Documentos de Académico
Documentos de Profesional
Documentos de Cultura
“SAMITA MEHTA”
PGDM-CRM at
APEEJAY SCHOOL OF MANAGEMENT
Sector-8, institutional area
DWARKA
1
ACKNOWLEDGEMENT
First of all I am thankful to BHARAT SANCHAR NIGAM LIMITED, DELHI for giving
me an opportunity to get a practical exposure of business experience.
I am grateful to Mr. P.K Purwar DDG(CA), Ms. Arundati Panda DDG(Taxation & EF),
DDG (IA) , Mr. Jagdish Prasad Jt.DDG (Taxation), Mr. Vinay Jain(AO CA), Mr jagdish
Prasad (JAO),Mr. Rakesh Kumar (JAO), Mr. Harsh Mangla (JAO), Mr. Nandan Kumar
(JAO) ,Mr. Ish Kumar (JAO), Mr. Abdul Malik (JAO), Mr. Mehta (JAO) and all other
employees of BSNL who gave me all the moral support and care which made my project
come true.
2
SYNOPSIS
The Telecom industry is one of the leading and fastest growing in the world as
communication plays a vital role in the world and especially in India. It acts as a major
catalyst for the economic growth.
BSNL has good brand awareness among the people. This could be attributed to its long
history in the market and continued support from the Government.
In today’s competitive world, BSNL has to provide excellent services to attain a major
market share and keep their Customers satisfied in all aspects.
This research study is useful for BSNL to understand the expectations and requirements
of Customers and can serve them in a better way.
The samples of 250 respondents from among the universe of BSNL users at Gurgaon ,
Karnal and Roktak were selected at random to conduct the study. The BSNL staffs who
were contacted to learn about the various BSNL packages and policies were also the
primary source of data.
Questionnaire was designed after a pre-survey interview covering all the aspects of
BSNL services. Data analysis and interpretation was done using the collected data with
necessary tools including percentage analysis, five point scale was used to grade the
opinion of the respondents regarding the various variables used, soft wares like SPSS
were also used to enable efficient analysis of data.
The researcher strongly believes that this study would be helpful to the BSNL
Management in knowing about the Customers Satisfaction, Customer Perception,
Customer Preferences, and service requirements and about the other competitors status in
the market thereby helping them in improve their quality of Services offered.
3
TABLE OF CONTENTS
LIST OF TABLES 5
LIST OF CHARTS 6
INTRODUCTION 7
1.1 STATEMENT OF PROBLEM 7
1.2 IMPORTANCE OF THE STUDY
1.3 OBJECTIVES 7
1.4 SCOPE OF THE STUDY 8
1.5 RESEARCH METHODOLOGY 8
1.6 LIMITATIONS OF THE STUDY 9
1.7 CHAPTER SCHEME 9
6.1 CONCLUSION 52
7.1 BIBLIOGRAPHY 53
8.1 ANNEXURE 54
4
LIST OF TABLES :-
1. Location of the Customers. 21
41
42
43
44
45
NL. 46
5
LIST OF CHARTS :-
1. Location of the Customers. 21
41
42
43
44
45
NL. 46
47
6
INTRODUCTION
A study has been conducted in order to understand the customer opinion and satisfaction
level of various landlines and mobile services in HARYANA, research titled “A STUDY
ON CUSTOMER SATISFACTION FOR BSNL PRODUCTS AND SERVICES
AND ITS ROLE IN BUILDING BRAND EQUITY FOR THE COMPANY” has
been conducted.
In this competitive arena communication plays a vital role so the telecom industries are
the major source for communication. BSNL, being a public sector obviously have to
compete with various players like Airtel , Hutch , Reliance , Tata indicom etc. with their
stringent rules and regulations guided by TRAI. Hence in order to understand about the
customer’s requirement their likes and dislikes preference is sine-quo-non for BSNL.
1.3 Objectives
To ascertain the customer satisfaction level for mobile services as well as landline
services
To analyze the customer opinion and satisfaction with specific reference to BSNL
To determine the status of brand awareness & brand loyalty in order to conclude
about brand equity
7
1.4 Scope of the study
This research study is useful for BSNL to understand the expectations and
requirements of customers to serve them in better way.
This research was conducted from May 2008-June2008
The respondents from Gurgaon, Karnal and Rohtak are t.aken for thus study.
The brand equity was measured in terms of brand attribute preferences, brand
awareness, brand loyalty and preferences about the brand.
Data source
In this study primary data and secondary data have been used. Secondary data
have been collected from internet.
