Karnataka Law Society’sINSTITUTE OF MANAGEMENT EDUCATION AND RESEARCH
Adarsh Nagar, Hindwadi, BELGAUM- 590011
E-mail: [email protected] Web: www.klsimer.edu
(Affiliated to Karnatak University, Dharwad)
ASummer In-plant Project Report on
“A STUDY ON COMMUNICATION GAP BETWEEN RETAILERS & VODAFONE DISTRIBUTOR AND THE SATISFACTION LEVEL OF
RETAILERS TOWARDS VODAFONE DISTRIBUTOR”Undertaken at
M/S. GURUKRUPA ENTERPRISE, BIJAPUR.Submitted in Partial fulfillment of the requirement for the award of
Master Degree in Business AdministrationDuring the academic year 2009-2010
ByMd SHARIF. D. MULLA
MBA II SemesterExam No.MBA09003043
Institute Guide External Guide
Prof. Amruta. Mishrikoti. Mr. Aditya. Darbar
Karnataka Law Society’sINSTITUTE OF MANAGEMENT EDUCATION AND RESEARCH
Adarsh Nagar, Hindwadi, BELGAUM- 590011
E-mail: [email protected] Web: www.klsimer.edu
(Affiliated to Karnatak University, Dharwad)
CERTIFICATE
This is to certify that Mr. Md SHARIF. MULLA
Has satisfactorily completed his Summer in plant ProjectAt
M/S. GURUKRUPA ENTERPRISE, BIJAPUR.Entitled
“A STUDY ON COMMUNICATION GAP BETWEEN RETAILERS & VODAFONE DISTRIBUTOR AND THE SATISFACTION LEVEL OF
RETAILERS TOWARDS VODAFONE DISTRIBUTOR”
In partial fulfillment of the requirement of Master’s Degree in Business Administration awarded by the Karnatak University, Dharwad, for the year 2009-2010.
Institute Guide Director Prof. Amruta. Mishrikoti. Dr. A. B. Kalkundrikar,
Faculty- Member, Director,KLS’s IMER, KLS’s IMER, Belgaum. Belgaum.
CHAPTER 1
EXECUTIVE SUMMARY
Retailers and distributors play key role in building powerful brand and achieving
promotional objectives by forming an important link between service provider and ultimate
customer. The project taken by me was “STUDY ON COMMUNICATION GAP BETWEEN
RETAILERS &VODAFONE DISTRIBUTOR AND SATISFACTION LEVEL OF
RETAILERS TOWARDS VODAFONE DISTRIBUTOR IN BIJAPUR CITY .”
NEED FOR THE STUDY
It helps the distributor to know the needs and requirements of retailer for improving the sales;
it helps the distributor to understand the communication gap between retailers and distributor.
MAIN OBJECTIVES OF THE RESEARCH:
• To know the needs & requirements of a Vodafone retailers.
• To analyze the communication gap between retailers & Vodafone distributor.
• To understand supply policy of Vodafone distributor, materials like ER, PRC, SIM cards,
Posters, etc.
• To analyze the satisfactory level of retailers with the Vodafone distributor.
• To analyze the response of Vodafone DSE to the problem of retailers.
LIMITATION OF THE STUDY:
The study is restricted in the scope owing to the following limitations:
1. The study is limited to a particular geographical area that is BIJAPUR city only.
2. The information and data collected and analyzed is restricted to the researchers’
knowledge and ability.
3. The answers that I have got from the retailers cannot be considered as totally perfect
because of various personal and other limitations.
4. Cost and time was also another limiting factor that affected the study.
About telecommunication in INDIA
The stupendous growth of the telecommunication companies in India over the
last fifteen years can be attributed to the liberal government of India, economic policy. The
economic renaissance affected in the early 1990s brought around a paradigm shift on the overall
business scenario of India. The telecommunication companies in India went through a huge
make-over during the implementation of the open-market policy of India.
The economic contribution made by these newly formed telecommunication
companies of India is really mentioned worthy and this industry witnessed highest growth after
the Indian Information Technology industry. The robust growth of Indian economy after the
economic liberalization in the 1990s induced massive change in the telecom policy and new
draft was framed and implemented by the 'Telecom Regulatory Authority of India' (TRAI) and
'Department of Telecommunication' (DOT), under the Ministry of Telecommunication
government of India. The main aim of these telecommunication companies in India is to provide
basic telephony services to each and every Indian.
