Questionnare included

1. A PROJECT ON
MARKETING STRATEGY & CUSTOMER SATISFACTION OF
BIG BAZAAR
IN THE SUBJECT
STRATEGIC MANAGEMENT
SUBMITTED BY
NAME: SOUMEET D. SARKAR
ROLL NO.: 041
DIVISIONS: A
M.Com. Part - I in Advance Accountancy
UNDER THE GUIDANCE OF
PROF. PRERNA SHARMA
TO
UNIVERSITY OF MUMBAI FOR
MASTER OF COMMERCE PROGRAMME (SEMESTER - I)
YEAR: 2013-14
SVKM’S
NARSEE MONJEE COLLEGE OF COMMERCE &ECONOMICS
VILE PARLE (W), MUMBAI – 400056.
1

2. EVALUATION CERTIFICATE
This is to certify that the undersigned have assessed and evaluated the
project on “MARKETING STRATEGY & CUSTOMER SATISFACTION
OF BIG BAZAAR” submitted by student of M.Com. – Part - I (Semester – I)
for the academic year 2013-14. This project is original to the best of our
knowledge and has been accepted for Internal Assessment.
Name & Signature of Internal Examiner
Name & Signature of External Examiner
PRINCIPAL
Shri. Sunil B. Mantri
2

3. DECLARATION BY THE STUDENT
I, student of M.Com. (Part – I) Roll No.:041 hereby declare that the project
titled “MARKETING STRATEGY & CUSTOMER SATISFACTION OF
BIG BAZAAR” for the subject STRATEGIC MANAGEMENT submitted
by me for Semester – I of the academic year 2013-14, is based on actual
work carried out by me under the guidance and supervision of PROF.
PRERNA SHARMA . I further state that this work is original and not
submitted anywhere else for any examination.
Place: MUMBAI.
Date:
(SOUMEET D. SARKAR)
Name & Signature of Student
3

4. ACKNOWLEDGEMENT
It is indeed a great pleasure and proud privilege to present this project
work.
I thank my project guide and M-COM co-ordinator of SVKM‟S NARSEE
MONJEE COLLEGE OF COMMERCE AND ECONOMICS, VILE PARLE
(WEST). Their co-operation and guidance have helped me to complete this
project.
I would sincerely like to thank the principal of our college Shri.Sunil
B.Mantri for his support and guidance.
I would also like to thank the college library and its staff for patiently
listening and guiding me and finally. I would like to thank my family and
friends who supported me in this project.
THANK YOU.
4

5. CONTENT
Sr. No.
PARTICULARS
Page No.
CHAPTER I – INTRODUCTION
1.1
Meaning & Definition
7
1.2
Financial & Non-Financial Benefits
7
1.3
Phases of Strategic Management
8
CHAPTER II –RESEARCH METHODOLOGY
2.1
Objective of Study
9
2.2
Methodology Adopted
9
2.3
Objective of WTO
9
2.4
Sources of Data
9
CHAPTER III – COMPANY INFORMATION
3.1
Company Profile
10
3.2
Progress of Big Bazaar
11
CHAPTER IV – COLLECTION OF DATA &
ANALYSIS
4.1
Marketing Mix
14
4.2
Marketing Strategies
16
4.3
Customer Satisfaction
18
4.4
Strategies to Attract Customers
19
4.5
Integrated Marketing Communication
20
4.6
Questionnare Sample
23
4.7
Data Analysis of Customer Satisfaction
25
5

6. CHAPTER V – CONCLUSIONS & SUGGESTIONS
5.1
Conclusion & Suggestions on Marketing
Strategies
38
5.2
Conclusion & Suggestions on Customer
Satisfaction
39
5.3
Biblography
41
6

7. INTRODUCTION:Strategic Management is an ongoing process that evaluates and controls the business and
the industries in which the company is involved; assesses its competitors and sets goals
and strategies to meet all existing and potential competitors; and then re-assesses each
strategy annually or quarterly [i.e. regularly] to determine how it has been implemented
and whether it has succeeded or needs replacement by a new strategy to meet changed
circumstances, new technology, new competitors, a new economic environment, or a new
social, financial, or political environment. Strategic Management can also be defined as
the identification of the purpose of the organization and the plans and actions to achieve
the purpose. It is that set of managerial decisions and actions that determine the long
term performance of a business enterprise. It involves formulating and implementing
strategies that will help in aligning the organization and its environment to achieve
organizational goals. Strategic Management analyzes the major initiatives taken by a
company's top management on behalf of owners, involving resources and performance in
internal and external environments. It entails specifying the organization's mission, vision
and objectives, developing policies and plans, often in terms of projects and programs,
which are designed to achieve these objectives, and then allocating resources to
implement the policies and plans, projects and programs.
Strategic Management allows an organization to be more proactive than reactive in
shaping its own future; it allows an organization to initiate and influence activities and
thus to exert control over its own destiny. Many small business owners, chief executive
officers, presidents and managers of many profit and non-profit organizations have
recognized and realized the benefits of strategic management. Historically, the principle
benefit of strategic management has been to help organization formulate better strategies
through the use of the more systematic, logical and rational approach to strategic choice.
Financial Benefits:1) Improvement in sales.
2) Improvement in profitability.
3) Improvement in productivity.
Non-Financial Benefits:1)
2)
3)
4)
Improved understanding of competitors strategies.
Enhanced awareness of threats.
Reduced resistance to change.
Enhanced problem-prevention capabilities.
7

