Summer Training Project Report on

“A Consumer perception of Dell and HP Laptop.”

Submitted to

St. Soldier Management & Technical Institute

(Jalandhar)
In Partial Fulfilment of the Requirement for the
Award of Degree of
Master of Business Administration (MBA)

Submitted by Supervisor
Preyrana Miss. Priyanka
Roll no. 1812752 Assistant Professor

St. Soldier Management & Technical Institute

JALANDHAR (2018-2020)

1
 Table of Contents
Sr. Chapters Page No.
No.
Company Certificate ii

Student Declaration iii

Faculty Declaration iv

v
Acknowledgement

1. Chapter-1 7-11

Introduction to Company

2. Chapter-2 12-38

Introduction to Research Topic

3. Chapter-3 39-47

Review of Literature

4. Chapter-4 48-48

Need, Objective, Scope of the Study

5. Chapter-5 49-55

Research Methodology

6. Chapter-6 56-65

Data Analysis and Interpretation

7. Chapter-7 66-66

Suggestions

8. Chapter-8 67-68

Findings & Conclusion

Appendix (Questionnaire) 69-70

Bibliography

2
 Student Declaration

I, ““Preyrana””, hereby declare that I have undergone my summer training at “P.K.

INTERNATIONAL”
Distributors” from 11-06-2019 to 25-07-2019. I have completed a research project titled
“A Consumer perception of Dell and HP Laptop.” under the guidance of Mr. Nitin Kumar
and Rajeev Kumar Bansal at (PKI)

Further I hereby confirm that the work presented herein is genuine and original and has not
been published elsewhere.

(Student name and Signature)

3
 Faculty Declaration
I hereby declare that the student Miss. Preyrana of MBA (III) has undergone his summer
training

Under my periodic guidance on the Project titled “A Consumer perception of Dell and HP
Laptop”
Further I hereby declare that the student was periodically in touch with me during his training
period and the work done by student is genuine & original.

(Signature of Supervisor

4
CERTIFICATE

5
 ACKNOWLEDGEMENT

It is well-established fact that behind every achievement lays an unfathomable sea of

gratitude to those who have extended their support and without whom the project would
never have come into existence.
I express my gratitude to PTU, JALANDHAR providing me an opportunity to work on this
thesis as a part of the curriculum.

I am using this opportunity to express my gratitude to everyone who supported me

throughout the course of this MBA project. I am thankful for their aspiring guidance,
invaluably constructive criticism and friendly advice during the project work. I am sincerely
grateful to them for sharing their truthful and illuminating views on a number of issues
related to the project.
I express my warm thanks to Mr. Nitin Kumar and Rajeev Kumar Bansal for their support
and guidance at PKI.
Also, I express my gratitude to Miss.Priyanka (Assist. Prof.) who, as my college guide was
a constant source of inspiration and encouragement to me and all the people who provided
me with the facilities being required and conductive conditions for my MBA project.

6
 COMPANY PROFILE

We P.K.International incorporated as on 05.11.2009 at Jalandhar having registered office at 83,

Master Tara Singh Nagar, Jalandhar. We are Dealing in IT Products for the last Ten years. We have
two branch offices, one is in Amritsar & another is in Jammu. We are the Authorized Distributor
of HP Range of Laptops, Desktops & Printers, Samsung range of TFTs & Printers, Acer range of
Desktops, Laptops & TFTs, Lenovo range of Desktops, Laptops&Tablets, I-ball range of
Networking products, Peripherals& Tablets, F & D range of speakers, Konica Minolta range of
printers & Photocopiers.

We have supplied material during last one year to our clients which are as below.

 State Bank of India, Punjab Branches

 Schools & Colleges governed by ShiromaniGurudwaraParbandhak Committee, Punjab
 Dips College of Education, Jalandhar
 Army School, Jalandhar Cantt.
 ADC (Development), Hoshiarpur
 Apeejay Group of Institutions, Jalandhar
 C.T.Group of Institutes
 Dr.B R Ambedkar National Institute of Technology
 KMS College of IT & Management, Dasuya
 Trinity College, Jalandhar

We knownin North India as a Reputed & Reliable Business Organization in IT Sector.

7
ACHEIVMENT & AWARDS

8
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10
11
 About Dell

Dell is an American multinational computer technology corporation based in 1 Dell Way, Round
Rock, Texas, United States, that develops, sells and supports computers and related products and
services. Bearing the name of its founder, Michael Dell, the company is one of the largest
technological corporations in the world, employing more than 103,300 people worldwide. Dell is
listed at number 41 in the Fortune 500 list. It is the third largest PC maker in the world after HP
and Lenovo. Dell has grown by both increasing its customer base and through acquisitions since
its inception; notable mergers and acquisitions including Alienware (2006) and Perot Systems
(2009). As of 2009, the company sold personal computers, servers, data storage devices, network
switches, software, and computer peripherals. Dell also sells HDTVs, cameras, printers, MP3
players and other electronics built by other manufacturers. The company is well known for its
innovations in supply chain management and electronic commerce.Fortune Magazine listed Dell
as the sixth largest company in Texas by total revenue. It is the second largest non-oil company
in Texas – behind AT&T – and the largest company in the Austin, Texas area.Dell traces its
origins to 1984, when Michael Dell created PCs Limited while a student at the University of
Texas at Austin. The dorm-room headquartered company sold IBM PC-compatible computers
built from stock components. Dell dropped out of school in order to focus full-time on his
fledgling business, after getting about $300,000 in expansion-capital from his family.In 1985, the
company produced the first computer of its own design, the "Turbo PC", which sold for
US$795.PCs Limited advertised its systems in national computer magazines for sale directly
to consumers and custom assembled each ordered unit according to a selection of options.

12
Dell is headquartered in Round Rock, Texas

 In March 2012, USA Today said that Dell agreed to buy SonicWall, a company with 130
patents. SonicWall which develops security products, is a network and data security
[25]
provider .

 On 2 April, 2012, Dell announced that it wants to acquire Wyse, global market-leader for
[26]
thin client systems

 On 3 April, 2012, Dell announced that it has acquired Clerity Solutions. Clerity, a
company offering services for application (re)hosting, was formed in 1994 and has it
headquarters in Chicago. At the time of the take-over aprox. 70 people were working for
the company

Dell facilities
Dell's headquarters is located in Round Rock, Texas. As of 2010 the company employs about

2
16,000 people in the facility, which has 2,100,000 square feet (200,000 m ) of space. As of 1999
almost half of the general fund of the City of Round Rock originates from sales taxes generated
from the Dell headquarters. Dell previously had its headquarters in the Arboretum complex in
northern Austin,

13
 2
Texas. In 1989 Dell occupied 127,000 square feet (11,800 m ) in the Arboretum complex. In
1990 Dell had 1,200 employees in its headquarters. In 1993 Dell submitted a document to Round
Rock officials, titled "Dell Computer Corporate Headquarters, Round Rock, Texas, May 1993
Schematic Design." Despite the filing, during that year the company said that it was not going to
move its headquarters. In 1994 Dell announced that it was moving most of its employees out of
the Arboretum, but that it was going to continue to occupy the top floor of the Arboretum and
that the company's official headquarters address wouldcontinue to be the Arboretum.

The company sponsors Dell Diamond, the home stadium of the Round Rock Express, the AAA
minor league baseball affiliate of the Texas Rangers major league baseball team.By 1996 Dell
was moving its headquarters to Round Rock. As of January 1996 3,500 people still worked at the
current Dell headquarters. One building of the Round Rock headquarters, Round Rock 3, had
space for 6,400 employees and was scheduled to be completed in November 1996. In 1998
Dell

14
 announced that it was going to add two buildings to its Round Rock complex, adding 1,600,000

2
square feet (150,000 m ) of office space to the complex.

