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Promises of silent salesman to the FMCG industry: an investigation using linear discriminant analysis approach

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  • Shekhar Suraj Kushe

    (VIT University, India)

  • Raveendran P.T.

    (Kannur University, India)

Abstract

Packaging which is often called as the ‘silent salesman’ is an important component of marketing. Today the importance of packaging has risen to such an extent that product packaging is rightly called as the fifth ‘P’ of marketing mix. FMCG are products which are utilized by large number of people. The present study examined the discriminating power of five selected FMCG packaging variables namely ‘picture’, ‘colour’, ‘size’, ‘shape’ and ‘material’ amidst those who purchased FMCG based on these packaging variables and for those who purchased FMCG not based on these packaging variables. Descriptive research was carried out in the study. Respondents (students) were asked to rate four packaging variable on a five point Likert’s scale. Discriminant analysis showed that only two variables namely ‘Colour’ (.706) and ‘Shape’ (–.527) were good predictors. Variables ‘Picture’, ‘size’ and ‘material’ were considered as poor predictors as far as the student communities were considered. The cross validated classification showed that out of the 240 samples drawn, 91.8% of the cases were correctly classified.

Suggested Citation

  • Shekhar Suraj Kushe & Raveendran P.T., 2015. "Promises of silent salesman to the FMCG industry: an investigation using linear discriminant analysis approach," Management & Marketing, Sciendo, vol. 10(4), pages 304-315, December.
    • Handle: RePEc:vrs:manmar:v:10:y:2015:i:4:p:304-315:n:3
    DOI: 10.1515/mmcks-2015-0020
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    References listed on IDEAS

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    1. Meyers-Levy, Joan & Peracchio, Laura A, 1995. "Understanding the Effects of Color: How the Correspondence between Available and Required Resources Affects Attitudes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(2), pages 121-138, September.
    2. MacInnis, Deborah J & Price, Linda L, 1987. "The Role of Imagery in Information Processing: Review and Extensions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(4), pages 473-491, March.
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