8. Phases of Strategic Management:Strategic management is not a static concept, but an ongoing process. The strategic
management process encompasses four distinct phases. In order to succeed, a strategy
must succeed in each phase. It is important, therefore, that anyone planning a business
strategy understands these four phases and the roles that they play.
1. Formulation:- Strategic management begins with the formulation phase, where the
firm‟s management develops an overall strategy for achieving the firm's objectives.
Objectives may include, for example, increasing market share or reducing costs.
The top management team typically is saddled with the responsibility of
developing the firm's overall strategy. They may, however, seek the input of line
managers and front-line workers as they develop their strategy.
2. Implementation:- With a clear strategy formulated, managers can then go about
implementing it. Strategies are usually implemented from the top down. To begin
with, the top management team will inform line managers about the strategic
changes, and line managers will, in turn, pass this information on to their
subordinates. Many strategies fail due to poor implementation, but managers can
avoid this by carefully introducing the new strategy and listening to any employee
concerns about the changes.
3. Evaluation:- When a strategy is implemented, it will hopefully be successful, but
managers cannot assume that every strategy will be. They will, therefore, need to
measure the success of a strategy. To measure this success, the strategy must be
evaluated against the firm's goals. A gap analysis is a useful tool for evaluating
the success of a strategy. This measures the gap that exists between the desired
results and a firm's actual results.
4. Modification:- Sometimes, strategies are successful on the first attempt, but more
often than not, there is room for improvement. If the evaluation of the strategy
shows that the firm has not achieved all its desired goals, then it is necessary to
modify the strategy. For example, if the firm used a cost-leadership strategy to
increase sales, but the sales actually decreased, then the firm would need to
modify this strategy, perhaps using a premium-pricing strategy instead.
8

9. OBJECTIVE OF THE STUDY:I.
II.
III.
IV.
To
To
To
To
understand the marketing strategy of Big Bazaar.
analyze how well the company‟s marketing strategies attract customers.
understand the expectations and requirement of customers.
understand how big bazaar convert CUSTOMERS in CONSUMERS.
METHODOLOGY ADOPTED FOR THE STUDY:A. Observing the marketing-mix adopted by the company.
B. Preparing a questionnaire and distributing it to the customers of Big Bazaar and
knowing their responses.
C. Analyzing the responses received.
PRIMARY DATA:Primary data was collected from the feedback of the customers of Big Bazaar with the
help of questionnaire.
SECONDARY DATA:Secondary data was collected from various newspapers, magazines and internet.
9

10. COMPANY PROFILE:-
Parent Group
Owner
Founded
Headquarter
Industry
Future Group
Kishore Biyani (CEO)
2001
Jogeshwari, Mumbai
Retail
Big Bazaar is the largest hypermarket chain in India. Big Bazaar was launched in
September, 2001 with the opening of its first four stores in Kolkatta, Indore, Bangalore
and Hyderabad in 22 days. Currently, there are 214 stores across 90 cities and towns in
India covering around 16 million sq.ft. of retail space. It was started by Kishore Biyani.
Big Bazaar was launched mainly as a fashion format selling apparel, cosmetics,
accessories and general merchandise. Over the years, the retail chain has included in its
portfolio a wide range of products and services, ranging from grocery to electronics.
Big Bazaar is popularly known as the „Indian Wal-mart‟ today. Most Big Bazaar outlets
are multi-leveled stores and are located in stand-alone buildings in city centre as well as
within shopping malls. These stores have more than 2,00,000 stock keeping units (SKU)
in a wide range of categories, led primarily by fashion and food products. The retail
space of these stores in the metros range between 50,000 and 1,60,000 sq.ft.
According to Kishore Biyani‟s 3-C theory, Change and Confidence among the entire
population is leading to rise in Consumption, through better employment and income
which in turn is creating value to the agricultural products across the country. Big
Bazaar has divided India into three segments:1. India One:- Consuming class which includes upper middle and lower middle class
(14% of India's population).
2. India Two: Serving class which includes people like drivers, household helps,
office peons, liftmen, watchmen, etc. (55% of India's population).
3. India Three: Struggling class (remaining 31% of India's population).
While Big Bazaar is targeted at the population across India One and India Two
segments, Aadhaar Wholesale is aimed at reaching the population in India Three
segment. With this, Future Group emerged as a retail destination for consumers across
all classes in the Indian society.
10

11. PROGRESS OF BIG BAZAAR:2001

Three Big Bazaar stores launched within a span of 22 days in Kolkata, Bangalore,
Hyderabad.
2002


Big Bazaar - ICICI Bank Card is launched.
Food Bazaar becomes part of Big Bazaar with the launch of the first store in
Mumbai at High Street Phoenix.
2003


Big Bazaar enters Tier II cities with the launch of the store in Nagpur.
Big Bazaar welcomes its 10 million customer at its new store in Gurgaon.
2004


Big Bazaar wins its first award and national recognition. Big Bazaar and Food
Bazaar awarded the country‟s most admired retailer award in value retailing and food
retailing segment at the India Retail Forum.
A day before Diwali, the store at Lower Parel becomes the first to touch Rs.10
million turnover on a single day.
2005




Initiates the implementation of SAP and pilots a RFID project at its central
warehouse in Tarapur.
Launches a unique shopping program: the Big Bazaar Exchange Offer, inviting
customers to exchange household junk at Big Bazaar.
Electronic Bazaar and Furniture Bazaar are launched.
Big Bazaar and ICICI Bank launched ICICI Bank-Big Bazaar Gold credit card
program to reward its loyal customers.
2006



Mohan Jadhav sets a national record at Big Bazaar Sangli with a Rs.1,37,367
shopping bill. The Sangli farmer becomes Big Bazaar‟s largest ever customer.
Big Bazaar launches Shakti, India‟s first credit card program tailored for housewives.
Navaras – the jewellery store launched within Big Bazaar stores.
11

12. 2007




The 50th Big Bazaar store is launched in Kanpur.
Big Bazaar partners with Futurebazaar.com to launch India's most popular shopping
portal.
Big Bazaar initiates the "Power of One" campaign to help raise funds for the Save
The Children India Fund.
Pantaloon Retail wins the International Retailer of the Year at US-based National
Retail Federation convention in New York and Emerging Retailer of the Year award
at the World Retail Congress held in Barcelona.
2008