Scope and brands

Dell's tagline 'Yours is Here', as seen at their Mall of Asia branch in Pasay City, Philippines The

corporation markets specific brand names to different market segments.Its Business/Corporate

represent brands where the company advertising emphasizes long life-cycles, reliability, and

Serviceability. Such brands include:

 OptiPlex (office desktop computer systems)

 Vostro (office/small business desktop and notebook systems)

 n Series (desktop and notebook computers shipped with Linux or FreeDOS installed)

 Latitude (business-focused notebooks)

15
 [50]
 Precision (workstation systems and high-performance notebooks),

 PowerEdge (business servers)

 PowerVault (direct-attach and network-attached storage)

 PowerConnect (network switches)

 Dell Compellent (storage area networks)

 EqualLogic (enterprise class iSCSI SANs)

Dell's Home Office/Consumer class emphasizes value, performance, and expandability.

These brands include:

 Inspiron (budget desktop and notebook computers)

 Studio (mainstream desktop and laptop computers)

 XPS (high-end desktop and notebook computers)

 Studio XPS (high-end design-focus of XPS systems and extreme multimedia capability)

 Alienware (high-performance gaming systems)

 Adamo (high-end luxury laptop)

 Dell EMR (electronic medical records)

16
 Dell's Peripherals class includes USB keydrives, LCD televisions, and printers; Dell monitors
includes LCD TVs, plasma TVs and projectors for HDTV and monitors. Dell UltraSharp is
further a high-end brand of monitors.Dell service and support brands include the Dell
Solution Station (extended domestic support services, previously "Dell on Call"), Dell
Support Center (extended support services abroad), Dell Business Support (a commercial
service-contract that provides an industry-certified technician with a lower call-volume than
in normal queues), Dell Everdream Desktop Management ("Software as a Service" remote-

[51]
desktop management), and Your Tech Team (a support-queue available to home users
who purchased their systems either through Dell's website or through Dell phone-
centers).Discontinued products and brands include Axim (PDA; discontinued April 9, 2007),
Dimension (home and small office desktop computers; discontinued July 2007), Dell Digital
Jukebox (MP3 player; discontinued August 2006), Dell PowerApp (application-based
servers), and Dell Omniplex (desktop and tower computers previously supported to run
server and desktop operating systems).

Manufacturing

From its early beginnings, Dell operated as a pioneer in the "configure to order" approach to
manufacturing—delivering individual PCs configured to customer specifications. In contrast,
most PC manufacturers in those times delivered large orders to intermediaries on a quarterly
basis. To minimize the delay between purchase and delivery, Dell has a general policy of
manufacturing its products close to its customers. This also allows for implementing a just-in-
time (JIT) manufacturing approach, which minimizes inventory costs. Low inventory is another
signature of the Dell business model—a critical consideration in an

17
industry where components depreciate very rapidly. Dell's manufacturing process covers
assembly, software installation, functional testing (including "burn-in"), and quality control.
Throughout most of the company's history, Dell manufactured desktop machines in-house and
contracted out manufacturing of base notebooks for configuration in-house. However, the
company's approach has changed. The 2006 Annual Report states "we are continuing to expand
our use of original design manufacturing partnerships and manufacturing outsourcing
relationships." The Wall Street Journal reported in September, 2008 that "Dell has approached
contract computer manufacturers with offers to sell" their plants. Assembly of desktop computers
for the North American market formerly took place at Dell plants in Austin, Texas (original
location) and Lebanon, Tennessee (opened in 1999), which have been closed in 2008 and early
2009, respectively. The plant in Winston- Salem, North Carolina received $280 million USD in
incentives from the state and opened in 2005, but ceased operations in November 2010, and
Dell's contract with the state requires them to repay the incentives for failing to meet the
conditions.
It is expected that most of the work that used to take place in Dell's U.S. plants will be
transferred to contract manufacturers in Asia and Mexico, or some of Dell's own factories
overseas. The Miami, Florida facility of its Alienware subsidiary remains in operation. Dell
servers continue to be produced in Austin, Texas.Dell assembles computers for the EMEA
market at Limerick in the Republic of Ireland, and employs about 4,500 people in that country.
Dell began manufacturing in Limerick in 1991 and went on to become Ireland's largest exporter
of goods and its second-largest company and foreign investor. On January 8, 2009, Dell
announced that it would move all Dell manufacturing in Limerick to Dell's new plant in the
Polish city of Łódź by January 2010. European Union officials said they would

18
investigate a €52.7million aid package the Polish government used to attract Dell away from
Ireland. European Manufacturing

Technical support

Dell routes technical support queries according to component-type and to the level of support
purchased

1. Basic support provides business-hours telephone support and next business- day on-site
support/ Return-to-Base, or Collect and Return Services (based on contracts purchased at
point of sale)

2. Dell ProSupport provides 24x7x365 telephone and online support, a selection of 4 or 6-

hour onsite support after telephone-based troubleshooting, and a Mission Critical option
with two-hour onsite support, for customers who choose the highest level of support for
their most critical hardware assets.

Dell's Consumer division offers 24x7 phone based and online troubleshooting in certain markets
such as the United States and Canada. In 2008 Dell redesigned services-and-support for
businesses with "Dell ProSupport", offering customers more options to adapt services to fit their
needs. Rather than take a one-size-fits-all approach, Dell allows various options for its
customers.

In addition, the company provides protection services, advisory services, multivendor hardware
support, "how-to" support for software applications, collaborative support with many third-party
vendors, and online parts and labor dispatching for customers who diagnose and troubleshoot
their hardware. Dell also

19
provides Dell ProSupport customers access to a crisis-center to handle major outages, or problems
caused by natural disasters.

Organization

The board consists of nine directors. Michael Dell, the founder of the company, serves as
chairman of the board and chief executive officer. Other board members include Don Carty,
William Gray, Judy Lewent, Klaus Luft, Alex Mandl, Michael
A. Miles, and Sam Nunn. Shareholders elect the nine board members at meetings, and those
board members who do not get a majority of votes must submit a resignation to the board, which
will subsequently choose whether or not to accept the resignation. The board of directors usually
sets up five committees having oversight over specific matters. These committees include the
Audit Committee, which handles accounting issues, including auditing and reporting; the
Compensation Committee, which approves compensation for the CEO and other employees of
the company; the Finance Committee, which handles financial matters such as proposed mergers
and acquisitions; the Governance and Nominating Committee, which handles various corporate
matters (including nomination of the board); and the Antitrust Compliance Committee,
which

20
attempts to prevent company practices from violating antitrust laws.Day to day operations of the
company are run by the Global Executive Management Committee which sets strategic direction.
Dell has regional senior vice-presidents for countries other than the United States, including
David Marmonti for EMEA and Stephen J. Felice for Asia/Japan. As of 2007, other officers
included Martin Garvin (senior vice president for worldwide procurement) and Susan E. Sheskey
(vice president and Chief Information Officer).