With the advent of private telecommunication companies in India, the industry
witnessed introduction of mobile telephones into the Indian market and it became popular
amongst the Indian masses in no time. Today two types of mobile phone service providers
operates in the Indian market, like the following -
• Global System for Mobile Communications (GSM)
• Code Division Multiple Access (CDMA)
The main binding objective for all the telecommunication companies operating in India is as
follows -
• To facilitate telecommunication for all
• Ensuring quick availability of telephone connectivity
• Achieve universal service access at affordable price covering all Indian villages, as early
as possible
• Providing world class telecommunication services
• Solving consumer complaints, resolve disputes, and special attention to be given to
public interface
• To provide widest possible range of services at reasonable prices
• To emerges as a major manufacturing base and major exporter of telecommunication
equipment
• To protect the defense and security interests of the country
Three types of service providers exist in the Indian telecommunication sector, like the following
-
• State owned companies like - Bharat Sanchar Nigam Ltd, Videsh Sanchar Nigam Ltd and
Mahanagar Telephone Nigam Ltd
• Private Indian owned companies like - Reliance Infocomm and Tata Teleservices.
• Foreign invested companies like - Vodafone-Essar, Bharti Tele-Ventures, Escotel, Idea
Cellular, BPL Mobile, Spice Communications etc.
About Vodafone
This case study examines how two businesses that have global appeal are co-operating to
achieve their shared visions for their companies and brands
Company vision
Vodafone: To become a global mobile leader in terms of profit, customers and value, making
mobile networks the "nervous system" of the networked economy spanning three major
developed markets (Europe, US and Japan).
Brand vision
Vodafone A 'can do' approach that makes life easier for customers.
Vodafone's current business strategy is to grow through geographic expansion, acquisition of
new customers, retention of existing customers and increasing usage through innovations in
technology.
This is proving a very successful strategy, as is evident from Vodafone's UK success.
Vodafone opened the UK's first cellular network on 1 January 1985. It has been the market
leader since 1986; its UK networks carry over 100 million calls each week. Vodafone currently
has the largest share of the UK cellular market. It is anticipated that by 2005 there will be over
one billion mobile phone users throughout the world, using a wide range of phones including
'third generation' and Wireless Application Protocol (WAP) enabled phones. Nearly two-thirds of
these mobile phones will be WAP enabled and with rapid increases in processing power, third
generation mobile phone users will be able to:
• find out cinema programmed schedules and seat availability
• book the tickets
• study the best route and where to park
• access the Internet
• Hold video conferences while on the move.
Vodafone is well placed to benefit from these developments. As a global
telecommunications company, Vodafone benefits from the advantages of operating across a
range of markets which enables them to benefit from huge cost savings resulting from dealing
with single suppliers worldwide for example.
Vodafone's marketing strategy
Vodafone's marketing aim in the UK is to retain market leadership. Vodafone's strategy
is product-led; the company is continually developing new products and services which utilize
the latest technological advances. However, as consumers become increasingly sophisticated
users of modern mobile technology, they make new demands and seek added value through
product improvements. Consumers are becoming more demanding and suppliers have to listen.
Vodafone must feed this back into its product strategy.
For example, young people think hard about which mobile phone to buy. In
their search for the widest range of appropriate services and the best value for money, young
people in particular examine catalogues, surf the Internet and study what their friends have
bought. Trying to sell to them is tough. In order to retain market leadership, Vodafone has
established a set of marketing objectives. These are to:
• obtain new customers
• keep the customers it already has
• introduce new technologies and services (e.g. text messaging, WAP)
• Continue to develop the Vodafone brand.
Vodafone is achieving these objectives by continually updating the range of
phones and services offered to keep ahead of its competitors. Vodafone also communicates
regularly with its customers to keep them well informed of the benefits of all Vodafone products.
Marketing benefits
The marketing benefits for Vodafone from the alliance cover three main areas.
• Enhancing brand awareness and image
The agreement includes the incorporation of Vodafone's brand logo on the playing kit,
the rights to use the Manchester United logo in promotions, advertising and perimeter signage at
all Manchester United home games (excluding European Champions League). Vodafone also
features strongly in Manchester United marketing materials including match programs, the
Manchester United magazine and internet site www.manutd.com. The association with a football
team, especially Manchester United, also adds excitement, passion, fun and emotion to the
Vodafone brand.
These benefits clearly support marketing objectives by promoting and enhancing the
Vodafone brand, which will help to win and retain customers.
• Extending the range of products and services
Through the link with Manchester United, Vodafone has the opportunity to
increase sales of phones and accessories. With a variety of 'Reds' phones and accessories,
Vodafone is offering a range of Manchester United phone covers and cases with different
designs. Offering Manchester United branded phones and accessories enables Vodafone to win
more customers and increase brand awareness across the globe wherever there is a Manchester
United fan.
