- The document discusses a study on decision making styles for purchasing laptops. It aims to understand the key factors that influence consumers' laptop purchasing decisions.
- Secondary research was conducted to identify different laptop brands and parameters like price, technology, and customer service that may affect decisions. Primary research through surveys further examined the purchasing behaviors and influential factors.
- The findings show that Acer and HP are the most popular brands. References from friends/colleagues were most influential. Both technical and non-technical consumers considered factors like price, processor speed, and brand reputation in their decisions.
Consumer behavior is "The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society."
The document provides details about the table of contents and chapters of a research paper on customer perception of laptop brands. It includes an introduction describing the background and objectives of the study. It also discusses the theoretical aspects of customer perception, including the meaning and nature of perception and factors that influence it. Finally, it outlines the research methodology used in the study.
This document provides a literature review and background on factors that influence student purchase decisions regarding laptops. It discusses 5 previous studies that identified various important factors such as price, brand, features, mobility, functionality, and the influence of friends. The document also provides an overview of the laptop industry in India, major brands, and current market share trends. It aims to understand which factors most significantly impact student purchasing behavior to help marketers better target this demographic.
Consumer behavior towards smartphones - A market research paper by Vyshak Iye...Vyshak Iyengar
- The document summarizes a study on consumer behavior towards smartphones in Bangalore, India. It analyzes factors influencing smartphone purchases such as brand, price, specifications, operating system, and battery life.
- The study found that most respondents were male, under 20 years old, using Samsung smartphones followed by Motorola and Apple. Key purchasing criteria included battery life, specifications, price, operating system, and brand image.
- The sample size was limited and may not represent all of Bangalore. However, the study provides insight into how demographic and socioeconomic factors influence consumer choices in India's emerging smartphone market.
Influencing factors on purchase intention of Smartphone users: In case of Mon...IJRTEMJOURNAL
The usage of smart phone has increased tremendously in the recent years and inseparably related
with our life. The market is more competitive and manufacturer produce new version of phone every year. For
this reason, consumers face problems of purchasing new smart phone in order to use latest technology. High
technology products or Smartphone is sell highest price compared to other normal goods. Therefore, consumers
give more importance for purchasing new smartphone and previous stage of purchasing decision or purchasing
intention is influenced by multiple factors related with the products. Research focus to investigate relationship of
influencing factors and purchasing intention. The Result shows Brand image, Product features, Social influence
significant positive affect on purchasing intention. Also, Product sacrifice has negative relationship with the
intention.
The document is a research report submitted to Jiwaji University in Gwalior, India. It examines the impact of advertisements on consumer buying behavior in the laptop industry in the Gwalior region. The report includes an introduction, literature review, research methodology, results, and conclusion sections. It uses a survey methodology with a sample size of 100 respondents to understand how advertisements influence consumer decision making when purchasing laptops.
1) The document discusses consumer behavior and decision making processes regarding smartphone purchases in India. It aims to understand why consumers desire smartphones, what influences their purchase decisions, and what motivates them.
2) Personal factors like age, occupation, and lifestyle as well as social factors like family and social status can influence smartphone purchase decisions.
3) While cheaper smartphones are available, consumers may consider various factors like price, quality, brand, marketing strategies, and word-of-mouth when deciding between smartphones.
1) The document discusses consumer behavior and decision making regarding smartphone purchases in India. It aims to understand why consumers desire smartphones, what influences their purchase decisions, and what motivates them.
2) Personal factors like age, occupation, and lifestyle as well as social factors like family and social status can influence smartphone purchase decisions.
3) While cheaper smartphones are available, factors like price, quality, brand, marketing, and word-of-mouth also impact whether consumers buy expensive smartphones.
Consumer behavior is "The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society."
The document provides details about the table of contents and chapters of a research paper on customer perception of laptop brands. It includes an introduction describing the background and objectives of the study. It also discusses the theoretical aspects of customer perception, including the meaning and nature of perception and factors that influence it. Finally, it outlines the research methodology used in the study.
This document provides a literature review and background on factors that influence student purchase decisions regarding laptops. It discusses 5 previous studies that identified various important factors such as price, brand, features, mobility, functionality, and the influence of friends. The document also provides an overview of the laptop industry in India, major brands, and current market share trends. It aims to understand which factors most significantly impact student purchasing behavior to help marketers better target this demographic.
Consumer behavior towards smartphones - A market research paper by Vyshak Iye...Vyshak Iyengar
- The document summarizes a study on consumer behavior towards smartphones in Bangalore, India. It analyzes factors influencing smartphone purchases such as brand, price, specifications, operating system, and battery life.
- The study found that most respondents were male, under 20 years old, using Samsung smartphones followed by Motorola and Apple. Key purchasing criteria included battery life, specifications, price, operating system, and brand image.
- The sample size was limited and may not represent all of Bangalore. However, the study provides insight into how demographic and socioeconomic factors influence consumer choices in India's emerging smartphone market.
Influencing factors on purchase intention of Smartphone users: In case of Mon...IJRTEMJOURNAL
The usage of smart phone has increased tremendously in the recent years and inseparably related
with our life. The market is more competitive and manufacturer produce new version of phone every year. For
this reason, consumers face problems of purchasing new smart phone in order to use latest technology. High
technology products or Smartphone is sell highest price compared to other normal goods. Therefore, consumers
give more importance for purchasing new smartphone and previous stage of purchasing decision or purchasing
intention is influenced by multiple factors related with the products. Research focus to investigate relationship of
influencing factors and purchasing intention. The Result shows Brand image, Product features, Social influence
significant positive affect on purchasing intention. Also, Product sacrifice has negative relationship with the
intention.
The document is a research report submitted to Jiwaji University in Gwalior, India. It examines the impact of advertisements on consumer buying behavior in the laptop industry in the Gwalior region. The report includes an introduction, literature review, research methodology, results, and conclusion sections. It uses a survey methodology with a sample size of 100 respondents to understand how advertisements influence consumer decision making when purchasing laptops.
1) The document discusses consumer behavior and decision making processes regarding smartphone purchases in India. It aims to understand why consumers desire smartphones, what influences their purchase decisions, and what motivates them.
2) Personal factors like age, occupation, and lifestyle as well as social factors like family and social status can influence smartphone purchase decisions.