Marketing
Dell advertisements have appeared in several types of media including television, the Internet,
magazines, catalogs and newspapers. Some of Dell Inc's marketing strategies include lowering
prices at all times of the year, offering free bonus products (such as Dell printers), and offering
free shipping in order to encourage more sales and to stave off competitors. In 2006, Dell cut its
prices in an effort to maintain its 19.2% market share. However, this also cut profit-margins by
more than half, from 8.7 to 4.3 percent. To maintain its low prices, Dell continues to accept most
purchases of its products via the Internet and through the telephone network, and to move its
customer-care division to India and El Salvador.A popular United States television and print ad
campaign in the early 2000s featured the actor Ben Curtis playing the part of "Steven", a lightly
mischievous blond- haired youth who came to the assistance of bereft computer purchasers. Each
television advertisement usually ended with Steven's catch-phrase: "Dude, you're gettin' a
Dell!"A subsequent advertising campaign featured interns at Dell headquarters (with Curtis'
character appearing in a small cameo at the end of one of the first commercials in this particular
campaign).A Dell advertising campaign for the XPS line of gaming computers featured in
print in the September 2006

21
 issue of Wired. It used as a tagline the common term in Internet and gamer slang: "FTW",
meaning "For The Win". However, Dell Inc. soon dropped the campaign.In the first-person
shooter game F.E.A.R. Extraction Point, several computers visible on desks within the game
have recognizable Dell XPS model characteristics, sometimes even including the Dell logo on
the monitors.In 2007, Dell switched advertising agencies in the US from BBDO to Working
Mother Media. In July 2007, Dell released new advertising created by Working Mother to
support the Inspiron and XPS lines. The ads featured music from the Flaming Lips and Devo
who re-formed especially to record the song in the ad "Work it Out". Also in 2007, Dell began
using the slogan "Yours is here" to say that it customizes computers to fit customers'
requirements.

Dell partner program

In late 2007, Dell Inc. announced that it planned to expand its program to value- added resellers
(VARs), giving it the official name of "Dell Partner Direct" and a new Website.

Criticisms of marketing of laptopsecurity

In 2008, Dell received press coverage over its claim of having the world's most secure laptops,
specifically, its Latitude D630 and Latitude D830. At Lenovo's request, the (U.S.) National
Advertising Division (NAD) evaluated the claim, and reported that Dell did not have enough
evidence to support it.
.

22
. Competition
Dell's major competitors include Hewlett-Packard (HP), Acer, Toshiba, Gateway, Sony, Asus,
Lenovo, IBM, MSI, Samsung, Apple and Sun Microsystems. Dell and its subsidiary, Alienware,
compete in the enthusiast market against AVADirect, Falcon Northwest, VoodooPC (a
subsidiary of HP), and other manufacturers. In the second quarter of 2006, Dell had between
18% and 19% share of the worldwide personal computer market, compared to HP with roughly
15%.In late 2006, Dell lost its lead in the PC-business to Hewlett-Packard. Both Gartner and IDC
estimated that in the third quarter of 2006, HP shipped more units worldwide than Dell did.
Dell's 3.6% growth paled in comparison to HP's 15% growth during the same period. The
problem got worse in the fourth quarter, when Gartner estimated that Dell PC shipments declined
8.9% (versus HP's 23.9% growth). As a result, at the end of 2006 Dell's overall PC market-share
stood at 13.9% (versus HP's 17.4%).IDC reported that Dell lost more server market share than
any of the top four competitors in that arena. IDC's Q4 2006 estimates show Dell's share of the
server market at 8.1%, down from 9.5% in the previous year. This represents a 8.8% loss year-
over-year, primarily to competitors EMC and IBM.

In 2011, The Brand Trust Report, India study revealed that Dell is ranked as the 27th most
trusted brand as compared to Samsung which stood at 5th and HP which ranked 23

23
 Environmental record

Dell committed to reduce greenhouse gas emissions from its global activities by 40% by 2015,
with 2008 fiscal year as the baseline year. It is listed in Greenpeace‘s Guide to Greener
Electronics that scores leading electronics manufacturers according to their policies on
sustainability, climate and energy and how green their products are. In November 2011, Dell
ranked 2nd out of 15 listed electronics.

Makers (increasing its score to 5.1 from 4.9, which it gained in the previous ranking from
October 2010). Dell was the first company to publicly state a timeline for the elimination of toxic
polyvinyl chloride (PVC) and brominated flame retardants (BFRs), which it planned to phase out
by the end of 2009. It revised this commitment and now aims to remove these toxics by the end
of 2011 but only in its computing products. In March 2010, Greenpeace activists protested at
Dell offices in Bangalore, Amsterdam and Copenhagen calling for Dell‘s founder and CEO
Michael Dell to ‗drop the toxics‘ and claiming that Dell‘s aspiration to be ‗the greenest
technology company on the planet‘was ‗hypocritical‘.

Dell has launched its first products completely free of PVC and BFRs with the G-Series
monitors.

24
 Green initiatives
Dell became the first company in the information technology industry to establish a product-
recycling goal (in 2004) and completed the implementation of its global consumer recycling-
program in 2006. On February 6, 2007, the National Recycling Coalition awarded Dell its
"Recycling Works" award for efforts to promote producer responsibility. On July 19, 2007, Dell
announced that it had exceeded targets in working to achieve a multi-year goal of recovering 275
million pounds of computer equipment by 2009. The company reported the recovery of 78
million pounds (nearly 40,000 tons) of IT equipment from customers in 2006, a 93-percent
increase over 2005; and 12.4% of the equipment Dell sold seven years earlier. On June 5, 2007
Dell set a goal of becoming the greenest technology company on Earth for the long term. The
company launched a zero-carbon initiative that includes:

1.Requiring primary suppliers to report carbon emissions data during quarterly business
reviews
2. Partnering with customers to build the "greenest PC on the planet"

3.Expanding the company's carbon-offsetting program, "Plant a Tree for me".

The company introduced the term "The Re-Generation" during a round table in London
commemorating 2007 World Environment Day. "The Re-Generation" refers to people of all ages
throughout the world who want to "make a difference" in improving the world's environment.
Dell also talked about plans to take the lead in setting an environmental standard for the
"technology industry" and maintaining that leadership in the future.

Dell reports its environmental performance in an annual Corporate Social Responsibility (CSR)
Report that follows the Global Reporting Initiative (GRI) protocol. Dell's 2008 CSR report
ranked as "Application Level B" as "checked by GRI".The company aims to reduce its external
environmental impact through energy-efficient evolution of products, and also reduce its direct
operational impact through energy-efficiency programmers. Internal energy-efficiency
programmers reportedly save the company more than $3 million annually in energy-cost savings.
The largest component of the company's internal energy-efficiency savings comes through

25
 HP(Hewlett-Packard)

Hewlett-Packard Company or HP is an American multinational information technology

corporation headquartered in Palo Alto, California, United States that provides products,
technologies, software, solutions and services to consumers, small- and medium-sized businesses
(SMBs) and large enterprises, including customers in the government, health and education
sectors.The company was founded in a one-car garage in Palo Alto by William (Bill) Redington
Hewlett and Dave Packard. HP is the world's leading PC manufacturer. It specializes in
developing and manufacturing computing, data storage, and networking hardware, designing
software and delivering services. Major product lines include personal computing devices,
enterprise, and industry standard servers, related storage devices, networking products, software
and a diverse range of printers, and other imaging products. HP markets its products to
households, small- to medium-sized businesses and enterprises directly as well as via online
distribution, consumer- electronics and office-supply retailers, software partners and major
technology vendors. HP also has strong services and consulting business around its products and
partner products.Major company events have included the spin-off of part of its business as
Agilent Technologies in 1999, its merger with Compaq in 2002, and the acquisition of EDS in
2008, which led to combined revenues of $118.4 billion in 2008 and a Fortune 500 ranking of 9
in 2009.
Founding

Bill Hewlett and Dave Packard graduated with degrees in electrical engineering from Stanford
University in 1935. The company originated in a garage in nearby Palo Alto during a fellowship
they had with a past professor, Frederick Terman at Stanford during the Great Depression.
Terman was considered a mentor to them in forming Hewlett-Packard. In 1939, Packard and
Hewlett established Hewlett- Packard (HP) in Packard's garage with an initial capital investment
of US$538. Hewlett and Packard tossed a coin to decide whether the company they founded
would be called Hewlett-Packard or Packard-Hewlett Packard won the coin toss but named their
manufacturing enterprise the "Hewlett-Packard Company". Their innovation was the use of a
small incandescent light bulb as a temperature dependent resistor in a critical portion of the
circuit, the negative feedback loop which stabilized the amplitude of the output sinusoidal
waveform. competitors were selling less stable oscillators for over $200.