• Adding value to services
The Official Mobile Communications Service for Manchester United fans is
manUmobile. It is typical of the added value services that Vodafone is creating. Thanks to
manUmobile, fans have direct access, through their mobile phone, to the latest news from the
club 24 hours a day. Once users have registered at http://www.manumobile.com from their PC,
they can receive a host of information direct to their digital mobile phone via text messaging.
These services include text alerts giving fixture lists, match information, match incidents and
news flashes. manUmobile ensures that fans know what is happening on the pitch, even if they
are not at the game and are miles away from a TV set.
Fans can also register and access the service with a WAP handset via
http://www.manumobile.com/wap.
Using this service, fans will have access to club news, details of ticket
availability, route guidance to Old Trafford and detailed statistical information about each team
or squad member. Under match information they can find fixture details, Premiership league
tables, reviews of matches, match reports and so on.
Added value services such as manUmobile enable Vodafone to meet its marketing
objectives of gaining and retaining its customer base, enhancing the brand and introducing new
technologies to an informed and enthusiastic target audience. The marketing benefits described
above enable Vodafone to promote its global branding strategy by using the UK as a launch pad
for stretching its own brand across the globe through one of the UK's most prestigious global
brands: Manchester United.
RESEARCH METHODLOGY
PROBLEM STATEMENT: “Study on communication gap between retailers &Vodafone
distributor and satisfaction level of retailers towards Vodafone distributor in BIJAPUR
city.”
METHODOLOGY
The methodology adopted to fulfill the objectives of the project is as follows
• Observations
• Interview
SAMPLE DESIGN:
Population for this research is 190 retailers.
SAMPLE SIZE = 100 retailers.
SAMPLE AREA : BIJAPUR CITY
SAMPLING METHOD: Simple random sampling
TOOLS USED FOR ANALYSIS:
1. Sample testing in SPSS software
2. Graphical Representation of Analysis:
a. Bar Diagrams
HYPOTHESES
1) There is communication gap existed between retailers & Vodafone distributor with
respect to A) Knowledge about schemes B)Communication of schemes.
A) H0: Less than or equal to 80% of retailers feel that the DSE’s has good knowledge about
schemes
H1: More than 80% of retailers feel that the DSE’s has good knowledge about schemes
B) H0: Less than or equal to 80% of retailers feel that the DSE’s clarity of communication is
good
H1: More than 80% of retailers feel that the DSE’s clarity of communication is good
2) Retailers are satisfied with the distributor with respect to A) DSE visit B) supply of SIM
cards C) supply of promotional materials D) Overall support of distributor.
A) H0: Less than or equal to 80% of retailers are satisfied with the distributor with respect to
DSE visit to the outlet
H1: More than 80% of retailers are satisfied with the distributor with respect to DSE visit
to the outlet
B) H0: Less than or equal to 80% of retailers are satisfied with the distributor with respect to
supply of SIM cards.
H1: More than 80% of retailers are satisfied with the distributor with respect to supply of
SIM cards.
C) H0: Less than or equal to 80% of retailers are satisfied with the distributor with respect to
supply of promotional materials
H1: More than 80% of retailers are satisfied with the distributor with respect to supply of
promotional materials
D) H0: Less than or equal to 90% of retailers are satisfied with the distributor with respect to
Overall support of distributor.
H1: More than 90% of retailers are satisfied with the distributor with respect to Overall
support of distributor
CHAPTER 2
1. Since how many years you have been associated with vodafone?
24 24.0 24.0 24.022 22.0 22.0 46.024 24.0 24.0 70.030 30.0 30.0 100.0
100 100.0 100.0
less than 1 year1-3 years3-5 yearsmore than 5 yearsTotal
ValidFrequency Percent Valid Percent
CumulativePercent
1. Since how many years you have been associated with vodafone?
more than 5 years3-5 years1-3 yearsless than 1 year
Per
cen
t30
20
10
0
1. Since how many years you have been associated with vodafone?
INTERPRETATION: From the above table we analyzed that 30% of the respondents are
associated with the Vodafone more than 5 years. 24% of them associated with 3-5 years. 24% of
them associated with less than 1 year & remaining 20% of them associated with 1-3 years.
2. How frequently does vodafone DSE visit your outlet in a w eek?
70 70.0 70.0 70.010 10.0 10.0 80.06 6.0 6.0 86.0
14 14.0 14.0 100.0100 100.0 100.0
Dailytwicethrice4 timesTotal
ValidFrequency Percent Valid Percent
CumulativePercent
2. How frequently does vodafone DSE visit your outlet in a week?
4 timesthricetwiceDaily
Pe
rce
nt
60
40
20
0
2. How frequently does vodafone DSE visit your outlet in a week?
INTERPRETATION: From the above chart we analyzed that 70% of respondents said, the
Vodafone DSE visit daily. 14% of them said DSE visit 4 times in a week. 10% of them said
twice in a week & remaining 6% of them said thrice in a week.