Big Bazaar becomes the fastest growing hypermarket format in the world with the
launch of its 101st store within 7 years of launch.
Big Bazaar dons a new look with a fresh new section, Fashion at Big Bazaar.
Big Bazaar joins the league of India‟s Business Super brands. It is voted among the
top ten service brands in the country in the latest pitch- IMRB international survey.
Big Bazaar initiated the Mega Saving "Monthly Bachat Bazaar" campaign, to provide
exceptional deals on groceries and food items during the first week of every month.
2009






Big Bazaar opens its second store in Assam at Tinsukia.
Big Bazaar initiates Maha-Annasantarpane program at its stores in South India – a
unique initiative to offer meals to visitors and support local social organizations.
Big Bazaar captures almost one-third share in food and grocery products sold through
modern retail in India.
Mahendra Singh Dhoni and Asin, youth icons of India, were chosen as the brand
ambassadors of Big Bazaar.
Big Bazaar announced the launch of 'The Great Exchange Offer'.
Formed a joint venture with Hidesign to launch Holi, a new brand of handbags,
laptop bags and other accessories.
2010



Future Value Retail Limited is formed as a specialized subsidiary to spearhead the
group‟s value retail business through Big Bazaar, Food Bazaar and other formats.
Big Bazaar wins CNBC Awaaz Consumer Awards for the third consecutive year.
Adjudged the Most Preferred Multi Brand Food & Beverage Chain, Most Preferred
Multi Brand Retail Outlet and Most Preferred Multi Brand One Stop Shop.
Big Bazaar connects over 30,000 small and medium Indian manufacturers and
entrepreneurs with around 200 million customers visiting its stores.
12

13. 



Big Bazaar opens its third store in Kanpur at Z Square Mall.
Big Bazaar opens its fourth store in Kanpur at Jajmau which is the largest leather
tannery garrison of Asia.
Vidya Balan was chosen as the brand ambassador of Big Bazaar's Price Challenge
exercise.
Ranked 6 among the Top 50 Service Brands in India.
2011






Big Bazaar forays into the rural wholesale and distribution business through „Aadhaar
Wholesale‟ store at Kalol, Gujarat.
Big Bazaar has come up a new logo with a new tag line: „Naye India Ka Bazaar‟.
200th store opened in India.
Future Group has launched its latest venture, Foodhall – a premium food destination
across 10 metros in India.
For the convenience of the online customers, Big Bazaar has started free shipping on
all orders above Rs.1000.
Entered into an agreement with Hindustan Unilever to co-develop and co-brand
bakery products, which would be sold exclusively at Big Bazaar stores.
2012


Big Bazaar entered into a five year multi-million dollar deal with Cognizant
Technology Solutions for IT infrastructure services that support Future Group's
network of stores, warehouses, offices and data centers.
Partnered with Disney to launch "Kidz Cookies", exclusively for kids across India.
Big Bazaar is planning to add further value to its retail services by offering value
added services like grinding, de-seeding, vegetables cutting at free of cost.
13

14. COLLECTION OF DATA AND ANALYSIS:Marketing is "the activity, set of institutions, and processes for creating, communicating,
delivering, and exchanging offerings that have value for customers, clients, partners and
society at large." Marketing is a management process or social process or an effective
communication through which goods and services move from concept to the customer
and companies create value for customers and build strong customer relationships in
order to capture value from customers in return and also identifying, anticipating and
satisfying customer requirements profitably. Marketing mix is a deciding factor in
formulating marketing techniques for the success of a particular brand, commodity or
company. It includes the coordination of four elements called the 4P's of marketing:1.
2.
3.
4.
Identification, selection and development of a Product.
Determination of its Price.
Selection of a distribution channel to reach the customer's Place.
Development and implementation of a Promotional strategy.
In recent times, however, the 4P‟s have been expanded to the 7P‟s.
MARKETING MIX OF BIG BAZAAR:Product:- Big Bazaar offers a wide range of products which range from apparels, food,
farm products, furniture, child care, toys, etc. of various brands like Levis, Allen Solly,
Pepsi, Coca-Cola, HUL, ITC, P&G, LG, Samsung, Nokia, HP etc. Big Bazaar also
promotes a number of in house brands like:1.
2.
3.
4.
5.
6.
DJ & C
Tasty Treat
Clean Mate
Sensei
Care Mate
Koryo and 44 other brands.
Pricing:- The pricing objective at Big Bazaar is to get “Maximum Market Share”.
Pricing at Big Bazaar is based on the following techniques:1. Value Pricing ( EDLP – Every Day Low pricing ):- Big Bazaar promises
consumers the lowest available price without coupon clipping, waiting for discount
promotions, or comparison shopping.
14

