Consumer Buying Behavior of Johnson & Johnson New

UNIVERSITY OF MUMBAI A PROJECT REPORT ON “CONSUMING BUYING BEHAVIOUR OF JOHNSON & JOHNSON”

A PROJECT REPORT SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENT FOR

BACHELOR OF MANAGEMENT STUDIES SUBMITTED BY: FARHAN KAZI BATCHLOR OF MANAGEMENT STUDIES SEMESTER-V 2016-2017 UNDER THE GUIDANCE OF: PROF: SHAILU SINGH

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UNIVERSITY OF MUMBAI

A PROJECT REPORT ON “CONSUMER BUYING BEHAVIOUR OF JOHNSON & JOHNSON” A PROJECT REPORT SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENT FOR BACHELOR OF MANAGEMENT STUDIES (BMS) SUBMITTED BY: FARHAN KAZI BACHELOR OF MANAGEMENT STUDIES SEMESTER-V 2016-2017

UNDER THE GUIDANCE OF PROF: SHAILU SINGH SANPADA COLLEGE OF COMMERCE & TECHNOLOGY PLOT NO: 3, 4 & 5, SECTOR-2, SANPADA (EAST) NAVI MUMBAI-400705.

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DECLARATION

I, MR. FARHAN KAZI, STUDENT OF SANPADA COLLEGE OF COMMERCE & TECHNOLOGY – STUDIES BACHELOR OF MANAGEMENT

STUDIES

DECLARE THAT I REPORT

ON

FIFTH

SEMESTER;

HEREBY

HAVE COMPLETED THIS

PROJECT

“CONSUMER

BUYING

BEHAVIOUR

OF

JOHNSON & JOHNSON” DURING THE ACADEMIC YEAR 20152016.

THE

INFORMATION

SUBMITTED

IS

TRUE

AND

ORIGINAL TO THE BEST OF MY KNOWLEDGE.

NAME: “FARHAN KAZI”

DATE: 1ST OCTOBER, 2015

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ACKNOWLEDGEMENT At the outset, I am thankful to my institute Oriental Education Society, and the authorities, for providing me an opportunity to undertake my Bachelor’s Degree in management studies (BMS), and also for sponsoring me to undertake project. I am thankful to the management for giving me an opportunity to undertake my project (CONSUMER BUYING BEHAVIOUR OF JOHNSON &JOHNSON) under the guidance of Prof. Shailu Singh as my mentor. I would like to thank our Faculty guide, Prof. Mustak Deraiya (Professor, Oriental Education Society), for providing valuable suggestions and guidance during the project. His perspective has encouraged me to incorporate a different dimension to the project I am grateful to my colleagues for being a wonderful support a through at the same time I am thankful to all my friends of Oriental Education Society, for being with me at different junctures of need. I also acknowledge great sense of gratitude to all those who have

enriched

and

improved

my

thinking,

through

their

conversations, thoughts, experience and guided me to complete this report.

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“NAME: FARHAN KAZI”

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

TABLE OF CONTENTS Third page      ! "# " #  #"%   "     "  $      %&(   )*+,   %   %&  /  # 3 4-)*+.# 3  5   ! 1# 6  70    "  CH No. 1

Particulars

Page no.

1. 2. 3. 4.

Executive summary Introduction Objectives of consumer buying behavior Marketing in consumer behavior

7-21

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1. 2. 3. 4. 5.

Company profile History Highlights of the company Johnson and Johnson in India Aims and objectives

23-33

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1. Literature review 2. SWOT analysis 3. Johnson & Johnson competitors 4. Company credo 5. Strategic Framework 6. Strategic boundary conditions of Johnson and Johnson 7. Concept of Green marketing 8. Marketing Techniques 9. The Controversy 10. CSR policies

35-69

4

Research methodology

72-83

5

Findings, analysis and interpretation of data

85-87

6

1. 2. 1. 2. 3.

89-90

7

Limitations Recommendation and suggestion Conclusion Bibliography and websites Appendix (Questionnaire)

92-97

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CHAPTER 1

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1.

EXECUTIVE SUMMARY

The concept of “buying behavior” is of prime importance in marketing and has evolved over the years. It is important to understand consumer buying behavior as it plays a vital role in creating an impact on purchase of products. The human wants are unlimited and always expect more and more. In this research study our findings gave us thorough insights of consumer buying behavior of Johnson & Johnson baby products. We have been able to also infer that people sub consciously register the brand, tend to recall. We also come to understand that most retailers have showed a tendency to market the J&J baby products as per consumer’s requirement. On the whole, the market is a very important place to study the behavior of consumers and also provide useful insights what a consumer requires in a product. It is only through research that a company will be able to study the buying behavior of consumers. Johnson & Johnson is a profound leader in the consumer product business. It has matured and spread to 57 countries with more than 230 operating units worldwide. Ensuring that the stakeholders are aware of the issue at hand and the position in which the company takes on the proposal. The second step is to engage in a social debate in which the company has full on control, (mediator) of the debate. These recommendations will aid Johnson & Johnson in remaining to be a profound leader.

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2.INTRODUCTION What is Consumer Buying Behavior? Buying Behavior is the decision processes and acts of people involved in buying and using products.

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Definition of consumers: An individual who buys products or services for personal use and not for manufacture or resale. A consumer is someone who can make the decision whether or not to purchase an item at the store, and someone who can be influenced by marketing and advertisements. Anytime someone goes to a store and purchases a toy, shirt, beverage, or anything else, they are making that decision as a consumer.

Who is a Consumer? •A person who has indicated his or her willingness to obtain goods and/or services from a supplier with the intention of paying for them. •Someone who has purchased goods and/or services for personal consumption.

Need to understand: 

Why consumers make the purchases that they make?

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

What factors influence consumer purchases?



The changing factors in our society. Consumer Buying Behavior refers to the buying behavior of the ultimate consumer. A firm needs to analyze buying behavior for:



Buyer’s reactions to a firms marketing strategy has a great impact on the firm’s success. 

The marketing concept stresses that a firm should create a Marketing Mix (MM) that satisfies (gives utility to) customers, therefore need to analyze the what, where, when and how consumers buy.



Marketers can better predict how consumers will respond to marketing strategies.

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In the consumer market a very large percentage of purchase decisions are made by a single person. There are situations in which multiple people may be involved in a consumer purchase decision, such as a child influencing a parent to choose a certain brand of cereal or a husband and wife deciding together to buy a house, but most of the time purchases are individual decisions. The business market is significantly different. While single person purchasing is not unusual, especially within a small company, a significant percentage of business buying, especially within larger organizations, requires the input of many. In the marketing literature those associated with the purchase decision are known to be part of a Buying Center, which consists of individuals within an organization that perform one or more of the following roles: 

Buyer – responsible for dealing with suppliers and placing orders (e.g., purchasing agent)



Decider – has the power to make the final purchase decision (e.g., CEO)



Influencer – has the ability to affect what is ordered such as setting order specifications (e.g., engineers, researchers, product managers)



User – those who will actually use the product when it is received (e.g., office staff)



Initiator – any Buying Center member who is the first to determine that a need exists



Gatekeeper – anyone who controls access to other Buying Center members (e.g., administrative assistant)

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2.

OBJECTIVES OF CONSUMER BUYING BEHAVIOR



Understand the stages in the buying decision process



Understand the major factors influencing consumer behavior



Know and understand the types of buying decision behavior.

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Stages of the Consumer Buying Process Six Stages to the Consumer Buying Decision Process (For complex decisions). Actual purchasing is only one stage of the process. Not all decision processes lead to a purchase. All consumer decisions do not always include all 6 stages, determined by the degree of complexity. The 6 stages are:

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1. Problem Recognition (awareness of need) - difference between the desired state and the actual condition. Deficit in assortment of products. Hunger--Food. Hunger stimulates

your

need

to

eat.

Can be stimulated by the marketer through product information--did not know you were deficient? I.E., see a commercial for a new pair of shoes, stimulates your recognition that you need a new pair of shoes. 2. Information searcho

Internal search, memory.

o

External search if you need more information. Friends and relatives (word of mouth). Marketer dominated sources; comparison shopping; public sources etc. A successful information search leaves a buyer with possible alternatives, the evoked set. Hungry, want to go out and eat, evoked set is

3.

o

Chinese food

o

Indian food

o

burger king

o

Klondike kates etc

Evaluation of Alternatives- need to establish criteria for evaluation, features the buyer wants or does not want. Rank/weight alternatives or resume search. May decide that you want to eat something spicy, Indian gets highest rank etc. If not satisfied with your choice then returns to the search phase. Marketers try to influence by "framing" alternatives.

4.

Purchase decision- Choose buying alternative, includes product, package, store, method of purchase etc. 5. Purchase- May differ from decision, time lapse between 4 & 5, product availability.

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6. Post-Purchase Evaluation-outcome: Satisfaction or Dissatisfaction. Cognitive Dissonance, have you made the right decision. This can be reduced by warranties, after sales communication etc. After eating an Indian meal, may think that really you wanted a Chinese meal instead.

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A consumer buying behavior is influenced by 4 major factors: 1. Cultural 2. Social 3. Personal 4. Psychological Consumers buying behavior and the resulting purchase decision are strongly influenced by cultural, social, personal and psychological characteristics. An understanding of the influence of these factors is essential for marketers in order to develop suitable marketing mixes to appeal to the target customer. CUTURAL factors include a consumer’s culture, subculture and social class. These factors are often inherent in our values and decision processes. SOCIAL factors include groups (reference groups, aspirational groups and member groups), family, roles and status. PERSONAL factors include such variables as age and lifecycle stage, occupation, economic

circumstances,

lifestyle

(activities,

interests,

opinions

and

demographics), personality and self concept. These may explain why our preferences change as our ‘situation’ changes. PSYCHOLOGICAL factors affecting our purchase decision include motivation (Maslow’s hierarchy of needs), perception, learning, beliefs and attitudes. Other people often influence a consumer’s purchase decision. The marketer needs to know which people are involved in the buying decision and what role each person plays, so that marketing strategies can also be aimed at these people.

