MBA Project Report

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TABLE OF CONTENTS
TOPIC PAGE NO.
1. Introduction of Industry 2-12
2. Introduction of Company 13-31
3. Research Methodology 32-42
A. Title Justification
B. Objectives
C. Scope of study
D. Significance of the study
E. Research Design
F. Sampling Methodology
1) Sampling Unit
2) Sampling Technique
3) Sampling Area
4) Sample Size
G. Limitations
4. Facts & Findings 43-48
5. Data Analysis & Interpretation 49-59
6. Recommendations 60-61
7. Conclusion 62-63
8. Bibliography 64-65
a) Books
b) Journal
c) Magazines
d) Internet
9. Annexure
a) Questionnaire 66-68

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CHAPTER-1
INTRODUCTION
TO
INDUSTRY

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INTRODUCTION OF THE INDUSTRY
History of computers
The first computers were people! That is, electronic computers (and the earlier mechanical
computers) were given this name because they performed the work that had previously been
assigned to people. "Computer" was originally a job title: it was used to describe those human
beings (predominantly women) whose job it was to perform the repetitive calculations required
to compute such things as navigational tables, tide charts, and planetary positions for
astronomical almanacs. Imagine you had a job where hour after hour, day after day, you were
to do nothing but compute multiplications. Boredom would quickly set in, leading to
carelessness, leading to mistakes. And even on your best days you wouldn't be producing
answers very fast. Therefore, inventors have been searching for hundreds of years for a way to
mechanize (that is, find a mechanism that can perform) this task.
This picture shows what were known as "counting tables"

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A typical computer operation back when computers were people.
The abacus was an early aid for mathematical computations. Its only value is that it aids the
memory of the human performing the calculation. A skilled abacus operator can work on
addition and subtraction problems at the speed of a person equipped with a hand calculator
(multiplication and division are slower). The abacus is often wrongly attributed to China. In
fact, the oldest surviving abacus was used in 300 B.C. by the Babylonians. The abacus is still
in use today, principally in the Far East. A modern abacus consists of rings that slide over rods,
but the older one pictured below dates from the time when pebbles were used for counting (the
word "calculus" comes from the Latin word for pebble).
A very old abacus

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A more modern abacus. Note how the abacus is really just a representation of the human
fingers: the 5 lower rings on each rod represent the 5 fingers and the 2 upper rings represent the
2 hands.
In 1617 an eccentric (some say mad) Scotsman named John Napier invented logarithms, which
are a technology that allows multiplication to be performed via addition. The magic ingredient
is the logarithm of each operand, which was originally obtained from a
printed table. But Napier also invented an alternative to tables, where the logarithm values
were carved on ivory sticks which are now called Napier's Bones.
An original set of Napier's Bones

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A more modern set of Napier's bones
Napier's invention led directly to the slide rule, first built in England in 1632 and still in use in
the 1960's by the NASA engineers of the Mercury, Gemini, and Apollo programs which landed
men on the moon.
A slide rule
Leonardo da Vinci (1452-1519) made drawings of gear-driven calculating machines but
apparently never built any.

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A Leonardo da Vinci drawing showing
gears arranged for computing
The first gear-driven calculating machine to actually be built was probably the calculating
clock, so named by its inventor, the German professor Wilhelm Schickard in 1623. This device
got little publicity because Schickard died soon afterward in the bubonic plague.
Schickard's Calculating Clock
In 1642 Blaise Pascal, at age 19, invented the Pascaline as an aid for his father who was a tax
collector. Pascal built 50 of this gear-driven one-function calculator (it could only add) but
couldn't sell many because of their exorbitant cost and because they really weren't that accurate
(at that time it was not possible to fabricate gears with the required precisioSn). Up until the
present age when car dashboards went digital, the odometer portion of a car's speedometer
used the very same mechanism as the Pascaline to increment the next wheel after each full
revolution of the prior wheel. Pascal was a child prodigy. At the age of 12, he was discovered
doing his version of Euclid's thirty-second proposition on the kitchen floor. Pascal went on to
invent probability theory, the hydraulic press, and the syringe. Shown below is an 8 digit
version of the Pascaline, and two views of a 6 digit version:

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Pascal's Pascaline
A 6 digit model for those who couldn't afford the 8 digit model

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A Pascaline opened up so you can observe the gears and cylinders which rotated to display the
numerical result
Computer
History
Year/Enter
Computer History
Inventors/Inventions
Computer History
Description of
Event
1936 Konrad Zuse - Z1 Computer
First freely
programmable
computer.
1942
John Atanasoff & Clifford Berry
ABC Computer
Who was first in the
computing biz is not
always as easy as ABC.
1944
Howard Aiken & Grace Hopper
Harvard Mark I Computer
The Harvard Mark 1
computer.
1946
John Presper Eckert & John W. Mauchly
ENIAC 1 Computer
20,000 vacuum tubes
later...

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1948
Frederic Williams & Tom Kilburn
Manchester Baby Computer & The Williams
Tube
Baby and the Williams
Tube turn on the
memories.
1947/48
John Bardeen, Walter Brattain & William
Shockley
The Transistor
No, a transistor is not a
computer, but this
invention greatly
affected the history of
computers.
1951
John Presper Eckert & John W. Mauchly
UNIVAC Computer
First commercial
computer & able to pick
presidential winners.
1953
International Business Machines
IBM 701 EDPM Computer
IBM enters into 'The
History of Computers'.
1953
International Business Machines
IBM 701 EDPM Computer
IBM enters into 'The
History of Computers'.
1954
John Backus & IBM
FORTRAN Computer Programming
Language
The first successful high
level programming
language.
1955
(In Use 1959)
Stanford Research Institute, Bank of America,
and General Electric
ERMA and MICR
The first bank industry
computer - also MICR
(magnetic ink character
recognition) for reading
checks.
1958
Jack Kilby & Robert Noyce
The Integrated Circuit
Otherwise known as
'The Chip'
1962
Steve Russell & MIT
Spacewar Computer Game
The first computer game
invented.