Research Approach
Primary data have been collected through surveys. Data collection has been done
through the use of structured questionnaire
Sampling
Location
Age
Occupation
Monthly income
Mobile user
Mobile service usage
8
1.6 Limitations of the study
i. Chances of Switching.
ii. Reason for Switching.
iii. Monthly Income.
Chapter I deal with the introduction of project work , which includes statement of
problem, importance of the study , objectives , scope of the study , research methodology
and limitations of the study.
9
Chapter VIII deals with the annexure
With latest digital switching technology like OCB, EWSP ,AXE -10, FETEX , NEC
Etc. and widespread transmission network including SDH system up to 2.5 gbps,
DWDM system up to 80 gbps web telephony , DIAS , VPN, Broadband & more
than 400,000 data customers BSNL continues to serve this great nation .
Bharat Sanchar Nigam Ltd. has merged to shoulder the responsibilities remarkably and
deftly. Today with over 45 million line capacity , 99.9 % of its exchanges digital , nation
wide network management and surveillance system (NMSS) to control telecom traffic
and over 4,00,000 route kms. of OFS networks , BSNL ltd. is a name to reckon with in
the world of connectivity. Along with its vast customer base ,BSNL’s financial and asset
bases too are vast and strong consider the figures , as they speak volumes on BSNL’s
standing :
The telephone infrastructure alone is worth about Rs.100,000, Cr. [US $ 22.74
billion].
10
Objectives:-
Contribute towards:
o National plan target of 10 crore subscriber base for the country by 2010
11
ORGANIZATION CHART OF BSNL:-
12
CMD BSNL
13
REVENUE
2 0 0 6 -0 7
2 0 0 6 -0 7 34616 2 0 0 5 -0 6
2 0 0 5 -0 6 36138 2 0 0 4 -0 5
2 0 0 4 -0 5 33450 2 0 0 3 -0 4
2 0 0 3 -0 4 31400 2 0 0 2 -0 3
2 0 0 1 -0 2
2 0 0 2 -0 3 25293
2 0 0 0 -0 1
2 0 0 1 -0 2 22000
2 0 0 0 -0 1 19814
The BSNL is making substantial investment year to year for its network expansion and
modernization. During the current financial year BSNL has made the gross investment of
Rs. 8153 crore ( US $ 1.87 billion) in Fixed Assets. These investments have been
financed by the internal accruals
G R O S S IN V E S T M E N T IN F IX E D A S S E T S
2 0 0 6 -0 7 8153
2 0 0 6 -0 7
2 0 0 5 -0 6 8824
2 0 0 5 -0 6
2 0 0 4 -0 5 7578 2 0 0 4 -0 5
2 0 0 3 -0 4 6538 2 0 0 3 -0 4
2 0 0 2 -0 3 12057 2 0 0 2 -0 3
2 0 0 1 -0 2
2 0 0 1 -0 2 16571
2 0 0 0 -0 1
2 0 0 0 -0 1 15784
0 2 0 0 0 4 0 0 0 6 0 0 0 8 0 0 0 1 0 0 0 01 2 0 0 01 4 0 0 01 6 0 0 01 8 0 0 0
Bharat Sanchar Nigam Limited has got fixed assets valuing more than Rs. 62,862 Crores
(US $ 14.29 billion), which are in the form of Land, Buildings, Cables, Apparatus &
Plants etc.
Bharat Sanchar Nigam Limited, the largest Public Sector undertaking of the Nation, is
certainly on a financial ground that's sound.
14
The corporation has a net worth of Rs 63,000 crores (US $ 14.32 billion), authorized
equity capital of Rs. 10,000 crores (US $ 2.27 billion), paid up capital of Rs 5,000 crores
(US $ 1.14 billion) and revenue is Rs. 34616 crores in 2006-07.
When it comes to connecting the four corners of the nation, and much beyond, one
solitary name lies embedded at the pinnacle - BSNL. A company that has gone past the
number games and the quest to attain the position of a leader. It is working round the
clock to take India into the future by providing world class telecom services for people of
India. BSNL is India's no. 1 Telecom Service provider and most trusted Telecom brand
of the Nation.
Driven by the very best of telecom technology from chosen global leaders, it connects
each inch of the nation to the infinite corners of the globe, to enable you to step into
tomorrow.
BSNL launched Data One broadband service in January 2005 which shall be extended
to 198 cities very shortly. The service is being provided on existing copper infrastructure
on ADSL2 technology. The minimum speed offered to the customer is 256 Kbps at Rs.
250/- per month only. Subsequently, other services such as VPN, Multicasting, Video
Conferencing, Video-on-Demand, Broadcast application etc will be added.