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1. Complex Buying Behavior: Consumers go through complex buying behavior when they are highly involved in a purchase and aware of significant differences among brands. Consumers are highly involved when the product is expensive, bought infrequently, risky and highly self-expressive. Typically the consumer does not know much about the product category and has much to learn. For example, a person buying a personal computer may not know what attribute to look for. Many of the product features like “16K.memory” “disc storage”, “screen resolution” carry no meaning to him or her. This buyer will pass through a learning process characterized by first developing beliefs about the product, then attitudes, and then making a thoughtful purchase choice. The marketer of a high-involvement product must understand the information-gathering and evaluation behavior of high-involvement consumers. The marketer needs to develop strategies that assist the buyer in learning about the attributes of the product class, their relative importance, and the high standing of the company’s brand on the more important attributes. The marketer needs to differentiate the brand’s features, use mainly print media and long copy to describe the brand’s benefits, and motivate store sales personnel and the buyer’s acquaintances to influence the final brand choice.

2. Dissonance-Reducing Buying Behavior: Sometimes the consumer is highly, involved in a purchase but sees little difference in the brands. The high involvement is again based on the fact that the purchase is expensive, infrequent, and risky. In this case, the buyer will shop around to learn what is, available but will buy fairly quickly because brand differences are not pronounced. The buyer may respond primarily to a good price or to purchase convenience.

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After the purchase, the consumer might experience dissonance that stems from noticing certain disquieting features of the product or hearing favorable things about other brands. The consumer will be alert to information that might justify his or her decision. The consumer will first act, then acquire new beliefs and end up with a set of attitudes. Here marketing communications should aim to supply beliefs and evaluations that help the consumer feel good about his or her brand choice.

3. Habitual Buying Behavior: Many products are bought under conditions of low consumer involvement and the absence of significant brand differences. Consider the purchase of salt. Consumers have little involvement in this product category. They go to the store and reach for the brand. If they keep reaching for the same brand, it is out of habit, not strong brand loyalty. There is good evidence that consumers have low involvement with most low-cost, frequently purchased products. Consumer behavior in these cases does not pass through the normal belief/attitude/behavior sequence. Consumers do not search extensively for information about the brands, evaluate their characteristics, and make a weighty decision on which brand to buy. Instead, they are passive recipients of information as they watch television or see print ads. Ad repetition creates brand familiarity rather than brand conviction. Consumers do not form a strong attitude towards a brand but select it because it is familiar. After purchase, they may not even evaluate the choice because they are not highly involved with the product. So the buying process is brand beliefs formed by passive learning, followed by purchase behavior, which may be followed by evaluation.

4. Variety-Seeking Buying Behavior: Some buying situations are characterized by low consumer involvement but significant brand differences. Here consumers are often observed to do a lot of

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brand’ switching. An example occurs in purchasing cookies. The consumer has some beliefs, chooses a brand of cookies without much evaluation, and evaluates it during consumption. But next time, the consumer may reach for another brand out of boredom or a wish for a different taste. Brand switching occurs for the sake of variety rather than dissatisfaction.

4.

MARKETING IN CONSUMER BEHAVIOR

The core function of the marketing department is to understand and satisfy consumer need, wants and desire. Consumer behavior captures all the aspect of purchase, utility and disposal of products and services. In groups and organization are considered within the framework of consumer. Social, cultural, individual and emotional forces play a big part in defining consumer buying behavior. Cultural, sub-culture and social class play an important is finalizing consumer behavior. For example, consumer growing up in US is exposed to individualism, freedom, achievement, choice, etc. On sub-culture level influence of religion, race, geographic location and ethnicity define consumer behavior. Social class consists of consumer with the same level of income, education, taste, feeling of superiority and inferiority. Over time consumer can move from one social level to another. Culture alone cannot define consumer behavior; social forces also play an important role. Social forces consist of family, friends, peer groups, status and role in society. Groups which have direct or indirect influence on consumer are referred to as reference groups. Primary groups consist of friends, family and peers with whom consumer has direct contact for considerable time. Secondary

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groups are association where interaction is at formal level and time devoted is less. Consumer buying behavior is influenced by individual’s own personality traits. These personality traits do not remain the same but change with the life cycle. The choice of occupation and corresponding income level also play part in determining consumer behavior. A doctor and software engineer both would have different buying pattern in apparel, food automobile etc. Consumers from similar background, occupation and income levels may show a different lifestyle pattern. An individual buying behavior is influenced by motivation, perception, learning, beliefs and attitude. These factors affect consumer at a psychological level and determine her overall buying behavior. Companies need to think beyond buying behavior and analyze the actual buying process. Companies should ensure consumer have readily available information to take the decision e.g. internet, friends. Consumers evaluate alternatives based on their brand perception and belief. Companies need to work hard to develop products, which match this perception and belief every time. Final purchase decision is taken looking other’s perception of the brand. Post purchase if expectations meet actual performance consumer is satisfied and more likely to repurchase or recommend the brand to others.

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CHAPTER 2

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1. COMPANY PROFILE

Johnson & Johnson operates as an investment holding company with interests in health care products. It engages in research and development, manufacture and sale of personal care hygienic products, pharmaceuticals and surgical equipment. The company, through its subsidiaries operates in three business segments: Consumer, Pharmaceutical and Medical Devices. The Consumer segment includes a range of products used in the baby care, skin care, oral care, wound care and women's health care fields, as well as nutritional and over-the-counter pharmaceutical products, and wellness and prevention platforms. The baby care franchise includes the JOHNSON'S Baby line of products. The Pharmaceutical segment includes products in the anti-infective, antipsychotic, contraceptive,

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gastrointestinal, hematology, immunology, infectious diseases, neurology, oncology, pain management, thrombosis and vaccines. The Medical Devices segment includes a range of products distributed to wholesalers, hospitals and retailers, used principally in the professional fields by physicians, nurses, hospitals, and clinics. These include products to treat cardiovascular disease; orthopedic and neurological products; blood glucose monitoring and insulin delivery products; general surgery, bio surgical, and energy products; professional diagnostic products; infection prevention products; and disposable contact lenses. Johnson & Johnson was founded by Robert Wood Johnson I, James Wood Johnson and Edward Mead Johnson Sr. in 1886 and is headquartered in New Brunswick, NJ. Johnson & Johnson Family of Companies comprises: 

The world’s sixth-largest consumer health company



The world’s largest and most diverse medical devices company

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2. HISTORY In 1886, three brothers – Robert Wood Johnson, James Wood Johnson and Edward Mead Johnson – began the company, Johnson & Johnson, in New Brunswick, New Jersey in the United States. One of America's most admired companies, Johnson & Johnson (J & J) is one of the largest healthcare firms in the world and one of the most diversified. Its operations are organized into three business segments: pharmaceutical, which generates 39 percent of revenues and 61 percent of operating income; professional, which accounts for 36 percent of revenues and 27 percent of operating income; and consumer, which contributes 25 percent of revenues and 12 percent of operating income. J & J's pharmaceutical products--which are sold under such brands as Janssen Pharmaceutica, Ortho-McNeil Pharmaceutical, and

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Centocor--include drugs for family planning, mental illness, gastroenterology, oncology, pain management, and other areas. The professional segment includes surgical and patient care equipment and devices, diagnostic products, joint replacements, and disposable contact lenses. The company's well-known line of consumer products includes the Johnson's baby care line, the Neutrogena skin and hair care line, Tylenol and Motrin pain relievers, o.b. and Stayfree feminine hygiene products, the Reach oral care line, Band-Aid brand adhesive bandages, Imodium A-D diarrhea treatment, Mylanta gastrointestinal products, and Pepcid AC acid controller. J & J generates about half of its revenues outside the United States, through its network of 190 operating companies in 51 countries and its marketing organization that sells in more than 175 countries. Early History: From Surgical Dressings to Baby Cream J & J traces its beginnings to the late 1800s, when Joseph Lister's discovery that airborne germs were a source of infection in operating rooms sparked the imagination of Robert Wood Johnson, a New England druggist. Johnson joined forces with his brothers, James Wood Johnson and Edward Mead Johnson, and the three began producing dressings in 1886 in New Brunswick, New Jersey, with 14 employees in a former wallpaper factory. Because Lister's recommended method for sterilization--spraying the operating room with carbolic acid--was found to be impractical and cumbersome, Johnson & Johnson (which was incorporated in 1887) found a ready market for its product. The percentage of deaths due to infections following surgery was quite high and hospitals were eager to find a solution. J & J's first product was an improved medicinal plaster that used medical compounds mixed in an adhesive. Soon afterward, the company designed a soft, absorbent cotton-and-gauze dressing, and Robert Wood Johnson's dream was realized. Mass production began and the dressings were shipped in large

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quantities throughout the United States. By 1890 J & J was using dry heat to sterilize the bandages. The establishment of a bacteriological laboratory in 1891 gave research a boost, and by the following year the company had met accepted requirements for a sterile product. By introducing dry heat, steam, and pressure throughout the manufacturing process, J & J was able to guarantee the sterility of its bandages. The adhesive bandage was further improved in 1899 when, with the cooperation of surgeons, J & J introduced a zinc oxide-based adhesive plaster that was stronger and overcame much of the problem of the skin irritation that plagued many patients. J & J's fourth original design was an improved method for sterilizing catgut sutures. From the beginning, J & J was an advocate of antiseptic surgical procedures. In 1888 the company published Modern Methods of Antiseptic Wound Treatment, a text used by physicians for many years. That same year, Fred B. Kilmer began his 45-year stint as scientific director at J & J. A well-known science and medicine writer, and father of poet Joyce Kilmer, Fred Kilmer wrote influential articles for J &

J's

publications,

including Red

Cross

Notes and

the Red

Cross

Messenger. Physicians, pharmacists, and the general public were encouraged to use antiseptic methods, and J & J products were promoted. R.W. Johnson died in 1910 and was succeeded as chairman by his brother James. It was then that the company began to grow quickly. To guarantee a source for the company's increasing need for textile materials, J & J purchased Chicopee Manufacturing Corporation in 1916. The first international affiliate was founded in Canada in 1919. A few years later, in 1923, Robert W. Johnson's sons, Robert Johnson and J. Seward Johnson, took an around-the-world tour that convinced them that J & J should expand overseas, and Johnson & Johnson Limited was established in Great Britain a year later. Diversification continued with the

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introduction in 1921 of Band-Aid brand adhesive bandages and Johnson's Baby Cream (Johnson's Baby Powder had debuted in 1893) and the debut of the company's first feminine hygiene product, Modess sanitary napkins, in 1927.