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1964
Douglas Engelbart
Computer Mouse & Windows
Nicknamed the mouse
because the tail came
out the end.
1969 ARPAnet The original Internet.
1970 Intel 1103 Computer Memory
The world's first
available dynamic RAM
chip.
1971
Faggin, Hoff & Mazor
Intel 4004 Computer Microprocessor
The first
microprocessor.
1971
Alan Shugart &IBM
The "Floppy" Disk
Nicknamed the
"Floppy" for its
flexibility.
1973
Robert Metcalfe & Xerox
The Ethernet Computer Networking
Networking.
1974/75
Scelbi & Mark-8 Altair & IBM 5100
Computers
The first consumer
computers.
1976/77
Apple I, II & TRS-80 & Commodore Pet
Computers
More first consumer
computers.
1978
Dan Bricklin & Bob Frankston
VisiCalc Spreadsheet Software
Any product that pays
for itself in two weeks is
a surefire winner.
1979
Seymour Rubenstein & Rob Barnaby
WordStar Software
Word Processors.
1981
IBM
The IBM PC – Home Computer
From an "Acorn" grows
a personal computer
revolution
1981 Microsoft From "Quick And

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MS-DOS Computer Operating System Dirty" comes the
operating system of the
century.
1983 Apple Lisa Computer
The first home computer
with a GUI, graphical
user interface.
1984 Apple Macintosh Computer
The more affordable
home computer with a
GUI.
1985 Microsoft Windows
Microsoft begins the
friendly war with Apple.

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CHAPTER-2
INTRODUCTION
TO
COMPANY

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INTRODUCTION OF COMPANY
Born in 1976, HCL has a 3 decade rich history of inventions and innovations. In 1978, HCL
developed the first indigenous micro-computer at the same time as Apple and 3 years before
IBM's PC. During this period, India was a black box to the world and the world was a black
box to India. This micro-computer virtually gave birth to the Indian computer industry. The
80's saw HCL developing know-how in many other technologies. HCL's in-depth knowledge
of Unix led to the development of a fine grained multi-processor Unix in 1988, three years
ahead of Sun and HP.
HCL's R&D was spun off as HCL Technologies in 1997 to mark their advent into the software
services arena. During the last eight years, HCL has strengthened its processes and applied its
know-how, developed over 28 years into multiple practices - semi-conductor, operating
systems, automobile, avionics, bio-medical engineering, wireless, telecom technologies, and
many more.
Today, HCL sells more PCs in India than any other brand, runs Northern Ireland's largest BPO
operation, and manages the network for Asia's largest stock exchange network apart from
designing zero visibility landing systems to land the world's most popular airplane.
HCL is one of the pioneers in the Indian IT market, with its origins in 1976. For over quarter of
a century, we have developed and implemented solutions for multiple market segments, across
a range of technologies in India. We have been in the forefront in introducing new technologies
and solutions.
In the early 70‘s a group of young and enthusiastic and ambitious technocrats embarked upon a
venture that would make their vision of IT revolution in India a reality. Shiv nadir and five of
his colleagues got together and 1975 set up a new company MICROCOMP to start with; they
started to capitalize on their marketing skills. Micro comp marketed calculators and with in a
few month of starting operation, the company was out selling its major competitors.

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On 11th August, 1976 HINDUSTAN COMPUTERS LIMITED was incorporated as joint
venture between the entrepreneurs and UPSCE, wit an initial equity of Rs.1.83 Lacs.
TIMELINE
1976
- Hindustan Computers Limited (HCL) born.
1977
- Distribution alliance formed with Toshiba for copiers.
1978
- HCL successfully ships in-house designed micro-computer at the same time as Apple. The
Indian computer industry is born.
1980
- HCL introduces bit sliced, 16-bit processor based micro-computer.
1983
- Indigenously develops architecture, at the same time as global IT peers.
1986
- HCL becomes the largest IT Company in India.
1988
- HCL introduces fine grained multi-processor Unix-3 years ahead of ―Sun‖ and ―HP‖.
1990
- Data Quest marks HCL No.1 amongst top ten computer giants.
1991
- HCL Ltd. and Hewlett Packard, USA, partner to form HCL-Hewlett Packard Ltd.
- JV develops multi-processor Unix for HP-heralds HCL‘s entry into contract R&D.
1994
- Distribution alliances formed with Ericsson Switches and Nokia Cell phones.
1997
- HCL Info systems is formed.
- HCL's R&D spun-off as HCL Technologies- marks advent into software services.
- JV with Perot Systems, stake divested in 2003.