Keeping the global network of Networks networked, the countrywide Internet
Services of BSNL under the brand name BSNL BROADBAND includes Internet dial up/
Leased line access, CLI based access (no account is required) and DIAS service, for web
browsing and E-mail applications. You can use your dialup sancharnet account from any
place in India using the same access no ‘172233’, the facility which no other ISP has.
BSNL has customer base of more than 1.7 million for sancharnet service.
BSNL also offers Web hosting and co-location services at very cheap rates.
15
ISDN Integrated Service Digital Network Service of BSNL utilizes a unique digital
network providing high speed and high quality voice, data and image transfer over the
same line. It can also facilitate both desktop video and high quality video conferencing.
Leased Line BSNL provides leased lines for voice and data communication for
various applications on point to point basis. It offers a choice of high, medium and low
speed leased data circuits as well as dial-up lines. Bandwidth is available on demand in
most cities. Managed Leased Line Network (MLLN) offers flexibility of providing
circuits with speeds of nx64 kbps up to 2mbps, useful for Internet leased lines and
International Principle Leased Circuits (IPLCs).
Cellular Mobile Service BSNL’s GSM cellular mobile service Cellone has a
customer base of over 5.2 million. CellOne provides all the services like MMS, GPRS,
Voice Mail, E-mail, Short Message Service (SMS) both national and international,
unified messaging service (send and receive e-mails) etc. You can use CellOne in over
160 countries worldwide and in 270 cellular networks and over 1000 cities/towns across
India. It has got coverage in all National and State Highways and train routes. CellOne
offers all India Roaming facility to both pre-paid and post-paid customers (including
Mumbai & Delhi).
WLL This is a communication system that connects customers to the Public Switched
Telephone Network (PSTN) using radio frequency signals as a substitute for
conventional wires for all or part of the connection between the subscribers and the
telephone exchange.
16
Countrywide WLL is being offered in areas that are non-feasible for the normal
network.
Helping relieve congestion of connections in the normal cable/wire based network
in urban areas.
Connecting the remote and scattered rural areas.
Limited mobility without any air-time charge
Recent News
GSM Hardware Tender:-
BSNL has trimmed down its 60 million GSM tender by 50% , where as main bidder
Ericsson has picked up its share of Order ,the second bidder NSN has not accepted order
so far.
BSNL Brands
In year, 2008, BSNL changed the name of all its existing services to streamline its Brand
portfolio
In the first move of its kind in the Telecom sector in India , BSNL offers free Insurance
coverage for its subscribers in case of
Accidental Death
Permanent total disability due to accident
The Insurance coverage scheme will be applicable for its subscribers of landline
including WLL & postpaid cellular services. The customers will be covered by Bajaj
Allianz insurance co. Ltd.
17
The capital sum insured per connection is Rs. 50,000
The period of insurance will be initially for 1 year from 14 January 2008.
TELEPHONE
BSNL Landlines
Total number of connections as on 31/5/2007 3,31,49,457
WLL
Total number of connections as on 31/5/2007 35,99,544
Village Public Telephones
Total Number of connections as on 31/5/2007 5,53,484
Public Telephone [Local, STD& Highway]
Total number of connections as on 31/5/2007 20,82,824
STD Stations
Number of STD stations as on 31/5/2007 32,011
Transmission systems
DIGITAL
Route (Kms) Route(Kms)
Microwave 5340
Coaxial 6,024
UHF 45,130
Optical Fiber 5,37,727
MCPC-VSATS 95
IDR Systems (2 Mb/8Mb) 98/23
CUSTOMER CARE
18
Several steps have been taken at BSNL to
augment the quality of customer care to
international standards.
All BSNL customer service centers [CSC’s] now remain open on all 7 days from
8 A.M to 8 P.M without any break for all activities.
Cheque deposit machines have also been installed in many cities, so that
customers can make payments 24X7 at their convenience.
Customers can also make payments by cheque/Demand Draft to BSNL
franchisees all over the country.
With a view to simplify and offer customer friendly services, more than one
Bfone connections can be applied on a single application form. Accordingly, a
single demand note would be issued to the customer in respect of all the
connections applied for.
Shifting charges for local as well as all India shifting of fixed telephone (bfone)
has been abolished.
Pagers being given to outdoor staff in a phased manner for speedy rectification of
faults.
Majority of the local network is built up on jelly filled and OFC for trouble free
service.
Internal Distribution Points (DPs) being provided in the customer premises to
eliminate the faults arising out of overhead wires.
Extensive use of digital loop carrier (DLC)/Wireless in Local Loop (WLL)
system for improving reliability of external plant.