3. HIGHLIGHTS OF THE COMPANY

Johnson & Johnson Highlights Strategies for Growth through Differentiated Medicines, Transformational Pipeline and Global Product Launches

Pharmaceuticals

Growth

Strategies:

Johnson & Johnson’s pharmaceuticals business generated $22.4 billion in sales last year, 36 percent of the company’s total revenue, and it ranks as the world’s eighth largest pharmaceutical company and fifth largest biotech company. The pharmaceuticals business saw over 6% operational growth in the first quarter of 2011 as new products contributed to growth and core brands delivered solid performance. Johnson & Johnson’s pharmaceuticals business has taken a disciplined management approach to increasing its efficiency in order to invest in its pipeline and new product launches. For example, the pharmaceuticals business has seen a significant increase in productivity over the last two years based on the ratio of sales per employee, and it continues investing in R&D at higher rates than its competitive set. With the pharmaceutical market at an estimated $850 billion* globally and expected to grow to more than $1 trillion by 2015, Ms. McCoy and other leaders will outline four strategies for growth for the company’s pharmaceuticals business:

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1. Deliver differentiated medicines– In recent years, the pharmaceuticals business has transformed its portfolio by expanding its leadership in immunology, deepened its expertise in oncology and entered vaccines. The company’s pharmaceuticals businesses are in the process of launching six significant new products between 2009 and 2011, some in multiple geographies. Two of the new products are pending regulatory review in the European Union (EU), and two additional key compounds are in registration in key markets. Many of these products could represent significant advances over the current standards of care. 2. Build transformational pipeline – The pharmaceuticals business’ prioritized investments in internal R&D, strategic licensing arrangements, partnerships and select acquisitions continue to build a robust pipeline for the long-term. The company’s pharmaceuticals businesses expect to file 11 new products and over 30 important line extensions between 2011 and 2015. 3. Strengthen geographic presence – The pharmaceuticals business will grow its geographic footprint and increase investments in emerging markets, evaluating market appropriate commercial approaches and portfolios. It also remains focused on key developed markets. Japan, the second largest pharmaceuticals market, is a key growth market and the company’s pharmaceuticals businesses have seven launches planned there for 2011. 4. Invest in talented people and organizational capabilities-The Company’s pharmaceuticals business is strengthening leadership capabilities locally, regionally and globally. A key component involves rotating key talent into important roles to quickly accelerate skills development to address a growing and complex business environment. The pharmaceuticals business is also building R&D capabilities in new technology areas and emerging markets.

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4. JOHNSON & JOHNSON IN INDIA Johnson & Johnson spread its root into India 67 years ago. Since then, the Company has brought many innovative ideas, products and services to improve the health and well-being of people in India. The Company today employs more than 3,000 people and is organized into three business segments: Consumer Healthcare, Medical Devices and Pharmaceuticals. Consumer Healthcare Generations of mothers in India have placed their trust in JOHNSON'S® Brand to provide them with safe, clinically proven mild and gentle products for their babies. We also lead in the areas of feminine hygiene, facial skincare, wound care, cough & cold, oral care among others through iconic

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brands such as Stayfree®, Clean & Clear TM , BAND-AID®, Benadryl® and Listerine®. Medical Devices At Johnson & Johnson Medical India, we are committed to work towards reaching our goal of providing accessible and affordable healthcare for one person at a time. The Medical Devices business segment produces a broad range of innovative products and solutions, in the fields of Orthopedics, Cardiovascular Disease, Coronary Artery Disease, Peripheral Vascular and Obstructive Disease, Neurovascular Disease, Arrhythmias, Diabetes Care, Bariatric and Metabolic Surgery, Cancer Surgery, Vision Care, General Surgery, Urologic Surgery, Hernia Surgery and Infection Prevention.

Pharmaceuticals Janssen, the pharmaceutical division of Johnson & Johnson, is dedicated to addressing and solving some of the most important unmet medical needs of our time in India in oncology, immunology, neurosciences & analgesia, dermatology, infectious diseases and metabolic diseases in India. At Johnson & Johnson India, we continue to be driven by a vision of caring for the people by anticipating their needs, creating solutions and experiences that help them and those that they care for living healthy, vibrant lives. As a responsible citizen, we deeply care about our communities and the society at large and have been supporting many programs and initiatives in the areas of health and education, particularly for infants and girls. We actively support the Indian Academy of Pediatrics (IAP) to reduce infant mortality in India through a Neonatal Resuscitation program. In addition, we also partner with UNICEF to increase knowledge, build confidence and improve health and hygiene practices amongst adolescent girls across several states in India.

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5. AIMS AND OBJECTIVES Johnson & Johnson Aims to Help Up to 120 Million Women and Children Each Year through Five-Year Commitment to U.N. Millennium Development Goals Johnson & Johnson’s Every Mother, Every Child aims to increase life expectancy and quality-of-life for women and children in the developing world. Our goal is to reach over 50 countries through our philanthropic programs focused on maternal and child health. The effort includes the following programs: Mobile Health for Mothers - With more than 1.1 billion women in low- and moderate-income countries owning a mobile phone, it is now possible to provide timely health information in even the most remote locations. More than 15 million

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expectant and new mothers, in six developing countries, will receive mobile free phone messages on prenatal health, reminders of clinic appointments and calls from health mentors over the five-year program. Countries in the effort include Bangladesh, China, India, Mexico, Nigeria, and South Africa. Intestinal Worms in Children – The Company plans a four-fold increase in its current support, with a goal of donating 200 million doses of mebendazole, a treatment for intestinal worms in children, each year. It is expected that it will take about two years to materially scale up production and to build partnerships with organizations on the ground to implement the program fully. The program aims to distribute mebendazole in 30 to 40 countries by 2015, and includes education to help prevent treated children from being re-infected. R&D Innovations – The Johnson & Johnson commitment includes research and development to bring forward new treatments for HIV and TB, both of which disproportionately affect women and children in the developing world.

The

Company is currently working to develop what could become the first TB drug with a new mechanism of action in 40 years, antiretroviral to treat HIV and potentially prevent HIV transmission from pregnant women to their infants, as well as new technologies that may, in the future, prevent the transmission of HIV between adults. Safe Birth Programs – Johnson & Johnson will extend current commitments to peer education programs that have been successful in preventing mother-to-child transmission of HIV; reducing a life-threatening condition in infants caused by lack of oxygen at birth (birth asphyxia); and upgrading existing health care facilities to accommodate more women at risk of fistulas. Fistulas are a debilitating tissue rupture in mothers caused by obstructed labor, resulting in incontinence and infections.

Healthy Future 2015 Strategic Priorities consists of seven strategic priorities, supported by 15 goals and corresponding targets to measure and drive

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performance. The seven strategic priorities of Healthy Future 2015 are defined as: Advancing community wellness by launching health initiatives to help people gain access to timely, easy-to-understand, health-related information; Enhancing outcome measurement in philanthropy by working with philanthropic partners to measure health outcomes and raise the standard of health outcome measurement; Fostering the most engaged, health-conscious and safe employees in the world by improving upon the company’s global culture of health and safety, and making Johnson & Johnson a place where its employees are proud and inspired to work; Building on the company’s legacy in safeguarding the planet by reducing the environmental impacts of the operations of Johnson & Johnson and increasing the sustainable design of the company’s products; Partnering with suppliers who embrace sustainability by joining with suppliers who demonstrate a similar commitment to that of Johnson & Johnson; Advancing global health through research and development for neglected diseases and affordable access to the company’s medicines by working to identify new ways to address these issues, and by partnering with like-minded organizations to help expand the impact of Johnson & Johnson; and Committing to enhanced transparency and accessing the power of external collaboration by providing transparency about the company’s business practices and products, and collaborating with partners.

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CHAPTER 3

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1. LITERATURE REVIEW Consumer: Johnson & Johnson Consumer touches a billion lives around the world and works with the vision of 'Bringing science to the art of healthy living'. In India, the company touches the lives of consumers through the following businesses:

Baby Care: Johnson's® Baby is the undisputed leader in baby care with its Clinically Proven Mild products trusted by mothers and recommended by doctors for more than 100 years. This heritage of trust is built upon a deep understanding of what it takes to keep

the

baby’s

delicate

skin

healthy,

making

Johnson’s® Baby one of the most beloved brands amongst mothers in India. 

Johnson's Baby Top-To-Toe



Johnson's Baby Skincare Wipes



Johnson's Baby Cream



Johnson's Baby Milk Lotion



Johnson's Baby Oil



Johnson's Baby Hair Oil

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

Johnson's Baby Shampoo



Johnson's Baby Powder Blossoms



Johnson's Baby Soap Blossoms



Johnson's Baby Gift Boxes

Women’s Health: Range of personal health and feminine hygiene products - including sanitary napkins, tampons and panty liners, to meet the evolving needs of the Indian woman Stayfree, the premier equity, is today the largest sanitary napkins business for Johnson & Johnson globally. 

Stayfree



Carefree



O.B. Tampons

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Beauty: Both Clean & Clear™ and Neutrogena® specialize in bringing science to the art of beauty via innovative technologies across a spectrum of consumer and professional needs. The science-based platforms include clear skin, sun care, antiaging and facial moisture. 