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1999
- Initial Public Offering made by HCL Technologies Ltd.
- Formation of Global Board of Directors.
2000
- Large contracts won from Bankers Trust, KLA Tencor, Cisco, GTECH, and NEC among
others.
2001
- JV with Deutsche Bank- DSL software formed.
- HCL BPO Incorporated.
- Acquired British Telecom‘s Apollo‘s contact center in Belfast, Northern Ireland.
- HCL Info systems becomes largest hardware company.
2002
- Strong pursuit of nonlinear strategy to widen services portfolio; several JVs and alliances
formed.
- Strategic alliance forged with Jones Apparel Group, Inc. a fortune 500 company.
- Infrastructure services division launched to address emerging global needs.
- Software businesses of HCL Info systems and HCL Technologies merged.
2003
- Largest BPO order ever outsourced to an Indian BPO firm, won from British Telecom.
- Landmark deals signed with Airbus and AMD.
- HCL manpower crosses the 20,000 mark.
2004
- Accorded leader status by Meta Group in Offshore Outsourcing.
- HCL is India‘s No.1 PC 4th year in a row.
2005
- HCL signs Software Development Agreement with Boeing for the 787 Dreamliner program.
- JV with NEC, Japan.
- HCL sets up first Power PC architecture design centre outside of IBM.
- Completes buy-out of JVs with Deutsche Bank and British Telecom's Apollo Contact Centre.
- HCL integrates all group employees under hcl.in domain.
- Sets up a dedicated Offshore Design Center for leading Tier-1 Aerospace supplier, Hamilton

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Sundstrand.
- HCL Info systems launches sub Rs.10, 000 PC. Joins hands with AMD, Microsoft to bridge
the digital divide.
2006
- 75,000+ machines produced in a single month.
- HCL Info systems in partnership with Toshiba expand its retail presence in India by unveiling
'shop Toshiba'.
- HCL Info systems & Nokia announce a long term distribution strategy.
- HCL the leader in Desktops PCs unveils India's first segment specific range of notebooks
brand - 'HCL Laptops'.
- HCL Info systems showcase Computer Solutions for the Rural Markets in India.
- HCL Support wins the DQ Channels-2006 GOLD Award for Best After Sales Service on a
nationwide customer satisfaction survey conducted by IDC.
- HCL AND ZEE - Dish TV team up to take DTH TV to its next level of growth in India
- HCL Info systems First in India to Launch the New Generation of High Performance Server
Platforms Powered by Intel Dual - Core Xeon 5000 Processor.
- HCL Forms a Strategic Partnership with APPLE to provide Sales & Service Support for
iPods in India.

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PRODUCTS OF HCL
Home PCs
EZEEBEE MAX P991
Ubuntu Linux 8.10
Intel Atom 230 Processor
1.6 Ghz, 512 KB L2 Cache, 533 Mhz FSB
Intel 945GC chipset based ITX MBD
1 GB DDR2 memory
160GB SATA Hard Disk Drive SATA
EZEEBEE TOP T321 PDC
Intel Pentium Dual Core processor E2220
2.4 Ghz, 1 MB L6 Cache, 800 Mhz FSB
Intel G31 chipset based Micro-ATX MBD
1 GB DDR2 memory

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EZEEBEE TOP XP T819 PDC
Genuine Windows Vista Starter Edition
G31 based Chipset
1 GB DDR2 memory
160 GB SATA Hard Disk Drive SATA
22X DVD Writer (Black)
Ubuntu Linux 8.10
2 GB DDR2 memory

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Ubuntu Linux 8.10
2 GB DDR2 memory
EZEEBEE TOP Z321 C2D
Genuine Windows Vista Home Basic
Intel Core 2 Duo processor E7400
3 GB DDR2 memory

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EZEEBEE TOP XP Z329 C2D
Intel Core 2 Duo processor E7400
3 GB DDR2 memory
EZEEBEE TOP XP T329 PDC
2 GB DDR2 memory

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HCL Laptop U-3918
Intel Core 2 Duo Processor T6400
Ubuntu Linux
8GB DDR2 RAM (2xslots)
500 GB SATA Hard Disk Drive SATA
HCL Laptop Z39 – Z3909 Centrino
Genuine Windows Vista Home Premium
Intel Centrino Processor Technology
Intel Core 2 Duo Processor T6400
o 2 MB L2 Cache, 2.0GHz, 800 MHz FSB
Intel Wireless lan 5100 AGN
4 GB DDR2 RAM
320 GB Hard Disk Drive

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HCL Leaptop U39
Intel Core 2 Duo processors T5800
Ubuntu 8.10
14.1‖ Wide Screen TFT-LCD WXGA (1280X800)
4 GB DDR2 RAM
DVD Super Multi Drive
Integrated 2.0 M Video Camera with Dual Internal MIC
HCL Leaptop U39
Intel Core 2 Duo processor T5800
Ubuntu 8.10
14.1‖ Wide Screen TFT-LCD WXGA (1280X800)
3 GB DDR2 RAM
DVD Super Multi Drive
Integrated 2.0 M Video Camera with Dual Internal MIC

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ROLE OF ADVERTISEMENT
Advertisement plays an important impact on consumers to purchase destop pc‘s of brands.
Now a day we see that each and every company endorsing brand ambassadors so that to attract
customers and make their customer base more & more. IBM has signed Saif Ali Khan to
endorse his products Shahrukh khan was endorsed by compaq so that more & more computes
can be sold out.
INDIAN PC MARKET TO SHOW DOUBLE GROWTH THAN THE
WORLD
PC market in India will likely grow at 20%, almost double of global PC market this year, as
per Gartner, the research firm. However, the growth in Indian PC market will be five
percentage-points lower in comparison to what it was last year (2006).
Gartner forecasts that PC makers will ship 255.7 million units worldwide this year, a 10.5%
increase from 2006. Revenue, on the other hand, is projected to increase only 4.6% to
US$213.7 billion, as average selling prices continue to drop.
In 2007, worldwide shipments of PCs are expected to increase 10.5% from last year to reach
255.7 Million units. On the other hand, the revenues are anticipated to grow just 4.6% and
reach US$ 213.7 Billion with continuous decline in average selling prices. Emerging markets
will play a key role in this growth.
―Emerging markets and mobile PCs will continue to provide growth. However, falling average
selling prices (ASPs), slowing replacement activity, and further declines in mature market
desk-based PC shipments will keep PC vendors under pressure to rationalize their operations
or exit the market,‖ as per George Shuffler, research director with Client Platforms Markets
Group of Gartner Dataquest. The statement appeared in India Times InfoTech on March 21,
2007.
As said by IDC, PC shipments in India increased 25% in 2006. ―The consumer and the SMB
segments will be the major drivers of the Indian market. High demand for mobile PCs

