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org © 2020 IJCRT | Volume 8, Issue 6 June 2020 | ISSN: 2320-2882

A study on online buying behaviour of customers in

FMCG sector
1Harsh Khemka
1MBA (M&S)

1Amity Business School

1
Amity University Noida, Uttar Pradesh

ABSTRACT
Consumer Online buying behaviour of consumers is challenging and dynamic to understand. This study emphasised
online buying behaviour of customers online. This was carried out by identifying the factors influencing to buy
FMCG products online. Factors like quality and price are influencing customers to buy online. Also, to know the
satisfaction level of customers. It concluded that price and quality are negatively correlated with each other.
Customers prefer to search for a product online and buy online, also they do not wait for offers and discounts while
buying online. Gender does not affect the buying behaviour of customers. It is also evident that customers compare
prices with different portal while buying online. Information provided by the seller of their product is true.
Keywords- Online buying, Consumer behaviour, FMCG sector
Introduction
Marketing is the art that persuades customer satisfaction which is transformed into customer delight. The traditional
way of buying online is replaced by online buying. Consumer behaviour is the study of consumers and the processes
they use to choose, use and dispose of products and services, including consumer's emotional, mental and
behavioural responses.
Consumer Behaviour is a field of study which grows rapidly. It is a wider concept that studies the reasons for the
consumer in selecting the product which satisfies their need or want. The American Marketing Association defines
Consumer Behaviour as "the dynamic interaction of effect and cognition, behaviour, and the environment by which
human beings conduct the exchange aspects of their lives”
The fast-moving consumer goods are the 4th largest sector of the Indian economy. The income of the consumer is
increasing, which results in growth in this sector. Foreign investment is growing due to the support of the
government. Three main segments of FMCG are:
(i) Food and beverages: (include 19% of the sector)
Fruits, vegetables, dairy items, chocolate etc.
(ii) Healthcare: (it includes 31% of the sector)
Health and OTC products
(iii) Household and Personal Care (it includes hair care, health and hygiene products, skincare, household
cleaners.

According to Nielson Company, online FMCG buying is double in next 5 years, thrice is developing nations as
compared to developed nations. Asia region has the potential to grow 5 times.

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Awareness among customer related to product specification results in growth in this sector. Ayurveda Patanjali
is becoming an emerging brand among FMCG brand in India.
Indian market is divided into 2 categories: Urban and Rural. Urban market constitutes around 60% of the total
market, while Indian rural or semi-urban includes around 40% of consumption. Rural consumption is increasing
due to the rise in income and lifestyle. Dabur and HUL are the top FMCG brands for packaged goods
domestically in rural areas.
Businesses should make strategies like researching online and purchase online. With the help of the internet, it
becomes easy for the customer to research a product online and purchase online according to ibef.org.
Promotions and offers should be used to attract loyal customers, a company like Dabur offers 4 soap cases at a
discounted price.
New product launches help the company to grow or expand their business. A company like Britannia launches
50 new products at the end of 2018.
Expansion is the key to grow further. Dabur invests around Rs 250-300 crore for expansion and acquisition.
Green initiatives are used by good companies for the social benefit of society in future or long term. For eg: HUL
reduced 80% of its carbon footprints in manufacturing in the year 2017-18.
Smartphones help to grow business online. According to Nielsen's, 67% of the population has a smartphone.
Many emerging markets have ease of doing business, E-Commerce as well as brick and motor. The huge
opportunity of FMCG sector to sale their product online. According to ibef.org, 40% of FMCG sales come online
by 2020.
There are some factors which are influencing consumer buying behaviour online are:
(i) Price
(ii) Quality
(iii) Product availability
(iv) Offers and discounts
(v) Return policy
Marketers should rethink their strategy to attract a new large number of customers and offers more benefits like
discounts, offers to exist customer.

LITERATURE REVIEW
(C. Somashekar, 2016) studies about the buying behaviour of customers in the FMCG sector. Consumption of
FMCG products growing rapidly as the urban market was facing a saturation point. Entering of MNC'S in India has
resulted in increased competition among domestic players. There is a huge opportunity for FMCG sector to grow in
India as it constitutes 4% of India's GDP. Packaging plays an important role in selling product. FMCG sector sees
impulsive buying behaviour of customers like customer go to the shop to buy biscuits, they purchased chips along
with it. The main factors influencing the consumer to buy products are taste, quality with low price. He concluded
that marketers should give importance to these factors to increase their revenue. Thus, marketer needs to understand
the behaviour of customer with the changing behaviour of customers.