15. 2. Promotional Pricing:- Big Bazaar offers financing at low interest rate. The
concept of psychological discounting ( Rs.99, Rs.49, etc. ) is also used to attract
customers. Big Bazaar also caters on Special Event Pricing ( Close to Diwali,
Gudi Padva and Durga Pooja ).
3. Differentiated Pricing:- Differentiated pricing, i.e., difference in rate based on peak
and non-peak hours or days of shopping is also a pricing technique used in
Indian retail, which is aggressively used by Big Bazaar. For example, Wednesday
Bazaar.
Bundling :- It refers to selling combo-packs and offering discount to customers. The
combo-packs add value to customer and lead to increased sales. Big Bazaar lays a lot of
importance on bundling. For example 3 Good Day family packs at Rs.60 ( Price of 1
pack = Rs.22 ), 5 kg oil + 5 kg rice + 5 kg sugar for Rs.599.
Place:- The Big Bazaar stores are operational across three formats – hypermarkets spread
over 40,000 - 45,000 sq.ft. , the Express format over 15,000 - 20,000 sq.ft. and the Super
Centers set up over 1 lakh sq.ft. Currently Big Bazaar operates in over 34 cities and
towns across India with 116 stores. Apart from the metros these stores are also doing
well in the tier II cities. These stores are normally located in high traffic areas. Big
Bazaar aims at starting stores in developing areas to take an early advantage before the
real estate value booms. Mr. Biyani is planning to invest around Rs.350 crores over the
next one year expansion of Big Bazaar. In order to gain a competitive advantage Big
Bazaar has also launched a website www.futurebazaar.com, which helps customers to
orders products online which will be delivered to their doorstep. This helps in saving a
lot of time of its customers.
Promotion:- The various promotion schemes used at Big Bazaar include:1.
2.
3.
4.
5.
6.
7.
8.
Saal ke sabse saste 3 din.
Hafte ka sabse sasta din “Wednesday bazaar”.
Exchange Offers “Junk swap offer”.
Future card ( 3% discount ).
Shakti card.
Advertisement ( print ad, TV ad, radio ).
Brand endorsement by M S Dhoni and Asin.
Big Bazaar has come up with 3 catchy lines written on hoardings taking on
biggies like Westside, Shoppers stop and Lifestyle. They are:a) “Keep West - aSide. Make a smart choice!”
b) “Shoppers! Stop. Make a smart choice!”
c) “Change your Lifestyle. Make a smart choice!”
15

16. People:1.
2.
3.
4.
Well trained staff at stores to help people with their purchases.
Employ close to 10,000 people and employ around 500 more per month.
Well - dressed staff improves the overall appearance of store.
Use scenario planning as a tool for quick decision making multiple counters for
payment, staff at store to keep baggage and security guards at every gate, makes
for a customer – friendly atmosphere.
Process:- Big Bazaar places a lot of importance on the process right from the purchase
to the delivery of goods. When customers enter the stores they can add the products
they which to purchase in their trolley from the racks. There are multiple counters where
bill can be generated for purchases made. Big Bazaar also provides delivery of products
over purchases of Rs.1000.
Physical Evidence:- Products in Big Bazaar are properly stacked in appropriate racks.
There are different departments in the store which display similar kind of products.
Throughout the store there are boards/written displays put up which help in identifying
the location of a product. Moreover boards are put up above the products which give
information about the products, its price and offers. Big Bazaar stores are normally „U
shaped‟ and well planned & designed.
Big Bazaar’s New Marketing Strategy:
Big Bazaar has launched new marketing strategy which is based on Guerrilla Marketing.
Guerrilla marketing warfare strategies are a type of marketing warfare strategy designed
to wear down the enemy by a long series of minor attacks, using principles of surprise
and hit and run tactics. Attack, retreat, hide, then do it again, and again, until the
competitor moves on to other markets. Herein guerrilla force is divided into small groups
that selectively attack the target at its weak points. In the world of cut throat
competition, corporate use extension of the same strategy in marketing. Corporate like
Coke, Pepsi, etc. have been using the same for quite some time now and the latest
entrant is our very own „Future Group‟- Big Bazaar, Pantaloons, Future Bazaar, eZone
are all part of this group and they are taking on the biggies like Shoppers Stop,
Lifestyle and Tata‟s Westside. In order to do the same, Future Group have come up
with 3 catchy and cheeky ad campaigns which surely do catch our eyes and surely one
can‟t resist appreciating the same.
1. Keep West-aSide. Make a smart choice!
2. Shoppers! Stop. Make a smart choice!
3. Change Your Lifestyle. Make a smart choice!
16

17. Advertising:- The departmental store chain Big Bazaar has launched a commercial
sometime back to promote 'The Great Exchange Offer'. The commercial portrays how
customers can exchange any old and broken items (junk) and get new products at a
discounted price from Big Bazaar.
The 30 seconds film unfolds through the eyes of a cabbie in a busy city street, he is
intrigued by the disruptive visual of a well-dressed office executive carrying a bundle of
old newspaper and walking through a crowded place. The cabby then notices a young
office going lady in western wear carrying a rusty bucket filled with broken utensils, the
cabbie is absolutely confounded but continues to follow her with a broken tyre in his
hand and comes across another absurd situation of a highly placed executive in a
chauffeur driven car with a broken commode on the top of the car. Penultimate situation
reveals everybody is heading towards Big Bazaar for the exchange offer; the cabbie
comes out of the store happy and excited after getting an amazing deal for his junk
tyre. Moving images are interspersed with supers that hi-light the amazing prices a
consumer can get for his junk. The sound track uses a typical kabada guy's shout as he
walks through city street calling for junk.
The month of January and February is generally a low-key affair in terms of customer
footfalls and revenue generation. Innovative, out of the box promotions is one of the
effective ways to draw customer attention and shore up the revenue. Historically
exchange schemes have been used to induce better sales, it also has a strong appeal
with the Indian mindset of getting value even for their junk, states an official release
from Big Bazaar.
Brand Ambassador:- A brand ambassador is a celebrity ( or an attractive or interesting
person ) used to help advertise a product or services. Big Bazaar, has roped in cricketer
Mahendra Singh Dhoni as the brand ambassador for its new range of fashion apparel.
Dhoni would feature in a series of advertisements across all media. Dhoni and Big
Bazaar have a lot of synergies as the Indian one-day international team‟s captain stands
for the aspirations of youths, while Big Bazaar is looked up to by millions of Indians to
fulfill their aspirations.
In this way, Big Bazaar make full use of the marketing mix for a new venture which
earlier belongs to the unorganized retail sector, i.e., kirana stores. Application of the best
marketing practices helps Big Bazaar in a great way.
SPECIAL STRATEGIES:1.
2.
3.
4.
To minimize retailing cost.
Operating:- Fewer staff on the floor; one person for every 500 sq.ft.
Minimize the furniture cost.
Saving shelf space.
17

