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RESEARCH REPORT ON

BRAND POSITIONING BY NOKIA

RESEARCH REPORT SUBMITTED TO INSTITUTE OF MANAGEMENT STUDIES, NOIDA IN PARTIAL FULFILMENT OF THE REQUIREMENTS OF MBA PROGRAMME OF UP TECHNICAL UNIVERSITY, LUCKNOW

SUBMITTED TO :

SUBMITTED BY : JYOTI

INSTITUTE OF MANAGEMENT & TECNOLOGY, FARIDABAD SESSION 2006-08

ACKNOWLEDGEMENTS

The research report will be incomplete without acknowledge giving my sincere, gratitude to all persons who have helped me in the preparation of this dissertation. First of all, I thank “GOD ALIMIGHTY” for the blessings showered on me throughout this research project work, which has helped me in the successful completion of the training. I take this opportunity to extend my sincere gratitude and profound obligation towards my guidance Mr. for giving me valuable suggestions & his inestimable help rendered to me throughout the research project and all other faculty members for without their encouragement and continuing support, this research project would not have been possible.

JYOTI M.B.A.IVth Sem.

CONTENTS
• Acknowledgements • Certificate from the supervisor • Preface • Theoretical concepts • Introduction of NOKIA group • Scope of study and Importance of study • Objective of study • Research Methodology • Introduction of industry / organization • Data Presentation • Data Analysis • Findings of study • Recommendations • Bibliography • Annexure

THEORETICAL CONCEPTS Meaning of Marketing
Marketing is a societal process by which individuals and group obtain what they need and want through creating, offering and freely exchange the products and services of valve with others. For a managerial definition, marketing has often been described as “the art of selling products’’, but people are surprised when they hear that the most important part of the marketing is not selling! Selling is only tip of marketing iceberg. The American marketing association offers the following

definition : marketing is the process of planning and executing the conception ,pricing , promotion and distribution of ideas , goods and services to create exchanges that organizational goals. satisfy the individual and

Marketing Research System
Marketing managers often commission formal marketing studies of specific problems and opportunities. They may request a marketing survey, a product performance test , a sales forecast by reason, or

Branding is the art and cornerstone of marketing. maintain. symbol. promotion. and report of data and findings relevant to specific marketing situation facing the company.collection . intended to identify the goods or services of one seller or group of sellers and to differentiate them from those of competitors. and enhance brands. Japanese companies such as Sony and Toyota have built a huge brand loyal-market. At the same time. ”well-known brands command a price premium. Unless……that orange happens to be Sunkist. What is a brand? Perhaps the most distinctive skill of professional marketers is their ability to create. Under trademark law. protect. or design. Thus a brand identifies the seller or maker. observed : ”An orange is an orange………is an orange. As Russell Hanlin. Branding Branding is a major issue in product strategy. a name80% of consumers know and trust. analysis . especially for advertising. the CEO of Sunkist Grower. or a combination of them.an advertising evaluation. The American Marketing Association defines a brand as a name. and packaging. developing a branded product requires a great deal of long-term investment. It is the job of marketing researcher to produce customer insight into problem. the seller is granted exclusive rights to the use of the . we define the marketing research as the systematic design . sign. term.

The Mercedes represents German Culture organized. Attributes : A brand brings to mind certain attributes. The attribute “durable” could translate into the functional benefit. a reigning lion (animal ). 3.brand name in perpetuity. We would expect to see a 55-year-old top executive behind the wheel of Mercedes. Personality : The brand can research research project a certain personality. A Brand is a complex symbol that can convey up to six levels of meaning. safety. ”I won’t have to buy another car for several years.or an austere palace(object). Mercedes suggests expensive. 4. well-engineered. not a 20-year old secretary. durable. Companies need to research the position their brand occupies in the customer’s minds. 1. and prestige. highprestige automobiles. Brands differ from other assets such as patents and copyrights.” Values : The brand also says something about the producer’s values. high quality. Mercedes may suggest a no-nonsense boss (person). Culture : The brand may represent a certain culture. “ What distinguishes a brand from its unbranded commodity counterparts is the consumer 2. . 6. efficient.” The attribute “expensive” translates into the emotional benefit “The car makes me feel important and admired. User : The brand suggests the kind of consumer who buys or uses the product. According to Kevin Keller. which have expiration dates. Mercedes stands for high performance. 5. Benefits : Attributes must be translated into functional and emotional benefits. well-built.

Brand perceptions Perceptions of brands in the same category are not necessarily equal. It helps in suggesting the kind of consumer who buys or uses the product. a brand resides in the mind of the Consumers”. It helps in conveying the values regarding the product. We can have a richer and more complicated set of associations for “Pepsi” than we do for “Cott" or “Mitsubishi". 2. 5.perceptions and feelings about the product’s attributes and how they perform. It is hard to justify a price premium for a brand about which we know little. It helps consumer to search or to remember the product which he wants in a very ease and quick manner. A richer set of associations can increase the ease with which we recall a brand. even . also. It helps in creating the personality or image in the eyes of the consumer regarding the product. for instance) and affect our price sensitivity. Ultimately. 4. And. affect our feelings towards it (increasing trust or confidence. 3. It helps in recognizing the product in unique manner or it distinguishes the product from others. Importance of a Brand As we know brand plays a very important role in leaving the image of its product in the mindset of the consumer and some of the important points about brand importance are as follows:1.

The aim is to create vast inequalities." . Brand preferences Buyers may sample a number of brands. These differences are the results of brand strategy. On the other hand. and are similarly designed and priced. associated with American West. If consumers know what they want.in the richness of perception . The process of acquiring brand perceptions have important implications for the marketing concept and for the nature of competition. rugged. then marketing has a completely different objective: to influence the evolution of perceptions in a way that competitors cannot effectively imitate. This experience triggers the process of consumer inference: “what are the characteristics of the ones I like and one I like not.between a brand and its competitors. if the buyer perceptions are learned and if that learning depends on the strategies of brands. then they establish the perceptual dimensions along which they perceive brands and all brands are subject to them. Both Levi's and Lee jeans are “American". liking some more than the others. Yet perceptions of Levi's are likely to be more powerful and more vivid.brands with the same associations can be perceived differently because the vividness of those associations differs.

evaluate the differences . Brand strategy plays a defining role in this evolution and can have enduring consequences. buyers form a naïve theory relating brand features to satisfaction which is reinforced by advertising and repeat purchase. The conventional view is that buyers consider all the alternatives. people make decisions in many ways. In fact. Nevertheless.making the necessary trade-offs .and ultimately choose the brand that maximizes self-interest.Obvious differences in brands or attributes are assumed to be the “cause" of such differences. you might judge that you do so because of the darker roast and particular blend of beans. the source of a satisfactory outcome can never be precisely determined. preferences are formed and evolved. It may be concluded that one has preference for a brand or some combination of attributes. In the process. We draw on a repertoire of decision rules. If you prefer Starbucks coffee to other brands. In reality. responding to the situation and the need. based on the interaction of buyer experience and brand strategy. . Decision making Buyers learn how to choose brands. This suggests that what customers want depends on what customers have experienced. In purchasing a battery we use a very different decision process that we would in buying jeans. of course.

at least. And following are the ways to gain competitive advantage on others: Pioneering advantage in many markets. competition is less a race to meet consumer needs than a battle over how perceptions. preferences and decision-making will evolve in a market. The decision rules buyers learn depend on the strategies brands pursue.In case of buying a battery. Gerber baby food and Kleenex tissues have retained the largest shares of their markets despite . buyers may resort to simplify matters by using simpler decision rules. buyers may simply exhaustively compare alternatives. Brands like Wrigley chewing gum. not one to each other. we only consider brands we have tried or. Competitive advantage Consumer learning has got profound implications for the nature of competition and competitive advantage. our acquaintances have and put aside lower-priced alternatives as too risky. It is a battle over the rules of the game. In more complex situations. we may compare all the brands to Levi's. They may buy the one on special offer or the one recommended by a friend. If all brands deliver value with respect to the same goals and comparisons between brands are easy. the pioneer or the first entrant outsells the others in its category. If buyers learn what they want. in some cases for decades. In the case of jeans.

The traditional view of the marketing concept suggests that pioneers have higher shares because they have pre-empted the best position in the market leaving less attractive positions for later entrants. across product categories and marketing mix instruments.numerous competitive entries. Second. First. Such interactions are not always easily inferred from . The little research that has been conduced in this arena suggests that. cooperative behaviour implies that companies' actions move together in a coordinated fashion. The techniques is to confirm leader-follower relationships estimated by the other approaches. there is significant variation in the type of interaction that takes place. independent behaviour implies a lack of competitive response. Type of interaction Previous research has attempted to classify or categorize competitive interaction. specifying three basic forms. Finally competitive behaviour implies that companies maximize their own profits by responding competitively to rivals' actions. A central characteristic of competition is that companies are mutually dependent – the outcome of a company's marketing action depends to a great extent on the reaction of its rivals.

the competitive response is also expected to be quite small.e.comprising of three forms of symmetric and two forms of asymmetric behaviour . while simultaneous price increases might be evidence of cooperation. i. Forms of symmetric competitive behaviour Co-operative promotions imply that promotional decisions are made in a co-coordinated function. non-cooperative promotions imply that an increase (or decrease) in one company's promotional intensity is met by an increase (or decrease) in that of its rival's. . simultaneous price cuts may be indicative of retaliatory behaviour. Such a detached behaviour might be expected in markets where demand substitutability is weak. Alternatively. Since there will be little or no crosspromotional response. Recently. if one company increases its promotional intensity the other reduces its promotional intensity to accommodate. a lack of response of both the rivals is also symmetric. For instance.has been specified. Two companies competing for end-of-year market share with extensive coupon drops will be an example of such behaviour. Finally. a more detailed set of interactions . Instances of this type of interaction might include the alternating promotions run by Coke and Pepsi.actual market data.