3) While cheaper smartphones are available, consumers may consider various factors like price, quality, brand, marketing strategies, and word-of-mouth when deciding between smartphones.
1) The document discusses consumer behavior and decision making regarding smartphone purchases in India. It aims to understand why consumers desire smartphones, what influences their purchase decisions, and what motivates them.
2) Personal factors like age, occupation, and lifestyle as well as social factors like family and social status can influence smartphone purchase decisions.
3) While cheaper smartphones are available, factors like price, quality, brand, marketing, and word-of-mouth also impact whether consumers buy expensive smartphones.
This document summarizes a study that used conjoint analysis to investigate the factors influencing college students' smartphone purchase decisions. The researchers conducted a survey of 50 college students in Tamil Nadu, India to identify the key attributes of smartphones (e.g. screen size, memory, camera) and determine which attributes were most important to students. Conjoint analysis was then used to analyze the survey responses and develop an optimal combination of attributes that would appeal most to students. The study aimed to provide guidance to smartphone manufacturers on features to prioritize to attract college-aged consumers.
Consumer behaviour towards a smartphone purchasing decision in The United Ara...Mubashir Hassan
Consumer behavior towards smartphone purchasing decisions in the United Arab Emirates is examined. The document outlines the background and current scenario of high smartphone ownership in the UAE. It discusses smartphone characteristics and features. The purpose is to investigate gender differences in smartphone purchase preferences and behaviors among UAE youth. A literature review covers theories of gender differences and consumer purchase decision-making processes. The research objectives are to understand the influences of price and brand on consumer smartphone purchase decisions in the UAE. Primary and secondary data is collected through questionnaires distributed to university students and UAE residents.
A Comparative Analysis of Factor Effecting the Buying Judgement of Smart Phone IJECEIAES
Smart phone has various utilizations to various clients as per their necessities. With sensational rise in the usage of smart phone the individuals are considering different factors while purchasing a smart phone. This paper has put endeavor to reveal the fundamental factors which effect clients in picking up of the smart phone. A sample of 512 responses was taken through questionnaire. An organized questionnaire was planned with five point Likert scale was utilized to meeting respondent’s .Factor analysis and descriptive statistical tools were applied to extricate the basic variables influence cell phone acquir ing choice. The result shows that the most important factors are physical attributes, apps and sounds while the less importance is given to other factors such as convenience, price which can also vary by age, service and gender. The future scope of this paper lies in the fact that whether age, occupation, gender makes any difference in purchasing decision of smart phone.
Online Marketing.
1. To analyse the online price of strontium products and compare it with
the competitors price on popular websites.
2. To check online reviews and replies to the customers for the positive
and negative reviews.
3. To analyse the online content of Strontium products.
This literature review discusses several factors that influence consumers' purchasing decisions for mobile phones. Social factors like influence from friends and family, and keeping up with trends in the community are shown to impact brand choice. New technology features in phones also motivate upgrades, as consumers want devices with the latest cameras, memory, processors etc. Brand name is another factor, as certain brands develop reputations for quality. Studies have found that social influence, new features, and brand name all guide college students in India when selecting which mobile phone to purchase.
THE STUDY OF FACTORS INFLUENCING THE BUYING OF MOBILE HANDSETS WITH REFERENCE...Udit Das
This document provides a literature review on factors influencing the buying of mobile handsets. Several studies have found that physical attributes, price, features, brand name, durability, and recommendations from friends are important factors. Previous research also found that price and features are the most important decision factors. Younger consumers are influenced by social factors as well. The current study aims to identify the key factors influencing mobile phone purchases in Jagdalpur and Raipur City, India.
The marketing plan summarizes Microsoft's strategy for the Surface Pro 3 tablet. Key points include:
- The goal is to drive customers to purchase Microsoft software by filling a niche in the tablet/laptop market.
- The Surface Pro 3 is positioned as a device that can replace both a tablet and laptop at a lower combined cost. It is targeted at middle to upper class note-takers and content creators.
- Microsoft faces competition primarily from Apple's iPad/Macbook lineup. However, the Surface Pro 3 differentiates itself by being a true laptop replacement with a full-sized OS, ports and screen in a tablet form factor.
A PROJECT REPORT ON THE STUDY OF FACTORS INFLUENCING THE BUYING OF MOBILE HAN...Udit Das
This document presents a project report on factors influencing the buying of mobile handsets in Jagdalpur and Raipur City, India. The objectives are to understand attributes considered during purchase and analyze motivations. A literature review covers criteria like physical attributes, price, features and brand influencing purchase decisions. A questionnaire was used to collect primary data on demographics, ownership, brands, price points, features, and factors affecting choice. Findings show youth prefer Samsung and Xiaomi, are influenced by technology, battery life and camera quality, and consider quality, features and price most important when buying. The conclusion is that consumers are influenced by various criteria, with physical attributes, pricing and features playing key roles in brand selection.
Role of Social Media Marketing in Consumer Buying Decision in Automobile Indu...scmsnoida5
1) The document discusses the role of social media marketing in influencing consumer buying decisions for the automobile industry.
2) It analyzes how social media allows users to generate and share content that influences others' opinions, and how consumers now rely more on peer recommendations than traditional advertising.
3) The study uses surveys and statistical analysis to identify key factors like awareness, recognition, social approval, and reliability that influence car purchasing decisions, and how social media marketing can impact these factors.
Product Purchase and 5 Step Consumer Decision Making Process.mudigonda pranay
This document discusses the 5-step consumer decision making process for purchasing a mobile phone: 1) Problem Recognition, where consumers realize their current phone has a problem. 2) Information Search, when consumers search internally and externally for information to address the problem. 3) Evaluation of Alternatives, where consumers evaluate brands in their evoked, inert, and inept sets. 4) Product Choice, choosing between determinant attributes of alternatives. 5) Outcomes, purchasing and using the new product. The document uses this framework to understand factors in consumers' mobile phone purchase decisions.
This document summarizes a study on new product development based on customer experience for a company called NĀU. The study used qualitative focus group discussions to understand customer wants. Key findings were that customers found the steps to view NĀU's augmented reality products too complicated and wanted simpler experiences. The study recommends NĀU develop a web-based augmented reality system without needing an app, expand their product offerings, and improve their promotional strategies on social media to increase brand awareness.