18. 5. Way to deal unsold stock off.
6. “Today‟s Price”:- Everyday a chosen product is being sold at lower than usual
price.
CUSTOMER SATISFACTION:Satisfaction is an overall psychological state that reflects the evaluation of a relationship
between the customer/consumer and a company-environment-product-service. Satisfaction
involves one of the following three psychological elements:- cognitive (thinking/evaluation),
affective (emotional/feeling) and behavioral. "Satisfaction" itself can refer to a number of
different facts of the relationship with a customer. For example, it can refer to any or
all of the following:1.
2.
3.
4.
Satisfaction
Satisfaction
Satisfaction
Satisfaction
with the quality of a particular product or service.
with an ongoing business relationship.
with the price-performance ratio of a product or service.
because a product/service met or exceeded the customer's expectations.
The achievement of customer satisfaction leads to company loyalty and product repurchase.
EXPECTATIONS AND CONSUMERS SATISFACTION:Expectations are beliefs (likelihood or probability) that a product/service (containing
certain attributes, features or characteristics) will produce certain outcomes (benefitsvalues) given certain anticipated levels of performance based on previous affective,
cognitive, and behavioral experiences. Expectations are often seen as related to
satisfaction and can be measured as follows:1. IMPORTANCE:- Value of the product/service fulfilling the expectation.
2. OVERALL AFFECT-SATISFACTION EXPECTATIONS:- Like/Dislike of the
product/service.
3. FULFILLMENT OF EXPECTATIONS:- The expected level of performance vs.
the desired expectations. This is “Predictive Fulfillment” and is a respondentspecific index of the performance level necessary to satisfy.
4. EXPECTED VALUE FROM USE:- Satisfaction is often determined by the
frequency of use. If a product/service is not used as often as expected, the result
may not be as satisfying as anticipated. For example a motorcycle that sits in the
garage, an unused year subscription to the local fitness center/gym, or a little
18

19. used season pass to a ski resort would produce more dissatisfaction with the
decision to purchase than with the actual product/service.
IMPORTANCE OF CUSTOMER SATISFACTION:- Effective marketing
focuses on two activities:1. Retaining existing customers.
2. Adding new customers.
Customer satisfaction measures are critical to any product or service company because
customer satisfaction is a strong predictor of customer retention, customer loyalty and
product repurchase.
STRATEGIES OF BIG BAZAAR TO SATISFY AND ATTRACT
CUSTOMERS:1. Wednesday Bazaar:- Big Bazaar introduced the Wednesday Bazaar concept and
promoted it as “Hafte Ka Sabse Sasta Din”. It was mainly to draw customers to
the stores on Wednesdays, when least number of customers are observed.
According to the chain, the aim of the concept is "to give homemakers the power
to save the most and even the stores in the city don a fresh look to make
customers feel that it is their day".
2. Sabse Sasta Din:- With a desire to achieve sales of Rs.26 crores in a one single
day, Big Bazaar introduced the concept of "Sabse Sasta Din". The idea was to
simply create a day in a year that truly belonged to Big Bazaar. This was
launched on January 26, 2006 and the result was exceptional that police had to
come in to control the mammoth crowd. The concept was such a huge hit that
the offer was increased from one day to three days in 2009 ( 24 to 26 Jan ) and
to five days in 2011 ( 22 - 26 Jan ).
3. Maha Bachat:- Maha Bachat was started off in 2006 as a single day campaign
with attractive promotional offers across all Big Bazaar stores. Over the years it
has grown into a 6 days bi-annual campaign. It has attractive offers in all its
value formats such as Big Bazaar, Food Bazaar, Electronic Bazaar and Furniture
Bazaar - catering to the entire needs of a consumer.
4. The Great Exchange Offer:- On February 12, 2009 Big Bazaar launched "The
Great Exchange Offer", through which the customers can exchange their old goods
in for Big Bazaar coupons. Later, consumers can redeem these coupons for brand
new goods across the nation.
19

20. 5. Pay-back Card:- At Future Group Big Bazaar, we believe in building long-lasting
relationships with customers. We encourage repeat customer visits through our
unique offers and special sale days. Future Group has taken the whole concept of
customer loyalty to the next level by joining hands with PAYBACK. PAYBACK
is India‟s largest and one of Europe‟s most successful multi-partner loyalty
programs. With PAYBACK, customers can shop, save and get rewarded. This
program enables consumers to collect millions of points across online and offline
partners – with just a single card. Customers can accumulate points across Future
Group formats, thereby making “shopping rewarding”. Our formats Big Bazaar,
Food Bazaar, Pantaloons, Central, Home Town, eZone, Brand Factory and Future
Bazaar are a part of the PAYBACK loyalty program.
6. T24 Program:- T24 will provide customers with a dual advantage all 24 hours of
the day - „Shop More, Talk More‟ and „Talk More, Shop More‟. Shopping and
talking on our mobile phones are among the two favorite activities for all of us
in India. With T24, we have been able to develop a unique customer value
proposition that combines these interests of the aspirational Indian. Customers will
get shopping benefits for talking and talk-time benefits each time they shop. We
believe that with our partners, Tata Teleservices Limited, we have been able to
develop a differentiated offering in the crowded telecom space and also increase
the loyalty we enjoy among the millions of customers who patronize our stores.
T24 ( Talk 24 ) tariff plans reflect the competitive per-second rates being offered
for pre-paid customers on Tata Teleservices Limited‟s GSM network. In addition,
customers will be rewarded with free talktime for every purchase at Future Group
stores starting at Rs.10 to a maximum of Rs.350. Plans will keep evolving to
offer ever more attractive options to the customer.
Integrated Marketing Communication (IMC):Integrated marketing communications (IMC) is an approach to brand communications
where the different modes work together to create a seamless experience for the
customer and are presented with a similar tone and style that reinforces the brand‟s core
message. Its goal is to make all aspects of marketing communication such as advertising,
sales promotion, public relations direct marketing, online communications and social
media work together as a unified force, rather than permitting each to work in isolation,
which maximizes their cost effectiveness. IMC is becoming more significant in marketing
practice because of the reduced cost effectiveness of mass media and media
fragmentation. As consumers spend more time online and on mobile devices all
exposures of the brand need to tie together so they are more likely to be remembered.
Increasingly the strategies of brands cannot be understood by looking solely at their
20