For instance.Forms of asymmetric competitive behaviuor Leader-follower behaviour occurs when one company (the follower) reacts to the other's actions. There is no one pattern of competition between companies in any industry in any setting. adopting a non-cooperative stance. a weaker of “fringe”. In dominant-fringe interaction. two companies' competitive strategies take opposite directions . Thus. company “personality" and category characteristics interact in a complex fashion to determine strategic behaviour. private labels are often found to follow national brand's marketing efforts. The pattern of competitive interaction in any category is the result of a complex set of variables.one company may behave cooperatively while the other behaves non-cooperatively. . Several issues like demand-side factors. To site an example. market and industrial structure. managers ought to consider the direction and size of the competitive response when evaluating the likely impact of a change in their firm's marketing mix. Company may simply not be willing to tackle a dominant company directly and may thus accommodate its larger rival's promotional efforts. whereas the other (the leader) does not. But a company with a dominant market share might fiercely defend its position.

four factors can be singled out to make collusion work . In the US a manager can be jailed for colluding with a competitor. Or else the cartel falls apart. Canada and certain EU institutions. New Zealand. Co-ordination and Confusion. Australia. Based on a study of over 7. Yet elsewhere collusion is not a crime and is regarded as a natural business practice. companies must send information to each other. A covert cartel is the same thing except that the public is unaware of the arrangement. Communication To collude effectively.000 cases of collusion over the past five years across a broad spectrum of industries. A cartel is a publicly known agreement among companies selling substitutes. The ultimate goal for colluders is a covert cartel. Managers can simply call a competitor on the telephone or meet in an office or some other discreet location. US. They are managed using “facilitators" who ensure that the Cs can survive in the long run. Companies have also used a number of less .the four Cs viz. Constraints. Communication.Changing rules: colluding with a competitor Collusion is a hated word in many countries like the UK.

it is essential that all of the players have a similar sense of constraints. A number of facilitators help to ensure that market constraints are similarly perceived by competitors. surely. organizing joint trade events. seminars. Company A will. Constraints In order for the cartel to survive. workshops and association meetings. industry-level training courses .obvious means of communication which include announcing pricing plans over online networks (US airlines were caught doing this using their reservation systems): using “meet or beat" pricing announcements over public broadcasting media . While doing so.these serve to establish price floors. Company B will be erroneously tempted to engage in aggressive marketing in order to expand its total revenue to absorb some of the perceived excess demand. symposiums. Consider the simple case where the actual sales potential for a given market is $500 million. Each of the two companies starts with a 50 percent market share. Company A correctly perceives the potential as $500 million but Company B perceives the potential to be at least $ 900 million. retaliate and the covert cartel will crumble. it will cut into the share of Company A. This include the formation of trade associations. workshops.

production. .and other forums open to all players within the same industry. block further entrants or obtain cartel-level prices despite the being multiple suppliers. Since retailers promote only one brand at a time there was simply no room in the calendar for a third party to be promoted. These lead to discussion of historical and future industry prospects and even in some cases to the publication or sharing of data among cartel members. Brand B would be on promotion from February 24 to April 16 and so on. in which they used retailers to help co-ordinate promotions so as to block a third entrant. Other facilitators include having board members sit on several companies competing in the same industry. Cross-ownership also facilitates co-ordination. Coordination Coordination of research and development activities. Brand A would be on promotion at retail from January 1 to February 23. distribution. A good example is provided by the two soda companies that were caught in the famed “Cola Payola" case. positioning or even pricing can help companies split the market.

Its own market share will fall in Indonesia and everyone else's share will rise. Let us suppose there is a covert cartel of seven companies in the chemical industry. This scheme works as follows. rather disparate locations. This is a case of multi-market contact. This involves elaborate use of peripheral cues or signals. employees. citing a plausible reason. The same companies compete against each other at different. each taking its turn as the “bad guy" in order to help the others out. say. Indonesia. regulators and potential entrants should not fully understand the working o the cartel.Confusion Confusion requires that consumers. One of the most common coordination schemes . The other competitors will use the same story in other Pacific Rim countries. They have been so successful that citizens in . a number of companies have been able to maintain the illusion that there is no collusion in their sector for a long time.Round Robin collusion generates such signals. With the four Cs in place. Suppose all the seven companies meet and decide to increase prices throughout the region to monopolistic levels. Company A will volunteer to increase its price in. Al the companies sell to clients around the Pacific Rim.

companies are striving hard to access quick and reliable intelligence about their customers. Northwestern University * Venkatesh Shankar. * Philip Kotler. Assistant Professor of Marketing and director of Quality Enhanced Systems and Teams (Quest) at the Smith School of Business.countries where no price-fixing laws exist often do not realize that price-fixing is a daily event for most of the products they purchase. Jr. Professor of International Marketing at the Kellogg Graduate School of Management. Northwestern University * Gregory Carpenter. All rights of the authors and publishers are reserved. Associate Professor of Marketing at London Business School * Philip Parker. Professor of Marketing at the Kellogg Graduate School of Management. The above article has been abstracted / condensed from the views of the following professors in Mastering Marketing published by Business Standard in partnership with Financial Times. . University of Maryland * William Putsis. Insead Changing rules: Where to be marketing headed? As the marketplaces are changing at an accelerating pace and corporate boundaries are blurring. Professor of Marketing.

Shops selling books. which will continue to remain the key to company adaptability and profitability even in the new millennium. And.competitors. more entrepreneurial retailers will build entertainment and theatre into their shops. Business purchasing agents will also shop on the Net. the distinguished Professor of International Marketing. The sellers will crave to market an “experience" rather than an assorted product. will have a mutated look in the future years. either advertising and waiting for bidders or simply surfing in their “book-marked" websites. as suggested by him. the major developments in the evolving marketplace/market space will be as follows: There will be a substantial disintermediation of wholesalers and retailers owing to electronic commerce. Virtually all products will be available without going to the shop. opines Philip Kotler. The buyer will be able to access pictures of any product on the Net. shop online for the best prices and terms and click order and payment over the Internet. Marketing. In order to combat this. . * Shop-based retailers will find the numbers of buyers dramatically diminished. distributors and products. Expensively printed catalogues will disappear from market. get the much-needed information. for instance. food and clothes will also have coffee bars.

They can afford to make less profit on each sale because of the long-term purchase contract.* Companies will build proprietary customer databases containing rich information on individual customer preferences and requirements that they might use to mass-customize their offerings to their buyers. * Organizations will persuade their accounting departments to generate real numbers on profitability by individual customer. Thus the rivals will find it increasingly difficult to acquire new customers and most of the organizations will spend time figuring out how to sell more products and services to their existing customers. * Most of the companies will outsource over 60 percent of their activities and requirements. Many will move to customer lifetime supply whereby they will offer to deliver a regularly consumed product on a regular basis at a lower price per unit. Companies will focus on building customer share rather than market share. A few will outsource 100 percent. Business will be able to retain customers through finding imaginative ways to exceed customer expectations. * Companies will switch from a transaction perspective to a customer loyalty-building perspective. making . product and channel and will soon come up with reward packages and incentives for their more profitable customers.

Their rivals will be quick to copy an advantage through benchmarking. They shall interact with each other on their computer screens in real time. reverse engineering and leapfrogging. Buyers will prefer to meet salespeople on their computer screen rather than in their office. * Many sales people will be franchisees rather than company employees. enabling them to develop individualized multimedia presentation and customized market offerings and contracts. On the other hand. * Companies will be unable to sustain competitive advantages. * Mass TV advertising will greatly diminish due to several viewing channels.themselves virtual companies owning over very few assets and therefore earning extraordinary rates of return. Firms will believe that their only sustainable advantage lies in an ability to learn faster and change faster. The organization will equip them with the latest sales automation tools. . There will be very few printed newspapers and magazines. marketers will reach their target markets more effectively by advertising through specialized online magazines and news-groups. Sales people will have less of traveling and airlines will shrink.

the global marketplace will evolve at an unthinkable pace. And the key to competitive success will be to keep ones marketing changing as fast as ones marketplace. while offering high value. Thus they are approaching market with the same perspective and are offering products that. trying to come up with new ideas from the same sources and benchmarking the same companies. While their benefits have surely been enormous. by coming up with new ideas to add value to their products. All these abide by the classic definition of the marketing concept: Giving customers what they want. the corporate players are yearning to get close to the buyers. are completely . this race to embrace the marketing concept has given rise to some unanticipated consequences. by bolstering customer relationships and by adopting innovative measures to speed products to market. analyzing similar market research data. To woo them better the organizations are going to any extent by initiating/resuming dialogue with customers by scrutinizing market research. In many a case the competitors are conversing with the same customers. according to the marketing Guru.Hence. Changing rules: the evolving concept of marketing Hounded by nerve-wrecking competition and increasing awareness and sensitivity of the buyers.