A survey (Marketing Research) of what customers want in a cell phone designdevan_kataria
This project gives insights on different featurs of interest to cell phone customers, what they seek in cell phones today, which features prompt them to purcahse cell phones the most, which are most significant and least significant featurs, the relationship among features and the features which impact overall satisfaction of customers.
Directi Case Study Contest 2010- IIM Shillong Ajax Directi Group
Directi is analyzing the market opportunity for a new social networking application called CatchUp focused on location-based check-ins and activities. CatchUp would allow users to check-in at locations, share updates and media, participate in games and challenges, and earn rewards. The product design incorporates features like profile pages, live sharing, alerts, itinerary planning, chatting and gaming to meet the needs of mobile users and incentivize use of the application. Business partnerships are also envisioned to provide offers and promotions to monetize the platform.
This document is a dissertation presented in 2006 that examines consumer perceptions of global versus local car brands in India. The study aims to understand the factors that influence consumer preferences for global brands over local brands in the competitive Indian car market. Qualitative interviews were conducted to uncover consumers' feelings and opinions toward global and local car brands. The findings suggest consumers prefer global brands due to their global presence, reputation, and foreign quality. Country of origin also impacts brand perceptions, with foreign countries associated with superior attributes. The dissertation explores these insights in order to understand consumer perceptions of global versus local car brands in India.
This document provides background information and outlines a study that examines how negative online word-of-mouth influences consumer evaluations of an underdog brand compared to a top brand. It begins with an introduction on the topic and a literature review on relevant areas like wearable technology brands, word-of-mouth effects, and underdog theory. It then proposes two competing hypotheses about whether an underdog or top brand will be more negatively impacted. The document describes two pilot studies and the main study methodology which manipulates brand type and review valence to test the hypotheses. It concludes with a discussion of implications and limitations.
This document discusses Microsoft's experience expanding into the Indian market. It notes that Microsoft's traditional "one size fits all" strategy of standard Windows operating systems and software applications does not work well in emerging markets like India. Many Indians cannot afford personal computers and instead use cheaper alternatives like pirated software or Linux. To better appeal to Indian consumers, Microsoft opened a research center in India to develop lower-priced products tailored for the local market, such as Windows XP Starter Edition and cellphone apps. Microsoft also varied its marketing mix and used strategies like cloud-based subscriptions. The key lessons were that product variation and market segmentation are essential for success in diverse global markets.
Goffman (1959) as (cited in Schulz 2012), used theatric allegory to define how a consumer behaves in his “impression management theory”, as a consumer is a social scientist who behaves in public, the way an actor performs on stage in front of an audience .
Schulz 2012 also elaborates; another useful measure of a consumer’s behavioral traits is “reflexivity” by which a customer’s response and reaction can be analyzed by his past experience.
Power Tips from Graphics provides tips for digital publishing. It suggests to stay current, consider various uses like trainings and reports, and weigh the benefits like availability on demand and cost effectiveness over printing. Know your audience's equipment and needs. Leverage technologies like eBooks, forms, and responsive layouts. Engage users with rich media. Focus on relevant content and make accessible, user-centric products. Map out the publishing process and obtain copyright permissions.
An Empirical Study of the Consumer Buying Behaviour for the Mobile Phones in ...scmsnoida5
Abundance of technology has made our life very
rich and qualitatively healthy. Gadgets like
phone, refrigerator, microwave, TV, computer,
Internet, and smart phones are now ubiquitous.
These innovations make us more efficient, break
geographic barriers, connect and entertain us
and make our living easier. But of course, this
has resulted in a more demanding consumer and
intense competition amongst the marketer. The
interesting part in all this is the challenge which
a marketer faces, in order to stand out amongst
the crowd, for a better product, better service and
for delivering a better experience to the consumer.
This study focuses on how a consumer formulates
his purchase decision regarding a mobile phone,
what are the forces and factors which influence
him while making such decisions. Although the
process of buying is not mere transfer of item from
seller to buyer, consumer of today wants value
enriched and ecstatic buying process, enhancing
his experience of shopping.
Importance Of Top-Rated Essay Writing Services - A Helpful Tool ForSean Flores
The document discusses the steps to use an essay writing service:
1. Create an account with personal information.
2. Complete a form providing instructions, sources, deadline and sample work.
3. Review bids from writers and choose one based on qualifications.
4. Review the paper and authorize payment or request revisions if needed. The service offers refunds for plagiarized work.
Linking Words For Essay Telegraph. Online assignment writing service.Sean Flores
1. The document provides instructions for how to request and receive writing assistance from the HelpWriting.net website. It outlines a 5-step process for creating an account, submitting a request, reviewing bids from writers, revising the paper if needed, and requesting revisions.
2. The process involves registering with a password and email, completing a request form with instructions and deadlines, choosing a writer based on their profile, paying a deposit to start the work, reviewing and authorizing payment for the completed paper or requesting revisions.
3. HelpWriting.net uses a bidding system where writers submit proposals, and clients can ensure their needs will be fully met with original, high-quality content or receive a refund if plag
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This document summarizes a study that used conjoint analysis to investigate the factors influencing college students' smartphone purchase decisions. The researchers conducted a survey of 50 college students in Tamil Nadu, India to identify the key attributes of smartphones (e.g. screen size, memory, camera) and determine which attributes were most important to students. Conjoint analysis was then used to analyze the survey responses and develop an optimal combination of attributes that would appeal most to students. The study aimed to provide guidance to smartphone manufacturers on features to prioritize to attract college-aged consumers.
Consumer behaviour towards a smartphone purchasing decision in The United Ara...Mubashir Hassan
Consumer behavior towards smartphone purchasing decisions in the United Arab Emirates is examined. The document outlines the background and current scenario of high smartphone ownership in the UAE. It discusses smartphone characteristics and features. The purpose is to investigate gender differences in smartphone purchase preferences and behaviors among UAE youth. A literature review covers theories of gender differences and consumer purchase decision-making processes. The research objectives are to understand the influences of price and brand on consumer smartphone purchase decisions in the UAE. Primary and secondary data is collected through questionnaires distributed to university students and UAE residents.
