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Chapter 1
1. INTRODUCTION
Sony in India
One of the most recognized brand names in the world today, Sony
Corporation, Japan, established its India operations in November 1994,
focusing on the sales and marketing of Sony products in the country. In a span
of 14 years Sony India has exemplified the quest for excellence in the world of
digital lifestyle becoming the country’s foremost consumer electronics brand.
With relentless commitment to quality, consistent dedication to customer
satisfaction and unparalleled standards of service, Sony India is recognized as
a benchmark for new age technology, superior quality, digital concepts and
personalized service that has ensured loyal customers and nationwide acclaim
in the industry.
In India, Sony has its footprint across all major towns and cities through a
distribution network comprising of over 7000 channel partners, 215 Sony
World and Sony Exclusive outlets and 21 direct branch locations. Manned by
customer friendly and informed sales persons, Sony’s exclusive stores ‘Sony
World’ are fast becoming the most visible face of the company in India.
Sony India also has a strong service presence across the country with 21
company owned and 172 authorized service centers. A distinctive feature of
Sony’s service is its highly motivated and well-trained staff that provides the
kind of attentive and sensitive service that is rare today.
1.1 Objectives of the study
1. To study customer satisfaction towards Sony xperia.
2. Comparison between Samsung Glaxy and Sony Xperia
1.2. STUDY OF THE PROJECTS
The study was undertaken in the respective organization to know about the
problems in the sales of Sony Xperia. Since there is a cut-throat competition in
the market it makes the study very viable to know the retailers perception
about the Sony Xperia and satisfaction in the distribution channel. Where a
prominent number of 20 respondents were taken to conduct the overall survey
and project. 60 users of Sony as well as non Sony laptops users were surveyed.
20 potential customers were met and asked about their preference
The survey was conducted through a structured questionnaire method
and the respondents were chosen with the help of database given by the
company personnel and also helped by the local retailers in finding other
retailers in that region and they are selected by the non probability and
convenience sampling method.
When there is Product awareness, there is an increase in sales. It should also
keep regular check on the market and also keep the interest of existing
customer by giving them regular service on the product what they have
purchased and they should give good offers on the laptop purchased.
The study also revealed that the company is doing well in the market and most
of the end users are satisfied with the product but the only concern to the
company is that the competition is increasing in the market and there is no
provision for minor to minor mistakes it may be right from producing of a
product to marketing and sales, service thereafter. So it becomes essential for
the company to have a regular check on the market and serve as per the
purpose of the retailers and end users. The study was conducted for 60 days.
The information was gathered in fulfillment of the company’s requirement.
The information was tabulated and data was checked and analyzed.
Methodology adopted
Primary data
Primary data is first hand information that has to be collected by
the researcher from the respondents of Bangalore city market i.e. retailers &
end users of the laptop. Through personal interview method with the help of
questionnaire. Analysis, interpretation, summary of findings, conclusions and
recommendations are completely based on primary data.
Secondary data
Secondary data are data that were developed for some purpose
other then helping to solve the problem at hand. After identifying and defining
the research problem and determining specific information required solving the
problem, the researcher’s task is to look for the type and sources of data which
may yield the desired results. The research will not be complete without the
complete reference to the relevant secondary data.
Type of Research
Descriptive Research and Explorative research will be used for
conducting the survey.
Sampling method
Methodology adopted is, Non probability, Convenience sampling method
techniques. Individual sampling unit is taken for the Sampling method.
100 samples of the end users of the laptop In the end users and potential
again there will be 3 segments consisting of Professionals, Business class and
students.
1.3. Limitations of the study
The survey was restricted to Agra city region only.
The period for the research was not enough to conduct the study in
depth.
The sample size was limited .i.e. 100 end users and potential
customers.
Analysis of the data generated from questionnaire is done on the
assumption that the respondents have divulged correct information, which may
not be so with all respondents.
Company Profile
It was in 1946 that Masaru Ibuka and Akio Morita together with a small
team of passionate and committed group of employees started to build “Tokyo
Tsushin Kenkyujo” (Totsuko), or “Tokyo Telecommunications Research
Institute” to the billion dollar global conglomerate that it is today. The main
objective of the company was to design and create innovative products which
would benefit the people.
Sony's Story
It was in 1946 that Masaru Ibuka and Akio Morita together with a small
team of passionate and committed group of employees started to build “Tokyo
Tsushin Kenkyujo” (Totsuko), or “Tokyo Telecommunications Research
Institute” to the billion dollar global conglomerate that it is today.
Our founders in the early years
It was in 1946 that Masaru Ibuka and Akio Morita together with a small team
of passionate and committed group of employees started to build “Tokyo
Tsushin Kenkyujo” (Totsuko), or “Tokyo Telecommunications Research
Institute” into the billion dollar global conglomerate that it is today. The main
objective of the company was to design and create innovative products which
would benefit the people.
The electric rice cooker
From early attempts at creating products like the rice-cooker to the later
success of creating Japan’s first magnetic recorder, the innovative company
went on to create other hit products which won the company widespread
recognition and international acclaim as a truly global company known for its
quality and innovative products. Significant product milestones included
Japan’s first transistor radio (1955), Trinitron colour television (1968),
Walkman personal stereo (1979), Handycam videocamera (1989), PlayStation
(1994), Blu-ray Disc recorder (2003) and PlayStation 3 (2006).
Sony employees in 1956
The company name of Sony was created by combining two words of “sonus”
and “sonny”. The word “sonus” in Latin represents words like sound and
sonic. The other word “sonny” means little son. Used in combination, Sony is
supposed to represent a very small group of young people who have the energy
and passion towards unlimited creations and innovative ideas. With the far-
sight of expanding worldwide, it was in 1958 that the company formally
adopted “Sony Corporation” as its corporate name. Easy to pronounce and read
in any language, the name Sony, which has a lively ring to it, fits comfortably
with the spirit of freedom and open-mindedness.
Over View
One of the most recognized brand names in the world today, Sony
Corporation, Japan, established its India operations in November 1994,
focusing on the sales and marketing of Sony products in the country. In a span
of 16 years, Sony India has exemplified the quest for excellence in the world of
digital lifestyle becoming the country’s foremost consumer electronics brand.
With relentless commitment to quality, consistent dedication to customer
satisfaction and unparalleled standards of service, Sony India is recognized as
a benchmark for new age technology, superior quality, digital concepts and
personalized service that has ensured loyal customers and nationwide acclaim
in the industry.