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bolstered the growth, overtaking sales in the desk-based segment. In addition, with a greater
focus given to e-governance, the government spend is expected to propel the market further‖,
said Gartner India‘s principal analyst, Diptarup Chakraborti while commenting on Indian
market. India Times InfoTech published this statement on March 21, 2007.
As per the RNCOS report ―Portable Electronics Market - Worldwide (2006)‖, ―A fundamental
move toward mobile computing going on in the market is making significant contribution to
the top line growth.‖

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FUTURE SCOPE
On the commercial front, Munglani feels that decision cycles are still slow, but there is a
definite increase in queries and tenders. He feels that government funded projects need to
increase, and points to the recent Andhra Pradesh schools project, which pulled in more than
5,000 units, as a good example of what government enthusiasm for IT can do.In conclusion,
going by what the industry feels and what the numbers reveal, recovery is definitely taking
place in the industry, though caution is still the prevailing sentiment.
However, the bottom line is that the days of super growth seem to be over. While IDC has
predicted 22.3 percent growth in 2003, not everyone in the industry seems to be ready to join
in the chorus. HP‘s Sai Chandrasekhar says that their assessment is an expectation of 10-15
percent growth, which he feels is very realistic. ―It is unlikely that the market will return to the
heady days of 30 percent growth,‖ he explains. Kochhar of Skoch seconds that when he says,
―We can no longer look at heady growth rates like 40 percent or 60 percent...the market has
been growing more in single digit to low two digit growth rates.‖ And that seems to be the
future that India‘s PC brigade faces-but well, surely even low two digit growth rates are better
than negative growth, and that‘s the reason for the cautious smiles on the faces of PC vendors.
Hopefully, the next quarter will bring even broader smiles.

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PARTY TIME FOR BRANDED PC PLAYERS
The PC market is rocking with branded PC vendors grabbing market share from the assembled
players, says Kusum Makhija
The overall market for desktop personal computers registered a 28.2 percent growth during
calendar year 2004 as compared to the previous year. What is significant is that branded PCs
continue to make impressive gains against the grey market. According to IDC, the share of
branded PCs grew from 36.2 percent in 2003 to 49.2 percent in 2004, registering an impressive
growth rate of 74.3 percent. Interestingly, the grey market remained flat, registering a growth
of 2.2 percent, while the total desktop PC market registered a growth of 28.2 percent.

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Market Share of Various players in the INDIAN market
(2007 – 2008)
From the above graph it is clear that in Indian Hardware Industry the HCL Info systems Ltd.
share is highest in all branded companies. But still very high portion about 57.5% is in favors
of unbranded local companies, which is still a challenge towards all. The share of the
unorganized sector has been falling steadily with the fall in price of branded PCs. A recent
phenomenon has been the increasing share of Tier 2 towns and cities in the PC sales thereby
indicating increased PC penetration into the hinterland. Sales of notebooks have averaged
around 50,000 in the past two years. Printers have been traditionally the fastest growing
segment of the PC peripherals market. Even when PC sales were increasing by 39%, printer
sales increased by 41%.
In future, HCL hardware sales to the institutional segment are likely to remain stable, with
sustained hardware spending by all the verticals, especially the banking and financial services
sector. Besides, in retail hardware sales, a continued reduction of price points, facilitated in
part by the recent reduction in excise duties on PCs, is likely to reduce the price advantage of
the small assemblers, and augur well for branded PC manufacturers like HCL. In the medium
term, HCL margins, despite its sales tax advantages, may be affected by the likely removal of
duty protection on manufactured PCs from the year 2005. With imported PCs becoming
cheaper, it may be critical for HCL to establish an alternate supply chain based on imports of

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finished PCs. Nonetheless, its financial risks are mitigated by its low gearing, substantial liquid
investments and unutilized working capital limits.
IDC declared its numbers for the Indian PC market for financial year 2005-06 today. The year
recorded an impressive growth in terms of unit shipments - the market grew 30% over
financial year 2004-05 to exceed the 4.6 million-mark, according to IDC's India Quarterly PC
Market Tracker, 1Q 2006, May 2006 preliminary release.
MARKETING STRATEGIES OF EACH COMPANY TO ATTRACT
CUSTOMERS
Now days every companies playing strategies so as to attract customers and increase revenues
and also customer base. Pent-up demand, attractive price points and economic stability
propelled PC growth. PCs are acting as entertainment centers with TV functionality, supported
by the digital sound experience and large screen displays
SOME OF THE STRATEGIES THEY ARE PLAYING
Vista and Office 2007 hit the market
Microsoft has opened the doors for consumers to purchase its latest Operating System,
Windows Vista, and Office 2007 with a grand launch across 70 countries.
Microsoft released the latest version of its operating system Windows Vista and Office 2007
for corporate customers in November 2006. Now it has launched the software for the masses,
i.e. non corporate consumers. The consumer launch took place on 30th January across 70
countries. Windows Vista is the first major Windows launch by Microsoft since the launch of
Windows XP in 2001.
These products are launched to ‗wow‘ customers with features like enhanced security, better
search, improved parental control and an all new interface. According to Ravi Venkatesan,
Chairman, Microsoft India, ―This is the launch of the decade for Microsoft and the biggest for
us in India, with the design of this product we have dealt with the security issues.‖ In India,
OEMs including HCL, HP, Lenovo, Sahara, Wipro and Zenith are launching Vista compatible
PCs

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Windows Vista and Office 2007 will be made available to the public in several editions. The
consumer editions are Windows Vista Ultimate, Windows Vista Home Premium, Windows
Vista Home Basic and Windows Vista Starter. Vista is being shipped in 18 languages
including Hindi. Extending the Indian language support, Microsoft will have 13 more Indian
languages including Telugu and Marathi and support for these is expected by early 2008.
Office 2007 comes in two consumer editions—Office Home & Student 2007 and Office Basic
2007.