Remote Line Units (RLUs). Remote subscriber Units (RSUs) being provided
extensively to reduce the long lengths of copper cables.
Establishing call centers across the nation to provide single window solutions
and convenience to customers.
Countrywide Network Management & Surveillance System (NMSS) to ensure
uninterrupted and efficient flow of telecom traffic.
19
Application Forms for new connections have been made free of charge for all
services.
Procedure for restoration of telephones disconnected due to non-payment
simplified and powers delegated to Secondary Switching Area (SSA) heads.
Payment of telephone bills being received on Saturday and Sunday through
cheques in City Telecom Offices (CTOs).
More than one Public Call Office (PCO) permitted at the same premises.
Various application forms and procedures being simplified for new telephone
connections, shifting and third party transfer.
MARKETING MANAGEMENT
DEFINITION:
BRAND EQUITY
BRAND
EQUITY
20
The goal of Brand leadership paradigm is to create strong brand anyway? In managing
Brand equity, brand equity was defined as the brand assets or [liabilities] linked to a
brand’s name and symbol that add to [or subtract from] a product or service. These assets
can be grouped in to four dimensions brand awareness, perceived quality, brand
associations and brand loyalty. These four dimensions guide brand development,
management and measurement.
Brand awareness:
Brand awareness is an often undervalued asset; however, awareness has been shown to
affect perceptions and even taste. People like the familiar and are prepared to ascribe all
sorts of good attitudes to items that are familiar to them. The Intel Inside campaign has
dramatically transferred awareness into perceptions of technological superiority and
market acceptance.
Perceived quality:
Brand association can be anything that connects the customer to the brand. It can
include user imagery, product attributes, use situations, Organizational associations,
brand personality and symbols. Much of brand management involves determining what
associations to develop and then creating programs that will link the associations to the
brand.
Brand associations:
Brand association can be anything that connects the customer to the brand. It can
include user imagery, product attributes, use situations, Organizational associations,
brand personality and symbols. Much of brand management involves determining what
associations to develop and then creating programs that will link the associations to the
brand.
Brand loyalty:
Brand loyalty is at the heart of any brand’s value. The concept is to strengthen the size
and intensity of each loyalty segment. A brand with a small but intensely loyal customer
base can have significant equity.
Brand Preference :
The stage of brand loyalty at which a brand will select a particular brand but will
choose a competitor’s brand if the preferred brand is unavailable. See Brand insistence;
Brand recognition.
Customer Satisfaction:
If the customer's expectations of product quality, service quality, and price are
exceeded, a firm will achieve high levels of customer satisfaction and will create
"customer delight." If the customer's expectations are not met, customer dissatisfaction
will result. And the lower the satisfaction level, the more likely the customer is to stop
buying from the firm.
21
PROFILE OF THE SAMPLE RESPONDENTS
LOCATION
TABLE 1
CHART 1
LOCATION
60
50
40
Percent
30
20
10
0
Gurgaon Karnal Rohtak
Location 58 22.8 19.2
INFERNCE:
As the Table depicts, a good majority of the respondent (58%) of consumers
belongs to Gurgaon while Rohtak is the least (19.2%).
AGE
TABLE 2
22
Frequency Percent Valid Percent Cumulative Percent
Valid bet 20-30 51 20.4 20.4 20.4
bet 31-35 100 40.0 40.0 60.4
bet 36-40 46 18.4 18.4 78.8
bet 41-50 33 13.2 13.2 92.0
above 50 20 8.0 8.0 100.0
Total 250 100.0 100.0
CHART 2
AGE
40
30
Percent
20
10
INFERNCE:
As the Table depicts, a good majority of the respondent (40.0%) were in the age
group of (Between 31-35) while the age group of (Above 50) is the least (8.0%).
OCCUPATION
TABLE 3
23
Frequency Percent Valid Percent Cumulative Percent
Valid Managerial 113 45.2 45.2 45.2
Business 85 34.0 34.0 79.2
Clerical 24 9.6 9.6 88.8
Manual worker 17 6.8 6.8 95.6
Student 7 2.8 2.8 98.4
Retired 2 .8 .8 99.2
Agriculture 1 .4 .4 99.6
Professional 1 .4 .4 100.0
Total 250 100.0 100.0
CHART 3
OCCUPATION
50
45
40
35
30
Percent
25
20
15
10
5
0
Manager Busines Manual Agricultu Proffessi
Clerical Student Retired
ial s worker re onal
INFERNCE:
MONTHLY INCOME
24
TABLE 4
CHART 4
MONTHLY INCOME
60
50
40
Percent
30
20
10
0
b et 5000- b et 10000- bet 15000- above
below 5000
10000 15000 25000 25000
INFERNCE:
As the Table depicts, a good majority of the respondent (53.9%) consumers
monthly income is between (5000-10000), while monthly income between (15000-
25000) is least (4.5%).