With brands names such as BRAVIA, VAIO, Tablet, Handycam®, Cyber-shot,
Walkman®, Xplod™, Sony hi-fi, Memory stick® and PlayStation®, Sony has
established itself as a value leader across its various product categories of
Audio/Visual Entertainment products, Information and Communications,
Recording Media, Business and Professional products.
Sony India is one of the most recognized consumer electronics brand in
the country, with a reputation for new age technology, digital concepts and
excellent after sales service. In India, Sony has its footprint across all major
towns and cities in the country through a distribution network comprising of
over 10,400 dealers and distributors, 270 exclusive Sony outlets and 23 direct
branch locations. Sony India also has a strong service presence across the
country with 255 service outlets. Manned by customer friendly and informed
sales persons, Sony’s exclusive stores ‘Sony Center’ are fast becoming the
most visible face of the company in India. A distinctive feature of Sony’s
service is its highly motivated and well-trained staff that provides the kind of
attentive and sensitive service that is rare today.
Sony is committed to ensuring that both the products and the marketing
activities employed truly make a difference to people’s lifestyles and offer
them new dimensions of enjoyment. Relentless commitment to quality,
continuous dedication to customer satisfaction and unparalleled standards of
service is what differentiates us from countless competitors and reflects a true
image of all that is Sony.
Company Outline
Company: Sony India Pvt. Ltd.
Managing Director: Mr. Kenichiro Hibi
Date of Establishment: November 17, 1994
Location: A-31, Mohan Cooperative Industrial Estate, Mathura
Road, New Delhi - 110044, India.
Staff Strength: 900
Share Capital: INR 631 million (FY11)
Share Holding: 100% subsidiary of Sony Corporation, Japan
Branch Offices: Delhi, Mumbai, Bangalore, Chennai, Kolkata,
Hyderabad, Jaipur, Chandigarh, Lucknow, Pune,
Ahmedabad, Indore, Cochin, Coimbatore, Ghaziabad,
Ranchi, Mangalore, Guwahati, Gurgaon,
Bhubansehwar, Vijaywada, Nagpur and Ludhiana (23
Direct Branch Locations)
Business Activities: Marketing, Sales and After-Sales Service of electronic
products & software exports Products: LCD
Televisions, Video and Digital Still Cameras,
Notebooks and Business Projectors, Personal Audio,
Audio Video Accessories, Hi-fi Audios and Home
Theater systems, Car Audio and Visual Systems, Game
Consoles, Mobile Phones, Recording Media and
Energy Devices, Broadcast and Professional products.
Corporate Social Responsibility
Electronic Waste (“E-Waste”) Management
Saving environment is a shared responsibility, where Sony seeks
understanding and cooperation from its consumers. Our e-waste management
is an initiative towards reducing the environmental impact of our products.
Join us as we take an endeavor to save the environment.
The Sony e-waste management reaffirms our commitment to ensure
compliance of environmental laws in India by ensuring proper management of
electronic waste.
In order to promote and encourage electronic waste recycling, we would
advise consumers to deposit your electronic equipments and accessories at any
of the collection centers mentioned in the list attached.
We look forward to your support in ensuring safe and efficient disposal
of e-waste which is a shared responsibility between you the consumer and
Sony. We value your co-operation and understanding in this regard.
QUALITY POLICY
Quality Management
Sony is wholeheartedly committed to improving product and service quality
from the customer's viewpoint with the aim of maintaining and enhancing
customers' trust, confidence and satisfaction. This reflects Sony's belief that its
most important goal is to remain a highly trusted partner for its customers.
Philosophy and Policy
Since the start of its operations,
Sony has given top priority to
providing customer oriented, high-
quality products and services as an
operating foundation. This
philosophy is set forth in the
Founding Prospectus drafted in 1946
by Sony's co-founder, Masaru
Ibuka.
The Sony Group Code of Conduct, established in May 2003, compels
Sony to continuously seek ways to comply with or exceed legally mandated
standards in all aspects of its business activities to ensure the safety and
satisfaction of customers who use its products and/or services.
To instill this philosophy more firmly, in January 2008 Sony formulated
the Sony Pledge of Quality, which lays out Sony's basic policy on product and
service quality in the Electronics business.
Breakdown of Product Quality Improvement
Environment Policy
Sony India is committed to comply with Sony Group Environment
Vision (SGEV) and to continually improve Environment Performance in our
office.
MD
National Sales Head
Regional Sales Manager
Area Sales Manager
Management Level
Major Competitors
The major competitors for Sony Vaio in this region are HP/Compaq,
Acer, Lenovo and the major share is taken by HP/Compaq laptops as they are
having the brand name as well as competing products which match the
international standards and are of good quality. In Sony the starting prices are
from forty thousand and plus where as HP/Compaq has thirty plus thousand
price tags.
If a person buying laptop with price in his mind then there is no chance of him
going for Sony as it is not affordable, in case he is ready to bear the price for
the price of forty thousand plus when he is able to get better configuration than
what he gets in Sony then also he will think twice while buying. Sony products
are known for the quality there is no doubt about it but the price tags make
them unhappy. People who are affordable and they are brand conscious only
go for Sony. In some cases the user was given a Sony laptop by his
organization. The looks are most preferred of the Sony products.
Acer and Lenovo are also having the higher end models where in they
tap the segment which is price conscious and wants higher configuration. Here
these companies produce at a low cost and do not charge premium prices on
there products as they want to compete in the market and increase their market
share and with small margin they want to increase their profit.
Various Branch Offices and Service centers
The Head office of Sony India Pvt Ltd is located in New Delhi.
Sony Branch offices
Haryana,
Ludhiana,
Mumbai,
Bangalore,
Chennai,
Kolkata,
Hyderabad,
Vijayawada,
Jaipur,
Chandigarh,
Lucknow,
Pune,
Ahmedabad,
Indore,
Cochin,
Coimbatore,
Ghaziabad,
Guwahati,
Hubli and
Ranchi
Employee base
Sony India currently has employee base of 636 people working in India
in various branch offices.
