INFLUENCE OF VEHICLE MATRIX ON FMCG RETAILERS’ BUYING INTENTION

Abstract

In FMCG sector, the bit plan is the main strategy to cater in the field. The salesperson as a order
taker and order giver, touches at least 50 to 60 bits in a route daily basis. The orders from the
retailers are to be delivered as soon as possible in a quick and economical manner. For that, the
vehicle matrix is used to cater the products to the bits. In this research, the objective is to study
the influence of the vehicle matrix on FMCG retailers’ buying behavior. Samples are collected
from 120 retailers, and the responses are tested through the statistical method by using the
regression method in SPSS statistic 20. It is found that there is a negative and negligible
influence of vehicle matrix on the retailers’ buying behavior. The causes are found in the factor
analysis. In future, AI/ML will solve the low determinant factors that influence buying behavior