Neutrogena



Clean & Clear™

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Oral & Wound Care: Our Oral & Wound care segment sports power brands like BAND-AID® and LISTERINE®. BAND-AID® is one of the leading products in this space and has become a generic name in the wound care space. LISTERINE® is a market leader in the mouthwash category. 

Band-Aid



Listerine

Over-The-Counter Products: Marketing a broad range of well-known and trusted over-the-counter products, including solutions for cough and cold, anti-dandruff & tobacco cessation 

Respiratory Health



Tobacco Cessation

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

Low calorie sweetener



Anti-Dandruff

Johnson & Johnson Parent Company

Johnson & Johnson

Category

Health care product and Pharma

Sector

FMCG

Tagline/ Slogan

The Family Company

USP

Innovative healthcare products and trusted brand

STP Segment

Health care segment

Target Group

Mostly urban families and hospitals and clinics

Positioning

Promise to healthcare Product Portfolio

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1. Bedtime 2. Baby Oil 3. Baby Shampoo 4. Baby Lotion 5. Baby Powder 6. Destin 7. Bebe 8. Clean & Clear 9. Shower to Shower 10. Neutrogena 11. Band-Aid 12. Savlon 13. Caladryl 14. Purell 15. Listerine 16. Stayfree 17. Carefree 18. Visine Brands

19. Acuvue Lenses

SWOT Analysis

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1. Johnson & Johnson is one of the World’s Most Admired Companies 2. The United Nations awarded Johnson & Johnson the 2011 Humanitarian of the Year Award for our leading role in its Healthy Mother, Healthy Child initiative. 3. One of the “Top 100 Companies for Working Mothers” every year since the list was initiated 26 years ago. 4. Brand presence in form of advertising media and print media for a number of products. 5.Excellent distribution network as the brand is supplied to remote villages and faraway places 6.J&J is a brand trusted by mothers the world over 7. Has an excellent product portfolio and high quality offerings 8. It includes some 250 subsidiary companies with operations in over 57 countries and products sold in Strength

over 175 countries

1. Maintaining a global brand can be problematic as retailers can cause sale of expired products 2. Being a global brand means operations are disturbed Weakness

by market fluctuations

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1. Acquisitions of other smaller companies and increasing broad brand presence. 2. Bringing out a range of more portable products for Opportunity

economy class and increasing rural penetration

1. Excessive promotion of any product making it almost generic. 2. Spurious brands with the name similar to existing brand name 3. Availability of cheap substitutes and low priced Threats

competitors. Competition 1. Reckitt Benckiser 2.Paras

Competitors

3.Himayala

2. SWOT ANALYSIS

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This SWOT analysis focuses on Johnson and Johnson, a global consumer healthcare company with a portfolio of subsidiaries that made medical devices, medical diagnostic equipment, biologics and pharmaceuticals as well as consumer healthcare products. Despite its leadership position in its industry and associated markets, Johnson and Johnson still must continually reassess its position and strategy by examining its strengths and weaknesses as a company as well as how effectively it can leverage the opportunities that have been identified as well as address and minimize any perceived threats to the organization. In this way, Johnson and Johnson can change its strategy and maintain its global leadership position in consumer healthcare products.

Strengths 

Worldwide sales continue to grow with ongoing plans for further geographic and market solution expansion to sustain sales growth.



Johnson and Johnson uses a flexible business model that allows to adapt quickly to market changes and trends, focusing on entrepreneurship, problem solving techniques, and innovation.



This business model has led to numerous innovative medical devices, pharmaceuticals, and other consumer healthcare product releases, further differentiating the company from its competitors.



Many of its portfolio brands are admired by a wide range of customers who regularly return to these products for reliability, quality, and value.



The company has enhanced its brand equity through accolades like most reputable company and one of the best companies to work for around the world.

Weaknesses 

Pharmaceutical companies have been criticized for their high prices, which many consumers have trouble paying so this has led to concerns over corporate greed.

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

There have been recent protests against some of Johnson and Johnson's products, including its pelvic mesh implants, which have led to a damaged reputation.



The company is dependent on certain products and small niche drugs for the pharmaceutical industry.



Recent reports that employees of the company have stolen company secrets and information, which has undermined its efforts to create an ethical and responsible workplace.

Opportunity 

With a diverse portfolio of solutions, there are many untapped opportunities for cross-selling products. This includes cross-selling between medical devices, pharmaceuticals, and diagnostics related to care-giving and specific therapies for oncology, diabetes, and other health issues.



There are opportunities for further acquisitions to strengthen its position, further diversify its product portfolio, expand its territories, add to its resource and research capabilities and grow revenue streams.



There are new medical therapies and findings that align with some of the company's core capabilities, providing new opportunities for additional market share and leadership.



The diagnostic market appears to be growing, which positions Johnson and Johnson as a first mover in many applications.



Some countries are now banning generic medicine, which gives Johnson and Johnson an advantage.

Threats 

The company's success with any product release, including medical devices, pharmaceuticals, and healthcare products are often tied to regulatory approval

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more so than market acceptance. This can also vary from country to country, which further complicates the potential for success with new products. 

There have been many product recalls, which can threaten the company's credibility.



Generic pharmaceutical products at a much reduced price are a significant threat to Johnson and Johnson.



U.S. competition has the perception of being more reliable than Johnson and Johnson with many products, especially in light of product recalls and protests about the adverse side effects of some of its products.

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3. JOHNSON & JOHNSON COMPETITORS It's difficult to get well without Johnson & Johnson (J&J). The diversified health care giant operates in three segments through more than 265 operating companies located in some 60 countries. Its Medical Devices division offers surgical equipment, monitoring devices, orthopedic products, and contact lenses, among other things. J&J's Pharmaceuticals division makes drugs for an array of ailments, such as neurological conditions, blood disorders, autoimmune diseases, and pain. Top sellers are psoriasis drug Remicade and cancer medication Velcade. Its Consumer business makes over-the-counter drugs and products for baby, skin, and oral care, as well as first-aid and nutritional uses.

Top Competitors for JOHNSON & JOHNSON Colgate- Palmolive Company Pfizer Inc. Novartis AG Aranesp Procter & Gamble Baxter Band-AID Medinol Ltd

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4. COMPANY CREDO In order to get employees motivated and to create positive image for the company many companies try creating common values and ideas for all employees in form of guidelines, this is then widely promoted internally and externally. In most cases such common values are interconnected with the type of the business. However, not many companies succeed in creating a common set of such guidelines for employees and getting them adhering to it. Johnson & Johnson is one of the companies which have succeeded in that aspect. For Johnson & Johnson such a guideline is the official Company Credo. It includes the main principles of the company and it has featured in numerous business case studies because of its efficiency and its ability to create competitive edge for Johnson & Johnson in the marketplace.

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5. STRATEGIC FRAMEWORK Johnson & Johnson is committed to marketing their products responsibly. Its product marketing and communications efforts include educational brochures, videos, direct-to-consumer (DTC) advertising and online vehicles. These forms of direct-to-consumer education give people information they can use when communicating with their doctors about the benefits and risks of treatments. Products in the Consumer segment are marketed to the general public and sold both to retail outlets and distributors throughout the world. Pharmaceutical segment products are distributed directly to retailers, wholesalers and health care professionals for prescription use. The broad range of products from their Medical Devices segment is distributed to wholesalers, hospitals and retailers used principally in the professional fields by physicians, nurses, therapists, hospitals, laboratories and clinics. Communications are geared to each of these audiences and use a variety of face-to-face, printed, online, and where appropriate, broadcast and social media.

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In their marketing and communications efforts with health care professionals, they follow the voluntary Advanced Medical Technology Association (AdvaMed) Code of Ethics on Interactions with Health Care Professionals, the Pharmaceutical Research and Manufacturers of America (PhRMA) Code on Interactions with Healthcare Professionals, the International Federation of Pharmaceutical Manufacturers of America (IFPMA) Code of Practice and other similar trade association codes around the world. Johnson & Johnson and its operating companies follow internally established guidelines that apply to all forms of direct-to-consumer communication, including regulation of such communication by their Pharmaceutical and Medical Devices businesses. In addition, they follow the PhRMA Guiding Principles on Direct-to-Consumer Advertisements about Prescription Medicines. On the Consumer side, they follow the various volunteer codes and guidelines of the Consumer Healthcare Products Association (CHPA). Health Care Compliance officers conduct annual risk assessments of all businesses globally to assess whether systems, policies, procedures, training, resources and monitoring are in place regarding compliance with standards for appropriate promotion of regulated products. Johnson & Johnson markets a broad range of health care products from our Consumer, Medical Devices and Pharmaceutical business segments throughout the world. They do not sell or market products that are banned within markets that have such restrictions.

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6. STRATEGIC BOUNDARY CONDITIONS OF JOHNSON & JOHNSON Strategic boundary condition is proposed by Bernard Marr (2006) and includes following components: purpose, visionary goals and values.

Purpose of the company- A clear business purpose for Johnson & Johnson helps to keep the business focused on its mission and target markets. It also helps Johnson & Johnson management to identify new markets for expansion. “The main purpose of a company is to take money from investors (their creditors and shareholders) and generate profits on their investments” (Stocks 100-online, 2010). However, modern global companies like Johnson & Johnson have to include such purposes as not damaging and caring about nature and adhering to other aspects of Corporate Social Responsibility in order to be successful. According to an article from Bluepeapod.com (online, 2009) a company with a well-defined purpose and passionate employees who share it, have an ability of unleashing a massive boost of employee enthusiasm, however, that can be achieved only when purpose and passion align. Importance of company purpose into following three points: 

The constancy of purpose provides a common, unifying directional mechanism – a moral compass for its employees



Organizations should continuously change their existing practices, systems and styles to maintain vigor and a competitive edge in a rapidly changing business environment



The core values of the corporate culture provide the foundation of the strength and permanency of purpose.