Business Activities
Marketing, Sales and After-Sales Service of electronic products &
software exports
Products: Televisions, Hi-fi Audios, Home Theater systems and DVD players,
Personal Audio (CD/Cassette Radio Players and Walkman®), Audio Video
Accessories, Car Audio and Visual Systems, Notebooks, Gaming Consoles,
Camcorders and Digital Still Cameras, Digital Imaging Accessory (Batteries,
Chargers, Microphone, Photo Printers), Mobile Phones, Recording Media and
Energy Devices, Broadcast and Professional products
PRODUCTS
Electronics
The Electronics business is comprised of televisions, video, audio,
information and communications equipment, Laptops, components,
semiconductors and other products. To achieve future growth and to reinforce
competitiveness and profitability, Sony is concentrating investment of its
Electronics business resources in development and commercialization in the
areas of high definition (HD) products, mobile electronics and semiconductors
and other devices, all of which are crucial to the differentiation of Sony’s
products.
Review of Operations
In the fiscal year ended March 31, 2007, the
global market for liquid crystal display (LCD)
televisions totaled approximately 51.5 million
units, 2.5 times its size in the previous year.
Although competition in the operating
environment for the flat panel television industry
was harsh overall, efforts to heighten the appeal
of our BRAVIA line of LCD televisions by
focusing on key strategic product features—namely larger screen sizes and
Full HD (1920 x 1080-pixel) resolution—supported brisk sales worldwide,
pushing shipments of BRAVIA televisions up 2.3 times, to approximately 6.3
million units, and earning us the top global market share.
* Source: DisplaySearch, revenue basis for calendar year 2006
Sony Corporation of America Leadership
These executives comprise the leadership of Sony Corporation of America, the
U.S. subsidiary of Sony Corporation:
Michael Lynton
CEO, Sony Corporation of America
CEO, Sony Entertainment, Inc.
Chairman and CEO, Sony Pictures Entertainment
Nicole Seligman
President, Sony Corporation of America
EVP and General Counsel, Sony Corporation
Steven Kober
EVP and Chief Financial Officer, Sony Corporation of America
Mark Khalil
EVP and General Counsel, Sony Corporation of America
Global Leadership
The following executives have global responsibility for their respective
businesses:
Kazuo Hirai
President and CEO, Sony Corporation
Kunimasa Suzuki
President and CEO, Sony Mobile Communications
Michael Lynton
Chairman and CEO, Sony Pictures Entertainment
Amy Pascal
Co-Chairman, Sony Pictures Entertainment
Chairman, Sony Pictures Entertainment Motion Picture Group
Doug Morris
Chief Executive Officer, Sony Music Entertainment
Martin Bandier
Chairman and CEO, Sony/ATV Music Publishing
Andrew House
President and Group CEO, Sony Computer Entertainment Inc.
Dieter Daum
Chief Executive Officer, Sony DADC Global
U.S. Business Leadership
The following executives head smaller U.S.-based businesses or U.S.
operations of their respective global businesses:
Phil Molyneux
President and COO, Sony Electronics
Ravi Nookala
President, Sony Mobile Communications (USA) Inc.
Jack Tretton
President and CEO, Sony Computer Entertainment America
John Smedley
President, Sony Online Entertainment
Michael Frey
President, Sony DADC New Media Solutions
David Rubenstein
President, Sony DADC Americas
Stephen White
President, Gracenote
Allen Poirson
CEO and Chairman of the Board, Sony Biotechnology Inc.
Karen Hedine
President, Micronics, Inc.
Steven Fuld
SVP and Managing Director, Sony Card Marketing & Services Company
Television & Projector
Sony has developed a myriad of Television and Projectors, as well as
accessories, to cater to all types of lifestyle and business needs. Those seeking
the latest in technology can look to our cutting edge LCD TVs. If you wish to
enjoy a home theatre experience, select from our Home Theatre Projectors or
Projection TVs. We also have a line-up of Business Projectors to fit your
purpose.
Interchangeable Lens Camera
Pushing the envelope of innovation and technology, Sony’s digital SLR
cameras offer serious photographers nothing but the best. The digital SLR
camera features high-performance features, so expect superior picture quality,
high sensitivity, automatic increase of detail in bright and dark picture areas,
smooth image stabilization and dual media options. The camera uses
trustworthy Carl Zeiss® lens and has a comprehensive range of professional
accessories.
SLT & DSLR Camera (A-mount)
Mixing style and functionality, the Sony’s SLT & digital SLR Camera is
catered for photographers looking to hone their craft, with its capability to
capture professional looking digital images.
View Model
NEX Camera (E-mount)
Interchangeable-lens creative
freedom and SLR class image
quality in a stylish, ultra-
compact package you can
carry anywhere
Video Camera
It doesn’t matter if you are making family videos, filming documentaries
or developing feature films. Whatever the purpose, we have the right kind of
camcorder you need and can afford. Sony’s Handycam® Camcorders have a
variety of different features and functions that help deliver spectacular video
performances of stunning clarity.
Handycam® Video Camera
It doesn’t matter if you are making family videos, filming documentaries or
developing feature films. Whatever the purpose, we have the right kind of
camcorder you need and can afford.
Home Audio
Sony’s Home Audio systems offer big sounds from small packages. Our Hi-Fi
systems and components are capable of delivering rich music, made richer
with preset equalizer settings. They’re also convenient, with multiple disc
changers for putting in many CDs at one go. With AM/FM tuners, you’re
offered with more music choices. Some even house additional features such as
the ability to handle multiple formats, track programming and repeat and
random play.
Hi-Fi System
Tablet
“Sony Tablet” delivers the perfect combination of hardware, content and
network with seamless usability for a high-quality, engaging entertainment
experience.
Sony Tablet
Computer & Peripherals
Combining form, function and the latest in technology, Sony provides a range
of IT and computing devices, storage media, accessories and peripherals to
better serve all your IT needs.
VAIO Laptop & Computer
Memory Card
Smartphones
Xperia™ ZL
The amazingly compact 5(12.7 cms) full HD smartphone. A razor sharp 5(12.7
cm...) Rs 36,990
Xperia™ Z
Experience the best of Sony in a smartphone. Introducing the precision
engine... MRP Rs 38,990
Xperia™ J/White
An eye-catching combination of stylish design with stand-out
screen size and ... MRP Rs 15,490
Xperia™ Miro/Black
A stylish social phone, full of your favourite people
MRP Rs 13,990
Xperia™ Tipo Dual/Black
Switch between SIM cards anytime with the dedicated
hardware key. It’s a perf...