3. Does your DSE supply stocks like ER, PRC, sim cards time to time?
94 94.0 94.0 94.06 6.0 6.0 100.0
100 100.0 100.0
yesnoTotal
ValidFrequency Percent Valid Percent
CumulativePercent
3. Does your DSE supply stocks like ER, PRC, sim cards time to time?noyes
Perc
en
t
100
80
60
40
20
0
3. Does your DSE supply stocks like ER, PRC, sim cards time to time?
INTERPRETATION: From the above chart we analyzed that 94% of respondents said that, the
DSE supply ER, PRC, SIM cards time to time & remaining 6% of them said not regularly.
4. How many days in a week you expect DSE to visit your outlet?
82 82.0 82.0 82.012 12.0 12.0 94.06 6.0 6.0 100.0
100 100.0 100.0
dailyalternate daysany 3 daysTotal
ValidFrequency Percent Valid Percent
CumulativePercent
4. How many days in a week you expect DSE to visit your outlet?
any 3 daysalternate daysdaily
Per
cent
100
80
60
40
20
0
4. How many days in a week you expect DSE to visit your outlet?
INTERPRETATION: From the above chart we analyzed that 82% of respondents expect
DSE visit daily & remaining 12% of them expect alternate days & remaining 6% of them
expect any 3 days of a week.
5. How regularly does your DSE supplies the sign board, posters, etc.
For communicating timely tariff plans & offers?
64
64.0
64.0
64.0
36
36.0
36.0
100.0
100
100.0
100.0
Regularly
Occasionally
Total
Valid
Frequency
Percent
Valid Percent
Cumulative
Percent
5. How regularly does your DSE supplies the sign board, posters, etc.
For communicating timely tariff plans & offers?
Occasionally
Regularly
Percent
60
40
20
0
5. How regularly does your DSE supplies the sign board, posters, etc.
For communicating timely tariff plans & offers?
INTERPRETATION: From the above chart we analyzed that 64% of respondents said that,
the DSE supply sign board, posters, etc, regularly & remaining 36% of them said occasionally.
6. Rate your opinion on the following parameters of service provided by the DSE
6. a. Knowledge about schemes
52
52.0
52.0
52.0
40
40.0
40.0
92.0
8
8.0
8.0
100.0
100
100.0
100.0
Very good
Good
Average
Total
Valid
Frequency
Percent
Valid Percent
Cumulative
Percent
6...a. Knowledge about schemes
Average
Good
Very good
Percent
60
50
40
30
20
10
0
6. a. Knowledge about schemes
INTERPRETATION: From the above table we analyzed that 52% of respondents have rated
very good on knowledge about schemes. 40% of them have rated good on knowledge about
schemes. 8% of them rated average on knowledge about schemes.
6. b. Communication of scheme
44
44.0
44.0
44.0
46
46.0
46.0
90.0
10
10.0
10.0
100.0
100
100.0
100.0
Very good
Good
Average
Total
Valid
Frequency
Percent
Valid Percent
Cumulative
Percent
6. b. Communication of scheme
Average
Good
Very good
Percent
50
40
30
20
10
0
6. b. Communication of scheme
INTERPRETATION: From the above table we analyzed that 44% of respondents have rated
very good on communication of schemes. 46% of them have rated good on communication of
schemes. 10% of them have rated average on communication of schemes.
7) Rate your satisfaction level on the following parameters.
7.a . DSE visit
78 78.0 78.0 78.020 20.0 20.0 98.02 2.0 2.0 100.0
100 100.0 100.0
highly satisfiedsatisfiedaverageTotal
ValidFrequency Percent Valid Percent
CumulativePercent
7.a. DSE visit
averagesatisfiedhighly satisfied
Per
cent
80
60
40
20
0
7.a. DSE visit
INTERPRETATION: From the above table we analyzed that 78% of respondents are highly
satisfied with the DSE visit, 20% of them are satisfied with the DSE visit, 2% of them are
neither satisfied nor dissatisfied.
7.b. Supply of sim cards
18 18.0 18.0 18.062 62.0 62.0 80.020 20.0 20.0 100.0
100 100.0 100.0
highly satisfiedsatisfiedaverageTotal
ValidFrequency Percent Valid Percent
CumulativePercent
7.b. Supply of sim cards
averagesatisfiedhighly satisfied
Per
cent
60
40
20
0
7.b. Supply of sim cards
INTERPRETATION: From the above table we analyzed that 18% of respondents are highly
satisfied with the supply of SIM cards, 62% of them are satisfied with the supply of SIM cards,
20% of them are neither satisfied nor dissatisfied.
