PRICING STRATEGIES OF AIRTEL

A Project Report

Submitted for the partial fulfillment of the degree of

Bachelor of Commerce(Hons.)

Under the Supervision of Submitted by -

Dr.Akshay Satsangi Anurag Raheja
(Department of Management) B.com(Hons.)
082012

DAYALBAGH EDUCATIONAL INSTITUTE

(DEEMED UNIVERSITY)
Dayalbagh, Agra
 DECLARATION

I Anurag Raheja, student of B.Com (Hons.), Dayalbagh

Educational Institute, Dayalbagh, Agra, Batch 2008-2011, Roll

No. 082012 hereby declare that the Industrial Project Report titled

“Pricing Strategies of Airtel” is the outcome of my own research

work and the same has not been submitted to any

university/institution for the award of any degree or professional

diploma.

ACKNOWLEDGEMENT
I would like to take an opportunity to thank all the people in collecting

the necessary information and making of the report. I am grateful to all

of them for their time and wisdom. My project becomes a reality only

because of cooperation of many people who had helped me in

completing this project. I sincerely extend my gratitude to Dr. Akshay

Satsangi who has given me this golden opportunity to have an insight in

the corporate world and who has been a source of guidance and support.

ANURAG RAHEJA
 CHAPTER-1

INTRODUCTION
&
BACKGROUND

INTRODUCTION
[1]
Marketing is the process by which companies create customer interest in goods or services. It
generates the strategy that underlies sales techniques, business communication, and business
developments. It is an integrated process through which companies build strong customer
relationships and create value for their customers and for themselves. Marketing is used to
identify the customer, to satisfy the customer, and to keep the customer. With the customer as
the focus of its activities, it can be concluded that marketing management is one of the major
components of business management. Marketing evolved to meet the stasis in developing new
markets caused by mature markets and overcapacities in the last 2-3 centuries. The adoption of
marketing strategies requires businesses to shift their focus from production to the perceived
needs and wants of their customers as the means of staying profitable. The term marketing
concept holds that achieving organizational goals depends on knowing the needs and wants of
target markets and delivering the desired satisfactions. It proposes that in order to satisfy its
organizational objectives, an organization should anticipate the needs and wants of consumers
and satisfy these more effectively than competitors[1].
FOUR P’s OF MARKETING
• Product – A tangible object or an intangible service that is mass produced or
[2]

manufactured on a large scale with a specific volume of units. Intangible products are
service based like the tourism industry & the hotel industry or codes-based products like
cell phone load and credits.
• Price – The price is the amount a customer pays for the product. It is determined by a
number of factors including market share, competition, material costs, product identity
and the customer's perceived value of the product. The business may increase or decrease
the price of product if other stores have the same product.
• Place – Place represents the location where a product can be purchased. It is often
referred to as the distribution channel. It can include any physical store as well as virtual
stores on the Internet. Place is not exactly a physical store where it is available Place is
nothing but how the product takes place or create image in the mind of customers. It
depends upon the perception of customers.
• Promotion represents all of the communications that a marketer may use in the
marketplace. Promotion has four distinct elements: advertising, public relations, personal
selling and sales promotion[2].
CONCEPT OF PRICING :- [3]Pricing is the process of determining what a company will
receive in exchange for its products. Pricing factors are manufacturing cost, market place,
competition, market condition, and quality of product. Pricing is also a key variable in
microeconomic price allocation theory. Pricing is a fundamental aspect of financial modeling
and is one of the four Ps of the marketing mix. The other three aspects are product, promotion,
and place. Price is the only revenue generating element amongst the four Ps, the rest being cost
centers.

Pricing is the manual or automatic process of applying prices to purchase and sales orders, based
on factors such as: a fixed amount, quantity break, promotion or sales campaign, specific vendor
quote, price prevailing on entry, shipment or invoice date, combination of multiple orders or
lines, and many others. Automated systems require more setup and maintenance but may
prevent pricing errors. The needs of the consumer can be converted into demand only if the
consumer has the willingness and capacity to buy the product. Thus pricing is very important in
marketing[3].