MRP Rs 9,990
Xperia™ SL/Black
Experience everything in HD with the sharpest* smartphone
display MRP Rs 24,990
Xperia Tipo/Black
Enjoy the entertainment. Xperia tipo is so easy to use. The
latest apps and m... MRP Rs 8,990
Xperia™ ion/Black
Happy faces, spectacular scenery - capture it all with Xperia™
ion HSPA’s fas... MRP Rs 29,990
Xperia™ go/ White
Smart, sleek and durable Ups, downs and sudden showers.
We’ve designed Xperia... MRP Rs 18,990
Xperia™ Neo L/White
Xperia neo L MT25i is a smartphone that oozes elegance. It is
sleek and styli... MRP Rs 14,490
SMART WATCH
Bring your world at your fingertips The SmartWatch features an easy-to-use,
u... MRP Rs 8,749
Product Profiles
Sony Xperia
History
Although Sony made computers in the 1980s exclusively for the local
(Japan) market, the company withdrew from the computer business around the
turn of the decade. Sony's re-entry to the global computer market under the
new Vaio brand, began in 1996 with the PCV series of desktops.
Etymology
Originally an acronym of Video Audio Integrated Operation, this was amended
to Visual Audio Intelligent Organizer in 2008 to celebrate the brand's 10th
anniversary. The branding was created by Timothy Healy to distinguish items
that integrate consumer audio and video with conventional computing
products, such as the Sony Vaio W Series personal computer, which
functioned as a regular computer and a miniature entertainment center. The
Vaio logo also represents the integration of analog and digital technology with
the 'VA' representing an analog wave and the 'IO' representing a digital binary
code.
Products
Sony has expanded its use of the VAIO brand, which can now be found on
notebooks, subnotebooks, desktops and media centres. Network media
solutions by Sony will also carry the VAIO brand.
VAIO notebooks are currently shipped with Microsoft Windows 8 or with
Windows 8 Pro
In mid-2005 a hidden partition on the hard drive, accessible at boot via
the BIOS or within Windows via a utility is used instead of recovery media for
many VAIO laptops. Pressing [F10] at the Vaio logo during boot-up will cause
the notebook to boot from the recovery partition; where the user has the choice
of either running hardware diagnostics without affecting the installed system,
or restoring (re-imaging) the hard drive to factory condition – an option that
destroys all user installed applications and data). When first running a VAIO
system out of the box, users are prompted to create a set of recovery DVDs,
which will be required in case of hard disk failure and replacement with a new
drive. In cases where the system comes with Windows 7 64 bit pre-installed
the provided recovery media restores the system to Windows 7 32 or 64 bit.
Therefore, the user must create their own recovery disks.
Also included as part of the out-of-box experience, are prompts to
register at Club Vaio, an online community for Vaio owners and enthusiasts,
which also provides automatic driver updates and technical support via email,
along with exclusive desktop wallpapers and promotional offers. On recent
models, the customer is also prompted to register the installed trial versions of
Microsoft Office 2010 and the antivirus software (Norton AntiVirus on older
models, and McAfee VirusScan or TrendMicro on newer ones) upon initial
boot.
Vaio computers come with components from companies such as Intel
processors, Seagate Technology, Hitachi, Fujitsu or Toshiba hard drives,
Infineon or Elpida RAM, Atheros and Intel wireless chipsets, Sony (usually
made by Hitachi) or Matsushita optical drives, Intel, NVIDIA or AMD
graphics cards and Sony speakers. Recent laptops have been shipped with
Qimonda RAM, HP speakers with Realtek High Definition Audio Systems,
and optional Dolby Sound Room technology.
As of 2013, Sony VAIO's range counted on 7 different products. The
most basic are the models contemplated in the E, T and S series while the high
end model, the Z Series, has been discontinued. Sony also has a range of
hybrid computers, with models called Vaio Duo 11 and Vaio Tap 20, as well
as a desktop computer under the L series. Currently, models use Windows
systems and Intel processors, as described above.
Technology
Some Sony Vaio models come with Sony's proprietary XBRITE (known
as ClearBright in Japan and the Asia-Pacific region) displays. The first model
to introduce this feature was the Vaio TR series, which was also the first
consumer product to utilize such technology. It is a combination of smooth
screen, anti-reflection (AR) coating and high-efficiency lens sheet. Sony
claims that the smooth finish provides a sharper screen display, the AR coating
prevents external light from scattering when it hits the screen, and the high-
efficiency lens sheet provides 1.5 times the brightness improvement over
traditional LCD designs. Battery life is also extended through reduced usage of
the LCD backlight. The technology was pioneered by Sony engineer Masaaki
Nakagawa, who is in charge of the Vaio TR development.
The TX series, introduced in September 2005, was the first notebook to
implement an LED back-lit screen, which provides lower power consumption
and greater color reproduction. This technology has now been widely adopted
by many other notebook manufacturers. The TX series was also the first to use
a 16:9 aspect ratio screen with 1366x768 resolution.
The SZ series was the first to use switchable graphics – the motherboard
contained an Intel GMCH (Graphics Memory Controller Hub) featuring its
own in-built graphics controller (complete memory hub controller and graphics
accelerator on the one die) and a separate NVIDIA graphics accelerator chipset
directly interfaced with the GMCH. The GMCH could be used to reduce power
consumption and extend battery life whereas the NVIDIA chipset would be
used when greater graphics processing power was needed. A switch is used to
toggle between the graphics options but required the user to preselect the mode
to be used before the motherboard could initialize. The Z series has recently
replaced the SZ series and does not require a restart of the system to change
graphic modes on Windows Vista, which can be done "on the fly". This feature
has subsequently been used by other manufacturers, including Apple, Asus and
Alienware.
The high-end AR Series Vaios were the first to incorporate a Blu-ray
Disc burner. This series was designed to be the epitome of high-definition
products including a 1080p capable WUXGA (1920 × 1200 pixels) screen,
HDMI output and the aforementioned Blu-ray burner. The AR series also
includes an illuminated logo below the screen. Blu-ray/HDMI capable models
have been the subject of intense promotion since mid-2007, selling with a
variety of bundled Blu-ray Discs. The AR series was subsequently replaced by
the AW series, which incorporates all of these features in a 18.4" 16/9 display.
Another addition to the Vaio series is the TZ model. This new design features a
64GB Solid State Drive (SSD) for rapid boot-ups, quicker application launches
and greater durability. If selected, a 250GB Hard Drive may also be included
in place of the built-in CD/DVD drive to provide room for additional storage.