7.c. Supply of promotional materials
14 14.0 14.0 14.066 66.0 66.0 80.020 20.0 20.0 100.0
100 100.0 100.0
highly satisfiedsatisfiedaverageTotal
ValidFrequency Percent Valid Percent
CumulativePercent
7.c. Supply of promotional materials
averagesatisfiedhighly satisfied
Per
cen
t
60
40
20
0
7.c. Supply of promotional materials
INTERPRETATION: From the above table we analyzed that 14% of respondents are highly
satisfied with the supply promotional materials, 66% of them are satisfied with the supply of
promotional materials, 20% of them are neither satisfied nor dissatisfied.
7.d. overall support
18 18.0 18.0 18.070 70.0 70.0 88.012 12.0 12.0 100.0
100 100.0 100.0
highly satisfiedsatisfiedaverageTotal
ValidFrequency Percent Valid Percent
CumulativePercent
7.d. overall supportaveragesatisfiedhighly satisfied
Pe
rcen
t
60
40
20
0
7.d. overall support
INTERPRETATION: From the above table we analyzed that 18% of respondents highly
satisfied with the overall support. 70% of them satisfied with the overall support12% of them
neither satisfied nor dissatisfied.
8. How do you rate the sale of Vodafone in your outlet?
36 36.0 36.0 36.060 60.0 60.0 96.04 4.0 4.0 100.0
100 100.0 100.0
excellentgoodaverageTotal
ValidFrequency Percent Valid Percent
CumulativePercent
8. How do you rate the sale of Vodafone in your outlet?
averagegoodexcellent
Per
cen
t
60
50
40
30
20
10
0
8. How do you rate the sale of Vodafone in your outlet?
INTERPRETATION: From the above chart we analyzed that 36% of respondents said, the
sale of Vodafone is excellent, 60% of them said the sale of Vodafone is good & remaining 4%
of them said average.
9. According to you which of the below mentioned operators, has the highestsales in your outlet?
38 38.0 38.0 38.052 52.0 52.0 90.010 10.0 10.0 100.0
100 100.0 100.0
vodafoneairteltatadocomoTotal
ValidFrequency Percent Valid Percent
CumulativePercent
9. According to you which of the below mentioned operators, has the highest sales in your outlet?
tatadocomoairtelvodafone
Perc
en
t
60
50
40
30
20
10
0
9. According to you which of the below mentioned operators, has the highest sales in your outlet?
INTERPRETATION: From the above chart we analyzed that 52% of respondents said, the
highest sale of operator in their outlet is airtel, 38% of them said that, the highest sale is
Vodafone & remaining 10% of them said Tata docomo.
10. What is the average sale of ER in your outlet in a month?
8
8.0
8.0
8.0
56
56.0
56.0
64.0
30
30.0
30.0
94.0
6
6.0
6.0
100.0
100
100.0
100.0
<10000
10000-25000
25000-50000
50000-100000
Total
Valid
Frequency
Percent
Valid Percent
Cumulative
Percent
10. What is the average sale of ER in your outlet in a month?
50000-100000
25000-50000
10000-25000
<10000
Percent
60
50
40
30
20
10
0
10. What is the average sale of ER in your outlet in a month?
INTERPRETATION: From the above chart we analyzed that 56% of respondents said that,
the average sale of ER in a month in their outlet is between 10000-25000, 30% of them said
are between 25000-50000. 8% of them said are between 50000-100000 & remaining 6% of
them said less than 10000.
11. What is the average sale of PRC in your outlet in a month?
24 24.0 24.0 24.056 56.0 56.0 80.020 20.0 20.0 100.0
100 100.0 100.0
<10001000-20002000-5000Total
ValidFrequency Percent Valid Percent
CumulativePercent
11. What is the average sale of PRC in your outlet in a month?
2000-50001000-2000<1000
Per
cen
t60
50
40
30
20
10
0
11. What is the average sale of PRC in your outlet in a month?
INTERPRETATION: From the above chart we analyzed that 56% of respondents said, the
average sale of PRC in a month in their outlet is between1000-2000, 24% of them said, less
than 1000, 20% of them said between2000-5000.
