularly for risky
transactions, consumers are likely to rely on social ties as a governance mechanism.
Social ties create obligations that can be a powerful force for controlling opportunistic
behavior.
Consumers in their study were willing to limit their choice of suppliers for highly risky
purchases in order to purchase from someone with whom they knew or who was
recommended by someone they knew. To the extent that such personal relationships are
more likely to exist between geographically proximate buyers and sellers, this 19 may be
a countervailing force in electronic commerce, resulting in a preference for doing
business with firms that are already physically present in the local market, at least for
high risk transactions. Hence, hybrid firms that pursue this approach would rely
extensively on their physical presence and social embeddedness to build trust, and would
feature these forms of community connection prominently on their virtual channels.

22
 Chapter

DATA ANALYSIS

23
4. ANALYSIS OF THE SURVEY
TABLE 4.1: COMPANY SIZE
Size of company No of companies
Small 4
Large 21
Source: Primary data

CHART 4.1: COMPANY SIZE

Company Size
large small

16%

84%

The respondents are from different companies out of which 16% are from small scale
companies and 84% are from large scale companies.

TABLE 4.2: MODE OF BUYING:

Mode of Offline Online Both Not applicable
buying
No of 8 9 1 7
companies
Source: Primary data

24
CHART 4.2: MODE OF BUYING:

Mode of buying

Not Applicable online

28% 36%

Both
4%

offline
32%

Inference:

 36% of the respondents buy their gifts online while 32% of the respondents buy
offline. 4% of the respondents buys either online or offline depending upon the
type of the gift. This question is not applicable to 28% of the respondents.

TABLE 4.3: AVERAGE MONEY SPENT PER GIFT:

Money Below 500-1000 1000-1500 Above 1500 Not

spent( in Rs ) 500 applicable
No of 8 10 1 1 5
companies
Source: Primary data

25
CHART 4.3: AVERAGE MONEY SPENT PER GIFT:
:

Average money spent per gift

10

8
No of companies

0
s s s s le
0r 0 0r 0 0r 0 0r ab
50 10 15 15 ll i
c
lo
w 0- 0- ve ap
Be 50 10
0 o t
Ab No

Inference:

 72% of the companies prefer to spend either below 500 or 500-1000rs for buying
gifts for their employees.
 Only 8% of the companies are ready to spend above 1000rs.

TABLE 4.4: NATURE OF GIFTS:

Nature of gifts Only sweets Gift vouchers Products Mixed

No of 4 9 7 5
companies
Source: Primary data

26
CHART 4.4: NATURE OF GIFTS:

Nature of gifts

Mixed

Products

Gift coupons

only Sweets

0 1 2 3 4 5 6 7 8 9

Inference:

 36%of the companies prefer to give gift vouchers or coupons to their employees.
 16% of the companies give only sweets to their employees.
 Products such as bags, t-shirts, watches, crystal work, home
Appliances etc were given by 28% of the companies.

TABLE 4.5: MAJOR GIFTING OCCASION:

Occasion Only Only Both diwali Diwali, new Women’s

Diwali New and new year and day
year year Ayutha pooja
No of 3 7 6 7 2
companies
Source: Primary data

27
CHART 4.5: MAJOR GIFTING OCCASION:

Major gifting occasions

Women’s day
Diwali, new year and
Ayutha pooja
Both diwali and new year

Only New year

Only Diwali
0 1 2 3 4 5 6 7

No of companies

Inference:

 28% of the companies gift their employees on ayutha pooja.

 Only manufacturing companies gifts their employees on ayutha pooja.
 36% of the companies gift their employees on diwali.
 52% of the companies gift their employees on New Year.

4.6 BENCHMARKING OF CORPORATE GIFTING WEBSITES:

Benchmarking is the process of comparing one's business processes

and performance metrics to industry bests or best practices from other
companies. Likewise, benchmarking was carried out with other corporate
gifting online websites. More than 20 companies’ websites were analyzed to
learn about their corporate gifting practices. The following table gives the
details of the benchmarking of different companies.