26
 Early years

Original 1954 Hewlett-Packard trademark

The company was originally rather unfocused, working on a wide range of electronic products
for industry and even agriculture.From the 1940s until well into the 1990s the company
concentrated on making electronic test equipment: signal generators, voltmeters, oscilloscopes,
frequency counters, thermometers, time standards, wave analyzers, and many other instruments.
A distinguishing feature was pushing the limits of measurement range and accuracy; many HP
instruments were more sensitive, accurate, and precise than other comparable
equipment.Following the pattern set by the company's first product, the 200A, test instruments
were labelled with three to five digits followed by the letter "A". Improved versions went to
suffixes "B" through "E". As the product range grew wider HP started using product designators
starting with a letter for accessories

27
 The 1960s

HP is recognized as the symbolic founder of Silicon Valley, although it did not actively
investigate semiconductor devices until a few years after the "Traitorous Eight" had abandoned
William Shockley to create Fairchild Semiconductor in 1957. Hewlett-Packard's HP Associates
division, established around 1960, developed semiconductor devices primarily for internal use.
Instruments and calculators were some of the products using these devices.HP partnered in the
1960s with Sony and the Yokogawa Electric companies in Japan to develop several high-quality
products. The products were not a huge success, as there were high costs in building HP-looking
products in Japan. HP and Yokogawa formed a joint venture (Yokogawa-Hewlett-Packard) in
1963 to market HP products in Japan. HP bought Yokogawa Electric's share of Hewlett-Packard
Japan in 1999. HP spun off a small company, Dynac, to specialize in digital equipment. The
name was picked so that the HP logo "hp" could be turned upside down to be a reverse reflect
image of the logo "dy" of the new company. Eventually Dynac changed to Dymec, then was
folded back into HP in 1959. HP experimented with using Digital Equipment Corporation
minicomputers with its instruments, but after deciding that it would be easier to build another
small design team than deal with DEC, HP entered the computer market in 1966 with the HP
2100 / HP 1000 series of minicomputers. These had a simple accumulator-based design, with
registers arranged somewhat similarly to the Intel x86 architecture still used today. The series
was produced for 20 years, in spite of several attempts to replace it, and was a forerunner of the
HP 9800 and HP 250 series of desktop and business computers.

28
HP is identified by Wired magazine as the producer of the world's first marketed, mass-produced
personal computer, the Hewlett-Packard 9100A, introduced in 1968. HP called it a desktop
calculator, because, as Bill Hewlett said, "If we had called it a computer, it would have been
rejected by our customers' computer gurus because it didn't look like an IBM. We therefore
decided to call it a calculator, and all such nonsense disappeared." An engineering triumph at the
time, the logic circuit was produced without any integrated circuits; the assembly of the CPU
having been entirely executed in discrete components. With CRT display, magnetic-card storage,
and printer, the price was around $5000. The machine's keyboard was a cross between that of a
scientific calculator and an adding machine. There was no alphabetic keyboard.

Steve Wozniak, co-founder of Apple, originally designed the Apple I computer while working at
HP and offered it to them under their right of first refusal to his work, but they did not take it up
as the company wanted to stay in scientific, business, and industrial markets. The company
earned global respect for a variety of products. They introduced the world's first handheld
scientific electronic calculator in 1972 (the HP-35), the first handheld programmable in 1974
(the HP- 65), the first alphanumeric, programmable, expandable in 1979 (the HP-41C), and the
first symbolic and graphing calculator, the HP-28C. Like their scientific and business calculators,
their oscilloscopes, logic analyzers, and other measurement instruments have a reputation for
sturdiness and usability (the latter products are now part of spin-off Agilent's product line). The
company's design philosophy in this period was summarized as "design for the guy at the next
bench". The 98x5 series of technical desktop computers started in 1975 with the 9815, and the
cheaper 80 series, again of technical computers, started in 1979 with the 85. These

29
machines used a version of the BASIC programming language which was available immediately
after they were switched on, and used a proprietary magnetic tape for storage. HP computers
were similar in capabilities to the much later IBM Personal Computer, although the limitations of
available technology forced prices to be high.

The 1980s

The garage in Palo Alto where Hewlett and Packard began their company

In 1984, HP introduced both inkjet and laser printers for the desktop. Along with its scanner
product line, these have later been developed into successful multifunction products, the most
significant being single-unit printer/scanner/copier/fax machines. The print mechanisms in HP's
tremendously popular LaserJet line of laser printers depend almost entirely on Canon's
components (print engines), which in turn use technology developed by Xerox. HP develops the

[citation
hardware, firmware, and software that convert data into dots for the mechanism to print.

needed]
HP transitioned from the HP3000 to the HP9000 series minicomputers with attached
storage such as the HP 7935 hard drive holding

30
 The 2000s

Hewlett-Packard Deskjet 3845 printer

31
 HP's recent campaign, The Computer is Personal Again, features several celebrity
endorsements, including a TV commercial with Gwen Stefani.

HP Presario F700 F767CL

On September 3, 2001, HP announced that an agreement had been reached with Compaq to
merge the two companies. In May, 2002, after passing a shareholder vote, HP officially merged
with Compaq. Prior to this, plans had been in place to consolidate the companies' product teams
and product lines. In 1998 Compaq had already taken over the Digital Equipment Corporation.
That is why HP still offers support for PDP-11, VAX and AlphaServer.The merger occurred after
a proxy fight with Bill Hewlett's son Walter, who objected to the merger. Compaq itself had
bought Tandem Computers in 1997 (which had been started by ex-HP employees), and Digital
Equipment Corporation in 1998. Following this strategy, HP became a major player in desktops,
laptops, and servers for many different markets. After the merger with Compaq, the new ticker
symbol became "HPQ", a combination of the two previous symbols, "HWP" and "CPQ", to show
the significance of the alliance and also key letters from the two companies Hewlett-Packard and
Compaq (the latter company being famous for its "Q" logo on all of its products.)In the year
2004 HP released the DV 1000 Series, including the HP Pavilion dv 1658 and 1040 two years
later in May 2006, HP began its campaign, The Computer is Personal

32
.

The 2010s

A Hewlett-Packard Mini 1000 netbook computer, a type of notebook computer

On April 28, 2010, Palm, Inc. and Hewlett-Packard announced that HP would be acquiring Palm
for $1.2 billion in cash and debt, In the months leading up to the buyout it was rumored that
Palm was going to be purchased by either HTC, Dell, RIM or HP. The addition of Palm handsets
to the HP product line provides some overlap with the current iPAQ mobile products but will
significantly increase their mobile presence as those devices have not been selling well. The
addition of Palm brings HP a library of valuable patents as well the mobile operating platform
known as webOS. On July 1, 2010, the acquisition of Palm was final. The purchase of Palm,
Inc.'s webOS began a big gamble – to build HP's own ecosystem. On July 1, 2011, HP launched
its first tablet named HP TouchPad, bringing webOS to tablet devices. On September 2, 2010,
won its bidding war for 3PAR with a $33 a share offer ($2.07 billion) which Dell declined to
match. Following HP's acquisition of Palm, it would phase out the Compaq brand.

33
On August 6, 2010, CEO Mark Hurd resigned amid controversy and CFO Cathie Lesjak
assumed the role of interim CEO. On September 30, 2010, Léo Apotheker was named as HP's
new CEO and President.

Apotheker‘s appointment sparked a strong reaction from Oracle chief executive Larry Ellison,

[29]
who complained that Apotheker had been in charge of SAP when one of its subsidiaries was
systematically stealing software from Oracle. SAP accepted that its subsidiary, which has now
closed, illegally accessed Oracle intellectual property.