21. advertising. Instead they can be understood by seeing how all aspects of their
communications ecosystem work together and in particular how communications are
personalized for each customer and react in real time, as in a conversation. Brand
strategies and their tactics can be viewed on the integrated brands site.
IMC Components of Big Bazaar:1. The Foundation - is based on a strategic understanding of the product and
market. This includes changes in technology, buyer attitudes and behavior and
anticipated moves by competitors.
2. The Corporate Culture - increasingly brands are seen as indivisible from the
vision, capabilities, personality and culture of the corporation.
3. The Brand Focus - is the logo, corporate identity, tagline, style and core message
of the brand.
4. Consumer Experience - includes the design of the product and its packaging, the
product experience ( for instance in a retail store ) and service.
5. Communications Tools - includes all modes of advertising, direct marketing and
online communications including social media.
6. Promotional Tools - trade promotions, consumer promotions, personal selling,
database marketing and customer relations management, public relations and
sponsorship programs.
7. Integration Tools - software that enables the tracking of customer behavior and
campaign effectiveness. This includes customer relationship management (CRM)
software, web analytics, marketing automation and inbound marketing software.
Importance of IMC for Big Bazaar:- Several shifts in the advertising and media
industry have caused IMC to develop into a primary strategy for marketers:1. From media advertising to multiple forms of communication.
2. From mass media to more specialized ( niche ) media, which are centered on
specific target audiences.
3. From a manufacturer - dominated market to a retailer - dominated, consumer –
controlled market.
4. From general - focus advertising and marketing to data - based marketing.
5. From low agency accountability to greater agency accountability, particularly in
advertising.
6. From traditional compensation to performance - based compensation ( increased sales
or benefits to the company ).
7. From limited internet access to 24/7 internet availability and access to goods and
services.
8. It can create competitive advantage, boost sales and profits, while saving money,
time and stress.
21

22. 9. IMC wraps communications around customers and helps them move through the
various stages of the buying process. The organization simultaneously consolidates
its image, develops a dialogue and nurtures its relationship with customers.
10. This 'Relationship Marketing' cements a bond of loyalty with customers which can
protect them from the inevitable onslaught of competition. The ability to keep a
customer for life is a powerful competitive advantage.
11. IMC also increases profits through increased effectiveness.
12. Carefully linked messages also help buyers by giving timely reminders, updated
information and special offers which, when presented in a planned sequence, help
them move comfortably through the stages of their buying process.
13. Finally, IMC saves money as it eliminates duplication in areas such as graphics
and photography since they can be shared and used in say, advertising, exhibitions
and sales literature.
14. IMC also makes messages more consistent and therefore more credible. This
reduces risk in the mind of the buyer which, in turn, shortens the search process
and helps to dictate the outcome of brand comparisons
22

23. QUESTIONNARE SAMPLE:-
Dear Customer,
NAME:-____________________________________________
OCCUPATION:-_______________________
GENDER:- MALE / FEMALE
AGE:- ( 18-28, 28-38, 38-48, 48-58, 58-65 )
1. Do you frequently shop at Big-Bazaar ?
( Options: Yes / No )
2. How frequently you shop at Big-Bazaar ?
( Options: every week / once in 2 week / once in 3 week / once in a month.)
3. What comes to your mind when you think about Big-Bazaar ?
( Options: Discount / Product / Variety / Brand / Quality / Offers / Others )
4. Do you feel you find different product variety in Big-Bazaar ?
( Options: Yes / No )
5. Do you find the specific brand that you look in the Big-Bazaar ?
( Options: Yes / No )
6. In which section you spend more time while shopping?
( Options: Food-Bazaar / Apparels / Kitchen-Section / Electronics-Section / Children
& Toys Section / Sports Section / Others )
7. Are you satisfied with your product ?
( Options: Yes / No )
8. Do you think this store has good parking facility ?
( Options: Yes / No )
9. How would you rate the following in this store ambience ?
a) Music - Good / ok / Bad
23

24. b) Temperature - Good / ok / Bad
c) Lighting - Good / ok / Bad
d) Cleanliness - Good / ok / Bad.
10. How did you find the following qualities of our store staff ?
a) Courteousness - Good / ok / Bad
b) Grooming - Good / ok / Bad
c) Efficiency & Knowledge - Good / ok / Bad
11. How would you rate the following in our Products ?
a) Range - Good / ok / Bad
b) Prices - Good / ok / Bad
c) Quality - Good / ok / Bad
d) Availability - Good / ok / Bad.
12. How would you rate the Navigation ( Ease of moving around the store ) in
our store ?
( Options: Good / ok / Bad )
13. How would you rate the Product Display in our store ?
( Options: Good / ok / Bad )
14. How would you rate the following in our store ?
a) Cashier interaction - Good / ok / Bad
b) Cashier Speed - Good / ok / Bad
c) Check out counter - Good / ok / Bad
d) Customer Service Desk - Good / ok / Bad
e) Loyalty Program - Good / ok / Bad
f) Sales Persons - Good / ok / Bad
15. How was your overall experience ?
( Options: Good / ok / Bad )
16. Would you visit Big-Bazaar again ?
( Options: Sure / Maybe / Never )
24

25. DATA ANALYSIS OF CUSTOMER SATISFACTION:AGE
TOTAL
18-28
40
PERCENTAGE
%
20
28-38
68
34
38-48
36
18
48-58
40
20
58-65
16
8
TOTAL
200
100
No. of Respondents based on Age
80
70
60
50
40
NUMBER OF RESPONDENTS
30
20
10
0
18-28
28-38
38-48
48-58
58-65
25