A Comparative Analysis of Factor Effecting the Buying Judgement of Smart Phone IJECEIAES
Smart phone has various utilizations to various clients as per their necessities. With sensational rise in the usage of smart phone the individuals are considering different factors while purchasing a smart phone. This paper has put endeavor to reveal the fundamental factors which effect clients in picking up of the smart phone. A sample of 512 responses was taken through questionnaire. An organized questionnaire was planned with five point Likert scale was utilized to meeting respondent’s .Factor analysis and descriptive statistical tools were applied to extricate the basic variables influence cell phone acquir ing choice. The result shows that the most important factors are physical attributes, apps and sounds while the less importance is given to other factors such as convenience, price which can also vary by age, service and gender. The future scope of this paper lies in the fact that whether age, occupation, gender makes any difference in purchasing decision of smart phone.
Online Marketing.
1. To analyse the online price of strontium products and compare it with
the competitors price on popular websites.
2. To check online reviews and replies to the customers for the positive
and negative reviews.
3. To analyse the online content of Strontium products.
This literature review discusses several factors that influence consumers' purchasing decisions for mobile phones. Social factors like influence from friends and family, and keeping up with trends in the community are shown to impact brand choice. New technology features in phones also motivate upgrades, as consumers want devices with the latest cameras, memory, processors etc. Brand name is another factor, as certain brands develop reputations for quality. Studies have found that social influence, new features, and brand name all guide college students in India when selecting which mobile phone to purchase.
THE STUDY OF FACTORS INFLUENCING THE BUYING OF MOBILE HANDSETS WITH REFERENCE...Udit Das
This document provides a literature review on factors influencing the buying of mobile handsets. Several studies have found that physical attributes, price, features, brand name, durability, and recommendations from friends are important factors. Previous research also found that price and features are the most important decision factors. Younger consumers are influenced by social factors as well. The current study aims to identify the key factors influencing mobile phone purchases in Jagdalpur and Raipur City, India.
The marketing plan summarizes Microsoft's strategy for the Surface Pro 3 tablet. Key points include:
- The goal is to drive customers to purchase Microsoft software by filling a niche in the tablet/laptop market.
- The Surface Pro 3 is positioned as a device that can replace both a tablet and laptop at a lower combined cost. It is targeted at middle to upper class note-takers and content creators.
- Microsoft faces competition primarily from Apple's iPad/Macbook lineup. However, the Surface Pro 3 differentiates itself by being a true laptop replacement with a full-sized OS, ports and screen in a tablet form factor.
A PROJECT REPORT ON THE STUDY OF FACTORS INFLUENCING THE BUYING OF MOBILE HAN...Udit Das
This document presents a project report on factors influencing the buying of mobile handsets in Jagdalpur and Raipur City, India. The objectives are to understand attributes considered during purchase and analyze motivations. A literature review covers criteria like physical attributes, price, features and brand influencing purchase decisions. A questionnaire was used to collect primary data on demographics, ownership, brands, price points, features, and factors affecting choice. Findings show youth prefer Samsung and Xiaomi, are influenced by technology, battery life and camera quality, and consider quality, features and price most important when buying. The conclusion is that consumers are influenced by various criteria, with physical attributes, pricing and features playing key roles in brand selection.
Role of Social Media Marketing in Consumer Buying Decision in Automobile Indu...scmsnoida5
1) The document discusses the role of social media marketing in influencing consumer buying decisions for the automobile industry.
2) It analyzes how social media allows users to generate and share content that influences others' opinions, and how consumers now rely more on peer recommendations than traditional advertising.
3) The study uses surveys and statistical analysis to identify key factors like awareness, recognition, social approval, and reliability that influence car purchasing decisions, and how social media marketing can impact these factors.
Product Purchase and 5 Step Consumer Decision Making Process.mudigonda pranay
This document discusses the 5-step consumer decision making process for purchasing a mobile phone: 1) Problem Recognition, where consumers realize their current phone has a problem. 2) Information Search, when consumers search internally and externally for information to address the problem. 3) Evaluation of Alternatives, where consumers evaluate brands in their evoked, inert, and inept sets. 4) Product Choice, choosing between determinant attributes of alternatives. 5) Outcomes, purchasing and using the new product. The document uses this framework to understand factors in consumers' mobile phone purchase decisions.
This document summarizes a study on new product development based on customer experience for a company called NĀU. The study used qualitative focus group discussions to understand customer wants. Key findings were that customers found the steps to view NĀU's augmented reality products too complicated and wanted simpler experiences. The study recommends NĀU develop a web-based augmented reality system without needing an app, expand their product offerings, and improve their promotional strategies on social media to increase brand awareness.
A survey (Marketing Research) of what customers want in a cell phone designdevan_kataria
This project gives insights on different featurs of interest to cell phone customers, what they seek in cell phones today, which features prompt them to purcahse cell phones the most, which are most significant and least significant featurs, the relationship among features and the features which impact overall satisfaction of customers.
Directi Case Study Contest 2010- IIM Shillong Ajax Directi Group
Directi is analyzing the market opportunity for a new social networking application called CatchUp focused on location-based check-ins and activities. CatchUp would allow users to check-in at locations, share updates and media, participate in games and challenges, and earn rewards. The product design incorporates features like profile pages, live sharing, alerts, itinerary planning, chatting and gaming to meet the needs of mobile users and incentivize use of the application. Business partnerships are also envisioned to provide offers and promotions to monetize the platform.
This document is a dissertation presented in 2006 that examines consumer perceptions of global versus local car brands in India. The study aims to understand the factors that influence consumer preferences for global brands over local brands in the competitive Indian car market. Qualitative interviews were conducted to uncover consumers' feelings and opinions toward global and local car brands. The findings suggest consumers prefer global brands due to their global presence, reputation, and foreign quality. Country of origin also impacts brand perceptions, with foreign countries associated with superior attributes. The dissertation explores these insights in order to understand consumer perceptions of global versus local car brands in India.
This document provides background information and outlines a study that examines how negative online word-of-mouth influences consumer evaluations of an underdog brand compared to a top brand. It begins with an introduction on the topic and a literature review on relevant areas like wearable technology brands, word-of-mouth effects, and underdog theory. It then proposes two competing hypotheses about whether an underdog or top brand will be more negatively impacted. The document describes two pilot studies and the main study methodology which manipulates brand type and review valence to test the hypotheses. It concludes with a discussion of implications and limitations.