On August 18, 2011 HP announced that it would strategically exit the smartphone and tablet
computer business, focusing on higher-margin "strategic priorities of cloud, solutions and

[31]
software with an emphasis on enterprise, commercial and government markets" They also

[32]
contemplated spinning off their personal computer division into a separate company. HP's
consideration of a fundamental restructuring to quit the 'PC' business, while continuing to sell
servers and other equipment to business customers, would have been similar to what IBM did in

[33]
2005. However, after a brief review, HP decided their PC division was too integrated and
critical to business operations, and the company reaffirmed their commitment to the Personal
Systems Group.

On September 22, 2011, Hewlett-Packard Co. named former eBay Inc. Chief Executive Meg
Whitman its president and CEO, replacing Léo Apotheker, while Raymond Lane became

[35]
executive chairman of the company.

On March 21, 2012, HP said its printing and PC divisions would become one unit headed by

[36]
Todd Bradley from the PC division. Printing chief Vyomesh Joshi is leaving the company.

34
 Facilities

A sign marking the entrance to the HP corporate headquarters in Palo Alto, California

HP's global operations are directed from its headquarters in Palo Alto, California, USA. Its U.S.
operations are directed from its facility in unincorporated Harris County, Texas, near Houston. Its
Latin America offices in unincorporated Miami- Dade County, Florida, U.S., near Miami and in
Medellín Colombia. Its Europe offices are in Meyrin, Switzerland, near Geneva. Its Asia-Pacific

[37][38][39][40][39][41][42]
offices are in Singapore. It also has large operations in Boise, Idaho,
Roseville, California, Fort Collins, Colorado, San Diego, and Plano, Texas (the former
headquarters of EDS, which HP acquired). In the UK, HP is based at a large site in Bracknell,
Berkshire with offices in various UK locations, including a landmark office tower in London, 88
Wood Street. Its recent acquisition of 3Com will expand its employee base to Marlborough,
Massachusetts.

35
 Products and organizational structure

HP has successful lines of printers, scanners, digital cameras, calculators, PDAs, servers,
workstation computers, and computers for home and small business use; many of the computers
came from the 2002 merger with Compaq. HP today promotes itself as supplying not just
hardware and software, but also a full range of services to design, implement, and support IT
infrastructure.

HP's Imaging and Printing Group (IPG) is "the leading imaging and printing systems provider in
the world for printer hardware, printing supplies and scanning devices, providing solutions
across customer segments from individual consumers to small and medium businesses to large

[44]
enterprises." Products and technology associated with IPG include Inkjet and LaserJet
printers, consumables and related products, Officejet all-in-one multifunction
printer/scanner/faxes, Designjet and Scitex Large Format Printers, Indigo Digital Press, HP Web
Jetadmin printer management software, HP Output Management suite of software, LightScribe
optical recording technology, HP Photosmart digital cameras and photo printers, HP SPaM, and
Snapfish by HP, a photo sharing and photo products service. On December 23, 2008, HP
released iPrint Photo for iPhone a free downloadable software application that allows the

[45]
printing of 4" x 6" photos.

HP's Personal Systems Group (PSG) claims to be "one of the leading vendors of personal

[44]
computers ("PCs") in the world based on unit volume shipped and annual revenue." PSG
includes business PCs and accessories, consumer PCs and accessories, (e.g., HP Pavilion,
Compaq Presario, VoodooPC), handheld computing (e.g., iPAQ Pocket PC), and digital
"connected" entertainment (e.g., HP

36
 MediaSmart TVs, HP MediaSmart Servers, HP MediaVaults, DVD+RW drives). HP resold the

[44]
Apple iPod until November 2005.

HP Enterprise Business (EB) incorporates HP Technology Services, Enterprise Services (an

amalgamation of the former EDS, and what was known as HP Services), HP Enterprise Security
Services oversees professional services such as network security, information security and
information assurance/ compliancy, HP Software Division, and Enterprise Servers, Storage and
Networking Group (ESSN). The Enterprise Servers, Storage and Networking Group (ESSN)
oversees "back end" products like storage and servers. HP's networking business unit ProCurve

.[46]
is responsible for the family of network switches, wireless access points, and routers They
are currently a business unit of ESSN.

An HP camera with an SDIO interface, designed to be used in conjunction with a Pocket PC

HP Software Division is the company's enterprise software unit. For years, HP has produced and
marketed its brand of enterprise management software, HP OpenView. From September 2005
through 2010, HP purchased a total of 15 software companies between as part of a publicized,
deliberate strategy to augment its software offerings for large business customers. HP Software
sells three categories of software: IT performance management, IT management software and
information management software. HP Software also provides consulting, Software as a service,
cloud computing solutions, education and support services.

37
HP's Office of Strategy and Technology has four main functions:

(1) steering the company's $3.6 billion research and development investment,

(2) fostering the development of the company's global technical community,

(3) leading the company's strategy and corporate development efforts,

(4) performing worldwide corporate marketing activities.

Under this office is HP Labs, the research arm of HP. Founded in 1966, HP Labs's function is to
deliver new technologies and to create business opportunities that go beyond HP's current
strategies. An example of recent HP Lab technology includes the Memory spot chip. HP
IdeaLab further provides a web forum on early-state innovations to encourage open feedback
from consumers and the development community.

HP also offers managed services where they provide complete IT-support solutions for other
companies and organisations. Some examples of these are: A large activity is HP offering
"Professional Support" and desktop "Premier Support" for Microsoft in the EMEA marketplace.
This is done from the Leixlip campus near Dublin, Sofia and Israel. Support is offered on the line
of Microsoft operation systems, Exchange, Sharepoint and some office-applications.

Notable people

 Michael Capellas (Compaq CEO/Chairman - HP President)

 Rahul Sood (VoodooPC Founder)

 Steve Jobs (Summer job)

 Steve Wozniak (calculator designer)

38
 Literature Review

In July 2007, the company announced that it had met its target, set in 2004, to recycle one billion
pounds of electronics, toner and ink cartridges. It has set a new goal of recycling a further two
billion pounds of hardware by the end of 2010. In 2006, the company recovered 187 million
pounds of electronics, 73 percent more than its closest competitor.

In 2008, HP released its supply chain emissions data — an industry first.

In September 2009, Newsweek ranked HP No.1 on its 2009 Green Rankings of America's 500
largest corporations. According to environmentalleader.com, "Hewlett-Packard earned its
number one position due to its greenhouse gas (GHG) emission reduction programs, and was the
first major IT company to report GHG emissions associated with its supply chain, according to
the ranking. In addition, HP has made an effort to remove toxic substances from its products,
though Greenpeace has targeted the company for not doing better.

Evaluation of alternatives and purchase

Evaluation follows the information search. During this stage consumers usually compare products
with respect to their various features and benefits. They may compare product brands, styles,
sizes, colors, prices, and related services. They may also compare products at various stores. They
consumer may also evaluate the importance of certain information. For many consumers,
perceived reliability is extremely important. For others, price, ease of operation, related services, or
prestige may be paramount. Other information may be more important to consumers when
evaluating services. While vacation, traveling, for example some consumers may want to only stay
at the Hilton, while others are more prone to lodging at the less expensive locations. Consumers
generally evaluate goods and services by the features or benefits that are important to them.
Retailers and other marketers often try to influence the type of criteria that consumers use in their
product evaluations. They frequently use ads that compare the features of their products with those
of their competitors.