MOBILE USE
TABLE 5
25
Total 250 100.0 100.0
CHART 5
MOBILE USE
80
60
Percent
40
20
0
YES No
Mobile use 73.2 26.8
INFERNCE:
From the above Table, it is inferred that majority of the respondents (73.2%) were
using Mobile phones while (26.8%) were not using Mobile phones.
LANDLINE USE
TABLE 6
26
NO 13 5.2 5.2 100.0
Total 250 100.0 100.0
CHART 6
LANDLINE USE
100
80
60
Percent
40
20
0
YES NO
Landline use 94.8 5.2
INFERENCE:
From the above Table, it is inferred that majority of the respondents (94.8%) were
using Landline telephone while (5.2%) were not using Landline telephone.
MOBILE SERVICE
TABLE 7
27
Frequency Percent Valid Percent Cumulative Percent
Valid No mobile 67 26.8 26.8 26.8
BSNL 78 31.2 31.2 58.0
Tataindicom 1 .4 .4 58.4
Reliance 26 10.4 10.4 68.8
Airtel 25 10.0 10.0 78.8
Aircel 37 14.8 14.8 93.6
Hutch 16 6.4 6.4 100.0
Total 250 100.0 100.0
CHART 7
MOBILE SERVICE
40
30
Percent
20
10
0
No BSNL Tataindi Relianc Airtel Aircel Hutch
Mobile service 26.2 31.2 0.4 10.4 10 14.8 6.4
INFERNCE:
As the Table depicts, a good majority of people (31.2%) are using BSNL, while
Tataindicom are the least (0.4%) by considering 250 samples.
LANDLINE SERVICE
TABLE 8
28
Airtel 8 3.2 3.2 100.0
Total 250 100.0 100.0
CHART 8
LANDLINE SERVICE
100
80
Percent
60
40
20
0
No landline BSNL Tata indicom Airtel
Landline service 5.2 88.4 3.2 3.2
INFERNCE:
As the Table depicts, a good majority of people (88.4%) are using BSNL, while
Tataindicom and Airtel are the least (3.2%) each.
FAMILIAR
TABLE 9
29
Familiar but never used it 2 .8 .8 100.0
Total 250 100.0 100.0
CHART 9
FAMILIAR
60
40
Percent
20
0
Some what Familiar b ut
very familiar
familiar never used
INFERNCE:
As the Table depicts, a good majority of people (51.2%) are familiar with BSNL,
while (0.8%) of people are familiar but never used.
TABLE 10
30
Some what better 99 39.6 39.6 62.8
About the same 65 26.0 26.0 88.8
Some what worse 27 10.8 10.8 99.6
Don’t know/Never used 1 .4 .4 100.0
Total 250 100.0 100.0
CHART 10
40
30
Percent
20
10
0
some what Ab out the Some what Don’t
Much b etter
b etter same worse know/never
INFERENCE:
31
% 30.0% 26.0% 12.0% 8.0% 20.0% 4.0% 100.0%
within
AGE
bet 36- Count 11 14 6 3 5 7 46
40
% 23.9% 30.4% 13.0% 6.5% 10.9% 15.2% 100.0%
within
AGE
bet 41- Count 8 12 6 1 3 3 33
50
% 24.2% 36.4% 18.2% 3.0% 9.1% 9.1% 100.0%
within
AGE
above Count 8 8 1 2 1 20
50
% 40.0% 40.0% 5.0% 10.0% 5.0% 100.0%
within
AGE
Total Count 67 78 1 26 25 37 16 250
% 26.8% 31.2% .4% 10.4% 10.0% 14.8% 6.4% 100.0%
within
AGE
Hypothesis:
Null Hypothesis [Ho]: There is no significant relationship between the Age of the
Customers and Mobile Service using by the Customers.
From the above Table, calculated value is (37.63) higher than the critical value
(36.42) at 5% level, so Null hypothesis [H0] has to be rejected (i.e.) there is a significant
relationship between the Age of the Customers and Mobile Service using by the
Customers.
