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FACTORS THAT INFLUENCE CONSUMERS PREFERENCE OF DETERGENT

CHAPTER ONE

INTRODUCTION

1.1    BACKGROUND OF THE STUDY

Many business forms are struggling hard to know who buys and consumers their products, where they are located, how they buy, when, from whom else they buy and why and equally why people do not buy a particular product from certain persons, organizations and shares.  Despite of all the marketing strategies applied by such forms to attract these consumers.  The centre point of all the daily activities of all business organization is an individual, he purchases and makes use of the product (goods and services0 offered for sale in the business firm.  By t his we can understand that a consumer is one who consumers or uses the product of a firm. He may or may not be the actual buyer of the firms production who then is the consumer of that product.

The consumer and the reasons why, how and when as well as where he buys or not buy from, the future buying decisions are now fully integrated in to the daily business function of every enterprise.  This is in much recognition of the marketing concept and consumers sovereignty in recent times by many firms who comes to realize that he consumer is still the king.

This is because nothing works until the consumer needs are satisfied.  The consumer is now at the centre point of every business attention, as the period of fast and hard selling is going way to the much recognition of the consumer as the king, one who does no wrong and one whose existence and need satisfaction is the major reason why many business organizations are in business in the first instance.

It is important also to note that when a manufacturer produces a product.  It does so he anticipation of profit. In marketing profits are usually made through the satisfaction of the needs and wants of the ultimate consumers.  However it is not enough to know what a buyer works.  An highway should also be made to find out why the buyer wants a particular product.  In view of these factors of the obligation of the manufacture who seller and also the retailers to learn as much as is economically feasible about eh major factors that influence consumers buying behaviour. This is an important factor in planning of all marketing activities which among others include establishing of advertisement and selling appeals in such a manner that consumers desires quality and preferences can be met satisfactorily by marketing efforts.

Brand choice which implies selecting one brand over a set of possible alternatives is an area of consumer behaviour which has received considerable attention by manufactures and markets alike.  Infact the concept of brand choice seems to be important according to Parker 1977 Vol. 4 P. 4, it can result in the difference.  According to Walter G.C. (1974 Pg 180) he argued that “the consumer is simultaneously influenced by physiological and psychological factors.  The physiological factors have to do with the individual physical requirement and the psychological factors have to do with the individual feelings, biases and motions”.  He also said that some more important factors influencing a persons preference are subjective satisfaction of consumer needs, fast experience, product availability and product or brand proce. Moreover, management and Markr (1975) Vol. 39 P. 5) said that a consumer appears to make his purchases decision among the brands in his “Evoked set”.  Thus a seller must organize his effort in such a way that his particular brand is positioned with these selected he the buyers cognitive field.

Cambell (1973 P. 243) has also defined evoked set as “the act of alternative brands of product which the buyers actually consider when making specific brand preference; In other words awareness of whom customers are and how they behave or likely to behave is very essential for effective marketing and success depends upon correctly predictory consumers brand preferences.

Modern A.K.S (1991) point of view the influence of product attribute people purchases behaviour is determined by a whole series of behavioural factors which are used to explain why buyers need and/or want certain products.  The marketing must understand why people want or need a product so that he can group or (segment) different people according to those reasons for purchase.

Also attributes such as a price, package design and level of awareness also influence brand preference of products.  People may also seek for the benefit that product provides rather than product themselves.  Consumers may also consider the available alternative from the vantage point of the usage context with which they experience or the specific application they are considering.

In Nigeria today the range of detergent products has continued to increase steadily, some of the brand we have to the market today are as follows.

(i)          Klin

(ii)         OMO

(iii)        Ariel

(iv)       Bonux

(v)        Ariel

(vi)       Uncle P

(vii)      Sunlight

(viii)    Mia-Mia

(ix)       Action

(x)        O’Fresh

With these anltiphicity of brands, coupled with the increased when of production and availability of product, there is the tendency for stiff competition in the market.  Also consumers are more or less confused on which brand to patronize.

1.2    STATEMENT OF PROBLEM

(1)    To find out the major factors that influence consumers preference of detergent brand

(2)    To identity consumers preference for detergent brand

(3)    To determine the related outlet preferred by consumers.

(4)    To determine the attributed that will influence consumer to prefer one brand of detergent to another 

1.3    OBJECTIVES OF THE STUDY

1.  To find out the major factors that influence consumers preference of detergent brands in Enugu Metropolis

2.  To identify consumers preference for detergent brands in Enugu Metropolis

3.  To determine the retail outlet preferred by consumers

4.  To determine the attributes that will influence consumers to prefer one brand of detergent to another.

1.4    RESEARCH QUESTIONS

To guide this project work, four questions were formulate to ensure clarity from the questionnaire.

1.  To find out the major factors that influence consumers preference of detergent brands

2.  To identify consumers preference for detergent brands and re-last outlet preferred by consumers.

3.  To determine the attributes that will influence consumer to prefer one brand of detergent to another.

1.5    RESEARCH HYPOTHESIS

H0:    Quality of a product influence consumer preferences.

H1:    Quality of a product do not influence consumer preferences.

1.6    SIGNIFICANCE OF THE STUDY

The reason why the researcher is conducting the study is not only to satisfy the academic requirement for the award of certificate but to attempt to find out the factors that influence consumers preference, consumer brands, retail outlet and attributes that will influence consumer to prefer one brand to another and as a result increase sales or at most maintain the market share in light of all varely of brands and fair competition and dynamic world.  There is a growing competitive activities, consumers education and discontents.

The average customer’s aware of his right and expect value for his money.  As a result of this, the work will gather all implication of good corporate image and effective customers satisfaction as opposed to ill will and the role of customers orientation and the factors that influence the consumers preference of detergent brands.  Other students seeking to do some work in this field of consumers preference will find this invaluable.  However I strongly believe that the study is timely now, that a lot of people is not satisfied with the brand of detergent they use and also introduction of new products in the market.  This study will help the researcher to find solution to the problem of consumers in preferring a particular brand of product and also form basis for further research of the topic.

1.7    SCOPE OF THE STUDY

This study is restricted to consumers which is with particular reference to consumers preference in Enugu metropolis as a case study.  The researcher also will burnished to factors that influence consumers preference of detergent brands which involves the price, product, attributes, packaging and image.

The researcher involved himself to Enugu metropolis using Obiagu Road, Owerri Road, Ugbene Street, Rivelane, Egbonagu Street, Chime Avenue and Okpara Avenue.  The scope also considered preferences as how it creates and affects selection in buying.

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