39
 Factors Affecting Consumer Buying Behaviour – Literature Review

Researcher Major factors

Enis (1974) Personal and social factors
Cross & Peterson (1987) Social and physical factors
Dibb & Etal (1991) Personal, social and physical factors
Cohen (1991) Marketing mix, physical factors
Zikmond & Amico (1993) Social, environmental and individual factors
McCarthy & Perreault (1993) Physical and social factors
Narayyana & Raol (1993) Physical, social and cultural factors
Keegan (1995) Social, cultural, economic and geographic
factors

Setlow (1996) Personal and environmental factors, marketing

mix

Stanton (1997) Social, physical and attitudinal factors

Lancaster & Reynold (1998) Physical, social and cultural factors
Kotler & Armstrong (2007) Physical, social, cultural and personal factors
Straughan & Roberts (1999) Demographic factors, lifestyle
Pride & Ferrell (2000) Social, physical and attitudinal factors
In May 2010, HP was named one of the World's Most Ethical Companies by Ethisphere Institute.
This is the second year in a row HP has made the list. Ethisphere reviewed, researched and
analyzed thousands of nominations in more than 100 countries and 35 industries to create the
2010 list. HP was one of only 100 companies to earn the distinction of top winner and was the
only computer

40
 Major factor Sub-factors Description
Roles & status The person's position in each group can be
defined in terms of both role & status.
Each role carries a status that is conferred
by society.

Personal factors Age & life People change their purchases over their
cycle stage lifetimes. Marketers define their target
markets in terms of family life-cycle stage
and develop appropriate plans and products
for each stage.

Occupation A person's occupation affects the goods and

services bought.

Economic A person's economic situation affects

situation product choice. Marketers of income-
sensitive goods should monitor trends in
personal income, savings and interest rates.

Psychological Motivation When a consumer recognizes that they

factors have a need, the inner drive to fulfill the
need is called motivation. A motivated
person is ready to act.

Perception It is the process by which people select,

organize and interpret information to form a
meaningful picture of the world.

Learning When people act, they learn. Learning can

be described as changes in an individual's
behaviour arising from experience.

41
According to a Business Week Study, HP is currently the world's 11th most valuable brand. Since

its creation, the HP Logo has remained largely the same. Because of its extreme simplicity, the

logo is recognized all over the world.

HP has many sponsorships. One well known sponsorship is of Walt Disney World's Epcot Park's
Mission: SPACE. From 1995 to 1999 they were the shirt sponsor of Premier League club

[citation needed]
Tottenham Hotspur F.C.. From 1997 to 1999 they were sponsors of Australian

[citation needed]
Football League club North Melbourne Football Club. They also sponsored the
BMW Williams Formula 1 team until 2006 (a sponsorship formerly held by Compaq), and as of

[citation needed]
2010 sponsor Renault F1. Hewlett-Packard also has the naming rights
arrangement for the HP Pavilion at San Jose, home of the San Jose Sharks NHL hockey team.

After the acquisition of Compaq in 2002, HP has maintained the "Compaq Presario" brand on
low-end home desktops and laptops, the "HP Compaq" brand on business desktops and laptops,
and the "HP ProLiant" brand on Intel- architecture servers. (The "HP Pavilion" brand is used on
home entertainment laptops and all home desktops.)

HP uses DEC's "StorageWorks" brand on storage systems; Tandem's "NonStop" servers are now
branded as "HP Integrity NonStop".

.Hp Discover Customer Event

In 2011, HP Enterprise Business, along with participating independent user groups, combined its
annual HP Software Universe, HP Technology Forum and HP Technology@Work into a single
event, HP DISCOVER. There are two HP Discover events annually, one for the Americas and
one for Europe, Middle East

42
and Africa (EMEA). HP DISCOVER 2011 Americas took place June 6–10, in Las Vegas at the
Venetian/Palazzo. The event offered nearly 1,000 sessions on application transformation,
Converged Infrastructure, information optimization, mobile devices, webOS, global data centers,
security, hybrid delivery and cloud computing. Approximately 10,000 customers, partners and IT
thought leaders attended HP Discover 2011 in Las Vegas and approximately 5,000 are expected
to attend the EMEA event. The Americas conference featured tracks designed for several
industries including automotive and aerospace; communications, media & entertainment, energy,
financial services, healthcare and life sciences, high tech and electronics, public sector, retail and
consumer goods, and transportation and logistics. The nearly 1,000 sessions, hands-on labs and
exhibits explored all areas of the HP Enterprise Business portfolio including servers, storage,
networking, software and services. In addition, the company provided sneak previews of its new
tablet device, webOS TouchPad which will be available in July 1, 2011, starting at $500.

The HP DISCOVER 2011 event in EMEA is slated to take place in Vienna, Austria, at the Reed
Exhibitions, Messe Wien Congress Center, on November 29 through December 1, 2011.

Controversies

Spying Scandal
Main article: Hewlett-Packard spying scandal

On September 5, 2006,David O'Neil and Shawn Cabalfin from Newsweek revealed that HP's
general counsel, at the behest of chairwoman Patricia Dunn, contracted a team of independent
security experts to investigate board members and several journalists in order to identify the
source of an information leak. In turn, those security experts recruited private investigators who
used a spying technique known as pretexting.The pretexting involved investigators
impersonating HP board members and nine journalists (including reporters for CNET,

43
, the New York Times and the Wall Street Journal) in order to obtain their phone records. The
information leaked related to HP's long-term strategy and was published as part of a CNET
article in January 2006. Most HP employees accused of criminal acts have since been acquitted.

Hardware
Hewlett-Packard has also been at the center of a fiasco in recent years. In November 2007,
Hewlett-Packard released a BIOS update covering a wide range of laptops with the intent to
speed up the computer fan as well as have it run constantly, whether the computer was on or off.
The reason was to prevent the overheating of defective NVIDIA graphics processing units
(GPUs) that had been shipped to many of the original equipment manufacturers, including
Hewlett- Packard, Dell, and Apple. In July 2008, HP revealed an extension to the initial one-
year warranty covering a few of the affected computers, but leaving many more without the
protection, despite research showing that these computers were also affected. Since this point,
several websites have been documenting the issue, most notably www.hplies.com and
nvidiasettlement.com, a forum dedicated to what they refer to as Hewlett-Packard's "multi-
million dollar cover up" of the issue. There have been several small-claims lawsuits filed in
several states, as well as suits filed in other countries. Hewlett-Packard also faced a class-action
lawsuit in 2009 over its i7 processor computers. The complainants stated that their systems
locked u p .

HP and Oracle lawsuit

On June 15, 2011, HP filed a lawsuit in California Superior Court in Santa Clara, claiming that
Oracle had breached an agreement to support the Itanium microprocessor used in HP's high-end

[91]
enterprise servers. On June 15, 2011, HP sent a "formal legal demand" letter to Oracle in an
attempt to force the world's No. 3 software maker to reverse its decision to discontinue software
development on Intel Itanium microprocessor.

44
 Consumer Perception about HP & Dell

Hewlett-Packard reported its financial results for the quarter ending on April 30, 2011, early in
the day on May 17, a day sooner than expected. Dell reported its financial results the same day,
at its normal time at the end of the day. In many ways, as we will see in a minute, the results
were similar. Yet the financial market reaction was dramatically different. HP's stock price
dropped by 7% during the day, while Dell's stock price rose by almost 7% in after-hours
trading. Bloomberg

News, in its article on the two companies' results, headlined what it saw as the
reason for the different performance: "Dell Shares Rise After Corporate Spending Gives
Company Edge Over Rival HP."

First, let's compare the actual numbers. HP's revenues in the quarter were up by 3%, and right in
line with expectations, while Dell's revenues were just 1% higher, and lower than expectations.
Dell's sales to business rose by 3%, while HP's sales increased by 8%. Dell's sales to consumers
fell by 7%, slightly better than the 8% drop in HP's sales to consumers. So far, very similar
numbers between the two vendors, with HP actually doing better than Dell in the quarter. So,
why the market perception that Dell outperformed HP?

One reason is that Dell's earnings were better, at least in terms of growth. HP's net income
increased by 5% and its earnings per share by 15%, while Dell's earnings rose by a much more
impressive 177% and its earnings per share by 188%. However, Dell had a particularly bad
quarter the year before, so its growth numbers reflect that low base. Another reason is that Dell
raised its revenue and income expectations for future quarters, while HP lowered its fiscal 2011
annual revenues by $1 billion.