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CHAPTER-3
RESEARCH
METHODOLOGY

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RESEARCH METHODOLOGY
A) Title
“Study of Customer preference of Laptops/Desktops of HCL”
1) Title Justification
The Title was taken in to order to study that how a consumer perceives while buying the
computer products. This study will help in designing policy of the company towards luring
the customer through different offers.
B) Objectives
a) Primary objective
To study the consumer preference (Liking or disliking) while purchase the laptop/ Desktop
& to study the behavioral responses towards different offers.
b) Secondary objectives
To study the extent of market strategies adopted by computer industry and its impact
among the competitors belonging to different categories of computer peripheral.
To study the impact of sales promotional tools adopted by competitors of HCL.
To know about new marketing aspects of the organization.
C) Scope of the study
The main purpose of the research is to understand the consumer perception and attitude
towards various companies of computer with this how they take decisions,
Regarding their purchasing pattern it has minutely observed that customer, consumption &
purchasing pattern during the research. The various factors that can affect the purchasing
decisions like, quality of the product, brand image in the market and regulatory in the

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supply etc has analyzed. The will give opportunity to researcher to get the brief idea of the
study and the limitations in the research and they can try to cope up with them. The
organization can utilize information to formulate & formulate their market strategy
according to customer‘s expectation.
D) SIGNIFICANCE OF THE STUDY
1) Significance of the Industry
The study is important for the industry as we to recognize that who all are the competitors in
the market and where do we stand in the market.
We would also like to know that what all job prospects in the industry and into which all fields
we can diversify our business.
It is also important to conduct a research so as to find out that what the consumers taste and
preferences i.e. what all a consumer feels while purchasing the products of the company and
after using the product what all the perceptions of consumer towards the consumed products
i.e. whether the products is up to his expectations or it is below the his expectations.
Therefore, that is why we need to conducts the research on computers industry.
2) Significance of the Researcher
It was important for me to conduct the research because:
1) Its helps me to know about new aspects of the organizations.
2) In order to find what are the different tastes and preferences of the consumers.
3) In order to complete my report.
E) RESEARCH DESIGN:
―A research design is the arrangement of conditions for collection and analysis of data in a
manner that aims to combine relevance to the research purpose with economy in procedure.‖
In fact, the research design is the conceptual structure within which research is conducted; it
constitutes the blue print for the collection, measurement and analysis of data. As such the

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design includes an outline of what the researcher will do from writing the hypothesis and its
operational implications to the final analysis of data.
PROBABILITY SAMPLING
A probability sampling scheme is one in which every unit in the population has a chance
(greater than zero) of being selected in the sample, and this probability can be accurately
determined. The combination of these traits makes it possible to produce unbiased estimates of
population totals, by weighting sampled units according to their probability of selection.
TYPES OF PROBABILITY SAMPLING:
Probability sampling includes: Simple Random Sampling, Systematic Sampling, and Stratified
Sampling, Probability Proportional to Size Sampling, and Cluster or Multistage Sampling.
These various ways of probability sampling have two things in common:
1. Every element has a known nonzero probability of being sampled and
2. Involves random selection at some point.
Simple Random Sampling
In a simple random sampling ('SRS') of a given size, all such subsets of the frame are given an
equal probability. Each element of the frame thus has an equal probability of selection: the
frame is not subdivided or partitioned. Furthermore, any given pair of elements has the same
chance of selection as any other such pair (and similarly for triples, and so on). This minimizes
bias and simplifies analysis of results. In particular, the variance between individual results
within the sample is a good indicator of variance in the overall population, which makes it
relatively easy to estimate the accuracy of results.

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Systematic Sampling
Systematic sampling relies on arranging the target population according to some ordering
scheme and then selecting elements at regular intervals through that ordered list. Systematic
sampling involves a random start and then proceeds with the selection of every kth element
from then onwards. In this case, k=(population size/sample size). It is important that the
starting point is not automatically the first in the list, but is instead randomly chosen from
within the first to the kth element in the list.
As long as the starting point is randomized, systematic sampling is a type of probability
sampling. It is easy to implement and the stratification induced can make it efficient, if the
variable by which the list is ordered is correlated with the variable of interest. 'Every 10th'
sampling is especially useful for efficient sampling from databases.
Stratified Sampling
Where the population embraces a number of distinct categories, the frame can be organized by
these categories into separate "strata." Each stratum is then sampled as an independent sub-
population, out of which individual elements can be randomly selected. There are several
potential benefits to stratified sampling.
First, dividing the population into distinct, independent strata can enable researchers to draw
inferences about specific subgroups that may be lost in a more generalized random sample.
Second, utilizing a stratified sampling method can lead to more efficient statistical estimates
(provided that strata are selected based upon relevance to the criterion in question, instead of
availability of the samples). It is important to note that even if a stratified sampling approach
does not lead to increased statistical efficiency, such a tactic will not result in less efficiency
than would simple random sampling, provided that each stratum is proportional to the group‘s
size in the population.
Third, it is sometimes the case that data are more readily available for individual, pre-existing
strata within a population than for the overall population; in such cases, using a stratified