This document discusses Microsoft's experience expanding into the Indian market. It notes that Microsoft's traditional "one size fits all" strategy of standard Windows operating systems and software applications does not work well in emerging markets like India. Many Indians cannot afford personal computers and instead use cheaper alternatives like pirated software or Linux. To better appeal to Indian consumers, Microsoft opened a research center in India to develop lower-priced products tailored for the local market, such as Windows XP Starter Edition and cellphone apps. Microsoft also varied its marketing mix and used strategies like cloud-based subscriptions. The key lessons were that product variation and market segmentation are essential for success in diverse global markets.
Goffman (1959) as (cited in Schulz 2012), used theatric allegory to define how a consumer behaves in his “impression management theory”, as a consumer is a social scientist who behaves in public, the way an actor performs on stage in front of an audience .
Schulz 2012 also elaborates; another useful measure of a consumer’s behavioral traits is “reflexivity” by which a customer’s response and reaction can be analyzed by his past experience.
Power Tips from Graphics provides tips for digital publishing. It suggests to stay current, consider various uses like trainings and reports, and weigh the benefits like availability on demand and cost effectiveness over printing. Know your audience's equipment and needs. Leverage technologies like eBooks, forms, and responsive layouts. Engage users with rich media. Focus on relevant content and make accessible, user-centric products. Map out the publishing process and obtain copyright permissions.
An Empirical Study of the Consumer Buying Behaviour for the Mobile Phones in ...scmsnoida5
Abundance of technology has made our life very
rich and qualitatively healthy. Gadgets like
phone, refrigerator, microwave, TV, computer,
Internet, and smart phones are now ubiquitous.
These innovations make us more efficient, break
geographic barriers, connect and entertain us
and make our living easier. But of course, this
has resulted in a more demanding consumer and
intense competition amongst the marketer. The
interesting part in all this is the challenge which
a marketer faces, in order to stand out amongst
the crowd, for a better product, better service and
for delivering a better experience to the consumer.
This study focuses on how a consumer formulates
his purchase decision regarding a mobile phone,
what are the forces and factors which influence
him while making such decisions. Although the
process of buying is not mere transfer of item from
seller to buyer, consumer of today wants value
enriched and ecstatic buying process, enhancing
his experience of shopping.
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2. The process involves registering with a password and email, completing a request form with instructions and deadlines, choosing a writer based on their profile, paying a deposit to start the work, reviewing and authorizing payment for the completed paper or requesting revisions.
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The document provides instructions for creating an account and submitting a paper writing request on the HelpWriting.net site. It involves a 5-step process: 1) Create an account with an email and password. 2) Complete a form with paper details, sources, and deadline. 3) Review writer bids and qualifications and place a deposit. 4) Review the paper and authorize payment if satisfied. 5) Request revisions until fully satisfied, with a refund option for plagiarism.
This document provides instructions for requesting writing assistance from HelpWriting.net in 5 steps: 1) Create an account with a password and email. 2) Complete a 10-minute order form with instructions, sources, and deadline. 3) Review bids from writers and choose one based on qualifications. 4) Review the completed paper and authorize payment if satisfied. 5) Request revisions until fully satisfied, with a refund option for plagiarized work.
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2. Complete a 10-minute order form providing instructions, sources, deadline, and attaching a sample work.
3. Review bids from writers and choose one based on qualifications and reviews. Place a deposit to start the work.
4. Review the completed paper and authorize final payment if satisfied, or request revisions using the free revision policy.
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Chapter wise All Notes of First year Basic Civil Engineering.pptxDenish Jangid
Chapter wise All Notes of First year Basic Civil Engineering
Syllabus
Chapter-1
Introduction to objective, scope and outcome the subject
Chapter 2
Introduction: Scope and Specialization of Civil Engineering, Role of civil Engineer in Society, Impact of infrastructural development on economy of country.
Chapter 3
Surveying: Object Principles & Types of Surveying; Site Plans, Plans & Maps; Scales & Unit of different Measurements.
Linear Measurements: Instruments used. Linear Measurement by Tape, Ranging out Survey Lines and overcoming Obstructions; Measurements on sloping ground; Tape corrections, conventional symbols. Angular Measurements: Instruments used; Introduction to Compass Surveying, Bearings and Longitude & Latitude of a Line, Introduction to total station.
Levelling: Instrument used Object of levelling, Methods of levelling in brief, and Contour maps.
Chapter 4
Buildings: Selection of site for Buildings, Layout of Building Plan, Types of buildings, Plinth area, carpet area, floor space index, Introduction to building byelaws, concept of sun light & ventilation. Components of Buildings & their functions, Basic concept of R.C.C., Introduction to types of foundation
Chapter 5
Transportation: Introduction to Transportation Engineering; Traffic and Road Safety: Types and Characteristics of Various Modes of Transportation; Various Road Traffic Signs, Causes of Accidents and Road Safety Measures.
Chapter 6
Environmental Engineering: Environmental Pollution, Environmental Acts and Regulations, Functional Concepts of Ecology, Basics of Species, Biodiversity, Ecosystem, Hydrological Cycle; Chemical Cycles: Carbon, Nitrogen & Phosphorus; Energy Flow in Ecosystems.
Water Pollution: Water Quality standards, Introduction to Treatment & Disposal of Waste Water. Reuse and Saving of Water, Rain Water Harvesting. Solid Waste Management: Classification of Solid Waste, Collection, Transportation and Disposal of Solid. Recycling of Solid Waste: Energy Recovery, Sanitary Landfill, On-Site Sanitation. Air & Noise Pollution: Primary and Secondary air pollutants, Harmful effects of Air Pollution, Control of Air Pollution. . Noise Pollution Harmful Effects of noise pollution, control of noise pollution, Global warming & Climate Change, Ozone depletion, Greenhouse effect
Text Books:
1. Palancharmy, Basic Civil Engineering, McGraw Hill publishers.
2. Satheesh Gopi, Basic Civil Engineering, Pearson Publishers.
3. Ketki Rangwala Dalal, Essentials of Civil Engineering, Charotar Publishing House.
4. BCP, Surveying volume 1
Communicating effectively and consistently with students can help them feel at ease during their learning experience and provide the instructor with a communication trail to track the course's progress. This workshop will take you through constructing an engaging course container to facilitate effective communication.