45
difference. Still, in today's market, if a vendor is in the consumer computer hardware business
and is not named Apple, it will suffer in the eyes of stock investors. Dell was less in that business
than HP, so it was perceived to be doing better.

From a strategic perspective, this episode raises the question as to whether vendors like Dell, HP,
or even Microsoft that are in both the consumer and business computing markets should do what
IBM did several years ago and sell off their consumer computing business. IBM's stock price in
2011, which is up 15% so far this year while Microsoft's and HP's are both down, shows there is
shareholder value in being focused just on the business computing market and not trying to
compete in both the business and consumer markets. Apple makes the same point from the other
side. However, it is not practical for Dell or HP to separate its consumer PC business from its
business PC business, nor is it reasonable for either to spin off the whole PC business, given its
size for both companies.

Still, there is an alternative that provides some of the same benefits at much, much lower cost.
That is to provide greater clarity about the relative size of their consumer versus business
revenues. Dell actually does this, with a clean, simple number for its consumer revenues
compared to its business and government revenues. HP does not, providing only a breakdown of
its printer product revenues between consumer and business purchases and no numbers on what
proportion of PC, server, storage, or services revenues come from consumers versus
business. (Microsoft -- which we think has a very similar ratio of consumer-to- business
revenues as HP --is just as bad as HP in not disclosing actual consumer versus business revenue.)
So it is not surprising that when both Dell and HP report that their consumer PC revenues are
down, investors assume that HP is suffering more than Dell. Dell can point to a number that
shows only 20% of its revenues come from consumers; HP cannot point to a number that shows
only 32% of its revenues come from consumers. And it is probably no coincidence that both
IBM and Dell have had similar rises in their stock prices this year, while the more obscurantist
Microsoft and HP are each down.

46
Finally, turning to what Dell's and HP's revenue numbers show about tech market trends in the
business tech market that we track, our expectation of slowing but still positive growth in
business and government purchases of computer equipment is being borne out, though with some
interesting twists. First, for all the computer equipment vendors that we track (with estimates for
NetApp and Lenovo until they report), computer equipment purchases by business and
government rose by 8% in Q1 2011, slower than the 13% to 21% growth rates of 2010, but not
bad. Second, servers have done surprisingly well, with a 9% rise at HP, a 10% rise at HP, and a
22% rise at IBM (Unisys and Fujitsu did not do as well). We had expected slower growth as
virtualization reduces the demand for servers, but it is possible that server buying by telcos and
other would-be cloud vendors (including, of course, IBM, HP, and Dell) has kept demand
growing. Third, corporate buying of PCs still is strong, but government buying is dropping.

47
 Objective of the study

 To find the customer awareness of our brand in our target market.

 To find out market share of both the companies.

 To assess the level of satisfaction of customer for both the brand.

 To study the market promotion strategies of both the brand

 To know the various factors attributing to competitive edge of HP & Dell

service provider over others.
 To know the perception of different factors of HP & Dell Laptop & Desktop.

 Analysis the market share of Dell & Hp.

 To study the marketing stretegies of Dell & Hp.

48
 RESEARCH METHODOLOGY

a) Research Concepts

b) Opted methodology

RESEARCH CONCEPTS

RESEARCH

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 a specific topic. Thus
we can take research as an art of scientific investigation. The purpose of research is to discover
answers to questions through the application of scientific procedures. The main aim of research
is to find out the truth which is hidden and which has not been discovered as yet.

Different basic types of research are:

(i) Descriptive vs. Analytical: Descriptive research includes surveys

and fact finding enquiries of different kinds. InAnalytical research, on the
other hand, the researcher has to use the facts or information already available,
and analyze these to make a critical evaluation of the material.

(ii) Applied vs. Fundamental: Applied research aims at finding a

solution for an immediate problem facing a society or an industrial /
business organization, whereas fundamental research is mainly concerned
with generalizations and with the formulation of a theory.

(iii) Quantitative vs. Qualitative: Quantitative research is based on the

measurement of quantity or amount. It is applicable to the phenomenon
that can be expressed in terms of quantity. Qualitative research, on the
other hand is concerned with qualitative phenomenon i.e., phenomenon
relating to or involving quality or kind.

49
(iv) Conceptual vs. Empirical: Conceptual research is related to some abstract
ideas or theory. It is used by philosophers and thinkers to develop new concepts or to
reinterpret existing ones. While, Empirical research relies on experience or observation,
often without due regard for system and theory.

Significance of Research
The role of research in several fields of applied economics, whether related to business or to
the economy as a whole, has greatly increased in modern times. Research provides the basis
for all government policies in our economic system. It has its special significance in solving
various operational and planning problem of business and industry

50
 Research Methodology

Research methodology is a way to systematically solve the research problem. It can be taken as a
science of studying how research is done scientifically. It not only includes research methods but
also considers the logic behind the methods we use in the context of our research study and also
explain why we are using a particular method or technique, so that research results are capable of
being evaluated either by the researcher himself or by others. Further it is equally important to
select an appropriate method for a particular research as to develop new methods. There is also a
need to understand the assumptions underlying various techniques and also to know the criteria
by which it is to decide that certain techniques and procedures will be applicable to certain
problems and others will not.Also the term research and scientific methods are closely related.
The scientific methods attempts to achieve a systematic interrelation of facts by experimentation,
observation, logical arguments from accepted postulates and a combination of these three in
varying proportions. In scientific method, logic aids in formulating propositions explicitly and
accurately so that their possible alternatives become clear.

51
 Research Process

Research process consists of series of actions or steps necessary to effectively carry out research
and the desired sequencing of these steps. The following order concerning various steps provides
a useful procedural guideline regarding the research process:

Formulating the research problem,

Extensive literature survey, Developing

the hypothesis, Preparing the research

design, Determining the sample design,

Collecting the data,

Execution the project, Analysis

of data, Hypothesis testing,

Generalizations and interpretations, and Preparation of the

report.

52
 Sampling

A researcher must have to decide the way of selecting a sample or popularly known as design.
Samples may be either probability samples or non-probability samples. With probability samples
each elements has a known probability of being included in the sample but the non-probability
samples do not allow the researcher to determine this probability.Probability samples are those
based on simple random sampling, systematic sampling, stratified sampling, cluster / area
sampling whereas non-probability samples are those based on convenience sampling, judgment
sampling and quota sampling techniques. These are described as:

Deliberate sampling: This sampling method involves purposive or deliberate selection of

particular units of the universe for constituting a sample which represents the universe.

Simple Random sampling: In this type of sampling each & every item in the population has an
equal chance of inclusion in the sample and each one of the possible samples, if finite universe,
has the same probability of being selected.

Systematic Sampling: An element of randomness is usually introduced into this kind of

sampling by using random numbers to pick up the unit with which to start.

Stratified Sampling: In this technique the population is stratifies into number of non-
overlapping sub populations or strata and sample items are selected from each stratum.

Quota Sampling: To avoid high cost of taking samples from individual strata, interviewers are
simply given quota to be filled from different strata, the actual selection of items for sample
being left to the interviewer‘s judgment.

53
Cluster / Area Sampling: Cluster sampling involves grouping the population and then selecting
the groups or the clusters rather than individual elements for inclusion in the sample. Area
sampling is similar to cluster sampling and is often talked about when the total geographical area
of interest happens to be big one.

Multi-stage sampling: Under this technique the first stage may be to select large primary
sampling units such as states, then districts, then towns, and finally certain families with in the
towns. This technique is meant for big enquiries extending to a large geographical area.