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sampling approach may be more convenient than aggregating data across groups (though this
may potentially be at odds with the previously noted importance of utilizing criterion-relevant
strata).
Finally, since each stratum is treated as an independent population, different sampling
approaches can be applied to different strata, potentially enabling researchers to use the
approach best suited (or most cost-effective) for each identified subgroup within the
population.
A stratified sampling approach is most effective when three conditions are met
1. Variability within strata are minimized
2. Variability between strata are maximized
3. The variables upon which the population is stratified are strongly correlated with the
desired dependent variable.
Probability proportional to size sampling
In some cases the sample designer has access to an "auxiliary variable" or "size measure",
believed to be correlated to the variable of interest, for each element in the population. This
data can be used to improve accuracy in sample design. One option is to use the auxiliary
variable as a basis for stratification, as discussed above.
Another option is probability-proportional-to-size ('PPS') sampling, in which the selection
probability for each element is set to be proportional to its size measure, up to a maximum of 1.
In a simple PPS design, these selection probabilities can then be used as the basis for Poisson
sampling. However, this has the drawbacks of variable sample size, and different portions of
the population may still be over- or under-represented due to chance variation in selections. To
address this problem, PPS may be combined with a systematic approach.

38
Cluster sampling
Sometimes it is cheaper to 'cluster' the sample in some way e.g. by selecting respondents from
certain areas only, or certain time-periods only. Cluster sampling is an example of 'two-stage
sampling' or 'multistage sampling': in the first stage a sample of areas is chosen; in the second
stage a sample of respondents within those areas is selected.
This can reduce travel and other administrative costs. It also means that one does not need a
sampling frame listing all elements in the target population. Instead, clusters can be chosen
from a cluster-level frame, with an element-level frame created only for the selected clusters.
Cluster sampling generally increases the variability of sample estimates above that of simple
random sampling, depending on how the clusters differ between themselves, as compared with
the within-cluster variation.
Nevertheless, some of the disadvantages of cluster sampling are the reliance of sample estimate
precision on the actual clusters chosen. If clusters chosen are biased in a certain way,
inferences drawn about population parameters from these sample estimates will be far off from
being accurate.
Multistage sampling
Multistage sampling is a complex form of cluster sampling in which two or more levels of
units are imbedded one in the other. The first stage consists of constructing the clusters that
will be used to sample from. In the second stage, a sample of primary units is randomly
selected from each cluster (rather than using all units contained in all selected clusters). In
following stages, in each of those selected clusters, additional samples of units are selected,
and so on. All ultimate units (individuals, for instance) selected at the last step of this
procedure are then surveyed.
This technique, thus, is essentially the process of taking random samples of preceding random
samples. It is not as effective as true random sampling, but it probably solves more of the
problems inherent to random sampling. Moreover, It is an effective strategy because it banks
on multiple randomizations. As such, it is extremely useful.

39
Multistage sampling is used frequently when a complete list of all members of the population
does not exist and is inappropriate. Moreover, by avoiding the use of all sample units in all
selected clusters, multistage sampling avoids the large, and perhaps unnecessary, costs
associated traditional cluster sampling.
Non Probability Sampling
It is any sampling method where some elements of the population have no chance of selection
(these are sometimes referred to as 'out of coverage'/'under covered'), or where the probability
of selection can't be accurately determined. It involves the selection of elements based on
assumptions regarding the population of interest, which forms the criteria for selection. Hence,
because the selection of elements is nonrandom, non probability sampling does not allow the
estimation of sampling errors. These conditions place limits on how much information a
sample can provide about the population. Information about the relationship between sample
and population is limited, making it difficult to extrapolate from the sample to the population.
TYPES OF NON PROBABILITY SAMPLING:
Quota sampling
In quota sampling the population is first segmented into mutually exclusive sub-groups, just as
in stratified sampling. Then judgment is used to select the subjects or units from each segment
based on a specified proportion. For example, an interviewer may be told to sample 200
females and 300 males between the age of 45 and 60.
It is this second step which makes the technique one of non-probability sampling. In quota
sampling the selection of the sample is non-random. For example interviewers might be
tempted to interview those who look most helpful. The problem is that these samples may be
biased because not everyone gets a chance of selection. This random element is its greatest
weakness and quota versus probability has been a matter of controversy for many years

40
Judgment sampling or purposive sampling
The researcher chooses the sample based on who they think would be appropriate for the study.
This is used primarily when there is a limited number of people that have expertise in the area
being researched.
Convenience sampling
Convenience sampling (sometimes known as grab or opportunity sampling) is a type of non
probability sampling which involves the sample being drawn from that part of the population
which is close to hand. That is, a sample population selected because it is readily available and
convenient. The researcher using such a sample cannot scientifically make generalizations
about the total population from this sample because it would not be representative enough. For
example, if the interviewer was to conduct such a survey at a shopping center early in the
morning on a given day, the people that he/she could interview would be limited to those given
there at that given time, which would not represent the views of other members of society in
such an area, if the survey was to be conducted at different times of day and several times per
week. This type of sampling is most useful for pilot testing. Several important considerations
for researchers using convenience samples include.
The sampling design for this study was Probability Sampling.
Under this design, the method of sampling used was simple random sampling. In simple
random sampling, a simple random sample is a sunset of individuals (a sample) chosen from a
larger set (a population). Each individual is chosen randomly and entirely by chance, such that
each individual has the same probability of being chosen at any stage during the sampling
process. This process and technique is known as simple random sampling. Simple random
sampling is the simplest of the probability sampling techniques it requires a complete sampling
frame, f a complete frame is available, more efficient approaches may be possible if other
useful information is available about the units in the population.