Constructing Your Course Container for Effective Communication
A Study On The Decision Making Styles For Purchase Of Laptops
1. A Study on the Decision Making
Styles for Purchase of Laptops
Saibal Kumar Saha
1
Abstract
In this era or technology there are numerous brands of laptops available in the market.
Companies adopt different strategies to attract customers. This study aims to understand the
decision making styles for purchase of laptops from the viewpoint of the buyers. In this
study the different parameters associated with the decision making styles for purchase of
laptops have been identified. Whether the parameters like technology, price, brand name,
aesthetic looks, customer service etc affect the buying decision of the people or is it
something else which drives a customer to make a purchase decision. In order to study the
factors, it is important to know the different brands of laptops available in the market. A
study on the purchasing behavior of the people was necessary to understand whether people
give importance to quality, price, brand image, brand loyalty or something else.
To understand the different parameters and the factors which influence the decision
mak-ing styles, a secondary research has been done. Through this different laptop
brands in the market have been studied. Next, to understand the amalgamation of these
parameters with the different brands a questionnaire had been developed. This was used
to find out how consumers purchased their laptops? What was their approach for
purchasing the product? And what were the influencing factors?
With the help of secondary data the decision making style for purchase of laptops could
be studied and a model has been developed to target the customers and increase the sale
of laptops.
Keywords: Laptop, Decision making styles, Purchase, Laptop brands, Computer
1. Introduction
With the development of technology world has shrunk and has come within the reach of every indi-
vidual, confined into a small box called laptop. Every activity that one had to do physically can now
be done virtually with the help of internet; like booking tickets, banking, watching movie, doing office
job etc. The confinement of technology into a single machine called laptop has empowered every
individual to get connected with people across the globe, look for information and search for
information within a fraction of second, purchase things and perform numerous other activities.
1
Assistant Professor, Jyotirmoy School of Business, Email: saibal115@gmail.com.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
2. 30 Saibal Kumar Saha
Laptops are no longer an item of luxury; it has become a necessity. Although all the machines are
similar, yet people spend a lot of time before purchasing one. They look for information,
compare different brands, go to the shop and spend a great deal of time before making a
purchase. What do they think? What makes them choose a product which is more costly than the
other though it looks same? This study has been chosen to throw some light into these queries.
2. Objectives
The broad objective is to understand the decision making styles for purchase of laptops. To
understand the broad objective, the following sub-objectives have been designed.
i To study the laptop market in India.
ii To find out the different parameters associated with the decision making styles for purchase
of laptops.
iii To understand the influencing factors associated with the buying decision.
iv To study the purchasing behavior of people.
3. Methodology
To achieve the broad objective both primary and secondary research has been carried out.
3.1 Secondary research:
The secondary research has been carried out in the following distinct phases:
i To study the market of laptops in India.
ii To find the parameters associated with the decision making styles for purchase of laptops.
iii To find the different laptop brands available in the market.
iv To study the different decision making models.
3.2 Primary research:
A primary survey was carried out by interviewing people aged 18 and above to test the reliability
of the different variables obtained in the secondary survey. For obtaining the aforesaid data,
question-naires had been developed and administered through an interview.
3.2.1 Process:
A questionnaire was developed.
The questionnaire was verified by conducting a pilot survey.
Online replica of the questionnaire was formed.
Online questionnaire was floated and personal interviews were conducted.
After conducting the survey the data was codified and analyzed.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
3. A Study on the Decision Making Styles for Purchase of Laptops 31
3.3 Target Segment:
People who have purchased laptop within the last 3 years.
The respondents must be 18 years or more.
3.4 Sample Size:
The sample size for the primary survey was: 74
3.5 Tools used:
SPSS : was used for doing all the analysis
MS-Excel: was used for doing the analysis and preparation of charts and graphs
Googledocs: was used for designing the online questionnaire and capturing of the re-
spondents feedback.
4. Findings from secondary research
4.1 The Indian Market Scenario
Laptop sales in India are at an all-time high, due to the recent growth of a new breed of
technology conscious IT users (Mukherjee and Sundararajan 2012). There has been a drastic shift
in working environments coupled with a lifestyle which is always ‘on the move’. Besides the
work-related mar-ket, various other segments are capitalizing on these handy portable computers.
A large number of households and students are using these portable PCs for entertainment and
study purposes respectively.
Notebooks have made this country of a billion plus population sit up and take notice? One of the
reasons could be the steady drop in pricing for a laptop compared to desktop computers whose
prices still remain expensive. Prices are being slashed by multinational players along with local
manufacturers. Another reason for this surge in the desktop–laptop market is the growth of new
professions, which involves a lot of creativity and design needed for anytime-anywhere access.
Convenience and flexibility could be other reasons why laptops are selling out fast in the Indian
market (International Refereed Research Journal, 2012). With the government focusing on IT in-
frastructure and bringing in technologies like WAN, Wi-Fi, Bluetooth and others, there was an
urgent need to fill the gap between technology and people using it. This was a role which was un-
fulfilled by desktop computers. Home computers are slowly become passé with laptops flooding
the market. The drive in the Indian market over the use of laptops can finally be compared to
global sales of laptops.
Overall scenario has given thumbs up to laptops and they are certainly not going out of
popularity for many more years to come. It has become a basic necessity of every office & home.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
4. 32 Saibal Kumar Saha
4.2 Growth Drivers
The Laptop market is growing at a fast rate because of change in work life of
consumers. As the need for “anytime anywhere” access to information is increasing, the
sales of Laptops are also increasing.
Other factors that are responsible for the hike in sales figure are reduction in prices and
affordability. Laptops are now sold at approximately half the price at which they were sold
two years ago. Laptops prices are now almost at par with the desktop computer prices.
The third most important factor is duty free import of Laptops as a personal baggage
that has helped a lot in increasing the penetration level of the product among the
consumer population. Awareness about laptops has also increased over the years.