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Visionary goals- It is important for Johnson & Johnson to develop visionary goals and communicate them efficiently with workforce. Goals are an essential part of successfully conducting business and getting rewards. Well defined goals provide the opportunity to design and implement important objectives which are necessary to achieve overall result.

Values- At present Johnson & Johnson has efficient set of company values like always putting the interests of the customer above the profit making purpose of the company, maintaining high quality of the products, promoting good working relationship between employees and others. All these values are benefiting the company in a way that employees are loyal to the company, customer’s trust the products of the company because of the “right” image of Johnson & Johnson, also good relationships are maintained with investors and suppliers. Moreover, the efficient set of values of Johnson & Johnson resulting in local governments and communities to be positive towards the company.

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7. CONCEPT OF GREEN MARKETING While different agencies and organizations offer various definitions of green marketing (sometimes called environmental marketing, or eco-marketing), they generally agree that it is the marketing of products and companies that promote the environment in some substantial way. Some definitions look for environmentally “safe” or “sustainable” production, while others seek to reduce a company’s “carbon footprint.” Johnson and Johnson is the second-largest corporate user of solar power in the United States, and have been working consistently over the past 20 years to reduce production wastes. In January 2011 it launched a business plan to become the most environmentally responsible company in the world. How is a green marketing campaign developed? Green marketing requires a holistic approach. A company cannot succeed simply by highlighting a green aspect of a particular product, but must demonstrate a commitment on multiple levels, such as in production processes or environmental engagement. Customers are particularly skeptical of many green claims; they know that businesses seek profit and aren’t above “green washing” their everyday business to make it appear environmentally friendly when it’s of no real concern to them. For example, a hotel asking customers to “save the environment” by reusing towels to conserve water will not likely be perceived as green; instead, they’ll be seen as trying to use green rhetoric to save on washing expenses. Therefore one of the first challenges of effective green marketing is establishing credibility through a comprehensive plan. First, green marketing has to be

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business-wide. It does no good to advertise the green properties of a product if the company’s production and distribution entirely ignore environmental concerns. Second, it has to be honest; unsubstantiated claims should be avoided. Third, it should be transparent. Consumers need information about a business to evaluate its claims and reputation; therefore, the business should promote awareness of its products’ histories, including origin and manufacturing. Fourth, a product can be certified green by a third party (Popular Green Certifications). Some companies do self-certification; however, for that to be credible, a third party needs to be able to review and approve their certification processes. There are many options for green certification—some 400, at least—with some devoted to single qualities (made from recycled components, or being energy efficient) and others evaluating multiple attributes.

Popular Green Certifications        

Green Seal Ecologo MBDC cradle to cradle SMART certification by MTS USDA Organic—organic foods Forest Stewardship Council—wood and paper products Energy Star—energy efficiency Green-e—renewable energy

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8. MARKETING TECHNIQUES  PEST ANALYSIS PEST Analysis is a macro environmental framework used to understand the impact of the external factors on the organization and is used as strategic analytical technique. PEST stands for “POLITICAL, ECONOMIC, SOCIAL, and TECHNOLOGICAL” factors. Francis Aguilar is referred to as the originator of this tool.

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Political Environment The politics on local, regional, national, or international scales can exert strong forces on businesses. Since Johnson & Johnson operates worldwide, it must keep track of the political developments that may affect its business. For example, changes in the healthcare system may affect to whom Johnson & Johnson needs to market, and with whom it needs to negotiate if the company wants its products covered by the Irish healthcare system. With the change of the Irish government the company needs to anticipate which policies may shift. This is the best time for the Johnson & Johnson Irish branch located in Tallaght to lobby for any policy changes regarding the company’s interests and the business environment. Economic Environment The economic climate is also important for Johnson & Johnson to analyze in order to predict when its business may face challenges, as well as when it can seize an opportunity for growth. Operating in the European Union and larger European community means that Johnson & Johnson has felt the effects of the current economic crisis. Aware of the crisis, the company has been able to plan for its impact, and fortunately, the effects on Johnson & Johnson have not been severe, as medical products remain necessities even in periods of economic downturn. Also, discussions surrounding the use of the euro and the benefits and disadvantages of a common currency are debates that Johnson & Johnson should be aware. A switch to the euro in Ireland in 2000 had a wide range of effects, some positive and some negative. For example, adopting the euro made transactions with other countries more convenient (speed-up of transactions). J&J also faces the numerous practical difficulties with tasks such as accounting that occurs with a change in currency. Keeping such economic scenarios in mind is crucial to Johnson & Johnson's success.

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Social Environment There are two major social changes on the horizon that will both affect Johnson & Johnson as well as provide tremendous opportunities. The first is the aging population. The baby generation, has a huge social and economic impact on the world since its birth. This trend will continue as the generation is beginning to enter old age. The influx of senior citizens will create huge demands throughout all realms of medical care. J &J can expect to see increased sales across all three of its segments – pharmaceuticals, medical devices and diagnostics, and consumer goods – in the coming decades, and must plan production accordingly to be able to meet the needs of this huge generation as they enter their most medicallydependent years. Another major social change affecting Johnson & Johnson is the phenomenon of surging rates of various health problems, especially in developed societies but spreading worldwide, from obesity and diabetes to cancer and mental disorders. Though highly problematic for society, companies in medicine-related industries such as Johnson & Johnson are finding themselves with an increasing number of people to treat and cure. As a company that invests heavily in research and development, Johnson & Johnson has the opportunity to lead the way in finding ways to address these serious public health issues. In response to a falling birth rate, companies like J&J, involved with the provision of baby-care products, have effectively targeted these products at an adult female audience. For example, their baby lotion is now marketed as being kind and gentle to women’s skin, as well as that of babies. This represents a response to changes in the general environment that directly affect their industry.

Technological Environment

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As many pharmaceutical drug markets become saturated and the drug strategy becomes obsolete due to the major changes occurring in the industry, innovation and breakthrough medical technologies are essential for finding blue oceans in which to compete. Predictive medicine, which entails predicting diseases based on genetics and preventing them, and personalized medicine, which involves managing a patient’s health based on his or her individual characteristics as opposed to following the more traditional “standards of care” model, are growing fields into which Johnson & Johnson can expand. The company’s strong emphasis on research and development and its leadership in the medical devices and diagnostics segment put it in an excellent position to become a frontrunner in making new discoveries in these promising new technological fields.

 BCG MATRIX The Boston Consultative Group BCG Matrix is a Portfolio strategic analysis tool. It evaluates the portfolio of strategic business unit or markets according to their performance and groups them as Stars, Cash Cows, Question Marks or Dogs. The matrix is a market share - market growth matrix. Companies must develop new businesses but also must carefully prune, harvest or divest tired old businesses in order to release resources and reduce cost. In the case of Johnson & Johnson, we are going to analyze the portfolio of the business based on BCG matrix, examine the relationship between market share and market growth of the different business units. BCG MATRIX FOR PRODUCTS Market Share Growth High Low

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High Stars Best foods Frozen Market Growth Question Marks Deodorants Anti- Prespirant Cash cows Knorr Flora Dogs Slim Fast

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STARS (High market share, high market growth) As we have seen in the question mark businesses, there are brands within the business units that are performing well and if the question marks are successful they become stars. In home and personal care, products for cleansing, deodorant and antiperspirant under the brands of Axe Lux Pond's, Rexona, CIF, Domesto, Omo, Skip and Snuggle have a good share of the growing market. However, Johnson & Johnson may have to spend substantial funds for its stars to keep up with high market growth and fight off the competitors' attacks as a leader in these core brands.

CASH COWS (Low market share, high market growth) Johnson & Johnson does not have to invest heavily on marketing or to finance capacity expansion, as the growth is low and market conditions more stable. As these business units are market leaders, they enjoy economies of scale and higher profit margin. Johnson & Johnson should use these cash cow businesses to support the lagging ones that drive down the profit of the company.

QUESTION MARKS (High market share, low market growth) According to our matrix question marks are operating in a growing market without high market share. Johnson & Johnson is categorized as question marks.

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Therefore it can be noticed that not the whole divisions are under performing, as a result Johnson & Johnson needs to invest more in these business units to keep up with the fast growing market because they are already successful but need better performance.

DOGS (Low market share, low market growth) With a weak market share in low growth market, they may be considered as dogs. Hence the consumers started questioning the effectiveness of products and turning to alternatives.

 STP ANALYSIS In order to be an effective and efficient business, you should seek out your target customer market. There are three main issues to consider when determining your target market: Market segmentation Market segmentation involves grouping your various customers into segments that have common needs or will respond similarly to a marketing action. Each segment will respond to a different marketing mix strategy, with each offering alternate growth and profit opportunities. Some different ways you can segment your market include the following; 

Demographics which focuses on the characteristics of the customer. For example age, gender, income bracket, education, job and cultural background.



Psychographics which refers to the customer group's lifestyle. For example, their social class, lifestyle, personality, opinions, and attitudes.

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

Behavior which is based on customer behavior. For example, online shoppers, shopping centre customers, brand preference and prior purchases.



Geographical location such as continent, country, state, province, city or rural that the customer group resides. Targeting After segmenting the market based on the different groups and classes, you will need to choose your targets. No one strategy will suit all consumer groups, so being able to develop specific strategies for your target markets is very important. Johnson & Johnson target households for home care products, health care products, and personal care products for the people who are hygiene conscious. Prices are generally set for middle class people, who can easily afford it.

Positioning A market position is developed for the product so that the target will clearly know where the product stands in relation to the competition, as well as other products marketed by the organization. Johnson & Johnson have positioned themselves as home and personal care producers. Product positioning is how a product is positioned in the mind of the consumer. Positioning begins with finding a difference in the product that is worth establishing to the extent that it is important, distinctive, superior, communicable, pre-emptive, affordable, and profitable. Johnson & Johnson have position their products-High Quality and good price. Johnson & Johnson products are positioned as good value products but are slowing threat faced by Johnson & Johnson. Differential advantage refers to any feature of a product or organization perceived by customers to be desirable and different from the competition. An organization uses its resources and capitalizes on them to obtain a differential advantage by offering unique products.