On the contrary. how they perceive. Nokia and Ericsson are shaping buyer perceptions of cellular phones. value and select brands are the “essential rules of the game". Thus brand strategies play a pronounced role in defining the rules of the game. the customers do not know what they want. The evolution depends on what the sellers teach the buyers to ask for.playing a role in the . the concept of marketing itself is evolving. Motorola. Under the conventional view of customers.indistinguishable. This lack of differentiation presents an important challenge to the concept of marketing. Ergo. they learn to want and to aspire.and part teaching . The emerging concept suggests that marketing is part learning gaining an understanding of what buyers know now and of the process of buyer learning . at least at the very start. The core assumption of the current view of marketing that is all about “giving customers what they want" is that the buyers know what they want. The rules of the game ought to evolve as buyers learn. For instance. Increasingly strategies are been framed on the assumption that. The evolving marketing concept is challenging this view.

among sport-utility brands. In formal economic terms. Mercedes-Benz provides safety and prestige. . The conventional view is that the customer compares brands along only one dimension. making comparisons across brands simple. the consumers seek a single goal-utility. Over time. For instance. Consumer learning At the root of much consumer learning are the goals that motivate. The concept of brand-goal links has important competitive implications. It is about being market driven and marketdriving.buyer learning process. The goals associated with brands differ from brand to brand in the same category. Thus links between brands and goals are nurtured over time. And these brand-goal links are fundamental results of consumer learning. the goals associated with product categories and brands grow from a simple set of functionally oriented goods to a more elaborate set of functionally and emotionally oriented goals. smart self-image. Range Rover enables its owners to portray themselves as refined individuals who are sensitive to tradition and Lexus provides peace of mind and a more modern.

The emerging view is that buyers seek many different goals and that within the same category some brands can be linked with multiple goals in unique combination. Volvo has, for example, successfully linked both “be a responsible parent" and “add excitement to life" to the Volvo brand through its new V70 station wagons, which combine a high performance engine, suitable racing, with a family car, blurring the age-old distinction between a family car and a sports car. By successfully linking these goals - along with the “safety" so long associated with the brand - Volvo has defined the brand as delivering value that none other can. Brand-goal links such as these built through strategy and learned by consumers prove themselves to be unique.

INTRODUCTION
The research project I have completed is all about the market research regarding Brand Positioning by one of leading company Nokia in Cellular phones Market. My research projects give a brief scenario about how brand is created and leaves an impression in the eyes of the user and force him to buy that product. The research instrument which I have used during the research is questionnaire and for that I surveyed 100 people. If we talk about Market research It is a function which links the consumer to the market through information use to identify and define marketing opportunities. I don't think that the signals in the last two years mean that Nokia lost the leading role in the mobile market. Probably there is another truth behind it: Nokia, as a lot of other brands, is still trying to digest the fall down of mobile forecast. The problem is always the same people talk enough using the mobile and all the sector needs is something that has real value for customers (business and consumer) and for corporate and that speeds up market growth. If you see the numbers, you will see that just Samsung grew in last two years. Motorola, Ericsson, Sony Ericsson, Panasonic and others are still floating in the market. I think that without an answer to the main question (what will make the value's market speed up?), leaders like Nokia will have some problems to increase the leadership.

In this report I have analyze that Nokia is having a very great position in present scenario and in the coming years as well and other companies have to do very well to remove the Nokia brand from the customers mindset.

• To find out perception of NCR/Delhi people about NOKIA brand • To locate the potential NCR/Delhi market for NOKIA The research program is designed for the promotion of NOKIA in NCR/Delhi area and overcome the main barriers for brand in market of NCR/Delhi . Problem faced in the market . To find out the areas where perception is positive and where is and being done for this is negative . Our main objective is to find out the problems which are the main barriers in the promotion of NOKIA in NCR market. the work which is described as fallows .OBJECTIVE OF STUDY The purpose of research is to discover answers to questions through the application of the scientific procedures the main aim is to find out the truth which is hidden and which is not been discovered yet . initially we see that how many areas are positive how many are negative responded . Our others objective are: • To find out the sources of promotion in NCR/Delhi market.

formulating hypothesis or suggested solutions . ultimately we have to increase the sale of Nokia in this areas for this it is mandatory to remove the problems like consumer awareness . Problems and their solution in NCR/Delhi market . social science define the research as .organizing and evaluating data making deduction and reaching conclusion .because they are in the in the direct contact of consumer and know their liking and disliking in a better way. a movement from the known to unknown. Research is an academic activity and as such the term should be used in a technical sense. Research comprises defining and redefining problems. These problems could be find out by doing survey of that particular area . Some people consider research as a movement. RESEARCH METHODOLOGY Research in common parlance refers to a search for knowledge. One can also define research as a scientific and systematic search for pertinent information on specific topic. collecting . In fact research is an art of scientific topic. and at last care fully testing the conclusion to determine whether they fit the formulating hypothesis .

Defining the Problem: Quite often we all here that problem half solved. A part from this we have it cores the national capital region in a peoples way in terms of approach. which are the main barriers in the promotion of NOKIA in NCR/Delhi market. In Brand Positioning by NOKIA our main problem is how to create the brand image of NOKIA in NCR/Delhi areas and strengths the roots of NOKIA Company in the industry.correct or verify the knowledge aids in construction of theory or in the practice of an art . In fact formulation of problem is mire essential than its solution. concepts or symbol s for purpose of generalization to extend . This statement signifies the need research problem properly is a perquisite for any study and is a step of highest important. The systematic approach concerning generalization and the formulation of the theory is also research.the manipulation of things . Objective of research: Our main objective is to find out the problems. Our others objective are: .research is thus an original contribution to t existing stock of know ledge making for its advancement .

Since the aim is to obtain complete and accurate information in the said studies. 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 research purpose with economy in procedure. which is very fast in production. The data collected had to be .• To find out the sources of promotion for NCR/Delhi market. The process had to be started from the grass root level and it was very important to understand the market for this IT product. distribution and consumption. The survey was conducted on the basis of NOKIA’s product preference and evaluation of sales forecast in the new and underdeveloped market including the evaluation of the advertising and promotional measures. The entire process was more of a Descriptive Research type and incorporated a formal study of the specific problems faced by most IT companies an exploring the opportunities in the untapped market. • To locate the potential market for NOKIA. • To find out the Brand perception on people. Here we have used descriptive research design.

Sample design may as well lay down the no of items to be included in the sample. .systematically arranged. analyzed and reported in a form congenial to take on the spot decisions The entire set of various segments in the population comprises all the retail store and outlets each retail store in the sampling frame constitute the sampling unit in brief we can say overall sampling is based on 100 people. Sampling design A sample design is a definite plan for obtaining a sample from a given population. If it refers to the technique or the procedure the researcher would adopt in selecting items for the sample. Universe The universe is finite universe where number of items is finite in the given problem the universe is infinite and whole NCR/Delhi area of NCR/Delhi. The researcher must prepare the sample design which should be reliable for research study.

We collect the primary data during the course of doing experiments. The size of sample is 100 people of NCR/Delhi.Sampling unit Decision is taken after concerning the sampling unit. Collections of primary data The task of data collection begins after a research problem has been defined and research plan chalked out. Here selected sampling unit for study is outlet of NOKIA. sampling unit may be a geographical one such as state district village etc or a construction unit such as house flat or it may be a social unit a club or school. In given problem the descriptive research is used so we . The primary data are those which are collected a fresh and for the first time and thus happen to be original in character. of items selected from the universe to constitute a sample. Source list It contains all the items of universe in case of infinite universe it is also known as sampling frame. Size of sample It refers to the no.

Each Distributor survey 3. Analysis of finding and observations INTRODUCTION OF CELL PHONES INDUSTRY . For collecting primary data we used observation method. Retail Tracking 2. Fieldwork The entire project was divided into five phases and each phase had its individual significance and supplemented each other. The four phases into which the project was divided were: 1. Each SD survey 4.can obtain primary data either through observation or through direct communication with respondent or through personal interviews. interview method and interview through questionnaire.

mobile phone technology could soon be used to run the mobile ATMs of banks. BPL Mobile also tied up with Hindustan Lever to poll its subscribers on Rexona soap. Indeed. Indeed. for video conferencing and accessing streaming video and downloading short video clips.your world is about to change dramatically in a few months. It is now planning to tie up with Star TV and Radio Mirchi for similar contests. Bharti has tied the knot with the Aaj Tak channel for polling Bharti's subscribers. zip photographs through your mobile to your friends’ mobile phones. streaming video – is about to open up for mobile phone users as cellphone service providers gingerly tip-toe into the data business Calling all mobile phone users -. play online games. the mobile phone data business is already here. for example. because both sides share the . to name a few. Experiments with a range of new enhanced short messaging service (SMS) uses are already on – SMS for the interactive contests of TV channels and for corporate surveys. Indeed.An exciting new world – dating services. BPL Mobile. dating services (you can chat with someone who fits your profile). online games. you’ll be able to seek assistance on your phone to find a house or a friend or to locate emergency services. If you’re an ordinary mobile user. to find yourself a husband (if you’re a woman) or wife (if you’re a man). tied up with MTV for choosing the winners in a VJ Hunt and also for free tickets to a Deep Purple live concert. it makes sense for mobile service providers to partner TV channels and companies in SMS. Not long ago.