28
Table 4.6: Benchmarking:
Positio
Do they n of
Do they Type of
have Types of corpora Above Below Enquir
Company provide client gifts
corpora choclate te the the y
Name service details Provide
te s gifting fold fold Form
in india d
gifting in
website
Descri Sampl
Google, ption e
Logo,Bo Right Chocol
www.zoroy.co bosch, of CG Pictur
Yes Yes uquet,Gi Top ates and Yes
m TVS,wi and es and
ft box corner Flowers
pro,etc picture client
s details
Descri
ption Disco
Gift Not Right Only
www.godiva.co of CG unt
Yes No box,Log Mentio Top Chocol No
m and Detail
o ned corner ates
picture s
s
Pictur
es of
Descri
differe
Not Right ption Only
www.vogescho Gift nt
Yes No Mentio Top of CG Chocol Yes
colate.com boxes types
ned corner and a ates
of
picture
chocol
ates
Hot Pictur
chocolat es of
Descri chocola
e on differe
Not Right ption tes and
www.chocomiz spoon,Pe nt
Yes No Mentio Top and Gift No
e.com rsonalise types
ned corner Pictur Certific
d of
es ates
chocolat chocol
es ates
Choco
Pictur
late
es of
Yes(W raisins,or Not Right Pics & Only
www.chocolate chocol
holesal Yes ange,Ge Mentio Top Prices Chocol No
mantra.com ates
e) ms ned corner and ates
with
testim
prices
onials

www.infibeam. Assorte
No NA NA NA NA NA NA NA
com d

Only
www.chocolate
No NA NA NA NA NA NA Chocol NA
city.in
ates
Grid
Grid
Not Right View Only
www.chocosho Gift view
Yes Yes Mentio Top of Chocol No
p.in boxes contin
ned corner chocla ates
uation
tes
www.monginis. Gift Not Right Descri Pictur Chocol
Yes Yes No
net boxes,B Mentio Top ption es of ates,cak
29
 other es,cook
ouquets ned corner of CG
gifts ies
Pictur
Tata,Tit Descri es of
Listed
an,Lak ption, logo Only
www.chocolics. Logo,Gif left
Yes Yes me,Ren Links Embos Chocol No
com t boxes hand
ault,HD of sed ates
side
FC,etc clients chocla
ts
Pictur
Listed es of
Gift Not Descri Only
www.mokshach left gift
Yes Yes boxes,lo Mentio ption Chocol No
ocolates.com hand boxes
go ned of CG ates
side with
prices
Descri
BlueDa Pictur
ption Only
www.chocoswi logo,gift rt,Lufth Middle es of
Yes Yes about Chocol No
s.com boxes ansa,Ib Tab chocla
their ates
m etc. tes
CG
Only
www.chocolik.
No NA NA NA NA NA NA Chocol NA
com
ates
Descri Pictur
Designer Not Only
www.chocoalac Middle ption es of
Yes Yes chocolat Mentio Chocol No
arte.com Tab about chocol
es ned ates
CG ates
Descri
ption
3 about Contin
Separat
packages Not CG uation Only
www.chocolate e Box
Yes Yes are Mentio and of Chocol No
junction.in at the
mention ned contac descri ates
middle
ed t ption
numbe
r
Contin
Descri
Not Not No uation Only
www.chocopost ption
Yes Yes Mention Mentio Separat of Chocol No
.in about
ed ned e tab descri ates
CG
ption
No
Separat
Grid
e Grid
www.thecorpor Assorted Not View Only
tab.Dis view
atechocolate.co Yes Yes chocolat Mentio of Chocol Yes
played contin
m e boxes ned chocla ates
under uation
tes
product
s
listed
vlcc,Ma
under Cakes
hindra,I Descri
www.kreativec Logo,Gif Gifting Enquir and
Yes Yes NGvys ption Yes
hocolates.in t boxes solution y form chocola
ya,Gion of CG
s below tes
ee,..
the fold
Only
www.brownbite
No NA NA NA NA NA NA Chocol NA
chocolates.com
ates
www.chocolate Customi Not Left Descri Only
Yes Yes Nill No
delhi.com zed Mentio side of ption Chocol
30
 chocolat the
ned of CG ates
e boxes page
Descri
Logo,Cu Left
Not ption Only
www.chocolate stomized side of
Yes Yes Mentio with Nill Chocol No
temptation.com gift the
ned picture ates
boxes page
s
Logo Not No Only
www.brandedc
Yes No Embosse Mentio seperat NA NA Chocol No
andy.com
d ned e tab ates
No
seperat
e
Truffles, Cakes
Not tab.List
www.chokola.i cups,bar and
Yes Yes Mentio ed NA NA Yes
n s,Gift Chocol
ned under
hampers ates
gift
hamper
s