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 MARKETING MIX

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Product 

Johnson and Johnson products are basically in three main categories: Pharmaceuticals, Medical Devices & Diagnostics, and Consumer Health care.



The following are examples of the Johnson & Johnson product inventory: Feminine hygiene, Denture care, Contraceptives, Immunology, First aid, Family planning, Oncology, Nutritional, Diabetes care, Neurology, Vision care, Allergy cold and flu treatment, Women’s Health, Medical devices and diagnostics.



Price In the United States, Johnson and Johnson strives to keep their net price increases for health care products within the Consumer Price Index (CPI).



Johnson and Johnson work with the governments to develop differential pricing approaches to help more people access their medical products. Johnson & Johnson companies have agreements with the United Kingdom for VELCADE ® (bortezomib), a treatment for multiple myeloma, and with France for RISPERDAL® CONSTA® (risperidone long-acting injection) a medication for the symptoms of schizophrenia. Companies and government agencies are also entering other types of risk-sharing agreements in order to help people gain access to new therapies sooner.



The following are examples of Johnson and Johnson consumer product prices: Bengay Pain Relief $12.99, (at Amazon), Listerine Oral Care $7.49 (Next Tag), Splenda Sweetener $7 (Drusstore.com).Tylenol Rapid Release $12.95 (Allegro Medical.com).



Place These are some companies that sell Johnson and Johnson products wholesale: Over the Counter Wholesale.com, WUZ Group, ShopatHome.com



Johnson and Johnson products can be found at the following retail outlets: Target, Walgreens, WalMart, Vons and Eversave, to name but a few.



Promotion Johnson and Johnson offer special discount coupons on products such as baby care, and contact lens.

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

Johnson and Johnson has run a “Beauty for All Ages” rebate promotion on Coupons.com and some of the campaign products are available at Walgreens and may also include buy one get one half off discount as well.



Johnson & Johnson is involved with many causes and advertising campaigns that encourage healthy lifestyles. Key initiatives include: The Campaign for Nursing’s Future, Having a Baby Changes Things, and Because We Care We Act (China).



Process Johnson and Johnson employ what they call a “decentralized management approach”. Employees are encouraged to be “entrepreneurial” with the understanding that they will benefit from focusing on customer needs and providing solutions.



Johnson and Johnson seek to turn insights into innovative new products and sometimes whole new businesses. Their goal is to capitalize on scientific breakthroughs, marketing insights and manufacturing expertise easily across the full range their businesses. With more than 250 operating companies have a local window into emerging customer needs, scientific developments, and technologies throughout the world



The Executive Committee of Johnson & Johnson is the principal management group responsible for the operations and allocation of the resources of the Company. This Committee oversees and coordinates the activities of the Consumer, Pharmaceuticals and Medical Devices and Diagnostics business segments. Each subsidiary within the business segments is, with some exceptions, managed by citizens of the country where it is located.



Physical Evidence The Johnson & Johnson Headquarters is located at One Johnson & Johnson Plaza, New Brunswick, New Jersey.



The Johnson& Johnson Consumer Division is located at 199 Grandview Road, Skillman New Jersey.



The Ortho-Biotech Division is located at 700 Route 202 Raritan, New Jersey.

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

The Lifescan Division is located at 1000 Gibralta Drive, Milpitas, California.



The VistaKon Division is located at 7500 Centurion Pkwy, Jacksonville, Florida.



The Endo Surgery Division is located at 4545 Creek Road Cincinnati, Ohio.



The Independence Technology Division is located at 40 Technology Drive, Warren New Jersey.



Company Subsidiaries, Codman and Shurlett as well as De Puy Acromed are located at 325 Paramount Drive Raynham Massachusetts.



The Johnson and Johnson logo is based on the signature of James Wood Johnson, one of the two brothers originally who founded the company.



People William C Weldon is Chairman and Chief Executive Officer of Johnson & Johnson.



Dominic J. Caruso is the Chief Financial Officer and Vice President of Finance.



Johnson and Johnson have a Global Diversity and Inclusion program with a goal of achieving a skilled, high performance workforce that is reflective of the diverse global marketplace (workforce).



Johnson & Johnson was ranked #2 among Diversity Inc. Magazines Top 50 Companies for Diversity.



The company has ranked high Working Mother Magazines’ Top One Hundred Companies

for

Working

Mothers

or 24 years. 

Johnson & Johnson was founded more than 120 years ago on a revolutionary idea: Doctors and nurses should use sterile sutures, dressings and bandages to treat peoples’ wounds. Since then, we’ve brought the world new ideas and products that have transformed human health and well-being. Every invention, every product, every breakthrough has been powered by generations of employees who are inspired to make a difference.

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9. THE CONTROVERSY Johnson & Johnson has always promoted an image of its products being safe and gentle enough to use on babies. For decades, parents have reached for the company’s baby care products, trusting that the ingredients within them were safe and non-toxic. RECALLS 1982 Chicago Tylenol murders On September 29, 1982, a "Tylenol scare" began when the first of seven individuals died in metropolitan Chicago, after ingesting Extra Strength Tylenol that had been deliberately laced with cyanide. Within a week, the company pulled 31 million bottles of capsules back from retailers, making it one of the first major recalls in American history. The incident led to reforms in the packaging of overthe-counter substances and to federal anti-tampering laws. The case remains unsolved and no suspects have been charged. Johnson & Johnson's quick response, including a nationwide recall, was widely praised by public relations experts and the media and was the gold standard for corporate crisis management.

2010 children's product recall On April 30, 2010, McNeil Consumer Healthcare, a subsidiary of Johnson and Johnson, voluntarily recalled 43 over-the-counter children's medicines, including Tylenol, Tylenol Plus, Motrin, Zyrtec and Benadryl. The recall was conducted after a routine inspection at a manufacturing facility in Fort Washington, Pennsylvania, United States revealed that some "products may not fully meet the

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required manufacturing specifications". Affected products may contain a "higher concentration of active ingredients" or exhibit other manufacturing defects. Products

shipped

to

Canada,

Dominican

Republic, Guam,

Guatemala,

Jamaica, Puerto Rico, Panama, Trinidad and Tobago, the United Arab Emirates, Kuwait and Fiji were included in the recall. In a statement, Johnson & Johnson said "a comprehensive quality assessment across its manufacturing operations" was

underway. A

dedicated

website

was

established

by

the

company listing affected products and other consumer information. 2010 Hip replacement recall On August 29, 2010, DePuy, a subsidiary of American giant Johnson & Johnson, recalled its ASR (articular surface replacement) hip prostheses from the market. DePuy said the recall was due to unpublished National Joint Registry data showing a 12% revision rate for resurfacing at five years and an ASR XL revision rate of 13%. All hip prostheses fail in some patients, but it is expected that the rate will be about 1% a year. Pathologically, the failing prosthesis had several effects. Metal debris from wear of the implant led to a reaction that destroyed the soft tissues surrounding the joint, leaving some patients with long term disability. Ions of cobalt and chromium—the metals from which the implant was made—were also released into the blood and cerebral spinal fluid in some patients. In March 2013, a jury in Los Angeles ordered Johnson & Johnson to pay more than $8.3 million in damages to a Montana man in the first of more than 10,000 lawsuits pending against the company in connection with the now-recalled DePuy hip. Some lawyers and industry analysts have estimated that the suits ultimately will cost Johnson & Johnson billions of dollars to resolve.

2010 Tylenol recall In 2010 and 2011, Johnson & Johnson voluntarily recalled some over-thecounter products including Tylenol due to an odor caused by tribromoanisole. In

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this case, 2, 4, 6-tribromophenol was used to treat wooden pallets on which product packaging materials were transported and stored. Over two years ago, the Campaign for Safe Cosmetics issued a report called No More Toxic Tub. The report revealed that a number of baby products, including Johnson & Johnson shampoo, contained carcinogens. The advocacy group asked Johnson & Johnson to reformulate its products and remove the harmful ingredients. The company listened–or so the Campaign thought. In fact, when the Campaign re-analyzed the labels of Johnson & Johnson baby shampoo sold in 13 different countries; in found that the carcinogens were still being used in about half of the formulations, including the shampoo sold in America. Quaternium-15 was found in products sold in the United States, Canada, China, Indonesia, and Australia. Meanwhile, products sold in the United Kingdom, Sweden, Denmark, Finland, Norway, the Netherlands, and Japan, contained non-formaldehyde preservatives. It remains to be seen when the reformulated products will actually be available.

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10.

CSR POLICIES

Philosophy Johnson & Johnson Private Limited, India (J&J India) is a subsidiary of Johnson & Johnson, one of the world’s most comprehensive and broadly based manufacturer of health care products, as well as a provider of related services for the consumer, pharmaceutical and medical devices markets. While the term “corporate social responsibility” is widely used today, the concept behind it is not new to the Johnson & Johnson Group of Companies. Accordingly, J&J India’s Corporate Social Responsibility (“CSR”) policy is rooted in the J&J Group's core values of quality, reliability and trust guided by international standards and best practices, and driven by the aspiration for excellence in the overall performance of the business. Constitution

of

Corporate

Social

Responsibility

Committee

The board of directors of J&J India (the “Board”) have formed a Corporate Social

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Responsibility Committee (the “CSR Committee”) in line with section 135 of the Companies Act, 2013 (the “Act”.) The CSR Committee will carry out the following functions: 

to formulate and recommend to the Board, a CSR policy indicating activities to be undertaken as specified in Schedule VII of the Act;



to recommend the amount of expenditure to be incurred on the activities referred to in sub-paragraph (i) above; and



To monitor the CSR policy from time to time. CSR projects, programs and activities In accordance with the primary CSR philosophy and the specified activities under the Act read with Companies (Corporate Social Responsibility Policy) Rules, 2014 (the “CSR Rules”), and any amendment(s) thereof, the CSR activities of J&J India will have the following thrust areas:



Saving and improving lives of underprivileged women and children

o Safe Motherhood o Neonatal Resuscitation 

Building Healthcare Capacity

o Training of underprivileged girls as healthcare assistants and midwives. 