If a brave new world awaits mobile phone users. in Bharti’s case) after introducing 32 K SIM cards. without even making a call. That's not all.for example. you’ll be able to e-mail photos clicked on an in-built camera in your phone to another mobile number for Rs 6 to Rs 7). they offer around 20 per cent of the revenue from such deals to the channel if the tie-up generates over a million SMS. For TV channels. not voice. including Bharti and BPL Mobile.and cut throat competition and dramatic tariff cuts are forcing them to take a harder .revenue. though it could come roaring back in a new avatar. you will be using your mobile phone to keep your company informed of your truck’s position. it’s because cellular service providers still earn most of their revenue from voice (telephone calls) -. If you're a truck driver. SMS is a cheap and effective way of reaching viewers and helps make TV programmes interactive. Nearly all cellphone service providers. Mobile phone technology will also be harnessed for several business uses. SMS – the hottest new data application on the mobile phone – as we now know it could become passe. And if you're a salesman at a fast moving consumer goods company. In the works too is the introduction of multimedia messaging services (MMS -. the deals spell money for jam – typically. you may be providing information to your office on inventory levels at a retail outlet and booking orders by punching in a few numbers. As a result. thanks to a new SIM card being developed that will transmit only data. have also introduced some form of dating and friendship SMS service (Track Ur mate. For mobile service companies. and they keep the rest.

We will see a lot of niche content addressing the needs of various market segments. Two key developments are pushing service providers into India’s fledgling data market. the following: A GPRS-powered sales force automation system for FMCG as well as insurance companies is being developed.” While few are ready to share their data market strategy. Unlike existing mobile phones. One. 2. will be a key factor for the development of the data market.5G as well as 3 G services from late December. This could radically change the mobile data distinct possibility. global systems for mobile communications (GSM) -based cellular operators across the nation propose to launch the general packet radio system(GPRS – 2. Notes Kobita Desai.5 G) services in the next few months. pictures cannot be transmitted through SMS – though icons or graphics can – and SMS faces the disadvantage of being restricted to a limited number of characters. Right now. or have launched. Salesmen or . making innovative corporate mobile data services a reality and high speed e-mail a It would also give SMS a new lease of life because mobile users will be able to send pictures and videos to other mobile users or elsewhere. which will hold subscribers. telecom analyst at Gartner. India’s mobile phone service companies are unquestionably either working on.5 G and 3 G offer platforms which make it possible to transmit data at very high speeds. The second is the introduction of CDMA-based limited mobile services by business groups like Reliance which are set to offer both 2.look at generating extra revenue from mobile data-based added value- services. the research firm: “Content. market.

send data to the central office where the policy will get processed in double quick time. but realised that companies were concerned that the phones could be misused by drivers to make personal calls.saleswomen will. be able to update new orders on their GPRS-enabled phones and transmit the data to their head offices or warehouses. Over 200 of Zee's PlayWin lottery mobile kiosks spread across Mumbai are powered by GPRS links to a central location where the draw takes place. so ensuring better inventory management and quick delivery. So the Bharti group is now working with vendors to develop a SIM card that can transmit only data. Talks are also on with banks to use GPRS connectivity for running mobile ATM centres.” . with the press of a button. Sales staff can also get into the warehouse database to check whether the products ordered are available or not. This usage is peculiar to India. GPRS connectivity is an answer to these. And insurance agents can key in the data required for a new policy on a GPRS-enabled mobile phone and. BPL Mobile realised that GPRS connectivity can be used as a replacement for small aperture satellite-based systems (V-sats) for data communications. Says a senior BPL mobile executive: “V-sat connectivity has numerous reliability problems. It has tied up with Zee. for instance. A fleet management system where truck drivers will be able to use their mobile phones to transmit data on their positions to the central monitoring office. The Bharti group held discussions with trucking companies and large FMCGs to sell its fleet management system.

commerce solutions. is experimenting with Hindi. Hutchison Max too sees a huge opportunity here. They could go up by leaps and bounds --. Expect too a range of e. To be sure. for instance. Bharti. picture downloads (Rs 2 to Rs 3). the figure is expected to go up to 3. streaming video and short video clip downloads. Hutch is planning to slash SMS prices to Rs 1.50) in Delhi to expand the market further. Bengali and Gurmukhi and Nokia has introduced a phone with vernacular key send over 40 messages a month and the numbers are going up dramatically every .5 per cent. the number of SMS messages sent every month per subscriber is much lower than the world average of 40 and the Philippines' average of 200. video conferencing. Data services accounted for about 2. for example.2 million paid messages a day to 2 million at the end of this year.20 (from Rs 1. CEO of Essar-Hutchison in Delhi: "About 5 per cent of our revenues come from data and the number of messages sent is virtually doubling every year". this year. Cellular service providers. Says Sudarshan Banerjie.CDMA-based operators will be launching the latest CDMA2000ix phones with 3G services. expects its SMS traffic to go up from 1. are convinced that the SMS market will explode. meanwhile. But US research firm Gartner says that Indian subscribers who use SMS regularly already month (see chart). on-line gaming. BPL Mobile. They've joined with mobile phone manufacturers to introduce vernacular SMS. These include position location services (for around Rs 3).5 per cent of the Bharti group's revenue last year.mobile service providers see a rich vein to tap in vernacular language SMS services.

head of mobility at Bharti Televentures: "Vernacular languages will go a long way in pushing SMS usage in the country. Expanding the data market makes economic sense for mobile don't have to share service companies. up from a mere 3. mobile data accounts for around 11 per cent of compound annual growth rate of 69 per cent from 2000 revenue (see . of course. Margins in SMS are a high 90 per cent or so of the tariff. the first step is to ensure that more people have a phone for simple voice usage. chart). meant for advanced markets.pads and software that recognises Indian languages. Data is a luxury. Says Rohit Bhatia." Still. The only cost incurred is on setting up a messaging centre." With all this going on. Says Anil Nayar. head of new products at the Bharti group : "Earlier. unlike in the case of voice calls. That's because service providers revenue from SMS with the government. the mobile data market has its fair share of Cassandras too. not for India. Says a senior executive of a US-based telecom company: "Considering the low penetration of phones in India. But with voice tariffs coming down. data applications were seen as something good for the brand and as something that would reduce customer churn. In Europe. Gartner thinks that in 2006 data services will account for 17 per cent of the revenue of mobile service companies." The mobile data business is. in its infancy in developed markets. data services are seen as contributing to revenue.75 per cent last year. A Merril Lynch report a figure that represents a forecasts that Indian operators will earn over US $ 76 million (over Rs 372 crore) from data by 2005.

data weighs in with less than two per cent of revenue. So most mobile phone operators are using a combination of strategies -.operators' revenues." That's close Gartner's 17 per cent research research projection for data services in 2005. president and CEO of BPL Mobile : "We expect to increase revenue earnings from non voice (including GPRS) services from 10 per cent of the revenue to 15 per cent by the end of this year. for example. And even in markets like China.000 -. BPL Mobile. but expect this fledgling to grow up pretty quickly. Asia will lead the charge Mobile data may not as yet provide substantial revenue to cell operators worldwide.partly because GPRS-enabled in the first few months.000 subscribers in Mumbai -. A Merril Lynch report forecasts that revenue from mobile data (including 3 G .to expand the data market. Still. the potential revenue from data services can't be ignored. While voice will still remains the predominant source of revenue at least for the next few years. What is more. So mobile data may still be a fledgling business here.its goal this year is 10. GPRS hasn't yet taken off in India. the figure is as low as three per cent. building specialised GPRS-based products for the corporate sector relevant to India and promoting value-added SMS services -. But the mobile phones weren't ready company is still hopeful. despite well over a billion plus mobile subscribers in the world. In the US. has some 4. the first to launch GPRS in India. only five million are hooked on to 3G phones.aggressive pricing. but that could change dramatically. Says F B Cardosa.

thanks to low prices and the free SMS packages operators offer). The Mobile Data Association expects the number of cellular data users to top 28 million by the end of 2003 and generate over US $ 2. CDMA-based cellular service operators who offer 2. What is more.72 million in 1999. DoCoMo’s sweepingly successful service in Japan.5 G services have taken a lead over operators who offer GSM-based GPRS services in the mobile data arena. however.8 per cent of its revenues to come from data by 2002 end. but the market could explode. .2 SMS every day. mobile data has yet to catch on. Leading the mobile data charge will. be Asia. That’s because their services are cheaper and handsets are easily available and are more affordable. expects 25. Note too that around Asia and in the US. SMS accounts for over 22 per cent of an operator’s revenue (on an average. But the US mobile data market too is expected to grow substantially. from around 11 per cent in 2002. a cellphone service subscriber sends 11.6 billion in revenue. In the US. In the Philippines. if not dramatically.68 billion by 2005 from only $ 2.5 and 3 G services. i-Mode. around 17 per cent of this will come from data carried on 2. cellular service providers get just two per cent of their revenues from data. though the hot growth rates could plateau. The Yankee group estimates that China’s wireless data market will balloon to US $ 5. In China. It expects as much as 40 per cent of mobile phone users to use data.services) will more than double to 27 per cent of a cellphone service provider’s revenue in Europe by 2005.