41
Research Design consists of three parts:
1. Exploratory Research
2. Descriptive Research
3. Experimental research
An exploratory research focuses on the discovery of idea and is generally based on secondary
data. It is preliminary investigation that does not have a rigid design. This is because a
researcher engaged in an exploratory study that may have to change his focus as a result of
new ideas and relationship among the variables.
A descriptive study is undertaken when the researcher wants to know the characteristics of
certain group such as age, sex, educational level, income, and occupation etc.
An experimental research is undertaken when the researcher is interested in knowing the
cause and effect relationship between two or more variables. Such studies are based on
reasoning along well-tested lines.
The adopted questionnaire is DESCRIPITIVE IN NATURE.
F) Sampling Methodology
1) Sampling Units
Sampling unit is who is to be surveyed. A) Sampling universe: The sampling universe in my
project consisted of various, agent, individuals, employees and consumers.
2) Sampling Technique
The study included questionnaires and face to face interviews with the sample as described.
It is necessary to this method as the study demands qualitative analysis as well which can
best be obtained by face to face interviews.

42
The procedure of sampling adopted during the course of project was simple random
sampling.
3) Sampling Area
The primary data was collected through survey that was systematically carried in south
Delhi. The responses of the respondents were recorded in the questionnaire prepared for
them through questionnaires with oral interpretations.
4) Sampling Size
It means the total number of people which has been surveyed by the researcher. The
sample consisted of 100 people.
G) Limitations
1) Constraints of Time: To research on 100 people in their core area of market division
was very wide and required plenty of time, which was not available. There was not
sufficient duration to study the entire scenario of the market/
2) Libraries were not sufficiently equipped with information required.
3) Least concern and interest of the people.
4) Information was not properly available on internet.

43
CHAPTER-4
FACTS
AND
FINDING

44
FACTS AND FINDING
Q.1 Are you buying a desktop/laptop for the first time?
a) Yes
b) No
Particulars No. of respondents Figure in percentage
Yes 15 15%
No 85 85%
Q.2 Would you be using your PC at:-
a) Home
b) Office
c) Both
Home 20 20%
Office 35 35%
Both 45 45%

45
Q.3 Which brand you prefer for your requirement of computers and laptops?
a) Sony b) HCL c) Compaq
d) Dell e) IBM f) Apple
Particular No. of respondent Figure in percentage
Sony 10 10%
HCL 22 22%
Compaq 24 24%
Dell 12 12%
IBM 18 18%
Apple 14 14%
Q.4 What are the reasons of preferring a particular company for the products?
a) Service
b) Credibility
c) Cost
d) Durability
e) Warranty
Particular No. of respondents Figure in percentage
Service 56 56%
Credibility 06 06%
Cost 10 10%
Durability 08 08%
Warranty 20 20%

46
Q. 5 What are the services you prefer or would like to have from it companies?
a) Good customer care
b) After sales services
c) Technical support
d) Quality product
Particulars No. of respondents Figures in percentage
Good customer care 40 40%
After sales services 24 24%
Technical support 16 16%
Quality product 20 20%
Q.6 Do you avail after sales services?
a) Yes
b) No
Yes 96 96%
No 4 4%
Q.7 What do you prefer more?
a) Desktops
b) Laptops
Desktops 24 24%
Laptops 76 76%

47
Q. 8 Would you like to operate your PC with a remote control as well & record LIVE TV
Programs to see them at your convenience?
a) Yes
b) No
Yes 56 56%
No 44 44%
Q.9 A part from education, would you also like to use the PC for listening to music. Watching
movies on DVDs and entertainment?
a) Yes
b) No
Yes 45 45%
No 55 55%
Q.10 Are you being using the PC for playing games with high quality graphics and
animations?
a) Yes
b) No
Yes 32 32%
No 68 68%

48
Key Findings
1) Maximum people are buying there laptops and computers for the second or third time.
2) Mainly people buy computers and laptops for both office use & for home.
3) People mainly prefer Compaq for there computers and laptops followed by HCL.
4) People prefer companies on the basis of the services they provide.
5) Mainly people prefer good customer care from the company they are buying the
products.
6) As we can see that maximum people avail the after sales services.
7) Maximally people prefer laptops these days as they are comfortable to carry.
8) Computers with remote control are not much in the market then also people are willing
to have such computers.
9) Teenaged people like to here more songs on laptops & computers but not professionals
or business men.
10) Games are played mostly by boys & school going children so mainly people don‘t by
laptops & computers for playing games & graphics.

49
Chapter-5
DATA ANALYSIS
AND
INTERPRETATION

50
Data Analysis and Interpretation
Q.1 Are you buying a desktop/laptop for the first time?
Yes 15
No 85
Interpretation: According to the above graph we can say that 85% people say that they are
buying their desktop/laptops for the second or third time.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
No. of
respondents
Yes
No

51
Q.2 Would you be using your pc at:-
Home 20
Office 35
Both 45
Interpretation: As graph show that 45% people buy their computers or laptops for
both official and home use.
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
No. of
respondents
Home
Office
Both

52
Q.3 Which it company that you prefer for the computers and laptops?
SONY 10
HCL 22
Compaq 24
Dell 12
IBM 18
Apple 14
Interpretation: Mainly 24% of people prefer buying Compaq laptops and
computers followed by HCL with 22%
0%
5%
10%
15%
20%
25%
No. of
respondent
Sony
HCL
Compaq
Dell
IBM
Apple