(Dr.S.Sudhamathi, JULY 2017) The author discusses the buying behaviour of customers in FMCG products. The
study revolves around to know factors influencing consumers preferences. The author discusses the consumption
pattern, their lifestyle, perception about the product through advertisement. The conclusion of the report is consumers
are more focus on quality rather than the price also health is an important factor that consumer focus to buying
online.

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(Dr. Aparna P. Goyal, 2016; Joshi, 2017) studies how online marketing has affected consumer decision process
related to FMCG products. The study relates to how online marketing plays an important role to influence their
buying decision. The conclusion of this report is trust is an important factor for buying online. Online buying of
FMCG products increases in India, the companies need to read the comments or review of customers for their
products that help the companies to resolve the issue. The company should always give true information about their
products because false information leads to destroying the image of companies.

(Prof. Sudarshan A. Pawar) studies customer satisfaction is necessary for generating revenue in it, as customers are
users, payer and buyer. Different types of media are comparing to promoting FMCG products. The conclusion of
the report is that price impacts on buying behaviour of customers. Price, warranty, insurance, after-sales services are
key factors that customers look upon. Print media has less impact on promoting products as compared to online
promotion.

(Jayanthi, 2017) studies that FMCG sector in India has more potential for growth. The rural purchasing of FMCG
products are increasing as compared to the urban market. There are many top FMCG industries in India like HUL,
Nestle, ITC, including a new entrant Patanjali. There are three main segments of FMCG namely: Food and
Beverages, Healthcare and household and personal care. Companies like Amazon adopt a new strategy to tie up with
local grocery and supermarket. India's spending in FMCG is increasing because of the rise in disposable income.
FMCG in India has huge opportunities to grow. Rural consumption is increasing. There is also an increase in the
advertisement of FMCG products which help them to attract a large number of customers. FMCG companies attract
their consumers by having an innovative deal.

(M. Vidya, 2019) studies that customer behaviour is a challenge for businesses to understand, they are changing. For
eg- traditional shopping is replaced with online shopping. Study reveals about that website should make safer so that
customer purchases freely. The customer makes product perception through E-Commerce experience has a
relationship with the attitude of the customer through e-commerce buying. The author found that different
demographic factors like age, gender and occupation have different perception about the product. Some of the
customers add the product to their cart but hesitate to buy it due to some factors like risk of online purchasing, low
quality etc. It talks about relationship with awareness towards online shopping and demographic factor like education
qualification, knowledge of product and mode of payment have a significant relationship with awareness level. The
product attributes are positively correlated with satisfaction towards online shopping.

(T. Kavitha, 2017) has found some factors motivation for online shopping, respondents mark their preferences
according to it. Factors like a time-saving, reasonable price, convenience and easy buying, rank 1,2,3 respectively.
The study also reveals about customer satisfaction in online buying: convenience, time-saving and more choices
rank highest among all. According to this paper, there are some problems faced by customers while shopping online
these are low quality, absence of touch and feel and return policy ranks highest among others. The author also
suggests that there is a need to promote online buying in rural areas through advertisement and more offers. The
report concludes that an online retailer should sell with good quality. It will help to attract a large customer with
their satisfaction. Technology service builds to meet customer demand with the security of their online payment.

(Patiyal, 2016) in their studies reveals about the growth of the internet, results in a change in online buying behaviour
of customers. Customers use the internet to compare prices in different shopping portals, companies make strategies
to cover untapped potential customers from both rural and urban India. In this paper, the author talks about how
consumer behaviour affected their decision making in purchasing a product online. There is very less difference

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between product, so customer choose wisely according to its quality and price. Study reveals that customer
satisfaction is key for businesses to remain a loyal customer. Customers are the king and their behaviour is changing.

(Mishra, 2015), In this article author write about how E-Commerce is growing in India, what are the efficient ways
of promoting FMCG products. More than half of the population of the world has Internet access also several mobile
devices is more than the number of people in the world. There is intense competition in the FMCG industry. Some
of the factors contribute to growth in the industry are the availability of raw materials, cheap labours, access to lower
transportation cost. The report concludes that the E-Commerce platform should focus on impulse buying of products
which help them to grow and increase their profits. Technology plays an important role in enhancing the buying
behaviour of customers.