7 million by 2003. for instance. Morgan Stanley research research projects that 9. It also believes that over 12.In Korea.8 million Koreans will subscribe to CDMA 2. with the figure going up to 19. . Clearly.2 per cent of S K Telecom’s (which offers CDMA services) revenue will come from data by 2002 end.5 G-based services. India’s cellular service providers will ignore the data business only at their peril.

Nokia provides equipment. media and businesses. Nokia connects people to each other and the information that matters to them with easy-to-use and innovative products like mobile phones. Nokia is a broadly held company with listings on four major exchanges. games. driving the growth and sustainability of the broader mobility industry. The world's first international cellular mobile telephone network NMT was opened in Scandinavia in 1981 with Nokia introducing the first car phones for the network Or. solutions and services for network operators and corporations. devices and solutions for imaging. that the world's first NMT hand portable. the Nokia Cityman.INTRODUCTION OF NOKIA GROUP Nokia is a world leader in mobile communications. was launched in 1987? .

Year 1990 The world's first Radio Data System (RDS) and Mobile Search (MBS) text pagers. Year 1987 The world's first NMT handportable. . Year 1981 The world's first international cellular mobile telephone network NMT opened in Scandinavia with Nokia introducing the first car phones for the network. the Nokia Talkman. Year 1984 The world's first portable NMT car telephone. The world's first fast-poll 14. the DX 200.400 bps (bits-per-second) modem. Year 1988 The world's first ISDN (Integrated Services Digital Network) exchange conforming to CCITT standards. Year 1989 The world's first Actionist trucking mobile radio network was brought into operation. was brought into use in Finland.History of Nokia Year 1969 Nokia introduced the world's first 30-channel PCM (Pulse Code Modulation) transmission equipment conforming to the standards of CCITT (Consultative Committee on International Telegraphy and Telephony). the Nokia Cityman. Year 1982 Europe's first digital telephone exchange. manufactured by Nokia.

The world's first credit card size cellular modem card developed with AT&T Paradyne.The world's first digital cellular data products.The first European manufacturer to start selling mobile phones in Japan. the first digital handportable phone for GSM networks. providing fully digital. Japan Digital). the first family of handportale phones for all analog networks. Year 1994 The first offical GSM call in the People4s Republic of China made on a Nokia phone on Beijing TA4s network. PCN.Inmarsat made the world's first satellite telephone call with Nokia's pocket-size GSM handset.The world's first SMSC (Short Message Service Centre) taken into commercial use in Europolitan's Nokia network.The first manufacturer to launch series of handportable phones for all digital standards (GSM. supplied by Nokia. Year 1992 The Nokia 1011. The Nokia 2100 was the world's smallest and lightest family of digital products.The Nokia 100 series.The world's first Data Communications Server (DaCS). fast access to corporate LANs. TDMA. including the Nokia PC Card and the Nokia Cellular Data Card.Year 1991 The first manufacturer to have a large-scale production-ready GSM phone. supplied by Nokia.The world's first genuine GSM call made using Radiolinja's network. Year 1993 The first Personal Communications Network based on GSM 1800 standard delivered by Nokia. Year 1995 .

innovative feature for PDC handsets. The Nokia 2160. the first with an innovative. the Nokia 540. the Nokia 6100 series. was established: the first factory to manufacture large scale GSM systems and equipment in China. Chinese character short messaging service and Chinese user interface were launched in the Nokia 8110 mobile phone. the world's first all-in-one mobile communications Year 1997 tool introduced at the CeBIT exhibition. which is the world's first NMT phone with Navi Key. ergonomically comfortable design.The new joint venture. Next generation half-rate hand portable for the digital PDC standard in Japan. which enables calling by voice activation. . the Nokia Mediamaster. the first available dual mode AMPS/TDMA phone. Nokia was the first manufacturer to offer both simplified and traditional character sets in the same phone. Beijing Nokia Mobile Telecommunications Ltd. The next generation GSM product family.The Nokia 8100 product family. Nokia is the first company to demonstrate an entirely new. The Nokia 9000 Communicator. With this introduction. Year 1996 The first digital multimedia terminal in the world. A new handset for the NMT 450 standard. The world's first four TETRA networks were delivered by Nokia.. New standards for operating times and a set of innovative industryfirst features. including audio quality and an entirely new Profile function which enables users to adjust the phone settings according to various situations.The world's first integrated wireless payphone.

according to the TETRA standard. sets a new benchmark for NMT 450 technology. Nokia completed the world's first WCDMA (Wideband Code Division Multiple Access) phone call through a public switched telephone network. The network. . As a special additional feature and first in the market.' The Nokia 3810.The world's first GSM dual band base station. the first mobile phones with user-changeable covers. is the world's first network taken into operative use. The world's smallest NMT 450 phone. This provides the possibility to integrate GSM 1800 transceivers (TRXs) into an existing GSM 900 Base station(BTS). Year 1999 Nokia introduced the world's first high-speed data terminal for wireless networks: the Nokia Card Phone 2. the Nokia GSM 900/1800 Dual Band BTS. the Nokia 650 has a built-in FM radio. thereby marking the start of commercial delivery of broadband data services using the ADSL network. the Nokia 650. the first hand-held mobile device supporting wireless imagining. called officially Helen Net by Helsinki City Energy Company. the first mobile phone specially designed for Asian consumers Year 1998 Nokia delivered world's first ETSI standard ADSL and IP network to Telecom New Zealand. The Nokia 9110 Communicator. The Nokia 5100 series.0 brings about a four-fold increase in data transmission speed. The first call on the Helsinki City Energy Company's digital TETRA network was made.

time Nokia and Sonera have completed tests that bring in the world. This is the first time mobile phones will be sold on airplanes. WAP over TETRA provides a new method of data communication for professionals. The Nokia 7110 dual band GSM 900/1800 media phone has been designed to enable easy access to Internet content from a mobile phone. Operators can use Nokia GPRS networks to provide their customers with new types of services that bring benefits offered by IPv6.Nokia announced the world's first media phone that is based on the Wireless Application Protocol (WAP) in Mobile Media Mode. roaming capabilities for IP traffic between GPRS networks for the first Nokia and Scandinavian Airlines Systems announced a partnership to bring Nokia mobile phones to the selection of goods sold on all international SAS flights. Nokia introduced the world's first TETRA WAP browser which brings powerful WAP applications to TETRA professional mobile radio networks. such as global reachability and end-to-end security. Nokia has combined the versatility of WAP with the power of TETRA to introduce the world's first WAP services for digital professional mobile radio users. It enables real-time direct access to various customer and technical databases in only a few seconds. Year 2000 Nokia introduced the world's first IPv6-enabled end-to-end GPRS network. The new WAP services have been developed in co-operation with Finnish companies Helsinki Energy and Tekla Corporation. Nokia launched the Nokia LiveSite platform. the world's first WCDMA .

such as audio and video clips. Nokia successfully carried out the world's first WAP service over a trial WCDMA system. Nokia introduces the industry first multimedia messaging solution. Nokia and the Finnish operator Sonera conducted the world's first Wireless LAN roaming based on GSM technology. Nokia is the first vendor in the world to bring full mobile IP packet data functionalities into TETRA networks. Sonera is making . the Nokia Artuse (TM) MMS (Multimedia Messaging Service) Center. China. a founding member of the SyncML initiative. photographs and images with the traditional text messaging. The tests were completed in Beijing.implementation which is compatible with the latest 3GPP standards for third generation networks. a high-capacity platform for the next wave of mobile messaging. Nokia. The solution enables operators to introduce multimedia messaging services combining new rich content. announced that it had successfully demonstrated the world's first wireless Internet synchronization using the SyncL protocol. Hong Kong. Nokia TETRA IP significantly enhances access to WAP services and more efficient WAP service development is possible with new TETRA IP functionalities. This is the first announcement of its kind in the world for GPRS interoperator Year 2001 roaming. where Chinese language WAP services were transmitted via the WCDMA system and radio network. Nokia announces world's first GPRS roaming between M1 Singapore and Cable and Wireless HKT Mobile Services.