For security, this model includes a biometric fingerprint sensor and Trusted
Platform Module. The TZ offers a Built-in highly miniaturized Motion Eye
camera built into the LCD panel for video conferencing. Additional features
include the XBRITE LCD, integrated Wireless Wide Area Network (WWAN)
technology and Bluetooth technology.
A selection of media centres were added to the Vaio range in 2006.
These monitorless units (identified by a product code prefixed by VGX rather
than VGN) are designed to form part of a home entertainment system. They
typically take input from a TV tuner card, and output video via HDMI or
composite video connection to an ideally high-definition television. So far this
range includes the XL and TP lines. The VGX-TP line is visually unique,
featuring a circular, 'biscuit-tin' style design with most features obscured
behind panels, rather than the traditional set-top box design.
Bundled software
Sony has been criticized for loading its VAIO laptops with bloatware, or
ineffective and unrequested software that supposedly allows the user to
immediately use the laptop for multimedia purposes. Dell had been accused of
the same practice, but after strong customer feedback agreed to offer "limited"
pre-installed software on its machines. Sony now offers a "Fresh start" option
in some regions with several of their business models. With this option, the
computer is shipped only with a basic Windows operating system and very
little trial software already installed.
The default webcam software in VAIO notebooks is ArcSoft WebCam
Companion. It offers a set of special effects called Magic-i visual effects,
through which users can enhance the images and videos taken through the
webcam. It also features a face detection feature. Certain other Sony
proprietary software such as Click to Disc Editor, Vaio Music Box, Vaio
Movie Story, Vaio Media Plus are also included with recent models. Those
shipped with ATI Radeon Video cards feature the Catalyst Control Centre,
which enables the user to adjust the various video features such as brightness,
contrast, resolution etc., and also enables connection to an external display.
Problems
Heat problems
On September 4, 2008, Sony announced a worldwide voluntary product
inspection and rework program for TZ-series notebook computers
manufactured since June 2007. All model numbers beginning with VGN-TZ1
and VGN-TZ2 were eligible, along with some VGN-TZ3 notebooks. The issue
involves "a limited number of units" which could potentially "generate heat
around the DC jack inlet and frame of LCD screen, which creates the potential
of deformation of the plastic casing". In the United States, the service offered
is generally on-site, whilst in the rest of the world it typically involves
collection of the notebook by a courier, often DHL, for servicing in a Sony
repair center. ChannelWeb reports that 100,000 units have been recalled.
VGN-CS Series Cooling Fan failure
On 9 October 2007, Sony announced:
It has transpired that some VGN-CS series and VGN-BZ series Vaio
notebook computers exhibit some uncharacteristic fan noise
On affected Vaio notebook computers, the cooling fan will start to make
an unusual noise. For affected models highlighted in this notice, Sony offers a
free repair service for two years starting from the purchase date.
Concerns regarding hardware virtualization
In the past, nearly all Sony VAIO computers have had hardware
virtualization technology (VT) disabled at the factory, the exception being the
new BZ range, which uses an Aptio BIOS by American Megatrends, rather
than the customized Phoenix BIOS common on older models. However, on
November 3, 2009, Sony released the following information on the Vaio-
Link.com website:
A number BIOS updates have been released which provide the option to
enable VT in the BIOS. If a VT-enabling bios has been published for your
Vaio model, you can find it in the Updates section.
The released BIOS updates were provided for most of the Vaio range,
and as expected, it will only list the "Enable VT" option in the BIOS if the
CPU supports it.
Wireless Hardware Switch
WiFi and Bluetooth can be disabled by the user in two methods: the
hardware switch and the software switch. If either one of these switches is
turned off the WiFi will stay switched off. The hardware switch is located on
the front or the keyboard hood or the side (depending on the model), and is
labeled either "WLAN" or "WIRELESS". A green light usually accompanies
the switch but is only lit when both the hardware switch and the software
switch are on indicating the WiFi NIC being in operation. The hardware switch
controls both the bluetooth and WiFi power. The software switch is an icon
usually located in the system tray, this program is called 'Vaio Smart Network'
and always for wireless functions to be turned on and off individually. This
program varies between older and newer models but is inherent in all OEM
installations.
VAIO S Series 13A/13/15
Power wherever you need it
VAIO S Series is designed for people who need powerful computing
performance and a full range of features but who also
require mobility. Choose from either 15.5 (39.37 cms)
LCD or a 13.3(33.78 cms) LCD. Both sizes combine
all the power you need with the VAIO full flat design and extended battery life
that are essential for today's mobile computing.
Power for both speed and stamina
The 3rd generation Intel ® Core ™ i7 Processor * and the dynamic hybrid
graphics system with NVIDIA OPTIMUS
Technology* let you seamlessly switch
between SPEED mode for faster performance
and STAMINA mode for an even longer
battery life. Further extend your work time, with the optional extended sheet
battery.
VAIO E Series E14A/E11/E14/E15
11.6(29.5 cms), 14(35.56 cms) and 15.5(39.37 cms) the distinctive wrap design
with colour variation
VAIO E Series EG/EH/EL
14(35.6 cms) and 15.5(39.37 cms) everyday PC with Truss Patterned Texture
VAIO L Series (SVL)
24(61 cms) all-in-one home entertainment PC with BRAVIA's
X-Reality™
VAIO T Series 11/13/14
11.6 (29.5 cms), 13.3 (33.8 cms), 14(35.56cms) Ultrabook™ with full featured
connectivity
VAIO Z Series (SVZ)
13.1(33.27 cms) extremely thin & light mobile with high performance-The ight
emitting material
VAIO S Series SA/SB
13.3 (33.8 cms) perfectly balanced mobile PC that was crafted to be carried
VAIO Y Series
11.6(29.5 cm) compact mobile sub- notebook PC
SONY VS HP LAPTOPS
When it comes to laptops there are a huge number of manufacturers to
choose from. The competition for your money is fierce. In this article we
reduce the decision down to HP (Hewlett Packard) and Sony and then explore
which is better. Read on to find out who will win the HP vs Sony laptop battle.
Laptops come in all sorts of shapes and sizes nowadays. The key factor
in deciding whether a Sony or HP product is going to cut it for you is your
requirements. Are you looking for the smallest laptop you can find? Do you
need a powerful laptop capable of supporting the latest cutting edge games?
Perhaps you are most interested in style, functionality or even efficiency. It can
be tough to find information such as an HP eco-friendly rating. Let’s pitch
Sony vs HP in a few categories and see who comes out on top.