Table 4.7: Position of corporate gifting on website:

Position on Right corner Left side Middle No tab Not
website applicable
No of 7 4 3 5 4
companies
Source: Benchmarking data

Chart 4.6: Position of corporate gifting on website:

Position Of CG On Website
8
7

6
No of companies

5
4

2
1

0
Right corner Left Side Middle No tab Not Applicable

31
Inference:

 30% of the companies have their corporate gifting option on their right corner of
the website.
 17% of the companies have their corporate gifting option on their left corner of
the website.
 21% of the companies have their corporate gifting option on middle of the
website.

Table 4.8: Types of gifts:

Types of Assorted Chocolates Chocolates Chocolates Only
gifts &Gift &cakes &flowers chocolates
certificates
No of 1 1 3 1 17
companies
Source: Benchmarking data

Chart 4.7: Types of gifts:

Types of gifts
No of Companies

Assorted 1

chocolates &Gift 1
cerfticates

chocolates & cakes 3

chocolates&flowers 1

Only choclates 17

32
Inference:

 73% of the companies have only chocolates as gifts.

 13% of the companies have chocolates & cakes as gifts.

Table 4.8: Enquiry form:

Enquiry form Available Not available Not applicable

No of companies 5 14 4

Source: Benchmarking data

Chart 4.9: Enquiry form:

Enquiry Form
Available Not Available Not Applicable

17% 22%

61%

Inference:

 61% of the companies don’t have an enquiry form about corporate gifting queries
in their websites.
 22% of the companies have an enquiry form about corporate gifting queries in
their websites.

33
4.7 MARKET POTENTIAL OF NRI SEGMENT:
NRI customers form a major part in gifting practices. They frequently gift their family
members, friends in India from different parts of the world. First we found out the
countries where NRI’s are densely populated and then we analyzed their gifting nature

and practices. From the analysis we formulated different ways to target them. The
following is the list of countries where NRI’s are densely populated.

Chart 4.10: NRI populations:

NRI Population
2500000
2000000
1500000
1000000 NRI Population
500000
0
UK A a it an e ia E a ia
US fr ic wa m por ays UA nad ab
A Ku O ga al a r
ut
h
Sin M C iA
So aud
S

Source: Secondary data

4.8 POPULAR SOCIAL MEDIA SITES AMONG NRI’S:

Social Media marketing plays a vital role in targeting the NRI segment. So a
detailed study on their social media behavior was carried out. The following
graph shows the different social media usage of different countries where
NRI’s are densely populated.

34
Chart 4.10: Social media usage (Singapore):

Singapore

pinterest

youtube
Social media

linkedin
Series1
twitter

facebook

0 0.5 1 1.5 2 2.5 3 3.5 4

Users in million

Source: Secondary data

Chart 4.11: Social media usage (Malaysia):

Malaysia
Users in million

13

3.5
0.9700000000000
1 01 0.78

Facebook Youtube Twitter Linkedin Tumblr Pinterest

Source: Secondary data

35
Chart 4.12: Social media usage (USA):

Source: Secondary data

Inference:

 Facebook, twitter, YouTube are the most used social media websites by the
NRI’s.
 LinkedIn are mostly used by the professional NRI’s.
 Tumblr and pinterest were famous in USA and Malaysia.

