• Prof. Palak Sharma
• Dhroov Sharma

This study would discuss the two Laws for customer loyalty and brand performance i.e. these are Double Jeopardy (DJ) and Duplication of purchase law (DoPL). In DJ, it will be discussed about loyalty and penetration, which connected with market share and purchase frequency. In DoPL, it will talk about the switching of brand between bigger brands and smaller brands. In this research, various models has used to find out the compound annual growth rate (CAGR) of the brands and penetrations of the brands. All total 97 articles are found for this research from which 33 articles are reviewed for this research, based on that periodical industry buying behavior, types and implementation process are studied and well explained in this research. If we see in the current scenario, Tata Motors has the highest market share followed by Mahindra and Mahindra and so on. All the heavy commercial vehicles brands share customers, but they share more with the bigger brands than with the smaller ones. For new organization, it is important to make their strong brand image by giving newer technology which can give better mileage, Quality of the product, Life of the product and most important post sale services.

Buying Behaviour, B2B, Heavy commercial vehicle, Automobile Industry, Laws

"A CONCEPTUAL STUDY ON INDUSTRIAL BUYING BEHAVIOUR ON HEAVY COMMERCIAL VEHICLE IN INDIA", International Journal of Emerging Technologies and Innovative Research (www.jetir.org), ISSN:2349-5162, Vol.4, Issue 12, page no.1217-1224, December-2017, Available :http://www.jetir.org/papers/JETIR1712171.pdf

"A CONCEPTUAL STUDY ON INDUSTRIAL BUYING BEHAVIOUR ON HEAVY COMMERCIAL VEHICLE IN INDIA", International Journal of Emerging Technologies and Innovative Research (www.jetir.org | UGC and issn Approved), ISSN:2349-5162, Vol.4, Issue 12, page no. pp1217-1224, December-2017, Available at : http://www.jetir.org/papers/JETIR1712171.pdf