Style
It is generally accepted that Sony produces some of the
best looking products on the market. When it comes to stylish design and build
quality Sony laptops are generally way ahead of HP products. Both companies
offer a very wide range of models in lots of different colors and they cater for
various aesthetic tastes. However the clear winner in the style department is
Sony. If you take a look at one of the models in the Sony VAIO Z series range,
such as the Sony Vaio Z11 VGN-Z21VN/X you’ll see a beautiful finish on a
powerful and portable device. Sony laptops look great and they often
encompass interesting design quirks that you won't find on HP devices.
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- and the winner is - Sony
Price
Many things in life come down to cold, hard cash and your budget can
often be the deciding factor when you are shopping for any new device. This is
the stumbling block for Sony. Stylish design costs more money and there is no
doubt that you will pay extra for a Sony laptop. Even if you compare a couple
of laptops in the budget range such as the HP Pavilion DV6985SE and the
Sony VAIO NR498E you’ll see that HP laptops will include more features for
a comparable price. If you simply want the most powerful machine you can get
for the lowest amount of money then HP is the company for you.
- and the winner is - HP
Portability
Naturally you can get Sony laptops and HP laptops that are very
small. Comparing two of their most popular ranges of netbooks
we can see various differences. The HP Mini 2140 and the Sony
VAIO P are both highly desirable and extremely portable. The
comparison is a typical reflection of any HP vs Sony laptop competition. The
HP laptop is more powerful and a lot cheaper, the Sony laptop is smaller and
more attractive. For ultimate portability the smaller Sony device wins out but
you will pay a premium.
- and the winner is - Sony
Performance
There is no doubt that both HP and Sony manufacture quality laptops. The two
companies are highly thought of and in general, their products are reliable. As
you might expect with the more expensive of the two, Sony laptops tend to
have better quality components and will outperform HP laptops with similar
specs. The thing is you will pay a great deal more for the Sony machine so you
could argue you would be able to get a higher level of performance for the
same money from HP. If price is no object and you are looking for innovative
technology then Sony wins. You will find that Sony is much quicker to adopt
the latest processors and new hardware such as Blu-ray drives. HP offers far
fewer high-end products.
- and the winner is - Sony
Longevity and Support
When it comes to reliability, both Sony and HP rate well. In fact, HP and Sony
top the list of most reliable laptop brands and in general, their products have
fewer problems than other brands like Toshiba, Apple and Acer. Reducing the
field down to our two contenders Sony comes out slightly on top, as you would
expect for the premium price. For customer service, you will find a similar
level of dissatisfaction and there are plenty of horror stories on the web about
unhelpful representatives at both companies. HP probably wins out on
customer support. If you think you would consider resale at some point in the
future, then Sony laptops tend to retain their value better but then they are
more expensive to begin with.
- and the winner is - Sony for longevity, HP for support
Overall
HP has built a strong reputation in the business community and their laptops
are dependable and reasonably priced. Sony is a far more popular brand when
it comes to general consumers and they have a stronger focus on entertainment.
Consequently, it should come as no surprise that Sony sell far more laptops
than HP do. Ultimately, both HP and Sony are great brands and they have
deservedly built positive reputations. The decision probably comes down to
price in the end. If you are on a budget, then go for an HP device, if you are
willing to splash out then you will not find a better brand than Sony.
- and the winner is - Sony
Theoretical Background for the project work
Channel Management
The channel decision is very important. In theory at least, there is a form
of tradeoff: the cost of using intermediaries to achieve wider distribution is
supposedly lower. Indeed, most consumer goods manufacturers could never
justify the cost of selling direct to their consumers, except by mail order. In
practice, if the producer is large enough, the use of intermediaries (particularly
at the agent and wholesaler level) can sometimes cost more than going direct.
Many of the theoretical arguments about channels therefore revolve
around cost. On the other hand, most of the practical decisions are concerned
with control of the consumer. The small company has no alternative but to use
intermediaries, often several layers of them, but large companies 'do' have the
choice.
However, many suppliers seem to assume that once their product has
been sold into the channel, into the beginning of the distribution chain, their
job is finished. Yet that distribution chain is merely assuming a part of the
supplier's responsibility; and, if he has any aspirations to be market-oriented,
his job should really be extended to managing, albeit very indirectly, all the
processes involved in that chain, until the product or service arrives with the
end-user. This may involve a number of decisions on the part of the supplier:
Channel membership
Channel motivation
Monitoring and managing channels
Channel conflicts
Channel conflict refers to a situation in which business partners clash
in some of their operations, such as distribution networks, in such a manner
that it causes stress to the relationship, effectively turning them into both
competitors and partners simultaneously. In the Internet-driven business
world, channel conflict is a well-known phenomenon. As the online medium
has forced separate players closer together, it has resulted in many of them
stepping on each other's toes.
Also called disintermediation, channel conflict is a problem that many
in the e-commerce world aggressively took on as a consequence of devising
an online strategy. In the process, the chain of business relationships became
scrambled and confusing. Drastically lower transaction costs and higher
margins for merchants make Internet-based direct customer sales irresistible.
While companies fret over alienating their resellers, they risk losing valuable
time and market share to aggressive competitors that move to become online
distribution fixtures. These simple economics lay at the heart of channel
conflict. Forrester Research, a Cambridge, Massachusetts-based market
research firm, found that 66 percent of the consumer goods manufacturers it
surveyed listed channel conflict as the chief barrier to online sales. However,
the fact of channel conflict appears to be inevitable as more companies set up
shop online.
Companies have thus begun turning to strategies that will enable them
to manage channel conflict and eventually turn it into an advantage.Along
with the advent of e-commerce, many merchants moved their distribution
outlets online to reach customers directly and save on transaction costs. This
caused powerful distributor networks, which often enjoyed extremely
valuable relationship with the merchants, to take offense at the abandonment
of their businesses. For example, manufacturers who have established brand
name recognition and loyalty may want to reap greater returns on their sales
by bypassing retailers, with whom they may have built lasting relationships
that contributed greatly to both parties' success. Meanwhile, distributors—
perhaps the most endangered victims of disintermediation—are increasingly
challenged to prove they add immediate value and justify their margins.
According to InformationWeek, one method was for distributors to forego the
assumption of ownership over inventory and instead charge manufacturers a
transaction fee, while assuming order-management and other value-added
duties. Meanwhile, a whole new crop of distributors rose up to encroach on
the e-commerce distribution channels, marketing themselves as e-commerce
services that handle logistics and other tasks specifically for dot-coms.