CHART 11
32
30
25
20
Count
15
10
0
b et 20-30 bet 31-35 bet 36-40 b et 41-50 ab ove 50
No mob ile 10 30 11 8 8
BSNL 18 26 14 12 8
Tataindicom 1 0 0 0 0
Reliance 1 12 6 6 1
Airtel 11 8 3 1 2
Aircel 8 20 5 3 1
Hutch 2 4 7 3 0
AGE
33
% within 63.4% 22.8% 7.6% 2.1% 4.1% 100.0%
LOCATION
KARNAL Count 14 26 9 5 3 57
% within 24.6% 45.6% 15.8% 8.8% 5.3% 100.0%
LOCATION
ROHTAK Count 9 19 10 7 3 48
% within 18.8% 39.6% 20.8% 14.6% 6.3% 100.0%
LOCATION
Total Count 115 78 30 15 12 250
% within 46.0% 31.2% 12.0% 6.0% 4.8% 100.0%
LOCATION
Hypothesis:
Chi-Square Tests
TABLE 12
CHART: 12
34
100
80
60
40
20
0
GURGA
KARNAL RIHTAK
ON
VERY SATISFIED 92 14 9
QUITE SATISFIED 33 26 19
NEUTRAL 11 9 10
QUITE DISSATISFIED 3 5 7
VERY DISSATISFIED 6 3 3
TABLE 13
35
Value df Asymp. Sig. (2-sided)
INFERENCE:
From the above Table, calculated value is (30.69) higher than the critical
value (15.51) at 5% level, so Null hypothesis [H0] has to be rejected (i.e.) there
is a significant relationship between the Location of the Customers and
Satisfaction level of BSNL Customer care.
CHART 13
60
50
40
30
20
10
0
GURGAO
KARNAL ROHTAK
N
VERY SATTISFIED 52 11 7
QUITE SATTISFIED 46 22 9
NEUTRAL 16 10 17
QUITE DISSATISFIED 10 9 9
VERY DISSATISFIED 21 5 6
36
MIGRATION Total
Hypothesis:
Chi-Square Tests
TABLE 14
Value df Asymp. Sig. (2-sided)
Pearson Chi-Square 104.622(a) 16 .000
Likelihood Ratio 93.631 16 .000
N of Valid Cases 250
a. 12 cells (48.0%) have expected count less than 5. The minimum expected count is
.38.
INFERENCE:
From the above Table, calculated value is (104.62) higher than the critical
value (26.30) at 5% level, so Null hypothesis [H0] has to be rejected (i.e.) there is a
significant relationship between the Satisfaction of Cost of BSNL and Migration of
Customers.
CHART 14
37
60
50
40
30
20
10
0
very quite quite very
satisfi satisfi neutral dissati dissati
ed ed sfied sfied
certain 1 1 3 6 5
high chance 1 4 2 1 0
not sure 5 21 16 12 3
low chance 8 38 11 7 1
never 56 29 6 10 3
38
of Customer service and Migration of the Customers.
Chi-Square Tests
TABLE 15
Value df Asymp. Sig. (2-sided)
CHART 15
35
30
25
20
Count
15
10
5
0
Excellen Very
Good Average Poor
t poor
Certain 0 3 4 1 8
High chance 0 2 2 1 3
Not sure 1 9 24 8 15
Low chance 2 19 19 15 10
Quality of customer service
39
TARIFF Total
Hypothesis:
Chi-Square Tests
TABLE 16
Value df Asymp. Sig. (2-sided)
INFERENCE:
From the above table, calculated value is (41.20) higher than the critical
value (15.51) at 5% level, so Null hypothesis [H0] has to be rejected (i.e.) there
is a significant relationship between the Location of the Customers and Satisfaction
of BSNL Tariff Plan.
CHART 16
40
80
70
60
50
COUNT
40
30
20
10
0
Gurgaon Karnal Rohtak
Very satisfied 71 15 8
Quite satisfied 54 24 17
Neutral 14 10 16
Quite dissatisfied 3 4 7
Very dissatisfied 3 4 0
Quality Of customer service
41
TARIFF
TABLE:17
CHART :17
40
30
Percent
20
10
0 Quite Very
very satisfied Quite satisfied Neutral
dissatisfied dissatisfied
INFERNCE:
From the above Table, it was inferred that majority of the respondents (38%) were
“Quite Satisfied” with a special regards to the BSNL Tariff Plan, while the least (2.8%)
number of respondents were “Very Dissatisfied” with respect to the BSNL Tariff Plan.