12. What is the average sale of SIM cards in your outlet in a month?
36
36.0
36.0
36.0
28
28.0
28.0
64.0
20
20.0
20.0
84.0
12
12.0
12.0
96.0
4
4.0
4.0
100.0
100
100.0
100.0
<5
5-10
10-25
25-50
50-100
Total
Valid
Frequency
Percent
Valid Percent
Cumulative
Percent
12. What is the average sale of SIM cards in your outlet in a month?
50-100
25-50
10-25
5-10
<5
Percent
40
30
20
10
0
12. What is the average sale of SIM cards in your outlet in a month?
INTERPRETATION: From the above chart we analyzed that 28% of respondents said that
the average sale of SIM cards in a month in their outlet is 5-10, 20% of them said that is 10-25,
12% of them said that is 25-50, 4% of them said that is 50-100 & remaining 36% of them said
that is less than 5.
13. How do you get to know about the newly launched plans & offers?
(((
28
28.0
28.0
28.0
8
8.0
8.0
36.0
64
64.0
64.0
100.0
100
100.0
100.0
SMS
Advertising
byDSE
Total
Valid
Frequency
Percent
Valid Percent
Cumulative
Percent
13. How do you get to know about the newly launched plans & offers?byDSEAdvertisingSMS
Pe
rcen
t
60
40
20
0
13. How do you get to know about the newly launched plans & offers?
INTERPRETATION: From the above chart we analyzed that 64% of respondents said that they
get to know about newly launched plans & offers by DSE. 28% of them said that from SMS. 8%
of them said from advertising.
HYPOTHESES TESTING
1) There is communication gap existed between retailers & Vodafone distributor with
respect to A) Knowledge about schemes B) Communication of schemes.
A) H0: Less than or equal to 80% of retailers feel that the DSE’s has good Knowledge about
schemes
H1: More than 80% of retailers feel that the DSE’s has good knowledge about scheme
Sample size: 100
Found No: 92 Method:
Z test H0:
V<0.8 H1:
V>=0.8
Standard error of proportion (for population)
^-p= sqrt(p(1-p))/ n-1
Sqrt(0.8 * 1-0.8)/99
^-p=0.040
Critical value = p + z * ^-p
= 0.8 + 1.96 (0.040)
= 0.88
Test Statistic value
P= no. of favorable responses/ Sample size
= 92 / 100 = 0.92
P is (0.92) more than the critical value that is (0.88), it falls in rejection area, and therefore H0
is rejected.
B) H0: Less than or equal to 80% of retailers feel that the DSE’s clarity of communication
is good
H1: More than 80% of retailers feel that the DSE clarity of communication is good.
Sample size: 100
Found No: 90
Method: Z test
H0: V<0.8
H1: V>=0.8
Standard error of proportion (for population)
^-p= sqrt(p(1-p))/ n-1
Sqrt(0.8 * 1-0.8)/99
^-p=0.040
Critical value = p + z * ^-p
= 0.8 + 1.96 (0.040) = 0.88
Test Statistic value
P= no. of favorable responses/ Sample size
= 90 / 100 = 0.90
P is (0.90) more than the critical value that is (0.88), it falls in rejection area, and therefore H0 is rejected.
2) Retailers are satisfied with the distributor with respect to A) DSE visit B) supply of SIM cards C) supply of promotional materials D) Overall support of distributor.
A) H0: Less than or equal to 80% of retailers are satisfied with the distributor with respect to DSE visit to the outlet
H1: More than 80% of retailers are satisfied with the distributor with respect to DSE visit to the outlet.
Sample size: 100 Found No: 98 Method: Z test H0: V>=0.8
H1: V<0.8
Standard error of proportion (for population)
^-p= sqrt(p(1-p))/ n-1
Sqrt(0.8 * 1-0.8)/99
^-p=0.040
Critical value = p + z * ^-p
= 0.8 + 1.96 (0.040) = 0.88
Test Statistic value
P= no. of favorable responses/ Sample size
= 98 / 100 = 0.98
P is (0.98) more than the critical value that is (0.88), it falls in rejection area, and therefore H0
is rejected
B) H0: Less than or equal to 80% of retailers are satisfied with the distributor with respect to
supply of SIM cards.
H1: More than 80% of retailers are satisfied with the distributor with respect to supply of SIM cards.
Sample size: 100
Found No: 80
Method: Z test
H0: V<0.8
H1: V>=0.8
Standard error of proportion (for population)
^-p= sqrt(p(1-p))/ n-1
Sqrt(0.8 * 1-0.8)/99
^-p=0.040
Critical value = p + z * ^-p
= 0.8 + 1.96 (0.040) = 0.88
Test Statistic value
P= no. of favorable responses/ Sample size
= 80 / 100 = 0.8
P is (0.8) less than the critical value that is (0.88), it falls in acceptance area, and therefore H0 is
accepted.