More important than what the firm values in these cases is what the
customer values in each segment of business. If customers have come to
appreciate, expect, and depend upon a certain type of service and presentation
they received through an experienced retailer, a manufacturer may be
shooting itself in the foot by trying to sell direct to customers over the Web.
No matter how important the drive to establish an online presence and an
Internet-based distribution scheme, the ultimate goal is to turn channel
conflict into channel harmony.
Sales Related Marketing Policies
Sales related marketing policies
impact upon the functions and
operations of the sales department.
These marketing policies delineate
the guidelines within which effort to
reach personal-selling objectives are
made. The three major types are
Product policies (What to sell)
Distribution policies (to whom to sell)
Pricing policies
Sales related marketing policies directly influence the jobs of sales
executives. Clearly, these policies constitute the company-imposed marketing
frame work within which sales executives and the departments they lead must
operate.
Product Policies
Relation to Product objectives
Product policies serve as guidelines for making product decisions. They
derive from product objectives .product policies define the nature of
superiority from the standpoint of the product users.
Product line policy
Policies on the width of a product line are classified as either short line.
The company following a short-line policy handles only part of a line, while
the company with the full-line policy handles all or most of the items making
up a line.
Distribution Policies
Distribution Policies are important determinants of the functions of the
sales department. The choice of particular marketing channel or channels set
the pattern for sales force operation, both geographically and as to the
customers from whom sales force operations, both geographically and as to
the customers from whom sales personnel solicit orders.
Pricing policies
Every company has a policy regarding the level at which its products
are priced relative to the competition. If competition is price based, a
company sells its products at same price as its competitors. If there is non-
price competition, the choice is one of the alternative of three polices.
Meeting the competition.
Pricing above the competition.
Pricing under the competition.
Rationale behind choice of the project
“The important thing is not to stop questioning. Curiosity has its own reason
for existing. One cannot help but be in awe when he contemplates the
mysteries of eternity, of life, of the marvelous structure of reality. It is enough
if one tries merely to comprehend a little of this mystery every day. Never lose
a holy curiosity”
Albert Einstein
US (German-born) physicist (1879 - 1955)
A project always starts with a definition of problem. Once a problem is
defined it completes the part of the project work. The questioning gives the
exact answer for the problem defined.
The first portable computer was Osborne 1, which was developed in
1981. Manny Fernandez was the first who developed the personal portable
computer for the business executives in 1981 and named it “Laptop”. The two
commonly used terms are being used for the laptops, one is laptop and other
is notebook.
Sony Vaio is a well know brand in the Bangalore region and is performing
well in southern part of Karnataka, the Bangalore city only region is up
coming area where in there is lot of potential for the companies to increase
their market share.
There are players like HP/Compaq, Lenovo and Acer which are having
the considerable amount of market share. Sony laptops have made their
presence felt in the market but it is now intending to increase the market share
and the need for this project is to determine the opportunities available for its
growth and to determine the gaps in the competitors within their distribution
channel till the end users. This will help SONY to fill those gaps in its
distribution channels through which it can make customers delight.
Through this project SONY will not only be able to get to know about
the Gaps of its competitors it will also be able to trace the of its channel and
fill those Gaps for providing the effective service to its channel members and
end users.
In this project a survey will be conducted on the retailers as well as
distributors of the laptops and data will be collected. Along with this
information from end user of the laptops will also be collected in order to
know the customer preference and their buying behavior. The company will
get the latest information about the retailers i.e. data base of the retailers
along with filled questionnaires which they have filled will be submitted to
the organization.
As for the end users a proportionate number of users as will as
potential customer’s opinion will be considered so that company can design
their marketing strategies to suit the needs of its customers.
The study for laptop is essential as more people are buying laptops and
the competition among the players is increasing. When the company is having
sufficient data about the market then it becomes easy to have an edge over its
competitors.
Considering all these aspects it is essential to study the potential of the
market, competitor’s strategy, finding the Gaps in the competitors and filling
those Gaps so that there can be an edge over the competitors.
ANALYSIS AND INTERPRETATION
End-user’s Findings
1. Do you own a laptop?
Options Respondents Percentage
Yes 80 80
No 20 20
YesNo
Inference
Among the 80 respondents 80% of the respondents own a laptop and
20% of them do not own a laptop.
3. Why you did not purchase Sony laptop? (Other than Sony laptop users)
Sl. NO Options
No of
Respondents
Percentag
e
1 Price 50 50
2 Features 20 20
3 Availability 10 10
4 Awareness 20 20
50%
20%
10%
20%
Price Features Availability Awareness
Inference
Among the respondents 50 percent of them said they did buy Sony
laptop because of the price factor. 20 % of them said they were not aware of
Sony laptops, 20 % of them said they were not satisfied with features and 10 %
of them said laptop was not available with retailer while purchasing.
4. What made you to choose the brand, you are using now?
Sl. NO Options No of Respondents Percentage1 Cost 30 302 Quality 17 173 Service 5 54 Brand Name 9 95 Features 17 176 Looks 9 97 Battery backup 4 48 Weight 9 9
Cost
Quality
Service
Brand Name
Features
Looks
Battery backup
Weight
0 5 10 15 20 25 30
No of Respondents
Inference
Among the respondents 30 % said they bought the laptop because of price
factor 17 % said because of product quality and only 9% percent of the people
bought because of brand name. 44% percent of people bought because of
features available in that laptop.
5. What is the price of your laptop?
Sl. NO Options No of Respondents Percentage
1 25000 to ≤35000 31 31
2 > 35000 to ≤ 45000 16 16
3 > 45000 to ≤ 55000 39 39
4 > 55000 14 14
25000 to ≤35000
> 35000 to ≤ 45000
> 45000 to ≤ 55000
> 550000
5
10
15
20
25
30
35
40
45
No of Respondents
Inference
Among the 100 respondents 39 % of people own the laptop which is
priced between 45000 to 55000. 16 % of the people own a laptop which is
priced between 35000 to 45000. 31 % of the people bought in the range of
25000 to 35000, only 14 % of the people bought in the range of more than
55000.
6. What was the major factor that influenced your buying decision?
Adver-tise-
ments
Friends Family Retailer None0
5
10
15
20
25
30
35
No of Respondents
Inference
Among the respondents 27 % of the respondent’s decision was based on
the influence by the retailer, 34 % were influenced by the advertisement, 25 %
were influenced by their friend’s opinion, and 9 % were influenced by their
family decision.