Preventing Diseases, Reducing Stigma and Disability

o Awareness and Prevention of HIV/AIDS 

Community Responsibility

o Disaster Relief Under the umbrella of “India Contributions”, and with a view to reach out to even the remotest parts of the country, 13 Location Committees across the country are constituted to identify and screen projects, motivate and sensitize fellow

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Johnsonians to the challenges faced by the underprivileged and underserved members of the “community in which we live and work”. The company works together with key community based partners that have the greatest insights into the needs of local populations and the strategies that stand the greatest chances of success. The Company expects no favorable treatment as a result of the social investment that it makes; hence the corporate program designs are based upon its heritage, its values, its equity and its motivation to be an outstanding corporate citizen. Charity begins at home. When natural disasters strike, very often Company employees/employees of contractors are severely affected. They endeavor to provide them immediate relief to meet emergency medical and rehabilitation needs. In the case of seriously critical, life threatening medical ailments, where insurance cover is not adequate, they endeavor to help employees/employees of contractors to bridge the gap, within our limited provisions. All monetary employee contributions to specified NGO partners are matched equally by the company.

CSR budget the total budget for the CSR projects will be decided by the CSR Committee in accordance with applicable provisions of the Act and the CSR Rules. Implementation, monitoring and review mechanism The CSR activities will be driven by a dedicated project team under the guidance and support of the CSR Committee and the Board. The CSR Committee will play a significant role in ensuring that the CSR policy is embedded across J&J India’s operations and the CSR initiatives are in line with this policy.

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The CSR Committee will be responsible for monitoring approved projects and fund disbursals for such projects. The CSR Committee will put in place a transparent monitoring and reporting mechanism for ensuring effective implementation of the projects, programs and activities proposed to be undertaken by J&J India. Such monitoring mechanisms will include visits, meetings and progress/status reporting by the project teams. Any or all provisions of this CSR policy may be amended by the Board based on the recommendations of the CSR Committee or in accordance with any statutory guidelines that may be issued from time to time.

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CHAPTER 4 1.

RESEARCH METHODOLOGY

Definition of Research Research is a careful and detailed study into a specific problem, concern, or issue using the scientific method. It's the adult form of the science fair projects back in elementary school, where you try and learn something by performing an experiment. This is best accomplished by turning the issue into a question, with the intent of the research to answer the question. Applying the outcome of research for the refinement of knowledge in other subjects, or in enhancing the quality of human life also becomes a kind of research and development.

Importance of Research Research is important both in scientific and nonscientific fields. In our life new problems, events, phenomena and processes occur every day. Practically, implementable solutions and suggestions are required for tackling new problems that arise. Scientists have to undertake research on them and find their causes, solutions, explanations and applications. Precisely, research assists us to understand nature and natural phenomena. Some important avenues of research are: (1) A research problem refers to a difficulty which a researcher or a scientific community or an industry or a government organization or a society experiences. It may be a theoretical or a practical situation. It calls for a thorough understanding and possible solution.

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(2) Research on existing theories and concepts help us identify the range and applications of them. (3) It is the fountain of knowledge and provides guidelines for solving problems. (4) Research provides basis for many government policies. For example, research on the needs and desires of the people and on the availability of revenues to meet the needs helps a government to prepare a budget. (5) It is important in industry and business for higher gain and productivity and to improve the quality of products. (6) Mathematical and logical research on business and industry optimizes the problems in them. (7) It leads to the identification and characterization of new materials, new living things, new stars, etc. (8) Only through research inventions can be made; for example, new and novel phenomena and processes such as superconductivity and cloning have been discovered only through research. (9) Social research helps find answers to social problems. They explain social phenomena and seek solution to social problems. (10) Research leads to a new style of life and makes it delightful and glorious.

Objectives of Research The purpose of research is to discover answers to questions through the application of scientific procedures. The main aim of research is to find out the

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truth which is hidden and which has not been discovered as yet. Though each research study has its own specific purpose, we may think of research objectives as falling into a number of following broad groupings: 1. To gain familiarity with a phenomenon or to achieve new insights into it (studies with this object in view are termed as exploratory or formulative research studies); 2. To portray accurately the characteristics of a particular individual, situation or a group (Studies with this object in view are known as descriptive research studies); 3. To determine the frequency with which something occurs or with which it is associated with something else (studies with this object in view are known as diagnostic research studies); 4. To test a hypothesis of a causal relationship between variables (such studies are known as Hypothesis-testing research studies) 5. to discover new facts 6. to verify and test important facts 7. to develop new scientific tools, concepts and theories to solve and understand scientific and nonscientific problems

Definition of Research Methodology Research methodology is a systematic way to solve a problem. It is a science of studying how research is to be carried out. Essentially, the procedures by which researchers go about their work of describing, explaining and predicting phenomena are called research methodology. It is also defined as the study of methods by which knowledge is gained. Its aim is to give the work plan of research.

Importance of Research Methodology in Research Study

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It is necessary for a researcher to design a methodology for the problem chosen. One should note that even if the methods considered in two problems are same the methodology may be different. It is important for the researcher to know not only the research methods necessary for the research under taken but also the methodology. For example, a researcher not only needs to know how to calculate mean, variance and distribution function for a set of data, how to find a solution of a physical system described by mathematical model, how to determine the roots of algebraic equations and how to apply a particular method but also need to know (i) Which is a suitable method for the chosen problem? (ii) What is the order of accuracy of the result of a method? (iii) What is the efficiency of the method? And so on. The preparation of the report included extensive study of the organization and market research, which was the primary source of the report. I have collected information from consumers by preparing questionnaire.

Types of Research Methodology Qualitative This type of research methods involves describing in details specific situation using research tools like interviews, surveys, and Observations. Qualitative Research is primarily exploratory research. It is used to gain an understanding of underlying reasons, opinions, and motivations. It provides insights into the problem or helps to develop ideas or hypotheses for potential quantitative research. Qualitative Research is also used to uncover trends in thought and opinions, and dive deeper into the problem. Qualitative data collection methods vary using unstructured or semi-structured techniques. Some common methods include

focus

groups

(group

discussions),

individual

interviews,

and

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participation/observations. The sample size is typically small, and respondents are selected to fulfill a given quota.

Quantitative This type of research methods requires quantifiable data involving numerical and statistical explanations. Quantitative Research is used to quantify the problem by way of generating numerical data or data that can be transformed into useable statistics. It is used to quantify attitudes, opinions, behaviors, and other defined variables – and generalize results from a larger sample population. Quantitative Research uses measurable data to formulate facts and uncover patterns in research. Quantitative data collection methods are much more structured than Qualitative data collection methods. Quantitative data collection methods include various forms of surveys – online surveys, paper surveys, mobile surveys and kiosk surveys, face-to-face interviews, telephone interviews, longitudinal studies, website interceptors, online polls, and systematic observations.

Correlation/Regression Analysis This research method involves determining the strength of the relationship between two or more variables (e.g. are violent video games correlated with aggression in children).

Meta-Analysis This research method is useful for finding out the average impact of several different studies on a hypothesis.

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Various stages of Research Methodology Whenever a scientific problem is to be solved there are several important steps to follow. The problem must be stated clearly, including any simplifying assumptions. Then develop a mathematical statement of the problem. This process may involve use of one or more mathematical procedures. Frequently, more advanced text books or review articles will be needed to learn about the techniques and procedures. Next, the results have to be interpreted to arrive at a decision. This will require experience and an understanding of the situation in which the problem is embedded. A general set of sequential components of research is the following: 1. The Problem 2. Objective of the study 3. Nature of the study 4. Data sources 5. Techniques of data collection 6. Some cultural context 7. Geographical limit 8. Basis of selection In the following sections the above mentioned various stages of research are discussed in detail. 1. The Problem – The first step involves the proper selection and then carefully defining the problem. By this researcher will be enabled to know about what he has to search, but it should be kept in mind that the problems selected should not be unmanageable in nature and also should not be based on the desires. 2. Objective of the study – The objective should be very clear in the mind of the researcher as this will lead to the clarity of the design and proper response from the respondents.

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3. Nature of the study – The research design should be very much in relation with the nature of the study, which is to be carried out. 4. Data sources – The various sources of the data or the information should be very clearly stated by the researcher. 5. Techniques of data collection – For the collection of the required information, it sometimes becomes very necessary to use some especial techniques. 6. Social cultural context – Research design based on the social cultural concept is prepared in order to avoid the various study variations. 7. Geographical limit – This step becomes a necessity at this point of time as with the help of this step, research linked to the hypothesis applies only to certain number of social groups. 8. Basis of selection – Selecting a proper sample acts as a very important and critical step and this is done with the help of some mechanics like drawing a random stratified, deliberate, double cluster or quota sample etc.

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Research Design

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A research design is the "blue print" of the study. The design of a study defines the study type (descriptive, correlation, semi-experimental, experimental, review, meta-analytic) and sub-type (e.g., descriptive-longitudinal case study), research question, hypotheses, independent and dependent variables, experimental design, and, if applicable, data collection methods and a statistical analysis plan. Research design is the framework that has been created to seek answers to research questions.

1. Research design for exploratory studies• In this type of design, a vague problem is selected and understood and is then followed by an exploratory research to find a new hypothesis and then carrying out conclusion research decisions to finally get new ideas. • Aims at finding a new hypothesis. • Individual surveys, referring to secondary sources of data etc. play an important role in such research designs. • Reviewing related literature, following or surveying people having practical experience in the problem related field act as very important and most commonly used methods by an exploratory researcher.