NETWORK
TABLE 18
42
Frequency Percent Valid Percent Cumulative
Percent
Valid Very satisfied 115 46.0 46.0 46.0
Quite satisfied 78 31.2 31.2 77.2
Neutral 30 12.0 12.0 89.2
Quite dissatisfied 15 6.0 6.0 95.2
Very dissatisfied 12 4.8 4.8 100.0
Total 250 100.0 100.0
CHART 18
60
40
Percent
20
0
Very Quite Quite very
Neutral
satisfied satisfied dissatisfie dissatisfie
INFERNCE:
As the Table depicts, a good majority of respondents (46%) were “Very Satisfied”
with the Network of BSNL, while the least (4.8%) were “Very Dissatisfied” with the
Network of BSNL.
COST
TABLE 19
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Frequency Percent Valid Percent Cumulative Percent
Valid Very satisfied 71 28.4 28.4 28.4
Quite satisfied 93 37.2 37.2 65.6
Neutral 38 15.2 15.2 80.8
Quite dissatisfied 36 14.4 14.4 95.2
Very dissatisfied 12 4.8 4.8 100.0
Total 250 100.0 100.0
CHART 19
40
30
Percent
20
10
0
Very Quite Quite Very
Neutral
satisfied satisfied dissatisfied dissatisfied
INFERENCE:
As the Table depicts, majority of respondents (37.2%) were “Quite Satisfied” with
special regards to the Satisfaction level of Cost of BSNL, while the least number of
respondents (4.8%) were “Very Dissatisfied” with the Satisfaction level of Cost of
BSNL.
CUSTOMER CARE
TABLE 20
44
Frequency Perce Valid Percent Cumulative Percent
nt
Valid Very satisfied 70 28.0 28.0 28.0
Quite satisfied 77 30.8 30.8 58.8
Neutral 43 17.2 17.2 76.0
Quite dissatisfied 28 11.2 11.2 87.2
Very dissatisfied 32 12.8 12.8 100.0
Total 250 100.0 100.0
CHART 20
40
30
Percent
20
10
0
Quite Quite Very
Very satisfied Neutral
satisfied dissatisfied dissatisfied
INFERENCE:
From the above Table, it was inferred that majority of respondents (30.8%) were
“Quite Satisfied” with the Customer care of BSNL, while the least number of respondents
(11.2%) were “Quite Dissatisfied” with BSNL Customer care.
ADDTIONAL PACKAGE
TABLE 21
45
Frequency Percent Valid Percent Cumulative Percent
Valid Very satisfied 44 17.6 17.6 17.6
Quite satisfied 67 26.8 26.8 44.4
Neutral 95 38.0 38.0 82.4
Quite dissatisfied 33 13.2 13.2 95.6
Very dissatisfied 11 4.4 4.4 100.0
Total 250 100.0 100.0
CHART 21
40
30
Percent
20
10
0
Very Quite Neutral Quite Very
INFERENCE:
From the above Table, it was inferred that majority of respondents (38%) opined
“Neutral” with the BSNL’s Additional Packages, while the least number of respondents
(4.4%) opined “Very Dissatisfied” with the Additional Packages of BSNL.
TABLE 22
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Good 66 26.4 26.4 36.0
Average 76 30.4 30.4 66.4
Poor 35 14.0 14.0 80.4
Very poor 49 19.6 19.6 100.0
Total 250 100.0 100.0
CHART 22
40
30
Percent
20
10
0
Excellent Good Average Poor Very poor
INFERENCE:
As the Table depicts, the majority of respondents (30.4%) were opined “Average”
with special reference to the Quality of Customer Service, while the least number of
respondents (9.6%) were opined “Excellent” with respect to the Quality of Customer
Service.
MIGRATION
TABLE 23
47
Low chance 65 26.0 26.0 58.4
Never 104 41.6 41.6 100.0
Total 250 100.0 100.0
CHART 23
60
40
Percent
20
0
Certain High Not sure Low chance Never
INFERENCE:
As the Table depicts, a good majority of respondents (41.6%) were opined “Never”
with special respect to the chance of Migration from BSNL, while the least number of
respondents (3.2%) were opined “High Chance” with reference to the chance of
Migration from BSNL.
5.1 FINDINGS:-
A good majority of the respondents (73.2%) were using Mobile phones while
(26.8%) were not using Mobile phones.
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A good majority of the respondents (94.8%) were using Landline telephone while
(5.2%) were not using Landline telephone.
A good majority of people (31.2%) are using BSNL, while Tataindicom are the
least (0.4%) by considering 250 samples, with respect to Mobile.
A good majority of people (88.4%) are using BSNL, while Tataindicom and
Airtel are the least (3.2%) each, with respect to Landline.
A good majority of people (51.2%) are familiar with BSNL, while (0.8%) of
people are familiar but have never used.
There is a significant relationship between the Age of the Customers and Mobile
Service used by the Customers.