Sl. NO Options
No of
Respondents
Percentag
e
1 Advertisements 34 34
2 Friends 25 25
3 Family 9 9
4 Retailer 27 27
5 None 5 5
7. What tasks will you are performing with the notebook?
Sl.
NOOptions
No of
RespondentsPercentage
1 Use it for MS Office applications 39 39
2 Programming & Designing 18 18
3 Watching movie & playing games 12 12
4 All the above 31 31
Use it for MS Office applications
Programming & Designing
Watching movie & playing games
All the above
0 5 10 15 20 25 30 35 40
No of Respondents
Inference
Among the respondents 39 % of them use laptops for office
application purpose, 18 % use the laptop for Programming & Designing, and
12 % said they use it for all the applications.
Findings
Most of respondent they did not buy Sony Vaio for the reason it is
highly priced
The people are not aware Sony Xperia
The respondent said there was no availability of Sony Xperia with
retailers at the time of purchase
most of the users bought the non Sony Xperia because of price factor
the respondent preferred quality as important factor for buying laptop
bought the laptop in the range of Rs 35000 to 45000 price tag
Retailers influence on the end user while buying the laptop
The respondent said they bought the laptop because of the advertisement
Conclusions
Almost all the retailers in Bangalore city are aware of Sony Vaio but
only few of them regularly get information regarding latest product launches,
offers available on the products etc from the company. Hence the sales volume
of Sony Xperia is quite low even though there is a considerable market for
laptops.
Promotions & margin are the two most important parameters which can
play a vital role in enhancing the market share of Sony Xperia.
The distribution channel for Sony Xperia is quite effective, hence the
product is easily available as and when required, retailers purchase it from
various channels based on the requirement but channel comprising of regional
distributors dominates them all.
Retailers play vital role when customer is taking decision of buying a
laptop, when customer is purchasing the laptop retailer plays a significant role
Service support is satisfactory in Bangalore city region
Recommendations
A ‘Retailers Meet’ must be conducted in order to educate retailers about
what Sony has, to offer to them and make them feel proud for being associated
with Sony as channel partners.
In “Retailers Meet” best channel partner for the quarter can be chosen
depending on the business volume with Sony and he can be suitably rewarded
by means of cash or kind
Company representatives can maintain the database of the retailers along
with e-mail ids. Latest offers and schemes on the products can be sent to
retailers through e-mails to increase the awareness about Sony Xperia.
Sony should circulate these brochures of Sony laptops among retailers on a
regular basis. It can also provide posters to retailers to stick them at the most
appropriate places in their shops such that these posters grab the attention of
the customer.
In order to increase awareness among end users Sony can go in for road
shows, advertisement through newspaper, magazines and hoardings near
offices, universities and industrial estates. (Ex: Any interesting article in local
newspapers can be tagged at the bottom as ‘Sponsored by Sony Vaio’)
Retailers must be persuaded to keep at least one Sony model at their end for
display
Sony should increase its advertising frequency in order to create awareness
about its products in the minds of the end-users
Questionnaire
I, Naveen R student of G.V.P.P. Govt First Grade College, H.B.Halli. Studying
in sixth semester, degree of bachelor of business management and conducting
a project on “Consumer Behaviour towards Sony Xperia” I request you to
provide the required information.
Note: Tick (√) the most appropriate option.
Personal Information
Name :
Address :
Age :
Gender : Male [ ] Female [ ]
Occupation :
Income range (p.a) : a) 1 – 2 Lakhs [ ]
b) 2 –3 Lakhs [ ]
c) 3 – 4 Lakhs [ ]
d) Above 4 Lakhs [ ]
Section A
1. Do you own a laptop?
a) Yes [ ] b) No [ ]
If NO, go to section B
2. If yes which brand laptop are you using now?
a) Compaq/HP [ ] b) Lenovo [ ] c) Dell [ ] d) Sony [ ]
e) Acer [ ] f) HCL [ ] g) LG [ ]
h) others ___________
3. Why you did not purchase Sony laptop? (Other than Sony laptop users)
a) Price [ ] b) Features [ ] c) Availability [ ]
d) Awareness [ ] e) Others (Specify) _______________
4. What made you to choose the brand, you are using now?
a) Cost [ ] b) Quality [ ] c) Service [ ] d) Brand name [ ]
e) Features [ ] f) Looks [ ] g) Battery Backup [ ] h) Weight [ ]
5. What is the price of your laptop?
a) 25000 to < 35000 [ ] b) > 35000 to < 45000 [ ]
c) > 45000 to < 55000 [ ] d) > 55000 [ ]
6. What was the major factor that influenced your buying decision?
a) Advertisements [ ] b) Friends [ ] c) Family [ ]
d) Retailer [ ] e) None [ ]
7. What tasks will you are performing with the notebook?
a) Use it for MS Office applications [ ]
b) Programming & Designing [ ]
c) Watching movie & playing games [ ]
d) All the above [ ]
8. Rate your laptop based on the following parameters based on your level of
satisfaction
Paramete
rs
HDS DS N S HS
Quality
Durability
Battery Backup
Features
Brand
Price
looks
Service Support
Section B
1. Are you planning to buy a laptop?
a) Yes
b) No
2. If YES, what is your purpose of buying a laptop?
a) Use it for MS Office applications
b) Programming & Designing
c) Watching movie & playing games
d) All the above
3. In what price band you are planning to buy a laptop?
a) 25000 to < 35000
b) > 35000 to < 45000
c) > 45000 to < 55000
d) > 55000
4. What are the important parameters that you look in for, while buying a
Laptop?
a) Cost [ ] b) Quality [ ] c) Service [ ] d) Brand name [ ]
e) Features [ ] e) Looks [ ] f) Battery Backup [ ] g) Weight [ ]
5. You are planning to buy which brand?
a) Compaq/HP [ ] b) Lenovo [ ] c) Dell [ ] d) Sony [ ]
e) Acer [ ] f) HCL [ ] g) Others
6. If not Sony, please specify the reason
Bibliography
Internet
www.wikipedia.com
www.financialexpress.com
www.businessline.com
www.thehindu.com
www.channeltimes.com
www.wikipedia.org
www.sony.com
www.sony.co.in
Various reference text books
Marketing- Lamb, Hair, Mc Daniel
Principles of marketing- Kotler
Sales Management, Richard Still
Edward Cundiff
Norman Govoni
Company Brochure
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