Pricing Strategies of Airtel

Customer based pricing strategies. :- [4]
How much is your customer willing to pay for your
product? You need to know your customer’s attitudes and values toward prices, product quality, value,
and prestige. Some customers believe a higher price means higher quality. Bargain hunters are happy
with lower prices. You want your price to reflect your product image. Like, if Airtel introduce 50
cents outgoing facility rather than depending on 2 rupees outgoing for any network, most of the
cell phone users shift to Airtel’s brand (but, you can charge 49 cents, because the 9 series pricing
style have incredible impact on customer perception) [4].

Flexible pricing mechanism [5]

A flexible pricing mechanism made possible by advances in
information technology, and employed mostly by Internet based companies. By responding to market
fluctuations or large amounts of data gathered from customers - ranging from where they live to what
they buy to how much they have spent on past purchases - dynamic pricing allows online companies to
adjust the prices of identical goods to correspond to a customer’s willingness to pay. The airline industry
is often cited as a dynamic pricing success story. In fact, it employs the technique so artfully that most of
the passengers on any given airplane have paid different ticket prices for the same flight. If a network
provider has flexible pricing strategy and provide convenience to the customers, then the
selection on him will be greater than the firm, which has fixed and higher price[5].

Controlled by TRAI. The Telecom Regulatory Authority of India or TRAI (established 1997) is
the independent regulator established by the Government of India to regulate the telecommunications
business in India[4].

AIRTEL
Bharti Airtel Limited was incorporated on July 7, 1995 for promoting investments in
[6]

telecommunications services. Its subsidiaries operate telecom services across India. Bharti Airtel
is India's leading private sector provider of telecommunications services based on a strong
customer base consisting of 50 million total customers, which constitute, 44.6 million mobile
and 5.4 million fixed line customers, as of March 31, 2009. Airtel comes to us from Bharti Airtel
Limited - a part of the biggest private integrated telecom conglomerate, Bharti Enterprises.
Bharti provides a range of telecom services, which include Cellular, Basic, Internet and recently
introduced National Long Distance. Bharti also manufactures and exports telephone terminals
and cordless phones. Apart from being the largest manufacturer of telephone instruments in
India, it is also the first company to export its products to the USA. Bharti has also put its
footsteps into Insurance and Retail segment in collaboration with Multi- National giants. Bharti
is the leading cellular service provider, with a footprint in 23 states covering all four metros and
more than 50 million satisfied customers[6].
SERVICES
• Airtel Pre-paid
• Airtel Post-paid
• Blackberry Wireless Handheld
• Value Added Services (VAS) The different value added services provided by Airtel are-
 Instant Balance Enquiry
 24Hr recharge Facility
 Caller line identification
 Call divert,
 Call wait & Call Hold
 Multimedia messaging service (MMS)
 Airtel Live Portal
 SMS based Information Service[5]

NEED OF STUDY
Today, for any organization or firm to survive in this competitive world depends on its ability to
be dynamic and be different from the competition to be unique in the industry. Customer
Satisfaction helps every organization to keep the existing customer and to build new customer.
This research is aimed at profiling the standard customer with an aim to increase the network
and improve company-customer relations. The information gathered through this research can
be used by the company to improve its services and became more customers friendly. This can
increase the goodwill of the company and its overall performance. Thus this study is aimed to
provide the management with some knowledge about its status in market both in terms of sales
and customer awareness. The research also aims to provide some ideas to improve the
company’s present condition.

OBJECTIVE OF THE STUDY

• To study pricing strategies of Bharti Airtel Limited.

• To analyse the impact of pricing strategies of Bharti Airtel Limited on consumers.

 RESEARCH HYPOTHESIS
• There is no significant impact of pricing strategies on the performance of the
organization.
• Pricing strategies and customer perception are independent to each other.