According to (Dr.payal Upadhyay), suggests that there are two types of buying i.e convenience buying or
experiencing buying. People who buy for convenience are more likely loyal customers or they more as compared to
experiencing buyer. Online buying is becoming an easy day by day with the advancement of technology. One
disadvantage of online buying is that it takes more time to deliver the products than brick and motor buying. The
report concludes that cash on delivery is the safest option for payment. Attractive offers of companies are not
attractive for the buyer to buy more.

(Joshi, 2017) studies that there is continuous growth for retail Investment in India, many big companies are fighting
against each other to survive, while many domestic companies are ready to accept challenges and further plan to
expand or grow. The author tries to identify customer satisfaction level by purchasing online. Customers are price
and quality sensitive. Discounts and great offers attract more customers to buy online. There is less number of loyal
customers on single E-Commerce platforms, companies are focusing to attract customers for becoming loyal to
them.

(Dr.K.Vijayakumar, 2019) studied about the quality aspect of FMCG goods. Customer prefers quality other than all
variables like price, promotion, place. There are hundreds of brands for a product, the customer chooses widely
according to their influence on it. Demand for FMCG goods is increasing in the rural market. Packaging plays an
important role in influence consumer buying behaviour. Packaging including labelling, which attracts consumers.
There is the various impulse buying behaviour of consumers like offers, discounts, sales and promotions, window
merchandising. The conclusion of the study is businesses are creating the ability to retain their customers. Customers
want products with price and good quality. FMCG sector in India is dynamic, so marketer should focus on marketing
strategies to serve their customers.
(Dey, 2017) concluded that in India spending and Income of consumers has risen. Penetration of the internet and
social media has changed dramatically. The lifestyle of consumers has change that affects change in buying
behaviour of consumers, consumers awareness is also rising in both rural and urban areas. Urban people shift to fast
and ready to eat food rather than the traditional way of cooking and cleaning. Customers shop more from malls and
supermarkets than small shops and purchase items in bulk. Consumers have a huge impact on western culture, they
buy branded products. The buyer should pass from following stages i.e problem recognition, information search,
evaluation of alternatives, purchase decision, post-purchase evaluation.
(Sama, 2014) concluded that the behaviour of consumers is dynamic, the study based on satisfaction, consumer's
perception. India is an attractive market. The recent trend in India includes online shopping offers and discounts,
gifts and demand for eco-friendly products and celebrity influence. Consumer loyalty has become the biggest
challenge for businesses. Indian consumers feel quality products are of high price, also they attract to freebies which
include discounts, small gifts.
(Rajesh, 2018) studied the factor influencing customer online buying behaviour. Reveals that there is no difference
between male and female while choosing parameters for online shopping and customer satisfaction. Online
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marketing is emerging, companies target a large audience through proper advertisement and promotional tools.
Online shopping means researching a product online and purchase online. Growth of online shopping is increasing
due to change in lifestyle of customers, the demand of PC's, laptop increasing result in growth in demand for credit
card and online shopping. It is becoming convenience or easy for customers to buy, it saves times. Customer
satisfaction is key for business companies for retention of customer loyalty to their product. Age does not matter in
online shopping. Customers are satisfied with after-sales services because companies give good services.
(Patil, February 2016) concluded that FMCG products are consuming by all the sections of society, the growth of
the FMCG sector is growing rapidly. FMCG sector is a contributor to India's GDP. Unorganised players contribute
major in FMCG sector. FMCG sector is not affected by inflation. There are some hurdles which are facing by the
FMCG sector, are complicated tax structure, infrastructure issues, government policies. The small sector faces
challenges in investing technologies. Rural consumption is increasing. Online buying of FMCG products is
increasing through online portals like Grofers, Amazon and Flipkart. Further, there is an opportunity for FMCG
sector for the untapped rural market.

Research Methodology
Research Objective:
1) To identify the factors influencing customers to buy FMCG products online.
2) To study the satisfaction level of customer online.

Hypotheses
H1: Price and quality are positively correlated to each other
H2: Product availability and offers are discounts are positive correlated
H3: Gender affects factors like trust and quality
H4: There is a significant relationship between searching online and buying online.
H5: Customers prefer same online portal for purchasing than different
H6: Customers compare prices on different shopping portals
H7: There is a significant relationship between that customers wait for offers and discounts
H8: Customers satisfied with the information provided by the seller.

To meet the research objective, exploratory research has been used where convenient sampling has been used.
Survey method is used in the research. A questionnaire was circulated to know about the online buying behaviour
of customers in the FMCG sector. Respondents asked to fill demographic data and factors consider buying online
on a Likert scale. From this, we can identify the satisfaction level of customers while buying online.