This was the first time that packet data has been transmitted end-to-end on a commercial system based on the above mentioned commercial standard. Nokia announced the Nokia NFC (Near Field Communication) shell. Year 2002 Nokia succesfully made the first 3G WCDMA packet data calls between its commercial network infrastructure and terminals in its laboratories in Finland. achieving a peak data rate of 3. The call. 1xEV-DV basestation emulator. Year 2003 Nokia announced that the world's first cdma2000® 1xEV-DV highspeed packet data phone call was completed at Nokia's CDMA product creation center in San Diego. The Nokia 3G WCDMA network and terminal used were based on the commercial standard level known as 3GPP (3rd Generation Partnership Research research project) Release 99 June 2001 version. Year 2004 Using Nokia's CDMA Dual-Stack handset. . The demonstration highlighted real-time streaming video with seamless handoff between two CDMA access networks using Mobile IPv6. Wireless Solutions Group.use of Nokia technology that allows mobile operators to offer broadband wireless Internet services in Wireless LAN access zones.09 Mbps. This chipset is the world's first to support complete 1xEV-DV Release C functionality. Nokia demonstrated the industry's first Mobile IPv6 call at the 3G World Congress Convention and Exhibition in November. was made between a test set based on a commercially available Nokia 2285 handset upgraded with a Nokia 1xEV-DV chipset and a Racal Instruments.

Handheld) network at the Nokia Connection event in Singapore. This . In October. Nokia and TeliaSonera Finland successfully conducted the world's first EDGE-WCDMA 3G packet data handover in a commercial network. M1 and the Media Development Authority of Singapore jointly showcased a live end-to-end mobile phone TV broadcast over a DVB-H (Digital Video Broadcast . Achieving a first for the Asia-Pacific region. an independent industry body which provides network compliancy requirements and testing for GSM/WCDMA mobile devices. The certification was achieved based on the requirements defined by Global Certification Forum (GCF). MediaCorp Technologies. The Reference Implementation is available immediately to Series 60 licensees. SBS Finland's Kiss FM became the first radio station in the world to begin Visual Radio broadcasts. With the Nokia NFC shell on their phone. Nokia and Texas Instruments Incorporated introduced the first preintegrated and validated Series 60 Reference Implementation based on TI's OMAP(TM) processor-powered reference design in February. in November.the latest step in the development of innovative products for mobile communications. Nokia. Year 2005 The Nokia 6630 imaging smartphone has as the first device in the world achieved global GCF 3G WDCMA Certification. consumers will be able to easily access a variety of services and conveniently exchange information with a simple touch gesture utilizing NFC technology.

although its position is under threat from other manufacturers. together with a perceived reputation for reliability and userfriendliness. However. Nokia introduced a new product for secure mobile contactless payments and ticketing. the gap between Nokia and its rivals becomes more apparent. particularly Sony Ericsson and Samsung. One of Nokia's problems is its difficulty in competing against electronics giants like Sony and Samsung with their unparalleled expertise in technologies like digital photography and LCD displays.unique new concept developed by Nokia offers the listeners the possibility to give feedback and to participate in programs easier than ever before. Click on any of the Nokia phones below to read a full review (plus independent reviews by consumers). at the top end of the market. Nokia have the advantage of outstanding loyalty from its traditional customers. Nokia phones Nokia remains the world's number one manufacturer of mobile phones. . and to find the best place to buy in the UK. Nokia has a dominant position in the smartphone market with its Series 60 platform. As these technologies become more and more important in modern phones. Nokia's response is to focus more on innovative design and the concept of a "fashion" phone. The world's first Near Field Communications (NFC) product for payment and ticketing will be an enhanced version of the already announced Nokia NFC shell for Nokia 3220 phone.

enhanced version of the 3650 with 65k colour screen Nokia 5100 . with lots of new Nokia 3510 . designed with simplicity and 2100 2300 2600 3100 3220 colour fun practical very entry-level phone with phone review recorder 3310 very popular pay as you go phone and fun basic colour glow-in-the-dark aimed at phone phone phone cover Nokia 2650 .excellent value clamshell camera phone with metal .similar to the 3410. but lacking Nokia 3510i best Java of the 3410/3510 b series Nokia 3650 . with polyphonic ringtones.replacement for the Nokia 3330.multimedia phone with digital camera and video camera Nokia 3660 . feature-rich range versatile lightweight of phone phone features Nokia 6170 .durable phone designed for sport and outdoor use Nokia Nokia case 5210 6100 and a hard advanced good wearing.hard-wearing phone with colour display & built-in radio Nokia 5140 .entry-level phone.odd-looking clamshell phone with basic features Nokia 3200 . stereo FM radio.music phone with MP3 player. and a Nokia 3410 .Nokia reliability Nokia Nokia Nokia Nokia Nokia Nokia digital Nokia features N-Gage - phone & in games console in one! mind Nokia 1100 .entry-level camera phone with custom covers camera teenagers soon! 3230 coming Nokia 3300 .

Java™ and polyphonic camera Nokia Nokia 7250i 7260 enhanced Art-Deco version of the Nokia 7250 phone inspired camera Nokia 7250 . Bluetooth wireless connectivity and multimedia Nokia 7200 Nokia's first clamshell high speed data features phone ringtones Nokia 6820 .all the features of the 7210 in a more conventional Nokia 6670 .adds triband and Java™ capability to the Nokia 6310 Nokia 6510 .advanced phone. triband.hot new phone with colour display. advanced video review for recorder coming the and FM soon! smartphone classic 6210 radio Nokia 6230 .messaging device with QWERTY keyboard and Nokia 7210 .multimedia smartphone with megapixel camera Nokia 6800 .Nokia 6220 .brand new phone with full QWERTY keyboard Nokia 6810 .smart phone with 65k colour display. camera.similar to the 7210.improved version of the 6220 with 65k colour display clamshell-design replacement Nokia 6310i . camcorder design Nokia Nokia 6610i adding a digital first camera 3G to the 6610 6630 smartphone and Symbian operating system Nokia 6610 . with similar features to the 8310 Nokia 6600 .business class phone that also includes features like an integrated Nokia Nokia Nokia digital 6230i 6260 6310 camera.full QWERTY keyboard. but with an integrated digital .

. widely regarded as the best currently Nokia Nokia 8910i 9210 exclusive phone mobile with heavy-duty communications available stunning looks device Nokia 9210i . improved display.Nokia 7270 .multimedia smartphone with megapixel camera Nokia 7650 .most popular Nokia phone.amazing multimedia phone with colour display Nokia 8310 .latest Communicator with more memory.fashion phone with MP3 ringtones and viceo camera Nokia Nokia 7280 7600 review coming 3G soon! phone Nokia 7610 .updated Communicator with more memory and improved Nokia 9300 internet review coming support soon! Nokia 9500 . and WiFi support.

Which is the most popular Brand ? . Do you have Mobile phone? Yes No 85 15 100 80 60 40 20 0 Yes No Q2.DATA PRESENTATION Competitive Analysis On the basis of the Questionnaire Q1.

o f re p lie s 1 1 % 2 % 4 % 1 3 % 2 8 % 4 2 % N O K IA S A M S U N G S O N Y E R IC S S O N M O T O R O L A L G P A N A S O N IC .N o .

Q3 Have you ever purchased Nokia handset? Yes No 70 30 70 60 50 40 30 20 10 0 Yes No .

Q4 What are the qualities you look for in a Mobile Phone? Percentage in favour STYLE DESIGN 20% 20% 5% 20% 25% BRAND PRICE TECHNOLOGY POPULARITY 10% .

. Among the following of latest Nokia handsets. Rank the following models of Nokia handsets in order of your preference for personal use. which all have you heard about and you want to purchase? Percentage of Choices in favour Nokia 1100 Nokia 2300 20% 2% 8% 5% 13% 13% 15% 14% Nokia 3650 Nokia 7210 10% Nokia Engage Nokia Communicator Nokia 7650 Q6.Q5.

Percentage of C hoices in favour 6% 6% 17% N okia 1100 N okia 2300 17% 1% 12% 1% N okia 3650 N okia 7210 N okia Engage 12% 28% N okia C ommunicator N okia 7650 N okia 6610 and 6610i N okia 6600 Q7 What is the reason behind your preference for the above particular Handset? p e rce n ta g eo fv ie w s 1 1 % 2 1 % P rice Q u a lity T e ch n o lo g y D e sig n S tyle 3 2 % 2 4 % 1 2 % .

What is the reason behind your preference for the above particular Market player? (You can tick more than one option also) percentage of views 16% 20% 8% 25% Advertising Quality Assurance Price affordability Resale value Warranty period 31% Q10. Which is the most popular market player according to you? percentage of views 12% 10% 2% 47% Nokia Samsung Panasonic Sony Ericsson Others 29% Q9. For how long you are using your handset? .Q8.

Percentage of Views 18% 45% 37% Less than 6 months More than 6 but less than 1year More than 1 year .

Things could not have been better for these global players as an Indian competition is yet to emerge in their territory and every time a mobile service provider lands a customer. On the one hand. Their combined subscriber base has crossed the 2. they should benefit too. One would automatically expect the handset providers to be on Cloud Nine. the sturdy Siemens or the highly sophisticated Ericsson." .ANALYSIS OF DATA Market leaders A paradoxical situation prevails in the fledgling cellular mobile services industry in India. Says Ranjitjeev Singh. It is the large and unruly grey market that has wiped away the smile from their faces at a time when the cellular service industry has already gotten on to the high growth expressway. We have no real estimate of the grey market and are in no position to plan ahead because of this. a pall of gloom seems to have enveloped all these giants in the competitive mobile handset industry. the euphoria seems to have bypassed them! Be it the rugged Motorola. Make no mistake. Director (Consumer Products) at Ericsson India Limited: "Indian subsidiaries of the global cellular handset brands are finding it difficult to improve their sales. these service providers are a happy lot. the service providers have collectively brushed aside negative growth of the past two-three years and are quite gung-ho about prospects.5 million mark last month and despite threat of local competition from government-controlled players like MTNL. the sleek Nokia. Curiously.