4.3 Major Players
The major players in the laptop category
are: Hewlett Packard (HP)
1. Lenovo
2. Dell
3. Acer
4. HCL
5. Others
4.4 Laptop market share in India
29%
32%
3%
10%
14%
12%
HP
Lenovo
Dell
Acer
HCL
Others
Source: Gartner (November 2013)
Fig (i): Laptop market share in India
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
5. A Study on the Decision Making Styles for Purchase of Laptops 33
4.5 Parameters
Table (i): Parameters
Technical aspects Services Brand Others
Type of processor Service provided Brand of notebook
Promotional
schemes
Speed of the proces- Knowledge of the
Brand of processor
Interesting features
sor salespersons present in the laptop
Motherboard
Number of service
Brand of operating system Price
stations in the city
RAM
Duration of the warranty Innovativeness associated
Looks
period with a brand
Hard disk capacity
Reputation of after sales Trustworthiness of a
support brand
No of External Ports
Type of Graphics
Card
Type of Sound Card
Battery Life
Wireless Network
Screen Size
Version Of Operating
System
Softwares
5. Consumer decision making process
When a person wants to purchase anything he goes through several phases. The first phase is in-
formation gathering In this the consumer learns about competing brands and their features (Philip
Kotler, 2009). The individual consumer will come to know only a subset of these brands called the
awareness set. Some brands will meet initial buying criteria of the customer called the considera-tion
set. As the consumer gathers more information, only a few will remain as strong contenders called the
choice set. Then the consumer makes a final choice from this set. A company must strate-gize to get
its brand into the prospect‘s awareness set, consideration set, and choice set.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
6. 34 Saibal Kumar Saha
6. Findings from primary research
The survey was conducted on a sample size of 74. The breakup of the different parameters is as follows:
6.1 Gender
Male
Female
28.38%
71.62%
Fig (ii): Distribution of gender in the sample.
28.38% of the respondents were female and 71.62% of the respondents were male.
6.2 Laptop
Fig (iii): Distribution of laptop in the sample.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
7. A Study on the Decision Making Styles for Purchase of Laptops 35
In the survey conducted 36.49% of the respondents use Acer, 32.43% use HP, 16.22% use Dell,
4.1% use Lenovo, 1.35% use Sony and 9.46% use other.
6.3 Reference used for making the purchase decision
Fig (iv): Distribution of references used in the sample.
From the graph it is seen that 20.3% of the respondents took the help of Internet/Magazines,
5.4% took the help of Salesperson, 39.2% took the help of Friends/Colleagues, 4.1% took the
help of Advertisements, 9.5% took the help of Family and 21.6 % took the help of other mediums
before making the purchase decision for laptop.
6.4 Background
Fig (v): Distribution of background of the respondents in the sample.
In the survey 56.76% of the respondents were from technical background while 43.24% of the
respondents were from non technical background.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
8. 36 Saibal Kumar Saha
7. Crosstabulations
7.1 Gender vs Laptop
Gender * Laptop Crosstabulation
% within Gender
Laptop
Total
Acer HP Dell Lenovo Sony Other
Gender Male 35.8% 28.3% 17.0% 5.7% 1.9% 11.3% 100.0%
Female 38.1% 42.9% 14.3% 4.8% 100.0%
Total 36.5% 32.4% 16.2% 4.1% 1.4% 9.5% 100.0%
Table (ii): Gender * Laptop Crosstabulation
Fig (vi): Graph of gender vs laptop.
After performing a crosstabulation with Gender and Laptop it was found that Acer, HP and Dell
are mostly used by both Male and Female users. Hp is the most favorite brand for Female.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
9. A Study on the Decision Making Styles for Purchase of Laptops 37
7.2 Gender vs Reference
Gender * Reference Crosstabulation
% within Gender
Reference
Total
Internet / Sales Friend / Advertise-
Other Family
Magazines person Colleague ments
Male 26.4% 7.5% 35.8% 3.8% 20.8% 5.7% 100.0%
Gender
Female 4.8% 47.6% 4.8% 23.8% 19.0% 100.0%
Total 20.3% 5.4% 39.2% 4.1% 21.6% 9.5% 100.0%
Table (iii): Gender * Reference Crosstabulation
Fig (vii): Graph of gender vs reference.
After performing a crosstabulation with Gender and Reference it was found that Males mostly
rely on Internet/Magazines and Friends/Colleagues before making the decision for purchase of
laptop while Females rely mostly on the opinion of Friend/Colleague before making the decision
for pur-chase of laptop.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
10. 38 Saibal Kumar Saha
7.3 Background vs Reference
Background * Reference Crosstabulation
% within Background
Internet /
Reference
Total
Sales Friend / Advertise
Magazines Other Family
person Colleague ments
Technical 23.8% 4.8% 40.5% 2.4% 21.4% 7.1% 100.0%
Background Non Tech-
15.6% 6.3% 37.5% 6.3% 21.9% 12.5% 100.0%
nical
Total 4.1%
20.3% 5.4% 39.2% 21.6% 9.5% 100.0%
Table (iv): Background * Reference Crosstabulation
Fig (viii): Graph of background vs reference.
After performing a crosstabulation with Background and Reference it was found that both people
from technical and non technical background took reference from Friend/Colleague before pur-
chasing a laptop.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
11. A Study on the Decision Making Styles for Purchase of Laptops 39
7.4 Reference vs Laptop
Reference * Laptop Crosstabulation
% within Reference
Acer
Laptop
Total
HP Dell Lenovo Sony Other
Internet /
13.3% 40.0% 20.0% 13.3% 13.3% 100.0%
Magazines
Salesperson 25.0% 75.0% 100.0%
Reference
Friend /
34.5% 31.0% 20.7% 3.4% 3.4% 6.9% 100.0%
Colleague
Advertisements 66.7% 33.3% 100.0%
Other 75.0% 6.3% 18.8% 100.0%
Family 85.7% 14.3% 100.0%
Total 36.5% 32.4% 16.2% 4.1% 1.4% 9.5% 100.0%
Table (v): Reference * laptop Crosstabulation
Reference
Fig (ix): Graph of reference vs laptop.