RESEARCH METHODOLOGY
DATA COLLECTION
To accomplish the above objective of the study, the following research methodology is used :-

PRIMARY DATA:-
Researcher collects primary data from:-
 Questionnaires

Questionnaires are distributed in following selected area

➢ Retailers of Bharti Airtel Limited

➢ Customers of Bharti Airtel Limited

SECONDARY DATA:-
Researcher collects secondary data from:-
 Various Books
 Various Magazines
 Various Journal Articles
 Various Newspapers
 Various websites
SAMPLE SIZE
For attaining the different objectives the sample size is taken as follows:-
Retailers of Bharti Airtel Limited 10
Customers of Airtel 40
Total 50
SAMPLE AREA
Agra zone is taken as the sample area.
STATISTICAL TOOLS
The researcher had used the following statistical tools i.e.
 Frequency distribution
  Weighted Average

SAMPLING TECHNIQUE
 Random sampling technique
DURATION OF THE STUDY
For the purpose of analysis of data, a period of one year (2010 to 2011) is taken into
consideration.
 CHAPTER - 2

REVIEW OF LITERATURE

REVIEW OF LITERATURE
Rajiv Lal (1994) [7]He study pricing strategies of retailers competing for the demand of
an assortment of goods. In a model where uninformed rational consumers decide where
to buy each product, he find that firms advertise prices below marginal cost to attract
consumers into the store and profit from other goods which consumers plan to buy at the
store. Incorporating product line decisions indicates that firms do not restrict their
product assortment even when he make a loss on one of the goods. Finally, products with
lower reservation prices are shown to be more natural candidates for loss-leader pricing.
[7]

Sudipto Dasgupta (1996) [8]Recent empirical evidence indicates that capital structure
changes affect pricing strategies. In most cases, prices increase following the
implementation of a leveraged buyout of a major firm in an industry, with the more
levered firm charging higher prices on average. Notable exceptions exist when rival
firms are relatively unlevered. The first observation is consistent with a relatively simple
model where firms compete for market share on the basis of price. To explain the second
observations (i.e. the exceptions) the model must be extended to allow for reputation
effects related to product quality. The extended model illustrates how product market
imperfections in combination with high leverage can make firms vulnerable to predatory
pricing. [8]
[9]
Pradeep K. Chintagunta (1997) We formulate a differential game model for
dynamic pricing in a duopolistic market. Firms' demand functions are derived
from utility maximizing behavior of consumers with the demand for a brand given
by the logit model. Preferences for brands are assumed to evolve over time in the
market in a manner akin to learning models postulated in the marketing literature.
We derive the differential equations governing the equilibrium open-loop price
paths over time and show that in steady state, the brand with the higher preference
level charges the higher price. The formulation is extended to include the effects
of consumer heterogeneity, and equilibrium steady-state prices are compared with
those obtained when heterogeneity is ignored. A comparison of steady-state
dynamic prices with myopic prices is provided. An empirical example is discussed
to show how steady-state model predictions may be obtained from actual
longitudinal purchase data. [9]

Ravi Aron (1999) [10]Internet-based electronic markets facilitate buyer search for seller
offerings and comparison of products on the basis of price and product features. Search
engine capabilities such as Recall, Precision and Ranking Accuracy determine the
efficiency with which buyers can search for and compare products and the resulting
buyer surplus and seller profits. This research investigates the impact of each of these
factors on buyer and seller strategies at equilibrium. This paper explains certain counter
intuitive market phenomena where some successful electronic markets offer less choice
to buyers than their competitors. The analysis is driven by a set of analytical models of
an electronic market under varying conditions of sellers' market shares, buyer search
strategies and search engine technology. [10]