2. Research design for conclusive studies also referred to as the research design for the descriptive studies and is further divided as follows – a. Case Study method – • Finds extensive use in commerce and industry. • Very respectable method of teaching and research in management. • Helps greatly in knowing the causes and the results of the incident of the phenomenon.

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b. Statistical method – • Also trying to find its place in commerce and industry. • Act as method of correlation and regressions, analysis, chi square etc. • Has been made very rigorous and sophisticated by coming up of the computers.

3. Research design for experimental studies – • Explains the structure of an experiment. • Involve plans for the testing of the causal hypothesis. • Decides the number of observations to be taken and also the order in which experiments are to be carried out. • Which randomization method to be used. • Which mathematical model to be used for explaining the experiment. This research design can be further categorized into the following – 1. Informal experimental design – • after only design. • After only with control design. • Before and after without control design. • Before and after with control design. 2. Formal experimental design – • completely randomized design. • Randomized block design.

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• Latin square design. • Factorial design.

Criteria of Good Research Whatever may be the types of research works and studies, one thing that is important is that they all meet on the common ground of scientific method employed by them. One expects scientific research to satisfy the following criteria:

1. The purpose of the research should be clearly defined and common concepts be used. 2. The research procedure used should be described in sufficient detail to permit another researcher to repeat the research for further advancement, keeping the continuity of what has already been attained. 3. The procedural design of the research should be carefully planned to yield results that are as objective as possible. 4. The researcher should report with complete frankness, flaws in procedural design and estimate their effects upon the findings. 5. The analysis of data should be sufficiently adequate to reveal its significance and the methods of analysis used should be appropriate. The validity and reliability of the data should be checked carefully. 6. Conclusions should be confined to those justified by the data of the research and limited to those for which the data provide an adequate basis. 7. Greater confidence in research is warranted if the researcher is experienced, has a good reputation in research and is a person of integrity. In other words, we can state the qualities of a good research as under:

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1. Good research is systematic: It means that research is structured with specified steps to be taken in a specified sequence in accordance with the well-defined set of rules. Systematic characteristic of the research does not rule out creative thinking but it certainly does reject the use of guessing and intuition in arriving at conclusions. 2. Good research is logical: This implies that research is guided by the rules of logical reasoning and the logical process of induction and deduction are of great value in carrying out research. Induction is the process of reasoning from a part to the whole whereas deduction is the process of reasoning from some premise to a conclusion which follows from that very premise. In fact, logical reasoning makes research more meaningful in the context of decision making.

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Research design: Descriptive research design: Descriptive research design is a scientific method which involves observing and describing the behavior of a subject without influencing it in any way. The importance of descriptive research is: o To describe characteristics of a population or a phenomenon. o To determine the answers to who, what, when, where and how questions. o To analyze the segment and target markets.

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Research design

Descriptive research

Research method

survey method

Research instrument

Structured questionnaire

Sample size

51

Sample area

Navi Mumbai

Data collection design: A marketing researcher has to make a plan for collecting data which may be primary data, secondary data or both.

Primary data: The primary data was obtained by administering survey method, guided by questionnaire to the consumers. The following type of questions, were asked in the questionnaire 1. Multiple choice questions.

Secondary data: The secondary data are collected through various sources like 

Secondary data are collected through internet related to company, competitors etc.



Review of articles being published on the topic in various magazines and newspapers

Questionnaire:

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The best way to collect data is to personally administer the questionnaires. The advantage of this method is, the data can be collected from the respondent within short period of time. Any doubts that the respondent might have on any questions could be clarified on the spot.

CHAPTER 5

FINDINGS, ANALYSIS AND INTERPRETATION OF DATA

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Consumer segment Johnson & Johnson’s Consumer segment is focused on baby care, oral care, skin care, and other consumer products. It contributes ~19–20% of the company’s revenue.

For 2016, this segment generated revenue of about $14.5 billion. It was an operational increase of 1%. It was offset by the negative currency impact of 2.4%. The total decrease was 1.4%—compared to the year before. The company went for the divestiture of women’s sanitary protection products in the US, Canada, and the Caribbean. The divestiture was completed by the end of 2015. As a percentage of sales, the pre-tax profit was 13.4% in 2016. This was achieved mainly due to the cost containment initiatives.

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But it can be seen that consumers are willing of buying Johnson & Johnson products as well as they have grown vigilant about the various products it encases.

Products The Consumer segment includes products for OTC (over-the-counter) sales, skin care, baby care, oral care, wound care, and women’s health. The key products from this segment are: o OTC franchise – analgesics and upper respiratory products o skin care franchise – Aveeno, Neutrogena, and Dabao product lines o baby care franchise – Johnson’s baby products o oral care franchise – Listerine products o wound care franchise – Band-Aid, Bengay, and Neosporin products These products are marketed to general public and sold through retail outlets and distributors across the globe.

Brands Consumer Products is a segment where the products are sold mainly due to the brand reputation and the trust for its quality. A company like Johnson & Johnson has over 100 brands. A major part of the brands is focused on consumer products. A few of the major brands for this segment include: o Johnson’s baby for baby care products o Aveeno, Neutrogena, Johnson’s, Clean & Clear, and Dabao for skin care products o Band-Aid, Bengay, Savlon, and Neosporin for wound care products o Listerine and Rembrandt for oral care products o Splenda and Benecol for nutritionals o Visine and Acuvue for vision care products.

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Consumer’s (as per the questionnaire) usage of Johnson & Johnson baby products?

We come to know from the above graph removed from the survey that Johnson and Johnson is the most popular brand which is mostly used for the babies. We can see that 96.3% people use or have used Johnson & Johnson products. Hence, we can directly assume that it is a widely sold brand which has huge popularity amongst the consumers specially the newly mothers and children.

CHAPTER 6

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1. 

LIMITATION OF THE PROJECT

Health officials in India have revoked Johnson & Johnson's license to make cosmetics at a plant outside Mumbai after they discovered the company had used an unauthorized process for sterilizing its baby powder.



Johnson & Johnson also faced charges of illegal marketing. In 2013, J&J paid $2.2 billion to the federal government and several states for illegal promotion of drugs, including antipsychotics Risperdal and Invega.

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2.

RECOMMENDATION AND SUGGESTION

 Now several decades later, J&J’s Consumer Product Division has put the company and its reputation in jeopardy by its slow and ineffective response to series of ongoing problem that centre on inadequate quality control inside some of the manufacturing plants and slow, reluctant, and ineffective corrective action FDA concerns. The end result is the broken once pristine reputation of J&J. Johnson and Johnson has been the exemplar of superb ethical behavior in light. It can work forward in improving the responses from slow and ineffective pace to quick redressal for bringing back its sterling reputation.  Giving some form of charitable funds, time and or service for the betterment of the overall society. This is not only a norm in the corporate world, but also a requirement.  In documents such as Johnson & Johnson Annual Report, it does disclose the following: children’s health, community responsibility, access to care, advancing healthcare knowledge, and overall global healthcare knowledge.  In India, J&J should open consumer care centers in which they should appoint health care consultants to explain about J&J products or to solve any query or give any information.  J&J I India should focus on expansion of its medical and diagnostics field.

CHAPTER 7

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1.

CONCLUSION

Johnson and Johnson is recognized to be the sixth largest consumer health company as well as the company that provides the world's largest and most diverse medical and diagnostic devises. Johnson & Johnson's brands include numerous household names of medications and first aid supplies. Each year the number of employees increases with the same bringing the corporation one level higher. The introduction of the Heath Future 2017 project was another proof for customers that the company cares for the quality of the products and services it delivers every day. J&J revises its vision on regular bases and expands its production to more and more countries. Such strategy gives the company an opportunity to identify the problems and eventually find a solution to them, with the same building a more trustworthy corporation and bringing more customers to the till all around the globe. Despite lawsuits and recalls, J&J remains a strong force in the pharmaceutical industry. It maintains its position as the largest seller of health care products by creating new products, acquiring other companies and selling divisions that have not performed well. J&J is seeking to rebuild its image as a trusted family brand. Last month it launched an ad campaign, "For All You Love," with a black-and-white video full of babies and parents, with lines including, "Love is family, love is life, and for that life, you sacrifice it all."

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2.

BIBLIOGRAPHY

https://www.jnjindia.com/about_jnj/india www.marketingteacher.com/.../ johnson-and-johnson-case-study.html http://www.drugwatch.com/manufacturer/johnson-and-johnson/ J&J company history http://www.knowthis.com/business-buying-behavior/buying-differences-buyingcenter-decisions http://www.learnmarketing.net/consumer.html http://www.udel.edu/alex/chapt6.html http://www.marketingteacher.com/consumer-buyer-behaviour/

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3.

APPENDIX (Questionnaire)

Johnson & Johnson I, Farhan Kazi, a student of Sanpada College of Commerce & Technology conducting a survey on buying behavior of the consumers for Johnson & Johnson products. I request you to kindly spare a few minutes and help me in the survey. Name Occupation Business Salaried Person Agriculture

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Student Home Maker Age 18-28 28-38 38-48 48-58 Above 58 Income Below 19,000 20,000 - 30,000 30,000 - 40,000 40,000 - 50,000 Above 50,000 Q1) Have you ever used Johnson & Johnson baby products? Yes No Q2) How would you rate (from 1-5, 5 being top of the line in Quality) the quality and range of products Johnson & Johnson Offers? 1 2 3 4 5

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Q3) In terms of cost/price, how would you rate the Johnson & Johnson Products? Excellent Good Fair Not Good Satisfactory Q4) what are your comments or expectations on Johnson & Johnson? Q5) Have you ever used any other company products other than Johnson & Johnson? If yes, name a few. Q6) Are you satisfied with this product? Yes No Q7) Which Product do you think is complementary for Johnson & Johnson? Q8) Do you want any improvement in this product? Yes No Maybe Q9) If in Use, usually you buy Johnson & Johnson products for: Yourself Baby Family Q10) what kind of purchase is it usually?

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Planned purchase Unplanned/ impulse purchase

THANK YOU

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