36
 Chapter

FINDINGS, RECOMMENDATIONS AND

CONCLUTION

37
5.1 FINDINGS:
Corporate gifting practices:
 72% of the companies prefer to spend either below 500 or 500-1000rs for buying
gifts for their employees. Only 8% of the companies are ready to spend above
1000rs.
 28% of the companies gift their employees on ayutha pooja. 36% of the
companies gift their employees on diwali. 52% of the companies gift their
employees on New Year.
 All the Manufacturing companies gifts their employees on ayutha pooja.
 36%of the companies prefer to give gift vouchers or coupons to their employees.
16% of the companies give only sweets to their employees. Products such as bags,
t-shirts, watches, crystal work, home appliances etc were given by 28% of the
companies.
 Sodexo and Gift vouchers were used by many companies to ensure that, their
employees’ buys according to their wish.
 Companies like PayPal, Hewitt associates and Tcs do not gift Products, so they
don’t have any other option than sweets and Chocolates. These companies are our
prospects.
 Most of the companies gift their employees according to their nature of work. So
the chances of buying multiple products are high.
 36%of the companies prefer to buy online since it makes the work Procurement
department easier. For companies which buy offline, we should create awareness
of online buying and also the benefits of it.
 Companies like Vodafone who look to promote their branding, whatever products
they buy as gifts, would like to print their company name on it and issue as their
own company products. Products like tea cups, t-shirts, pen, note pad etc. which
they issue to their employees will have their company name printed on it. They
are our perfect targets for our logo chocolates.
 Most of the respondents say that they close the deal through LinkedIn.
Benchmarking:
 30% of the companies have their corporate gifting option on the right corner of
their website.17% of the companies have their corporate gifting option on the left
corner of their website.21% of the companies have the corporate gifting option on
middle of their website.
 Some of the companies have an enquiry form, which helps in answering the
customer queries.
 Most of the companies have displayed the names of their clients in their websites.
 73% of the companies have only chocolates as gifts and13% of the companies
have chocolates & cakes as gifts.

38
Market potential of NRI segment:
 UAE, UK & USA are the top three countries where NRI’s densely populated.
 Most of the Indians in UAE work as don’t use online gifting portals to gift their
families since the awareness is less.
 In USA & UK most of the Indians do prefer buying online gifts often for their
friends and family in India.
 Singapore, Malaysia, Canada and Australia are the other countries where NRI’s
densely populated.
 Facebook, twitter, YouTube are the most used social media websites by the
NRI’s.
 LinkedIn are mostly used by the professional NRI’s.
 Tumblr and pinterest were famous in USA and Malaysia.
 The following are the Top 10 NRI visited websites (Alexa Ranking)

• www.rediff.com

• www.expressindia.com

• www.nriol.com

• www.shadi.com

• www.sulekha.com

• www.garamchai.com

• www.indiatimes.com

• www.bharatmatrimony.com

• www.indiafm.com

• www.makemytrip.com

 Most of the information were shared among the NRI’s through Facebook
community pages, twitter groups and group mails.

39
5.2 RECOMMENDATIONS:

 Focus on Companies like PayPal, Hewitt associates and Tcs which do not gift
physical Products, because they don’t have any other option than sweets and
Chocolates. So deal can be easily closed in these types of companies.
 36% of the companies prefer to give gift vouchers to their employees to ensure
that, their employees’ buys according to their wish. So, chocolateteddies.com can
come up with their own gift vouchers to tap these Segments. It could be a novel
method of gifting employees.
 92% of the companies gift their employees during diwali and New Year. So the
marketing towards corporate should be vigorous during October to December.
Only Manufacturing Companies gifts their employees during ayutha Pooja, so it’s
better to target only these companies during September and October.
 Most of the respondents say that they close the deal through LinkedIn. So it is
mandatory to open a premium account in LinkedIn and to contact the decision
makers directly through inmail option. Through this option chocolateteddies.com
can directly have contact with the decision makers and it will be easier to close
the deal.
 36% of the companies prefer to buy online since it makes the work of the
Procurement department easier. For companies which buy offline,
chocolateteddies.com should create awareness of online buying and also the
benefits of it.
 72% of the companies prefer to spend either below 500 or 500-1000rs for buying
gifts for their employees. So the price range of the products should be placed
accordingly.
 Chocolateteddies.com should have an enquiry form in the website which will help
the customers to clarify their doubts.
 Website has to be completely revamped to attract the customers.
 Participating and Sponsoring Events Conducted by NRI’s will create awareness
about chocolateteddies.com which will make them use the portal to buy gifts for
their family and friends in India.
 Chocolateteddies.com should be active in Facebook community pages and twitter
NRI groups.
 Chocolateteddies.com should post blogs and place ads in websites like sulekha,
sify, Times of India etc which are highly used by the NRI’s.