Nikita Ratanov(2001) [11]In this paper he introduce a financial market model based on
continuous time random motions with alternating constant velocities and jumps, which
occur with velocity switches. Given that jump directions match velocity directions of the
underlying random motion properly in relation to interest rates, in this setting will be free
of arbitrage. Additionally, he suppose also the interest rate depending on market state.
The replicating strategies for options are constructed in detail, and closed form formulas
for option prices are obtained. [11]

Ramnath K. Chellappa (2003) [12]This paper models the pricing of digital experience
goods such as online video in a vertically segmented market under threat of piracy. By
definition consumers know the true fit of an experience good only after they have
consumed it and piracy offers an illegal consumption method. He develop a two-stage
model of piracy where some consumers pirate in the first stage thus updating their
perception of a product's fit while deciding to keep the pirated copy or buy a legitimate
one in the second stage. Results show that the effect of piracy can be mitigated by
suitable pricing strategies and some externality benefits of piracy can be internalized
through product sampling. Counter to intuition, we show that losses due to piracy are
more severe for products that don't live up to their hype rather than for products that tend
to be valued in the market, thus requiring a greater investment in deterrence for the
former. [12]

Matthias wrede (2003) [13]This paper analyzes the coexistence of different pricing
strategies. The purpose is to discuss how firms that are limited to uniform pricing affect
the outcome of price competition among mill-price-setting firms. Price competition
among (three) firms that are restricted to mill pricing is analyzed within the classic
Hotelling framework and uniform-price-setting firms are considered as first movers. If
uniform-price-setting firms deliver any good, they effectively separate mill-price-setting
firms from each other. Finally, it is shown that price competition among first movers
strengthens the effects of cross-type price competition. [13]

Volker Nocke (2003) [14]He study rationing as a tool of the monopolist's pricing strategy
when demand is uncertain. Three pricing strategies are potentially optimal in our
environment: uniform pricing, final sales, and introductory offers. The final sales
strategy consists in charging a high price initially, but then lowering the price while
committing to a total capacity. Consumers with high valuations to pay may decide to buy
at the high price since the endogenous probability of rationing is higher at the lower
price. The introductory offers strategy consists in selling a limited quantity at a low price
initially, and then raising price. [14]

Suman Banarjee (2005) [15]In this paper she develop an analytical model that
characterizes the structure of price dispersion observed in electronic markets. Findings of
our model are consistent with empirical evidence in these e-markets. It show that when
different types of buyers' have different search costs, firms follow noncompetitive
pricing strategies. Also, my model shows that price dispersion may actually increase if
search costs falls, challenging the common belief that price dispersion decreases as
search costs fall. She derive multiple price dispersion equilibria, with differing levels of
welfare implications. These results are generated without the need for assumption of
asymmetric information, and heterogeneity amongst buyers and/or firms. Results show
that the process of search alone may generate price dispersion, and highlight the
importance of processes of search not only on prices, but also on the efficiency of e-
markets. [15]

Wilko Bolt (2005) [16]In two-sided markets, one widely observes skewed pricing
strategies , in which the price mark-up is much higher on one side of the market than the
other. Using a simple model of two-sided markets, he show that, under constant elasticity
of demand, skewed pricing is indeed profit maximizing. The most elastic side of the
market is used to generate maximum demand by providing it with platform services at
the lowest possible price.
Through the positive network externality, full participation of the high-elasticity, low-
price side of the market increases market participation of the other side. As this side is
less price elastic, the platform is able to extract high prices. Our skewed pricing result
also carries over when analyzing the socially optimal prices. Interestingly, this leads to
below-marginal cost pricing in the social optimum. He motivate the analysis by looking
at the Dutch debit card system. [16]

Neeraj Bharadwaj (2006) [17]Although the sale of an augmented product, composed of

a core product and supplementary services, has become commonplace in an array of
industries, the nuances associated with the pricing of such expanded offerings have not
been fully examined in the literature. In this paper, he examine the potential
improvement in selling firm profitability from jointly setting the prices for products and
supplementary services (i.e., integration) and/or tailoring pricing strategies for products
and supplementary services to individual customers (i.e., customization). He develop a
model which specifies the interactions between a customer's purchases of products and
supplementary services. [17]