26. No. of Respondents based on Age
18-28
28-38
38-48
48-58
58-65
8%
20%
20%
34%
18%
No. of Respondents based on Sex
SEX
TOTAL
Male
Female
TOTAL
PERCENTAGE
%
43
57
100
86
114
200
No. of Respondents based on Sex
MALE
FEMALE
43%
57%
26

27. 1. Do you frequently shop at Big-Bazaar ?
( Options: Yes / No )
YES
NO
TOTAL
148
52
200
74%
26%
100%
RESPONSES
160
140
120
100
RESPONSES
80
60
40
20
0
YES
N0
2. How frequently you shop at Big-Bazaar ?
( Options: every week / once in 2 week / once in 3 week / once in a month.)
EVERY WEEK
ONCE in 2 WEEK
ONCE in 3 WEEK
ONCE in a MONTH
TOTAL
44
48
32
76
200
22%
24%
16%
38%
100%
27

28. SHOPPING FREQUENCY
22%
38%
EVERY WEEK
ONCE IN 2 WEEK
24%
ONCE IN 3 WEEK
ONCE IN A MONTH
16%
3. What comes to your mind when you think about Big-Bazaar ?
( Options: Discount / Product / Variety / Brand / Quality / Offers / Others )
DISCOUNT
PRODUCT VARIETY
BRAND
QUALITY
OFFERS
OTHERS
TOTAL
68
48
8
16
56
4
200
34%
24%
4%
8%
28%
2%
100%
70
60
50
40
30
20
10
0
DISCOUNT
PRODUCT
VARIETY
BRAND
QUALITY
OFFERS
OTHERS
28

29. 4. Do you feel you find different product variety in Big-Bazaar ?
( Options: Yes / No )
YES
NO
TOTAL
132
86
200
66%
34%
100%
PRODUCT VARIETY
140
120
100
80
PRODUCT VARIETY
60
40
20
0
YES
NO
5. Do you find the specific brand that you look in the Big-Bazaar ?
( Options: Yes / No )
YES
NO
TOTAL
74
126
200
37%
63%
100%
SPECIFIC BRAND
37%
63%
YES
NO
29

30. 6. In which section you spend more time while shopping?
( Options: Food-Bazaar / Apparels / Kitchen-Section / Electronics-Section / Children
& Toys Section / Sports Section / Others )
FOOD BAZAAR
APPARELS
KITCHEN SECTION
ELECTRONICS
SECTION
CHILDREN & TOYS
SECTION
SPORTS SECTION
OTHERS
TOTAL
82
72
22
5
41%
36%
11%
2.5%
4
2%
5
10
200
2.5%
5%
100%
SECTIONS
FOOD BAZAAR
APPARELS
KITCHEN
ELECTRONICS
CHILDREN
SPORTS
OTHERS
7. Are you satisfied with your product ?
( Options: Yes / No )
YES
NO
TOTAL
176
24
200
88%
12%
100%
30

31. SATISFACTION
200
180
160
140
120
100
SATISFACTION
80
60
40
20
0
YES
NO
8. Do you think this store has good parking facility ?
( Options: Yes / No )
YES
NO
TOTAL
150
50
200
75%
25%
100%
PARKING FACILITY
YES
NO
31

32. 9. How would you rate the following in this store ambience ?
a) Music - Good / ok / Bad
b) Temperature - Good / ok / Bad
c) Lighting - Good / ok / Bad
d) Cleanliness - Good / ok / Bad.
MUSIC
TEMPERATURE
LIGHTING
CLEANLINESS
GOOD
122
61%
120
60%
170
85%
188
94%
OK
48
56
20
10
BAD
24%
28%
10%
5%
30
24
10
2
15%
12%
5%
1%
100%
90%
80%
70%
60%
BAD
50%
OK
40%
GOOD
30%
20%
10%
0%
MUSIC
TEMPERATURE
LIGHTING
CLEANLINESS
10. How did you find the following qualities of our store staff ?
a) Courteousness - Good / ok / Bad
b) Grooming - Good / ok / Bad
c) Efficiency & Knowledge - Good / ok / Bad
32

33. COURTEOUSNESS
GROOMING
EFFICIENCY &
KNOWLEDGE
GOOD
170
85%
142
71%
116
58%
OK
20
18
40
BAD
10%
9%
20%
10
40
44
5%
20%
22%
100%
90%
80%
70%
60%
BAD
50%
OK
40%
GOOD
30%
20%
10%
0%
COURTEOUSNESS
GROOMING
EFFICIENCY &
KNOWLEDGE
11. How would you rate the following in our Products ?
a) Range - Good / ok / Bad
b) Prices - Good / ok / Bad
c) Quality - Good / ok / Bad
d) Availability - Good / ok / Bad.
PRODUCT RANGE
PRODUCT
PRICES
PRODUCT
QUALITY
PRODUCT
AVAILABILITY
154
156
GOOD
77%
78%
26
24
OK
13%
12%
20
20
BAD
10%
10%
168
84%
18
9%
14
7%
168
84%
28
14%
4
25
33

34. 200
180
160
140
120
BAD
100
OK
80
GOOD
60
40
20
0
PRODUCT
RANGE
PRODUCT
PRICES
PRODUCT
QUALITY
PRODUCT
AVAILABILITY
12. How would you rate the Navigation ( Ease of moving around the store ) in
our store ?
( Options: Good / ok / Bad )
GOOD
OK
BAD
TOTAL
144
38
18
200
72%
19%
9%
100%
IN-STORE NAVIGATION
GOOD
19%
OK
BAD
9%
72%
34