40
5.3 CONCLUSION:
This study provides me an opportunity to gain in depth knowledge in corporate gifting
culture and the online purchase behavior of NRI’s. Also I clearly understood that the
buying behaviors of the customers are inclining towards online purchasing. This in fact is
a positive sign for chocolateteddies.com which will increase their customer base and
sales. The role of social media also plays a major role in the prevailing market. With 33
million unique visitors India ranks seventh in the world as far as the use of social media
is concerned. Young people constitutes by far the largest proportion of social media
consumers and therefore constitute an important target segment for chocolateteddies.com.
As these social network communities engage in conversations with other people through
web, data that reflects their interests, opinions, assessments and feelings are generated.
Therefore, social networking media are a useful source that companies listen in order to
understand their consumers.

41
 APPENDICES

Market Research on Corporate Gifting Practices and Development of a

Marketing Plan to Target Corporate Segment

Questionnaire for Corporate persons to understand their gifting practices

NAME:

COMPANY NAME:

DESIGNATION:

1) In the last 6 months how many times you gifted ur employees/ clients?
a) Less than 2
b) 2-4 times
c) 4-6 times
d) More than 6
2) What kind of products you mostly prefer?
a) Gift vouchers
b) Sweets
c) Physical products
d) mixed
3) What kind of channel do you prefer to buy gifts to your employees?
a) Offline
b) online
4) Who are your major gift vendors?
5) On an average, how much do you spend on gifting per employee?( average money
spent /unit of gift)
a) Below 500 rs
b) 500-1000 rs
c) 1000-1500 rs
d) Above 1500 rs

42
6) Have you given any chocolate kind of gifts anytime to some of your employees or
clients?
a) yes
b) no
7) If you want to gift chocolate items, in what range of price, do you like to spend
per gift?
Average money spent /unit of chocolate gift?
a) Below 100 rs
b) 100-250 rs
c) 250-500 rs
d) Above 500 rs

8) Where do you begin your search for a gift? online/offline

If online where?
If offline how?
10) Can u name some online corporate gifting portals?
11) Have u ever placed orders with online gifting portals?
12) Major occasions /events u gifted in the last financial year.
a) Diwali
b) New year
c) Ayutha pooja
d) Women’s day
13) Do you have any contracts with any of your suppliers?
a) Yes
b) No
14) Do you wish to get new product updates through email newsletters?
a) Yes
b) No
15) Do you wish to get gift consulting from websites?
a) Yes
b) No

43
 REFERENCES
1) Marketing Management By Philip Kotler, 14th edition Page no 4
2) Market Research By Naresh K Malhotra 6th edition page no 67, 103, 170
3) www.chocolateteddies.com
4) http://www.ukessays.com/essays/marketing/consumer-buying-behavior-towards-
chocolates-marketing-essay.php
5) http://www.ohsu.edu/xd/about/services/integrity/coi/gifts/upload/HCCA-Gifts-
Survey.pdf
6) http://www.parexcellencemagazine.com/the-luxury-market-business/new-gifting-
study-will-give-direction-on-the-future-of-gift-purchases-and-shopping.html
7) http://en.wikipedia.org/wiki/Primary_research
8) http://en.wikipedia.org/wiki/Secondary_research
9) http://businesstoday.intoday.in/story/corporate-gifts/1/24221.html
10) http://en.wikipedia.org/wiki/Descriptive_research
11) http://ori.hhs.gov/education/products/sdsu/res_des1.htm
12) http://en.wikipedia.org/wiki/Non-resident_Indian_and_person_of_Indian_origin
13) http://moia.gov.in/writereaddata/pdf/NRISPIOS-Data(15-06-12)new.pdf
14) http://www.manfromindia.com/2007/11/nri-marketing-strategy.html
15) http://www.pewinternet.org/fact-sheets/social-networking-fact-sheet/
16) http://www.quora.com/Marketing/Whats-the-best-way-to-market-specifically-to-
Non-resident-Indians
17) http://www.ispsquash.com/link_nri_indiancommunities.htm
18) http://trak.in/tags/business/2010/04/14/non-resident-indian-nri-statistics-2010/
19) http://creative.sulekha.com/top-10-nri-visited-sites-online-marketing-
guide_187990_blog

44