The plain fact behind the price differential is that while Indian subsidiaries are subjected to an accumulated import duty of 26-28 per cent. says Ajay Sachdev. isn’t it? Well. Nokia. Sounds illogical. hiking the price of handsets in that proportion. at least 30 per cent cheaper. but between Ericsson and Ericsson. Motorola India Ltd. Singh hazards a safe guess to peg it anywhere in the region of 65 to 70%. Nokia and Nokia. one wouldn’t be surprised at the above statement. It has unleashed a price war where. Motorola and Motorola. if one were to be aware of the skewed import policies that the government puts in place. Siemens and Siemens and Samsung and Samsung.He is dead right. Naturally the Indian subsidiaries of Ericsson. The mobile handsets from foreign shores are smuggled into the country by grey market operators. their parents make hay on the strength of highly competitive pricing which is.the losers and the gainers are one and the same company. Head of Marketing. Motorola and a host of other manufacturers are left scrambling for a nibble of the already shrunken cake. It is almost impossible to measure the share that the grey market takes way from the cellular handset makers. Currently. The impact of this grey market operation is huge. their parents are exempt. as compared to the products available through the Indian subsidiaries. the price was is not between rival brands. at the end of the day. The overbearing presence of the grey market has another interesting facet. Frustration has come to stay for . While the Indian subsidiaries of these transnational companies watch helplessly.

a lower tariff would not only enable the Indian companies combat the grey market. By a logical extension. it would also increase revenues. government is caught in its own web. the government loses almost 70 per cent of the revenue it would have collected. By imposing a high import duty whom is the government protecting? The handsets are neither manufactured nor assembled in India. In the developed economies.the Indian managers of these global brands.whereas in India only the 900 Hz frequency band is available to operators. Queries about the current scenario solicit the predictable volley of accusations against the government's import policy. in the current market matrix this tariff cut remains a continues to be cheaper by almost 30%. the handset vendors worldwide have phased out single band handsets in favor of dual and treble band phones. service providers are allowed to operate on two. In fact. Since high tariff level has resulted in large scale smuggling of handsets. even three futile exercise as the grey market frequency bands – 900 MHz. But then. in full awareness that there was none to protect. The government’s frequency allocation policy too adds to market inefficiencies. Barely a year ago the government demonstrated its strange ways by withdrawing duty exemption on import of wireless-in-local loop (WLL) to "protect the domestic industry". The technological backwardness has proved to . skewed policies seem to characterize the Indian government. As a consequence. The recent 5% reduction in basic import duty on handsets is indicative that realization has dawned. 1800 MHz and 2700 MHz . However.

says Ranjitjeev Singh. But since the high end user business class is anyway hooked to cell phones.5000. The loser again is the handset vendor. albeit from a disadvantaged position. the cost of providing a mobile connection has fallen to 1/5th of that of a landline connection. Obsessed as they are with the ‘business class’. . kept away from cell phones.be a boon for grey market operators who smuggle the discarded handsets and dump them in India at a throwaway price. They themselves restrict the proliferation and popularity of handsets by refusing to pass on the benefits of falling operational costs to the customer.3500 to Rs. in turn. the airtime charges for cell phone users remain 12 times higher as compared to fixed phone users. the service providers have stubbornly maintained high tariff levels. the service operators are not far behind either. ranging from Rs. ''If the turnover increases. The average middle classes have. as a result. At bring down rates as their networks can hardly accommodate more customers. the cost gets amortized over a period of time. will help them compete with the grey market. In the past. Though after switching over to revenue share. investment in network expansion is not a priority for most of the operators. In that case we can afford to lower the prices and still maintain the profit levels". high license fees present. the metro cellular operators need justified not high airtime rates. If government is aiding grey market by creating inefficiencies in the marketplace. That.

R . Nokia made this newness visible by introducing many colors as well as shapes. it not only beat the grey market. People were fed up with black and grey handsets. 1 position to Nokia by the end of 1997. Nokia was the first to recognize this segmentation." says Ajay Sachdeva. Ericsson's strategy revolves around ART where A signifies first-time users.That scenario appearing remote. At the user level the market is maturing fast. The buzzwords of this strategy are ‘replacement’ and ‘segmentation’ of the handset market. As a result it was able to corner almost 90 per cent of the replacement market. Subsequently. it beat every other vendor by cornering over 30 per cent of the market share. which typically accounts for 15 per cent of the total subscriber base in the country. In the process. The strategy was to tap the replacement market. are the fastest growing segments. service or handset types. They wanted something new. the company launched a plethora of feature-rich handsets. Though it has launched handsets for other segments as well. Nokia continues to focus on entry-level and mid-level customers. Ericsson. "The point is to outwit the grey market operators by offering tailor-made handsets to each customer segment. Sanjeev Sharma. and so lost its No. According to Singh. the handset vendors have embarked on other marketing strategies. was focused more on the technology or on what was inside the handsets. Clear segments of users are emerging which are differentiated on the basis of tariff. which according to its head of marketing and strategy. The company has now woken up to the new mantra. on its part.

. (3) the people focused on style and glamour. Similarly. R190. in spite of the government and the smug service-providers. who like to be at the cutting edge of technology and so want features like e-mail and WAP on the handset. Till such time. the bells will continue to toll for the grey market. as a result of a global study commissioned by Motorola. the handset vendors will be able to outwit the grey market. T28 and T10. who would have a cell phone to know if the kids and the wife are okay. normally onto their second phone. the status-conscious who flaunt their handsets as if they were fashion accessories and (4) the security-conscious. Hopefully. R320. still remains to be seen. Motorola also plans to appoint dealers in crucial cities.(1) the techno-savvy.stands for techno-savvy users who want to replace their handsets with featurerich colorful ones and T denotes style-lovers. This is aimed to help the service retailers keep well stacked with handsets. Ericsson is also banking on ever reducing lifecycle of handsets. so that customers no longer complain about the scarcity of their favorite model. With simultaneous global launches and competitive pricing becoming the order of the day. who like features such as stock-market quotes on the cell phone. the grey market will have problems with ever more finicky customers. the average lifecycle of a handset has already come down to 7-8 months. Whether they can marginalize it for good. (2) the productivity-focused. As Singh says. the company has concluded that there are four broad segments . In keeping with this strategy Ericsson has launched A1018.

giving individual products a generic brand personality. and Ericsson fighting it out at the top and several less successful brands like Samsung.Nokia Group the Finland-based manufacturer of mobile phones. Philips. without even giving them names. Leapfrogging in sales between brands frequently occurs based on design. The products range from the simple to the complex. it has not created any sub-brands but has concentrated on the corporate brand.FINDINGS OF STUDY Position of Nokia Brand in consumer mind The world of parity has hit the mobile phone market just as it has many other technology product categories. How. Nokia has succeeded in lending personality to its products. which do . of course. then. with Nokia. But overall the market is predictable. Only numeric descriptors are used for the products. Its efforts have paid off. do consumers choose? The answer seems to be what the brand names mean to them. has been steadily working on its corporate brand name and the management of consumer perceptions over the last few years. but every manufacturer offers. effectively dislodging Motorola from that position. The brand has been built using the principles described above. So what makes the difference between the most successful and less successful brands? It certainly is not what product features are offered. and has been consistently well managed across all markets. Motorola. In other words. Siemens and Panasonic trying hard to make inroads into their top competitors' market share. the latest features. because it is now the number one brand in many markets around the world.

Nokia has succeeded where other big brand names have so far failed. It has done so in the following way. They do. "We call this human technology". this is represented by the tag line.not even appear on the product they. have to remember the overall impression of the list of attributes. This gives consumers a sense of trust and consideration by the . chiefly by putting across the human face technology-taking and dominating the emotional high ground. however. but employees do not have to remember every characteristic. the Nokia personality is like a trusted friend. And the human dimension created by the brand personality carries over into the positioning strategy for the brand. The specific message that is conveyed to consumers in every advertisement and market communication (though not necessarily in these words) is "Only Nokia Human Technolgy enables you to get more out of life" In many cases. As the focus is on customer relationships. its message must clearly bring together the technology and human side of its offer in a powerful way. Nokia Brand Image Nokia has detailed many personality characteristics for its brand. Building friendship and trust is at the heart of the Nokia brand. as you would when thinking about someone you have met. Such is the strength of the corporate brand. Nokia Brand Positioning When Nokia positions its brand in the crowded mobile phone marketplace.

for example. and competition-driven positioning strategies. as though to say that Nokia understand what they want in life. It owns the "human" dimension of mobile communications." .company. and is summed up in the slogan. emotional features. "human technology. Nokia designers describe it as the "eye into the soul of the product". and how it can help. but how does Nokia manage to inject personality into product design? The answer is that it gives a great deal of thought to how the user of its phones will experience the brand. expressing the brand personality. And it knows that technology is really only an enabler so that you-the customer-can enjoy a better life. Nokia Product Design Nokia is a great brand because it knows that the essence of the brand needs to be reflected in everything the company does. benefit-based. The soft key touch pads also add to the feeling of friendliness. especially those that impact the consumer. and how it can make that experience reflect its brand character. Product design focuses on the consumer and his needs. The large display screen. The shape of phones is curvy and easy to hold. lifestyle. Nokia thus uses a combination of aspirational. is the "face" of the phone. leaving its competitors wondering what to own (or how to position themselves). The faceplates and their different colors can be changed to fit the personality. Product design is clearly critical to the success of the brand. having taken the best position for itself. and mood of the user.