Sequential Sampling: In this complex sample design the ultimate size of the sample is not fixed
in advance but is determined according to mathematical decisions on the basis of information
yielded as survey progresses. It is usually adopted under acceptance sampling in the context of
statistical quality control.

54
 OPTED METHODOLOGY

A research design specified the procedure & method for conducting and controlling the research
project. It is the specification of methods and procedure for acquisition of the information
needed. It is the overall pattern or framework of the project that stipulates what information is to
be collected from which sources by what procedure. Generally a research design is a blue print
of the research. The research study must explicitly state its plan about collection and analysis of
the data.

RESEARCH DESIGN: - The type of my study is Descriptive, as the needs of employee

towards training is not an apparent phenomenon, that‘s why it is required to study it in depth and
explore the different parameters for needs of training.

Data Collection: - Primary & Secondary Data.

. Primary Data:- It is collected through a structured questionnaire having

questions on various aspects of training. It is based on the objectives set for the study.
. Secondary Data: - It is collected from Magazines, Books and Websites of
company.

Sample Size: - Though I have proposed to have a size of 100 who had cooperated and supported
me in filling my questionnaire and thereby provides me the data.

Sample Domain: -Bareilly.

55
 Data Interpretation & Analysis

1. What is the First thing, which comes into your mind when youthink about
Dell and HP?

Data Received

Answer Value %age

Quality 50 50
Affordable 30 30
Maintenance 20 20

value

20
Quality
50 affordable
Maintenance
30

Out of 100 as shown in data when the people listen about Dell and HP the first think
,which comes in their mind that is Quality (50%) then affordable (30%) in the end Maintenance
(20%).

2. What do you find most important when buying a Laptop?

56
Data received

Answer Value %age

Brand 25 25
Quality 20 20
Maintenance 10 10
cost
service 25 25
Guarantee 20 20

value

brand
20 25 quality
maintenance
25 cost service
20
guarantee
10

In the table we can see that when the people buy a Laptop a lot of things they
saw in a Laptop as brand, quality, maintenance cost, service and guarantee.

As shown in table we can see 25% people think about brand 20% think about
quality 10 about maintenance cost 25 about services and last 20 about guarantee.

57
3. Which company of laptop would you prefer as of today?

Data received

Answer value %age

Dell 50 50

HP 50 50

value

100%
80%
value
60%
40%
20%
0%
Dell HP

.
As shown in table 50% people think about Dell and last 50% people
think about HP as a good laptop

58
3. Instead of purchasing a Dell, will you prefer to go for the HP?

Data received

answer value %age

yes 40 40
no 60 60

value

40 yes
no
60

As shown in table we can see there is 60% people don‘t want to change their Dell
laptop but 40% people who want to change their laptop instead of Dell and want to
purchase HP.

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4. Which feature of Dell attracts you most, that inspires you to gofor Dell?

Data received

answer value %age

Processor 75 75
design 25 25

value

25
Processor
design

75

25% people attract with Processor but there is a 75 % who are attracted with
its design.

So we can see here that 75% people think that Dell laptop well rather than
HP laptop.

5. Which service would you prefer?

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 Data received

answer value %age

Dell 60 60
HP 40 40

value

60
50
40
value
30
20
10
0
Dell
HP

As shown in table 60% people like Dell & 40% people like HP laptops.

So here most of the people which want to purchase a Dell.

6. For what purpose would you like to use laptop?

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Data received

Answer Value %age

Personal 60 60
use
Office use 30 30
others 10 10

value
60
50
40
30 value
20
10
0
personal use
office
use other
s

60% people uses laptops for their personal use and 30% uses for office use and less
10% for other uses.

As shown in table we can see most of the people uses laptops for their personal use .
8. Do you think Dell is good better than HP?

Data received

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 answer value %age
yes 60 60
no 40 40

value

40 yes
no
60

As shown in table we can see out of 100 people 60 % people think that Dell is better
than HP laptops

Brand, Quality, Maintenance cost, Service and Guarantee they get everything in Dell.

9. Will you recommend Dell to your friends and relatives?

Data received

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 answer value %age
yes 60 60
no 40 40

value

40 yes
no
60

Out of 100 60 % people think that they recommend Dell laptop to their friends and
relatives. Less 40% against that.

As shown in table most of the people want to recommend Dell to their friends and
relatives.

10. Which kind of adv. attracted you to Dell and HP?

Data received

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 answer value %age
newspaper 20 20
television 45 45
magazine 25 25
internet 10 10

value

10 20 newspaper
television
25
magazine
internet
45

As shown in table most of the people attracted with television advertising after that
magazine .

We can see 20% attracted with newspaper 45% attracted with television 25 %
attracted with magazine and last 10% with internet.

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 Findings
1) Out of 100 as shown in data when the people listen about Dell and HP laptop the first
think ,which comes in their mind that is Dell is favorit rather than HP laptop.

2) In the table we can see that when the people buy a laptop a lot of things they saw in a car
as brand, quality, maintenance cost, service and guarantee.As shown in table we can see
25% people think about brand 20% think about quality 10 about maintenance cost 25
about services and last 20 about guarantee.

3) As a people prefer both Dell and HP laptops because both are good company.As
shown in table 60% people think about Dell and last 40% people think about HP
as good quality laptop.

4) As shown in table we can see there is 60% people don‘t want to change their Dell laptop
but 40% people who want to change their laptop of Dell and want to purchase HP
laptop.

5) 25% people attract with colour but there is a 75 % who are attracted with its
processor.So we can see here that 75% people think that its design that inspires them to
go for Dell laptop.

6) 60% people uses laptop for their personal use and 30% uses for office use and less 10%
for other uses.As shown in table we can see most of the people uses laptop for their
personal use .

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 LIMITATIONS

1. Employees were not available at a common time as they are working in different
shifts. I was not in a position to approach employees working in the night shift

2. There were some problems in collecting primary data; the employees were hesitating
in giving their personal information and time.

3. To some extent employees were not aware about the concept of

organizational climate.

4. Some of the employees were not interested in filling the questionnaire.

5. Some of the old employees were not want to expose the real image of
the organization.

6. Some of the employees were not permitted by their seniors to fill the questionnaire.

7. Some of the employees were not able to give the answers because of lack of proper
knowledge and other activities in the organization.

8. Employees were taking much time to agree for filling the questionnaire.

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 Conclusion
There is a fierce competition between Dell and HP for market domination of laptops. It's quite
difficult to come to a conclusion when you are going to buy a laptop from one of these two
brands. However, if you have right details it won't be a tough decision to make. We are going to
summarize the battle between HP vs. Dell based on reliability, design, price, and customer
service. Then it will be easier to buy the best laptop that fits your needs. One of the important
facts to consider when you buy a laptop is its reliability. If a laptop can't be used for at least two
years without problems, there's no point of buying such laptop. Laptops are more vulnerable than
desktops. Also it's hard to find accessories for laptops. That's why you need to make a wise
decision when you are going to buy a laptop. It is necessary to have better aesthetics for a laptop.
That is one of the main reasons why people tend to buy laptops. Dell laptops are usually simple
in design and come with vivid colors unlike HP laptops. Their keyboards are among the best for
laptops. Displays are pretty good with better brightness.

HP laptops have great looking designs including various patterns and textures in the interior of
the laptops. Also different styles of keyboards are available on their laptops. However none of
these brands can stands out from another based on their design quality. We like to both of their
designs. However Dell might have slight edge over HP due to their keyboard designs and track
pads. Customer service is one of the important aspects when it comes to laptops. In this scenario
Dell seems to have a better chance of leading the game of Dell vs. HP.

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Appendix

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 Bibliography

 Philip Kotler -: Marketing Management

 Kothari C.R. -: Research Methodology

 New age inte rnational publishers , 2007

 http://www.google .com

 www.dellindia.com

 www.india-today.com/btoday

 www.hp.com

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