After performing a crosstabulation with Laptop and Reference it was found that people purchased
Acer mainly by referring to Friend/Colleague and other (School/College). From the graph it can
be seen that HP is widely referred by all the references viz Internet/Magazines, Salespeople,
Friend/ Colleague and Family. People who purchased Dell mainly referred to Internet/Magazine
and Friend/Colleague.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
12. 40 Saibal Kumar Saha
7.5 Background vs Laptop
Background * Laptop Crosstabulation
% within Background
Acer
Laptop
Total
HP Dell Lenovo Sony Other
Technical 28.6% 35.7% 19.0% 4.8% 2.4% 9.5% 100.0%
Background
Non Tech-
46.9% 28.1% 12.5% 3.1% 9.4% 100.0%
nical
Total 36.5% 32.4% 16.2% 4.1% 1.4% 9.5% 100.0%
Table (vi): Background * laptop Crosstabulation
Background
Fig (x): Graph of background vs laptop.
After performing a crosstabulation with Background vs Laptop it is seen that people with
Technical Background mostly prefer HP along with Acer and Dell. The trend is similar even for
the people with Non Technical Background.
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
13. A Study on the Decision Making Styles for Purchase of Laptops 41
8. Factor Analysis
With the data obtained from the primary research, Factor Analysis was done with the data of the
pa-rameters: Processor, Motherboard, RAM, Hard Disk, Number of External Ports, Type of
Graphics card, Battery Life, Screen size, Services offered, Number of Service Stations,
Promotional Schemes, Looks, Price, Brand, Operating System and Softwares Loaded. The
Rotated Component Matrix of the Factor Analysis is as follows:
Rotated Component Matrix
a
Component
1 2 3 4
Processor .569
Motherboard .775
RAM .649
Hard Disk .536
Number of External Ports .682
Type of Graphics card .777
Battery Life .500
Screen size
Services Offered .850
Number of Service Stations .853
Promotional Schemes .690
Looks .582
Price .768
Brand .691
Operating System .800
Softwares Loaded .792
Extraction Method : Principal Component Analysis.
Rotation Method : Varimax with Kaiser
Normalization. a. Rotation converged in 6 iterations.
Table (vii): Rotated Component Matrix
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
14. 42 Saibal Kumar Saha
Four different factors were obtained from the result of the Factor Analysis. The above table
shows the factor loadings for the different parameters for each factor where the factor loading is
greater than 0.5. Hence, the parameters for each factor are as follows:
Factors
1 2 3 4
(Hardware) (Services) (Price) (Softwares)
Parameters
Processor Services Offered Price Looks
Motherboard Number of Service Brand Operating System
Number of External Ports Stations RAM Softwares Loaded
Battery Life Promotional Schemes Hard Disk
Type of Graphics card
Table (viii): Factors
The first factor consists of Processor, Motherboard, Number of External Ports, Battery Life and
Type of Graphics card. All these are hardwares of the laptop. Hence, this factor has been named
HARDWARE.
The second factor consists of Services Offered, Number of Service Stations and Promotional
Schemes. All these are services offered by different companies. Hence, this factor is termed as
SERVICES.
The third factor consists of Price, Brand, RAM and Hard Disk. A laptop with higher capacity of
RAM and Hard Disk will cost high and bigger the brand the higher is the price. Hence, this factor
has been named as PRICE.
The fourth factor consists of Looks, Operating System and Softwares Loaded. All these are soft
features. This factor has been named as SOFTWARES.
9. Cluster Analysis
After obtaining the factors from the factor analysis, cluster analysis was performed with the vari-
ables, Hardware, Software, Price, Services, Gender, Background and Laptop.
After performing the Hierarchical Clustering the following result was obtained:
Fig (xi): Dendogram
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
15. A Study on the Decision Making Styles for Purchase of Laptops 43
From the Dendogram it is seen that at distance 10 three clusters can be formed. Hence, with cluster
number as three K-Means clustering was done on the data. The results of which are as follows:
Number of Cases in each
Cluster
1 22.000
Cluster 2 9.000
3 42.000
Valid 73.000
Missing 1.000
Table (ix): Number of cases in each cluster
Cluster 1 consists of 30.14% of the cases, cluster 2 consists of 12.33% of the cases and cluster 3
consists of 57.53% of the cases.
Final Cluster Centers
Cluster
1 2 3
Gender 1 1 1
Laptop 1 6 2
Reference 5 3 2
Background 2 1 1
REGR factor score
1 for analysis 1 -.33127 -.21047 .21862
(Hardware)
REGR factor score
2 for analysis 1 .00977 -.02755 .00078
(Services)
REGR factor score
3 for analysis 1 -.35934 .50350 .08033
(Price)
REGR factor score
4 for analysis 1 .07490 .34025
(Softwares)
Table (x): Final cluster centres
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
16. 44 Saibal Kumar Saha
From the final cluster centers it can be seen that:
Cluster 1: The people of this cluster mostly refer to Others (School/Colleges etc) while
purchasing the laptop. These people use the laptop Acer. Their background is Non Technical.
These people give more importance to services and softwares loaded in the laptop.
Cluster 2: The people of this cluster mostly refer to Friends/Colleagues while purchasing the
lap-top. These people use different types of laptops. Their background is Technical. These people
give more importance to price and softwares loaded in the laptop.
Cluster 3: The people of this cluster mostly refer to Salesperson while purchasing the laptop.
These people mostly use HP laptop. Their background is Technical. These people give more
importance to price and hardware of the laptop.
The distribution of the different parameters based on the clusters 1, 2 and 3 are as follows:
Fig (xii): Clusters vs Gender
Fig (xiii): Clusters vs Reference
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
17. A Study on the Decision Making Styles for Purchase of Laptops 45
Fig (xiv): Clusters vs Background
10. Model
The results obtained from this research can be used to develop different advertisement and target
mediums for different types of customers.
CLUSTER 1
CLUSTER 2
CLUSTER 3
Softwares and Operating Systems
should be highlighted
Promotion should be done in schools
and Colleges
These people are mainly School and
College goers
Price should be highlighted
Softwares and Operating Systems
should be highlighted
These people seek the help from
Friends and Colleagues
Attractive advertisements will make
the product talked about. Thus
openion leaders will give their
judgement to the help seekers
Price should be highlighted
Hardwares should be highlighted
This cluster is for the people who
purchase laptops for high end use
Salespersons should be well trained
for making the sale
CBS Journal of Management Practices, Vol. 1 (2014), 29-46
18. 46 Saibal Kumar Saha
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