C) H0: Less than or equal to 80% of retailers are satisfied with the distributor with respect to supply of promotional materials
H1: More than 80% of retailers are satisfied with the distributor with respect to supply of promotional materials
Sample size: 100
Found No: 80
Method: Z test
H0: V<0.8
H1: V>=0.8
Standard error of proportion (for population)
^-p= sqrt(p(1-p))/ n-1
Sqrt(0.8 * 1-0.8)/99
^-p=0.040
Critical value = p + z * ^-p
= 0.8 + 1.96 (0.040)
= 0.88
Test Statistic value
P= no. of favorable responses/ Sample size
= 80 / 100 = 0.8
P is (0.8) less than the critical value that is (0.88), it falls in acceptance area, and therefore H0
is accepted.
D) H0: Less than or equal to 90% of retailers are satisfied with the distributor with respect to overall support of distributor.
H1: More than 90% of retailers are satisfied with the distributor with respect to Overall support of distributor
Sample size: 100
Found No: 88
Method: Z test
H0: V<0.9
H1: V>=0.9
Standard error of proportion (for population)
^-p= sqrt(p(1-p))/ n-1
Sqrt(0.9 * 1-0.9)/99
^-p=0.030
Critical value = p + z * ^-p
= 0.9 + 1.96 (0.030) = 0.96
Test Statistic value
P= no. of favorable responses/ Sample size
= 88 / 100 = 0.88
P is (0.88) less than the critical value that is (0.96), it falls under acceptance area, and therefore
H0 is accepted.
CHAPTER 3
FINDINGS
• From the study it is found that 70% of retailers said that the Vodafone DSE visit daily
to their outlet.
• From the study it is found that 94% of retailers said that the DSE supplies ER, PRC, SIM
cards regularly.
• It is found that 64% of retailers said that the DSE supplies sign boards, posters, etc,
regularly.
• As per the hypothesis testing it is found that the test statistic value (0.92) is more than
the critical value (0.88), therefore H0 rejected. It is found that 92% of retailers feel that
DSE has good knowledge about schemes.
• Statistic value is (0.90) more than the critical value (0.88) it falls under rejection area;
therefore, from the hypothesis calculation & analyses it is found that 90% of retailers
feel that the DSE has the good clarity of communication about scheme.
• Test statistic is (0.98) more than the critical value (0.88) it falls under rejection area, and
also from analyses it is found that 98% of retailers are satisfied with the DSE visit.
• Test statistic is (0.8) less than the critical value (0.88) it falls under acceptance area, and
also from analyses it is found that 80% of retailers are satisfied supply of SIM cards.
• Test statistic is (0.8) less than the critical value (0.88) it falls under acceptance area, and
also from analyses it is found that 80% of retailers are satisfied supply of promotional
materials.
• Test statistic is (0.88) less than the critical value (0.96) it falls under acceptance area, and
also from analyses it is found that 88% of retailers are satisfied with the overall
support.
• 60% of retailers said that the sale of Vodafone is good.
• From the study it is found that 6%, 20%, 4%, of retailers said that the average sale of
Vodafone ER, PRC, SIM cards, are 50000-100000, 2000-5000, 50-100 respectively.
SUGGESTIONS
• The distributor has to give some extra promotional materials like gifts, incentives, to
those retailers whose average sales are more than the Rs.1, 00,000 per month.
• The main person of distributor has to motivate to those retailers whose average sales are
less than Rs. 20,000 per month, and also check out, about the DSE’s visiting, supply of
handouts of new tariffs and plans and clarity of communication about new schemes once
in 15 days.
• The Distributor executive has to supply regularly posters, banners, handouts about new
tariffs and plans to retailers.
• The executive has to spend at least half an hour with the retailers to communicate about
new tariffs and plans.
CONCLUSION
Working with M/S. Gurukrupa enterprises (Vodafone distributor) for two months was
nice experience, here I came to know about the practical knowledge of distribution and helped
me to gain more knowledge about the telecom market.
From the overall study I conclude that Vodafone distributor is doing their job
well, retailers also satisfied with distributor’s visit, supply of promotional activities, the DSE
also has good knowledge and clarity of communication about new tariffs and plans. The only
place where the distributor has to concentrate is to motivate retailers to improve the sales.
BIBLIOGRAPHY
1: Books
Market Research: Tull & Hawkins.
2: websites
www.vodafone.com
www.telecommunication in india.com
3: Projects
ANNEXURE
Dear Respondents
I am Md sharif. D. Mulla the student of 2 nd semester MBA from KLS’s IMER,
BELEGAUM, conducting a market survey on “A STUDY ON COMMUNICATION GAP
BETWEEN RETAILERS AND VODAFONE DISTRIBUTOR AND THE SATISFACTION
LEVEL OF RETAILERS TOWARDS VODAFONE DISTRIBUTOR IN BIJAPUR CITY.”