There is a significant relationship between the Location of the Customers and Satisfaction of
BSNL Network used by the Customers.
There is a significant relationship between the Satisfaction of Cost of BSNL and Migration of
Customers.
There is a significant relationship between the Quality of Customer service and Migration of the
Customers.
There is a significant relationship between the Location of the Customers and Satisfaction of
BSNL Tariff Plan.
A good majority of the respondents (38%) were “Quite Satisfied” with special
regards to the BSNL Tariff Plan, while the least (2.8%) number of respondents
were “Very Dissatisfied” with respect to the BSNL Tariff Plan.
A good majority of respondents (46%) were “Very Satisfied” with the Network of
BSNL, while the least (4.8%) were “Very Dissatisfied” with the Network of
BSNL.
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A majority of respondents (37.2%) were “Quite Satisfied” with special regards to
the Satisfaction level of Cost of BSNL, while the least number of respondents
(4.8%) were “Very Dissatisfied” with the Satisfaction level of Cost of BSNL.
In the evening, lines are not getting connected since network problem was too
high.
When phone went out of order, the respondents were still charged for calls.
Regarding Cell one respondents complained, Network is always busy with other
mobile services.
Even after Surrendered the phone before 6months deposit amount was not yet
received but receiving bill.
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With regards to mobile services options are limited hence customers were
switching over to other service providers.
Most of the people were not satisfied with the BSNL Customer Service for both
Mobile and Landline.
The respondents felt that The BSNL cell ones starter pack and recharge cards are
in perennial short supply.
The respondents experienced network problems when they used roaming to cities.
Even though customers were dissatisfied with BSNL due to Loyalty they are still
using BSNL service (For only Incoming).
One of the major irritations, as told by the respondents was that the
communication instruments provided by BSNL were of poor quality and hence
they had to face frequent problems with the instruments.
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6.1 SUGGESTIONS:-
From the research study, it has been found out that the Customers are very
particular about the Quality of the Telecom services and hence they want BSNL
to increase the Quality of BSNL services by providing the Customers an attractive
instrument with new wiring connections.
BSNL may also introduce some sales promotion such as cash discounts; Quality
discounts hence the promotional activities would further strengthen the market
share of the Company.
BSNL may reduce the monthly rentals and also the service tax.
7.1 CONCLUSION:-
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Conclusion:
BSNL being a public sector, in order to thrive and excel, have to understand about the
Customers expectations.
They also have to understand about their competitors and their nuances in understanding
their Customers.
Since Communication industry is a very competitive one it is high time for BSNL to
understand about their Customers in Landline as well as Mobile services.
8.1 BIBLIOGRAPHY :-
53
PRINCIPLES OF MARKETING MANAGEMENT - PHILIP KOTLER
WEBSITES:
1. www.bsnl.co.in
2. www.yahoo.com
3. www.google.com
9.1 ANNEXURE:-
54
1. What is your Age?
a. Managerial
b. Professional
c. Clerical
d. Manual Worker
e. Student
f. Retired
g. Agriculture
a. Yes
b. No
5. And which of the following mobile services you are using currently?
a. BSNL.
b. Tata Indicom.
c. Reliance.
d. Airtel.
e. Aircel.
f. BPL\Hutch.
g. Any other please mention
a. BSNL.
b. Tata Indicom.
c. Reliance.
d. Airtel.
e. Any other please mention.
7. How familiar are you with BSNL Services?
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a. Very familiar (use on regular basis).
b. Some what familiar (use it only some times).
c. Familiar but never used it.
d. Never heard of service before.
a. Very satisfied
b. Quite satisfied
c. Neutral
d. Quite dissatisfied
e. Very dissatisfied
a. Very satisfied
b. Quite satisfied
c. Neutral
d. Quite dissatisfied
e. Very dissatisfied
a. Very satisfied
b. Quite satisfied
c. Neutral
d. Quite dissatisfied
e. Very dissatisfied
11. How satisfied are you with the customer care of BSNL?
a. Very satisfied
b. Quite satisfied
c. Neutral
d. Quite dissatisfied
e. Very dissatisfied
12. How satisfied are you with the additional packages of BSNL?
a. Very satisfied
b. Quite satisfied
c. Neutral
d. Quite dissatisfied
e. Very dissatisfied
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a. Much better.
b. Some what better.
c. About the same.
d. Some what worse.
e. Don’t know (or) Never used.
14. [a]. All things considered over the next 12 months how likely are you to replace your
current Service
a. Certain.
b. High chance.
c. Not sure.
d. Low chance.
e. Never.
[b]. If you are looking to replace your current Service what are some of the reasons for
doing so?
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