Chakravarthi Narasimha (2005) [18]He build an econometric model of a household's

purchase incidence and brand choice decisions in complementary product categories to
account for cross-category dependence in demand. Complementarily is modeled as the
additional utility that a household derives from the joint consumption of brands in
complementary categories. He estimate the proposed multi-category demand model
using scanner panel data on cake mix and frosting categories. Using the estimated
demand model as an input, he investigate whether the observed retail prices in the two
categories are consistent with joint-category profit maximization behavior on the part of
the retailer. [18]

Chenghuan Sean Chu (2008) [19]In principle, a multiproduct firm can set separate prices
for all possible bundled combinations of its products (i.e., "mixed bundling"). However,
this is impractical for firms with more than a few products, because the number of prices
increases exponentially with the number of products. In this study he show that simple
pricing strategies are often nearly optimal -- i.e., with surprisingly few prices a firm can
obtain 99% of the profit that would be earned by mixed bundling. Specifically, he show
that bundle-size pricing -- setting prices that depend only on the size of bundle purchased
-- tends to be more profitable than offering the individual products priced separately, and
tends to closely approximate the profits from mixed bundling. [19]

William R Johnson (2008) [20]Technological changes over the past two decades have
made it easier to distribute and to copy intellectual property. Creators and owners of
intellectual property have responded to these changes with a variety of creative pricing
strategies . The paper reviews some of these pricing innovations. Two broad categories
of innovations are explored: those that facilitate price discrimination and those that
exploit complementarities between different types of creative works. [20]

Manish Gangwar (2010) [21]Empirical examination of the pricing policies of brands in

several categories reveals that the pricing distribution is multi-modal with firms offering
shallow and deep discounts with varying frequencies. Another interesting feature of
these pricing distributions is that the modes are in the interior of the support. However,
extant theory on price promotions predicts that the equilibrium pricing density will be bi-
modal and the modes will be at the ends of the support of the distribution. In this study,
he develop a dynamic game-theoretic model which allows for inter-temporal shifts in
demand that may result from some consumers’ stockpiling at promotional prices. The
pricing distributions predicted by our theory are remarkably consistent with the pricing
patterns observed in practice. Interestingly, he find that the stockpiling threshold is
decreasing in the consumer’s willingness to stockpile. The model also highlights whether
or not the stockpiling occurs in equilibrium depends on the market structure, mix of price
sensitive, price insensitive and opportunistic consumers and discount rate. [22]

CHAPTER-3
 ANALYSIS OF PRIMARY
DATA

QUESTIONNAIRE FOR CUSTOMERS

Q. No.1 Which telecom service connection do you have?

Reliance Airtel Idea Vodafone Other

No. of 10 33 11 06 03
Respondents
INTERPRETATION: Among the sample size of 40, 33 respondents are using airtel, while

only 3 responds to others.

QUESTIONNAIRE FOR DEALERS

Q.No.1 Which plan of the brand do you recommended?

Vodafone Airtel Reliance Idea Other

10% 50% 20% 20% 0%

INTERPRETATION: Half of the dealers recommended airtel services.

 CHAPTER -4
ANALYSIS OF SECONDARY
DATA
 ANALYSIS OF SECONDARY DATA
Secondary data was collected through:-

➢ BOOKS:

✔ Philip Kotler(2006): Marketing Management

✔ Kothari, M. (2008-09): Principles of Marketing
✔ Beri, G.C. (2008): Marketing Research

➢ JOURNALS:

✔ Business India

✔ Business Analyst
✔ Competition Success Review

➢ MAGAZINES:

✔ India today
✔ Business line
✔ Outlook Business

➢ NEWSPAPERS

✔ The times of India

✔ Hindustan times
✔ The economic times

➢ WEBSITES
✔ www.wikipedia.com

✔ www.google.com

✔ www.scribd.com

✔ www.docstoc.com

✔ www.socialsciencesresearchnetwork.com

✔ www.airtel.com
 CHAPTER-5

CONCLUSION &
RECOMMENDATIONS
 FINDINGS
➢ Quality of services provided plays an important role in keeping the existing

customers and to bring new customers.