Data Analysis
Demographic Description
This study was conducted on 100 respondents. Most of the respondents are students. 55% of respondents are female
and 45% of respondents are male.

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Statistical Analysis
Two types of analysis are conducted to meet the research objective.
1) Analyse the factors consider while buying online (Using SPSS statistical tool)
a) Price and Quality

Features Mean Standard Deviation Pearson Correlation

Price 3.74 1.070 -.078
Quality 4.29 .808

We can see that the quality received more scores on an average than price but the standard deviation is more in
price. Therefore, it is considered that consumer buying behaviour depends heavily on quality than price. These
factors are negatively correlated. So, it is proven that price and quality cannot be focused at the same time.
b) Product availability and offers and discounts

Features Mean Standard Deviation Pearson

Correlation
Product availability 2.97 1.077 .069
Offers and 3.01 1.227
Discounts

From the above table, we see offers and discounts received more score on an average than product availability
but the deviation is also more as well. So they are positively correlated to each other.

c) Trust and Quality

Features Gender Sum of Mean Ranks Man Witney U (2
tail)
Trust Female 2733 .750
Male 2317
Quality Female 2938 .223
Male 2112

We can see there is no significant difference between trust and quality as compared to gender. But females tend
to more trust and quality than males.

2) Analyse the satisfaction level of customers through online buying ( Using one-sample t-test)

A) Search product online and buy online

Mean Standard Deviation t Sig. (1 tailed)
2.07 1.305 -7.128 .000

We can see respondents search for a product online and buy online. So we can say, marketers, make such a
strategy to retain their loyal customers. It is proved significant.

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B) Shop online from same portals

Mean Standard Deviation t Sig. (1 tailed)

2.44 1.472 -3.803 .000

From the above table, we see customers are loyal to their shopping portal. So marketers should offer a wide range
of category of products, which help the business to earn more revenue.

C) Compare prices on the various shopping portal

Mean Standard Deviation t Sig. (1 tailed)

2.81 1.089 -1.745 .044

From the above table, we see customer prefer to compare prices on the various online portal. So businesses should
note and charge the prices according to rival E-Commerce portal. There is sufficient evidence that customers
compare prices from various portals.
d) Wait for discounts and offers
Mean Standard Deviation t Sig. (1 tailed)
3.25 1.359 1.840 .089

We can see customers do not wait for offers and discounts while buying online.
e) Satisfied with the information provided by seller

Mean Standard Deviation t Sig. (1 tailed)

2.10 .990 -9.092 .000

We can see that the mean score is less than 3, so more customer is satisfied with the information provided
by the seller.

Findings
Hypotheses Statement Findings
H1 Price and quality are positively correlated to Rejected
each other

H2 Product availability and offers are discounts Accepted

are positive correlated
H3 Gender affects factors like trust and quality Rejected
H4 There is a significant relationship between Accepted
searching online and buying online.
H5 Customers prefer the same online portal for Accepted
purchasing than different
H6 Customers compare prices on different Accepted
shopping portals
H7 There is a significant relationship between that Rejected
customers wait for offers and discounts
H8 Customers satisfied with the information Accepted
provided by seller

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Conclusion

After researching the following statements are proved

1) For a company following the features of a product, they should more focus on quality than price, as they
are both negatively correlated. Customers want more quality-driven products in the FMCG sector.
2) For a company offering products online, they should know that product availability and offers and
discounts are positively correlated but there is more emphasis on offers and discounts. So companies
make a strategy to give offers and discounts monthly so that they attract a large pool of customers.
3) Companies should not focus on gender while selling a product online. However female customers prefer
slightly more trust and quality features than male.
4) Companies should make product information true in their online portal because customers prefer to
search online and buy online.
5) Customers prefer to shop FMCG products from the same portal regularly, they are not switching
immediately so companies make strategies to retain their old customers and attract a new one.
6) Before buying products customers prefer to compare the prices of the product with the different portal.
So, companies should provide a better price than a rival company.
7) Customers do not wait for buying offers and discounts while buying FMCG products online.
8) Customers are satisfied with the information provided by the seller online.

Discussions
1) This report helps many FMCG companies to launch a product in market.
2) There are huge opportunities for FMCG companies to untapped rural market of India.
3) In this research the main focus on customer buying behaviour but companies should make their website
attractive by adding features to it.
4) More customers prefer cash on delivery mode while payment because of lack of security in online portal,
so companies tries to make website with good security and technology.

References

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