35. 13. How would you rate the Product Display in our store ?
( Options: Good / ok / Bad )
GOOD
OK
BAD
TOTAL
92
54
54
200
46%
27%
27%
100%
PRODUCT DISPLAY
GOOD
OK
BAD
27%
46%
27%
14. How would you rate the following in our store ?
a) Cashier interaction - Good / ok / Bad
b) Cashier Speed - Good / ok / Bad
c) Check out counter - Good / ok / Bad
d) Customer Service Desk - Good / ok / Bad
e) Loyalty Program - Good / ok / Bad
f) Sales Persons - Good / ok / Bad.
35

36. CASHIER
INTERACTION
CASHIER
SPEED
CHECK OUT
COUNTER
CUSTOMER
SERVICE
DESK
LOYALTY
PROGRAM
SALES
PERSON
GOOD
130 65%
OK
36 18%
BAD
34 17%
118
59%
44
22%
38
19%
166
83%
28
14%
6
3%
154
77%
26
13%
20
10%
144
72%
38
19%
18
9%
142
71%
32
16%
26
13%
250
200
150
BAD
OK
100
GOOD
50
0
CASHIER
INTERACTION
CASHIER
SPEED
CHECK OUT CUSTOMER
LOYALTY
COUNTER SERVICE DESK PROGRAM
SALES
PERSONS
15. How was your overall experience ?
( Options: Good / ok / Bad )
GOOD
OK
BAD
TOTAL
164
30
6
200
82%
15%
3%
100%
36

37. OVERALL EXPERIENCE
GOOD
OK
BAD
3%
15%
82%
16. Would you visit Big-Bazaar again ?
( Options: Sure / Maybe / Never )
SURE
MAYBE
NEVER
TOTAL
180
18
2
200
SURE
MAYBE
90%
9%
1%
100%
NEVER
1%
9%
90%
37

38. CONCLUSIONS FOR MARKETING STRATEGIES:1. To increase the footfall of the store during the weekday.
2. Customers are more attracted towards discount schemes & sales.
3. Various product lines also attract customers to choose their retails stores.
4. Entertainment units & kids zone should be provided in retail stores in order to
cater more customers.
5. The after sales service of retail stores should be helpful & effective. This after
sales service creates loyal customers.
6. Major steps should be taken to stop shop-lifting in retail stores, as it is one of
the problematic characters for leading & large size retails stores.
7. The retail stores should provide various kinds of loyalty rights in order to provide
more customers.
SUGGESTIONS FOR MARKETING STRATEGIES:1. Retail stores should focus more on store ambience, store space & selling areas.
2. All the retails formats should have an effective loyalty program.
3. More focus on direct marketing should be given in order to attract more & more
4.
5.
6.
7.
8.
customers.
Better after sales service & customer service should be provided in order to make
customers loyal.
To manage proper proportion of convenience, staple & impulse goods.
Along with SMS the retails formats should use more innovative ways to alert
customers.
The retail store should replenish the goods on time ( before the stock ends ).
A proper proportion of private & national brands should be kept in retail stores.
CONCLUSIONS FOR CUSTOMER SATISFACTION:1. Variety:- Big Bazaar offers a wide variety of products of different prices and
different qualities satisfying most of its customers.
2. Quality:- Providing quality at low prices and having different types of products
for different income customers is another advantage.
38

39. 3. Price:- As noted the prices and offers in Big Bazaar have been one of the main
attractions and reasons for its popularity. The price ranges and the products
offered are very satisfying to the customers.
4. Location:- The location of Big Bazaar has been mainly in the hear t of the city
or in the out skirts giving a chance to both the city and the people living outside
the city to shop.
5. Advertisements:- Big Bazaar has endorsed very popular figure like M S Dhoni
and other famous personalities which has attracted a lot of customers. This has
resulted in increase of sale and the outdoor advertising techniques have also
helped Big Bazaar.
6. Middle Class Appeal:- Considering the fact that there are a lot middle class
families in India, Big Bazaar has had a huge impact on the middle class section
of India, the prices, quality and sales strategy has helped in getting the middle
income groups getting attracted towards Big Bazaar.
7. Attractive Sales:- Big Bazaar has been known for its great sale and great offers.
Big Bazaar has had long lines of people waiting to get into the store for the
sale. Therefore, the sales of Big Bazaar has increased in a huge way due to the
sales and offers, thus this has been one of the main advantages of Big Bazaar.
SUGGESTIONS FOR CUSTOMER SATISFACTION:1. Store Layout:- The store layout and the assortment of goods is not the best at
Big Bazaar, as the quantity of goods sold is more, the arrangement and
assortment of goods in the store is the greatest. Hence at times customers find it
hard to find what they require, this leads to dissatisfaction of customers.
2. Lower Quality of Goods:- As Big Bazaar aims more toward the middle income
group, the quality of goods is not of the highest quality, and this is sometimes a
disadvantage as some would prefer better quality to the price, making customers
to search for different places.
3. Does Not Appeal to the Elite:- As mentioned above, the main customers are middle
income and a few high income groups. The elite do not like to shop at Big
Bazaar as the quality of goods is lower and they would prefer a higher price
and get a better brand, this decreases sales from the elite class.
39

40. 4. Not Acclaimed for Very Good Service:- Big Bazaar is not known for high class
service. The staff recruited is not very well trained and the billing queues take a
long time to move, this irritates customers which makes them visit the store more
seldom.
5. Lower Quality of Goods:- As the store is trying to concentrate on the middle
income group the type of products used is not of the most superior quality and
most of the times nor branded, this may dissatisfy certain customers.
6. Consumer Satisfaction:- Long queues and lower quality leads to dissatisfaction of
customers. Due to factors mentioned above Big Bazaar shoppers are not always
satisfied, this is not positive for the company.
40

41. BIBLOGRAPHY:1. www.futuregroup.in
2. www.en.wikipedia.org/wiki/Big_Bazaar
3. www.economictimes.indiatimes.com
4. It Happened In India - Kishore Biyani & Dipayan Baishya
5. Marketing Management - Philip Kotler
41