I assure that the information is given by you will be strictly used for academic purpose
only.
QUESTIONNAIRE
1: Since how many years have you associated with the Vodafone?
a) Less than 1 year b) 1-3 years
c) 3-5 years d) more than 5 years
2: How frequently does your Vodafone DSE visit your outlet in a week?
a) Daily b) Twice
c) Thrice d) 4 times
3: Does your DSE supply stocks like ER, PRC, SIM cards time to time?
a) Yes b) No
4: How many days in a week you expect Vodafone DSE to visit your outlet?
a) Daily b) Alternate days
c) Any 3 days d) Any 4 days
5: How regularly does your distributor supplies the sign board, posters, etc. for communicating
timely tariff plans &offers?
a) Regularly b) Occasionally
c) Irregularly d) Not at all
6: Rate your opinion on the following parameters of service provided by DSE.
PARAMETERS Very
good
Good Average Bad Worst
Knowledge
about schemesCommunication
of schemes
7: Rate your satisfaction level on the following parameters.
PARAMETERS Highly
satisfied
Satisfied Average Dissatisfied Highly
dissatisfiedDSE visitSupply SIM
cardsSupply of
promotional
materialsOverall support
8: How do you rate the sale of Vodafone in your outlet?
Excellent Good Average Bad Worst
9: According to you which of the below mentioned operators, has the highest sales in your outlet?
a) Vodafone b) Airtel c) Idea
d) Reliance e) TATA docomo f) Aircel
g) Uninor
10: What is average sale of ER in your outlet in a month?a) <10,000 b) 10,000-25,000 c) 25,000-50,000
d) 50,000-1, 00,000 e) >1, 50,000
11: What is average sale of PRC in your outlet in a month?a)<1000 b) 1000-2000 c) 2000-5000
d) 5000-10,000 e) >10,000
12: What is average sale of SIM cards in your outlet in a month?a) <5 b) 5-10 c) 10-25
d) 25-50 e) 50-100 f) >100
13: How do you get to know about the newly launched plans & offers? (Tick only one)a) SMS b) Advertising
c) by DSE d) any others__________________
DECLARATION
I hereby declare that the project entitled “STUDY ON COMMUNICATION GAP
BETWEEN RETAILERS &VODAFONE DISTRIBUTOR AND SATISFACTION LEVEL
OF RETAILERS TOWARDS VODAFONE DISTRIBUTOR IN BIJAPUR CITY.” is an
independent Research Work carried out by me during Summer In-plant Project under the
Guidance of Prof.Amruta. Mishrikoti. This is not been previously submitted for award for any
degree or Diploma of this or any other University to the best of my knowledge.
Place: Belgaum. Md sharif. D. Mulla
ACKNOWLEDGEMENT
No work is said to be complete without thanking the people who have helped me in
perceiving any job. So this acknowledgement is for those who have played their role in
completion of my project entitled “study on communication gap between retailers
&Vodafone distributor and satisfaction level of retailers towards Vodafone distributor in
BIJAPUR city” The project would not have been completed without the kind of cooperation
and help of certain individuals to whom I owe this heartfelt gratitude.
First and foremost I would like to express my sincere gratitude to Dr. A. B.
Kalkundrikar Director KLS’s IMER Belgaum, for his constant support and encouragement
in carrying out this Summer In-plant Project.
At the very outset I would like to thanks Mr. Aditya. Darbar who constantly guided and
inspired me in completion of this project. During this period I experienced the real
environment, market situation, and mannerisms etc. that are very much needed in this
competitive environment.
My Sincere thanks to my Internal Guide Prof.Amruta. Mishrikoti for her valuable
guidance in the completion of this Project successfully.
I owe a debt of gratitude to my Parents, the silent guides in my Life without their never
ending support nothing would have been possible.
I also dedicate my sincere thanks to all Teaching Staff Members and Non Teaching Staff
for their help.
Last but not the Least I thank my friends and each and every one who directly or
indirectly helped me in making my project successful.
Md sharif. D. Mulla
MBA II SEM-AUGUST 2010
Date: 11-08-2010
INDEX
CHAPTER 1
EXECUTIVE SUMMARY 02
ABOUT TELECOMMUNICATION IN INDIA 03
ABOUT VODAFONE 05
RESEARCH METHODOLOGY 10
HYPOTHESES 11
CHAPTER 2
ANALYSIS AND INTERPRETATION 14
HYPOTHESES TESTING 31
CHAPTER 3
FINDINGS 44
SUGGESTIONS 46
CONCLUSION 47
BIBLIOGRAPHY 48
ANNEXURE 49