53
Services 56
Credibility 06
Cost 10
Durability 08
Warranty 20
Interpretation: 56% people prefer services while buying a product from a particular
company
0%
10%
20%
30%
40%
50%
60%
No. of
respondents
Services
Credibility
Cost
Durability
Warranty

54
Q.5 What are the services you prefer or would like to have from it companies?
Good customer care 40
After sales services 24
Technical support 16
Quality product 20
Interpretation: 40% people prefer good customer care from a company. Rather we may say
that customer buy product of the company which provides good customer care.
0%
5%
10%
15%
20%
25%
30%
35%
40%
No. of
respondents
Good
customer care
After sales
services
Technical
support
Quality
product

55
Yes 96
No 04
Interpretation This graph shows that 96% people avail after sales services & 4% of people
do not avail after sales services
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
No. of
respondents
Yes
No

56
Desktops 24
Laptops 76
Interpretation: As day are becoming hectic and busy so laptops are becoming the part of life
so 76% of people prefer laptops these days because they are easy to carry and becoming more
easy to any where and every.
0%
10%
20%
30%
40%
50%
60%
70%
80%
No. of
repondents
Desktops
Laptops

57
Q.8 Would you like to operate your PC with a remote control as well and record LIVE TV
programs to see them at your convenience?
Yes 56
No 44
Interpretation: 56% people like to have there computers with remote controls as they are
not much knowledgeable to people.
0%
10%
20%
30%
40%
50%
60%
No.of
respondents
Yes
No

58
Q.9 A part from education, would you also like to use the PC for listening to music,
watching movies on DVDs and other entertainment?
Yes 45
No 55
Interpretation: 55% people don‘t like using there computers for entertainment as this survey
is been done mostly with the business class people.
0%
10%
20%
30%
40%
50%
60%
No. of
respondents
Yes
No

59
animations?
Yes 32
No 68
Interpretation: This graph shows that 68% people don‘t like using there computers for
playing games & 32% people like to use there computers for playing games.
0%
10%
20%
30%
40%
50%
60%
70%
No. of repondents
Yes
No

61
Recommendations
According to the survey it is found that HCL and Compaq are the leading brands in that area.
They prefer this brand because of the after sales service mechanism established by these
companies and the warranty as well as cost effectiveness.
It is recommended that:-
a) Company should stress more and after sales services as it is one of the high point of
selling
b) Credibility of the company is less among the high end customers as up till now
company stresses on selling more and more desktops/ laptops to acquire market share
but image of the company is not very good among the upper income category.
c) More and more models with attractive colors on the body required to attract the young
generation which is not the strategy of the company up till now.
d) Company is lacking in technical support according to the survey.
e) As people would like ton use the remote control for recording the live program. So
companies should come with remote control models in desktops/ laptops.

63
CONCLUSION
Doing training was really an opportunity before me when I could convert my theoretical
knowledge into practical and of real world type. Fortunately, the company I got is a true
follower of the various principles of management and one of the leading companies in its
segment of the industry. The working environment that I was being provided was extraordinary
and helped me a lot in delivering my work properly and with full potency of mine. HCL is one
of the renowned names in the software and hardware sector of computer industry.
I had to complete my project within a limited time frame. This made experience the actual
stress of the workplace. This I think will work as real booster. The way the boss supported me
and his other subordinates was a good example of coordination and good manger. This shows
that in the corporate world the superior officer not only take care of the target fulfilled but also
the also the behavioral aspect of the subordinates.
To conclude it can be said that HCL is having a good reputation in the market and well known
among the customers. So who so ever is going to work there will not in mode of leaving it due
to its high credibility and goodwill in the market.
HCL is having a tough competition from Compaq, Sony and other companies.
Mainly people are looking for good services from the companies.

65
BIBLIOGRAPHY
BOOK
Name of the Book: Marketing Research
Author: Mr. Kothari
Name of the Book: Market Research
Author: Dr. C B Momoria
MAGAZINES / JOURNALS / NEWSPAPERS
Business World
Business Today
The Financial Express
The Times of India
The Hindu
WEBSITES:
www.hcl.in
www.indiainfoline.com
www.google.com
www.hp.com
www.apple.com
www.dell.com
www.ibm.com

67
ANNEXURE
Questionnaire
Name ____________________________________
Designation ____________________________________
Address ____________________________________
Contact No. ____________________________________
Q. 1 Are you buying a desktop/laptop for the first time?
a) Yes ⁮
b) No ⁮
Q.2 Would you be using your PC at:
a) Home ⁮
b) Office ⁮
c) Both ⁮
Q.3 Which company that you prefer for computers and laptops?
a) SONY ⁮
b) HCL ⁮
c) Compaq ⁮
d) Dell ⁮
e) IBM ⁮
f) Apple ⁮
a) Services ⁮
b) Credibility ⁮
c) Cost ⁮
d) Durability ⁮
e) Warranty ⁮
Q.5 What are the services you prefer or would like to have from the companies?

68
a) Good customer care ⁮
b) After sales services ⁮
c) Technical support ⁮
d) Quality product ⁮
a) Yes ⁮
b) No ⁮
a) Desktops ⁮
b) Laptops ⁮
Q.8 Would you like to operate your PC with a remote control as well & record LIVE TV
programs to see them at your convenience?
a) Yes ⁮
b) No ⁮
Q.9 Apart from education, would you also like to use the PC for listening to music,
watching movies on DVDs & other entertainment?
a) Yes ⁮
b) No ⁮
animations?
a) Yes ⁮
b) No ⁮

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