➢ The total number of respondents is 40 and almost all the people are aware

and using airtel services.

➢ With this research I found that the awareness about the airtel services is

much and television plays an important role in making the people aware.

➢ Airtel and Vodafone are most popular brand than other telecom brands.

➢ Most of the people are satisfied with reasonable price and quality of airtel

services.

➢ In most of organization internet plays an important role in day to day

activities.

➢ The safety and security of airtel network is rated very well by most of its

customers.

➢ The overall satisfaction level is very high among customers.

➢ Most of the respondents did not find any problem while using airtel

services.

➢ Most of the respondents thinks that airtel provides “value for money”.

➢ Most of the respondents takes self decision for opting the airtel services.
 SUGGESTIONS & RECOMMENDATIONS

➢ For covering all income groups airtel should opt different forms of media to

advertise like print media, etc.

➢ The second dominant factor affecting sales of telecom services is price

therefore airtel should curtail its prices to be on top.

➢ Airtel should provide some attractive monthly packs to enhance the sales.

➢ AIRTEL should introduce cheaper recharge cards than the other because

its competitor Vodafone had introduced it.

➢ AIRTEL should sign more celebrities from cricket and bollywood.

➢ By virtue of its connectivity and advertising strategy AIRTEL is successful

in grabbing the highest market share in India, but there are still some

recommendations from my study point of view is that AIRTEL needs to

make its network service more stronger than other service providers to

dominate the market in future too.

 CONCLUSION

The conclusion of my study is that AIRTEL’s Advertising has a major

impact its users. People like its schemes very much .AIRTEL had
created a very good image on the mind of the new users of cellular
service. AIRTEL has adopted a very good strategy by providing a new
connection with NOKIA who is market leader in mobile set, many new
users buy Nokia sets and they get a free connection of AIRTEL.
AIRTEL is successful in capturing the highest market share by adopting
Celebrity Endorsement Strategy. A.R. Rehmaan’s tune for AIRTEL
worked as free advertising for AIRTEL as another service user uses it
too. Other celebrities like Shahrukh Khan (bollywood) and Sachin
Tendulkar (Cricket) has also contributed very much in AIRTEL. I
conclude that 70% Airtel users preferred to remain with Airtel. Also
good no. of users who were willing to switch from their respective
subscribers showed interest in Airtel. Hence, these statistics imply a
bright future for the company. Also the company is now providing more
services like the door to door services which is you dial the Airtel
customer care and would like to send someone flowers the Airtel
company delivers those flowers to the person concerned. Also Airtel is
providing free text messaging service and free voice mail service. Call
conferencing is also another feature Airtel provides.
 ANNEXURE

QUESTIONNAIRE FOR CUSTOMERS

NAME- ___________________ AREA ____________________
AGE- OCCUPATION -

0–15- ________ Service man- ________

16-30- _______ Businessman- _______

31-45- _______ Professional- ________

45 and above- ______

Q1)Which telecom service connection do you have?

a) Reliance ----------- b) Airtel ---------------

c) Idea ------------- d) Vodafone -----------

e) Other -------------

Q1) How many telecom service provider you know about?

a) Reliance ----------- b) Airtel ---------------

c) Idea ------------- d) Vodafone -----------

e) Others --------------

Q2) How did you come to know about that provider?

a) TV Ads -------------- b) News Papers -----------

c) Hoardings ---------- d) Retailers ---------------

e) Others -----------------

Q3) Whom do you consult to finalize the decision?

