NAME: DEEPAK ANILKUMAR GUPTA

ROLL NO: 19106B1016

DIV: B
BUSINESS RESEARCH MANAGEMENT
TOPIC: Manufactures of a palm-sized computer with wireless internet access believes B2B sales are too low

1. Situation 2. Symptoms 3. Problem 4. Managerial Decision 5. Research Objective

Manufacturer of palm
sized computer with
wireless internet access
believe B2B sales are too
low
• Customers complain • Business owners believe How can we improve Measures to overcome
about high prices to there is no advantage of quality and decrease objectives of B2B
distributors. upgrading the system to price further more to customers, as to why
• Standardized smaller units improve the product they don’t want to
processes in business • Business owners are not positioning in B2B switch to new compact
and not ready to ready to invest such a market? product
upgrade high price
• If business buy there is
no guarantee as to
customers will buy this
product and B2C
will be affected

6. Research Questions 7. Research Hypothesis

What is the basis or • Prices of products positively
factors in which people related to customer
switch to new switching trends
machines? And are • Knowledge of new product
ready to pay higher is positively related to
prices switching costs