Nokia now accounts for over half of the value of the Finland stock market. fax. viewed and then forwarded by fax or e-mail. a phone cum personal digital assistant (PDA). You can edit and send Word Processor and spreadsheet documents. email. Nokia achieved its brilliant feat through consistent branding. there is the streaming software from Real Networks (audio and video . and has taken huge market share from its competitiors. As if to make up for these. contacts. Presentation viewer. The company bills it as a portable office which includes phone. According to one brand valuation study carried out in mid-1999. view MS PowerPoint slides in full colour.599).S. making it the highest-ranking non-U. other PDAs but it At 244 grams it is almost obese compared to has an awesome range of features. it has unseated Motorola. As has been pointed out. WAP. Spreadsheet. It has a high quality 4. You can also view streaming videos on the Internet and flash animations There is however a snag. brand. WWW. Word Processor. calendar.096 colour screen. backed by first-class logistics and manufacturing. Photos can be transferred from a compatible digital camera. Some Nokia Phones with latest features One of the most impressive handset is the Nokia 9210i Communicator (Price: 37. all of which revolve around what consumers want. it ranked 11th on the world's most valuable brand list. Worksheets can be created on it but the presentation tools can only view previously loaded PowerPoint slides.

096-colour. One of its main features is the multimedia messaging service (MMS) which allows users to incorporate sound. store and share pictures. It has an integrated digital camera allowing you to capture. downloadable personal applications via Java technology. The 6100 even has an electronic wallet.player) to view internet media content. SMS up to 150 text messages and calendar notes up to 250 entries. 128x128 pixels . The model also has an integrated FM radio.399). The 9210i Communicator effectively serves as an office in your pocket. images. though it will be some time before people start using this feature in India. WAP 1. triband GSM. Plus there’s pre-installed Java applications on the Nokia 6610 which include a Converter (for currencies.1 browser.099) is one of the slimmest full featured phones on display in Indian shops. weight and other measures) and a Portfolio Manager (to track stocks and other securities). WAP 1.1 Browser. Memorywise.299). Plus there’s MMS.2.2. Features include MMS. delightful polyphonic ring tones. temperature. Another latest in the Indian market is the Nokia 6610 (Price: Rs 16. anytime. the Nokia 6100 (Price: Rs 20. and other rich content into their messages. triband GSM support. The 6100 sports a 4. the phone book supports up to 300 entries. Its triband GSM access means ability to connect anywhere in the world. an integrated stereo FM radio. downloadable Java games. Another model selling well in the Indian market is the Nokia 7250 (Price: Rs 26. Thanks to an ultra thin battery. The calendar notes can take up to 250 entries and the Phonebook Memory (phone + SIM) up to 300 entries.

whether you are typing SMS messages or viewing an MMS message. its integrated digital camera can capture images at 640 x 480 resolution and the phone display can be used as a viewfinder. rising from the handgrip cover to put the many phone functions at your fingertips. It has infrared and Bluetooth capabilities for connecting to PDAs and notebook computers. The 7650 comes with only a WAP (Wireless Application Protocol) browser. Nokia 7650 (Price: Rs 26.2 kilobits per second. The Nokia 3650 (Price: Rs 23. Bluetooth wireless connectivity to other compatible devices.6 MB of memory to store files and applications.999) is a phone and colour camera rolled into one with MMS capabilities. It has 3. Also. on top of your pre-requisite phone functions. Data transfer can be as fast as 43. You can download new Java games and applications. mobile Internet connectivity.399) is equipped with an integrated video player and a RealOne Player to download video clips. Organiser and To-Do lists. The Nokia 8910 (Price: Rs 35. Activating the side triggers sets the phone in motion.499) is heavy on looks with a titanium casing and chrome finish keys. . limiting you to text-based content.resolution screen and its large display is handy. It has high-end features like Bluetooth9 and Infrared capabilities which allows wireless connectivity to your PC and laptop. Features include Voice Commands.

Panasonic. availability. relevance to the target audience etc. So far the brand has established itself well in many markets. It's inevitable. certainly someone else can do the same? . On the other hand it also depends on the competitors. and consumers have identified with what the brand has to offer. and in most cases market leaders lose market share to followers. Can Nokia be beaten? On one hand. and Sony who are still trying to compete with it. one must constantly be innovative. Samsung. the minute you lose that edge competitors will definitely overtake. But that does not mean they cannot lose the brand battle. How far are they willing to stretch? Are they willing to take Nokia head-on? How? What will the outcome be? For the same reason that Nokia has managed to gain market share and be ranked number 6 in the Global Brand Scoreboard. Nokia is leading player in the cellular industry and is very much ahead from its competitors like LG. it is up to Nokia's marketing department. and its agencies. In any markets there are market leaders and followers. To remain at the front of the pack. for many reasons such as pricing.CONCLUSION As per the research work done by me I concluded that Cell phone industry is growing with a very great pace and has a very remarkable prospect in future. "user-friendliness".

even the medium-age people. Can Nokia be beat? This is a good question that could not be answered precisely.Nokia is a very creative designer. it can be seen that most of the young generation. with a lot of features that the young generation likes. But in the future I could not think of Nokia's performance as IT is unpredictable. It only depends on what humans think of and what they expect. RECOMMENDATIONS . In short it looks very difficult for every competitor to get the same position which Nokia is currently prevailing with in the market so it is concluded that it will be hard to defeat Nokia at present and in near future in terms of market share.unless the competitors could find Nokia threats and weaknesses In market. like to use Nokia as it is user-friendly. If we could predict 100% of what will happen. then there will be no challenges in the future. How could it be beat if the creator is so creative -.

The sales executive should go to each outlet of their route once in a week and try to cover outlet that are in a distributor network. Holdings on outlets and publication in the prominent magazines help in increasing its awareness among the consumer to evoke the demand of their brand. Policy of replacing problem arising sets should be done timely and the retailer should be accommodated immediately. In metropolitan areas. Allurement and discount schemes should be given to the highest selling outlets of NOKIA and the chain should reach to the consumer as well. More attention and concern should be given to the highest selling outlets of NOKIA and the chain should reach to the consumer as well. 2. 10. 6. 4. 8. 7. The company should try to influence the wholesalers of NOKIA in the city offering more profitable scheme and confidence building measures.1. Company should invest money on advertising through media. 5. Internet and personal selling to promote the products. 9. More glow sign and broad should be installed. 11. The net and free sample scheme should be the same for net every retailers by the company. 3. Contests sweep stakes and games should be arranged on regular basis for the consumer involving incentives and prizes. Some credit facilities should be given to good sales providing outlets. . to increase awareness in the market.

13. No of outlets and service centers should be open.12. . Company should make proper schedule or particular days for hearing the complaints of their customer and retailers.

Philip Kotler Marketing Management Patparganj . January 2006 India Today magazine. January 2006 Economic times. February 2006 . Research Methodology Methods and Techniques New Delhi. Pearson Education.BIBLIOGRAPHY Books Referred: 1.New Delhi. 2005 Magazines Business world magazine. R. Wishwa Prakashan 2003 2. Kothari C.

about.net www.cellphones.com www.yahoo.nokia.com www.com .cellphoneshop.cellularfactory.Websites: www.com www.com www.google.

Which all brands of Mobile Phones have you heard about?  Nokia  Samsung  Sony Ericsson  Panasonic  LG  Others…………………………………………………………… 3. 1. which all have you heard about? (You can tick more than option also)  1100  2300  3650  7210  Engage  Communicator  7650  6610 and 6610i  6600 . Among the following of latest Nokia handsets. Have you ever purchased Nokia Handset?  Yes  No 4.………..…………………………………………………. Do you have Mobile Phone?  Yes  No 2.ANNEXURE QUESTIONNAIRE Name:………………………………………………………………… Age:…………………………………………………………………… Address:……………………………………………………………… ContactNo.

5.  1100  2300  3650  7210  Engage  Communicator  7650  6610 and 6610i  6600  6.Which is the most popular market player according to you?  Nokia  Samsung  Panasonic  Sony Ericsson  Others 8. For how long you are using your handset? . What is the reason behind your preference for the above particular Handset?(You can tick more than one option also)      Price Quality Technology Design Styl 7. What is the reason behind your preference for the above particular Market player? (You can tick more than one option also)  Advertising  Quality Assurance  Price affordability  Resale value  Warranty period 9. Rank the following models of Nokia handsets in order of your preference for personal use.

.   Less than 6 months More than 6 but less than 1year More than 1 year 10. What do you think about Nokia in comparison to other players in the market? Comment………………………………………………………………… … ……………………………………………………………………………… ………………………………………………………....................... ....... .......