a) Myself -------------- b) Family ------------------

c) Friends\ Relatives --------- d) Retailers ----------------

e) Neighbors ---------------

Q4) What are the factors which influenced you to buy the service of your choice?

a) Low initial Price ---------- b) Better Network Coverage --------------

 c) Schemes --------- d) High speed GPRS connection ----------

e) Others

Q5) Which type of package do you prefer?

a) Daily Packs --------- b) Weekly Packs ------------

c) Monthly Packs -------- d) Yearly Packs--------------

Q6) Do you think your AIRTEL provide value for money?

a) Yes ---------- b) No --------

Q7) Overall, how would you rate your service provider?

a) Very Good b) Good c) Average d) Poor e) Very Poor

Q8) Overall, how satisfied are you, with network service of your company?

a) Very satisfied b) Satisfied c) Neutral d) Dissatisfied e) Very dissatisfied

Q9) Whom do you think is the best Telecom service Provider?

a) Reliance ----------- b) Airtel ---------------

c) Idea ------------- d) Vodafone -----------

e) Other -------------

Q10) Rank all the Service Provider as per your preference criteria? ( 1 to the first preference
and so on

a) Reliance ---------- b) Airtel --------

c) Vodafone --------- d) Idea -----------
e) Others --------
 QUESTIONNAIRE FOR DEALERS

Name and address of the outlet ________________________

________________________
________________________

Q1) Which plan of the brand do you recommended ? And why ?

a.) Vodafone b.) Airtel c.) Reliance d.) Idea e.) others

Reason____________________________________________________________

Q2) Which is the fastest moving telecom service from your outlet?
a) Vodafone b.) Reliance c.) Airtel d.) Idea e) Others

Q4) Which service provider has cheapest call rates ?

a) Vodafone b.) Reliance c.) Airtel d.) Idea e) Others

Q5) Which brand gives best value pack for customers ?

a) Vodafone b.) Reliance c.) Airtel d.) Idea e) Others

Q6) On which parameters a customer gives more importance while choosing a particular
brand?
a) Price b.) Quality c.) Brand name d.) Services

Q7) Which income group constitute major part of your customers ?

a.) Lower middle class b.) Upper middle class c.) Upper class

Q8) What is the feedback of customers related to Airtel Services?

 a) Very good b.) Good c.) Average d.) Bad e.) Very bad

Q9) When do the sales increases?

a) During festivals ________ c.) When prices fall ________
b) When gifts and discounts are offered_____ d.) Others _________

Q10) Do you have any issue with the above brand ?

a.) Yes b.) No

If yes, what are they_______________________________________________________

______________________________________________

Q11) Rank all the telecom brands as per your preference criteria? (1 to the first
preference and so on)

a) Vodafone --------

b) Airtel --------

c) Reliance --------

d) Idea --------

e) Others --------

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2002. Page no. 84-86
4. www.docstoc.com
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6. www.airtel.in
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19. (NBER Working Paper Series, Vol. w13916, pp. -, 2008. Available at SSRN:
http://ssrn.com/abstract=1116592)
20. ( http://ssrn.com/abstract=1144884)
21. (Available at SSRN: http://ssrn.com/abstract=1612092)

BIBLIOGRAPHY
  www.airtel.in

 Google – Search Engine

 www.answer.com

 WIKIPEDIA

 ‘Principles of Marketing’ By Philip Kotler & Gary Armstrong

 ‘www.plugged.in

 www.fonearena.com

 ‘The Pricing Strategy’ By Kent B. Monroe

 www.telecom.info

BROAD OUTLINE OF THE STUDY

CHAPTER 1: Introduction
Background of Organization
Need of the study
Research Methodology

CHAPTER 2: Review of literature

CHAPTER 3: Analysis of data (Primary)

CHAPTER 4: Analysis of data (Secondary)

CHAPTER 5: Conclusion & Recommendation

➢ ANNEXURE – Questionnaires
Bibliography