Sony Vaio Essay

1096 Words5 Pages
SONY TARGETS LAPTOP CONSUMERS IN CHINA Core Issue The purpose of this report is to identify which segments of Chinese consumers should management of Sony VAIO laptops target. We are given a series of market research reports that study laptop consumers in China and Globally. Using these studies, we need to present a detailed business report to address the issue of which segments to target and how to position VAIO for that segment. Introduction Sony VAIO is one of the major players in laptop markets. Some of the key features of VAIO laptops are * It offers a relatively high end product to customers who prefer style and design as top priority. * VAIO laptops are loaded with Multimedia software that other laptops did not have. * Instead of focusing on larger audience, Sony focused its VAIO products for premium customers. So, VAIO laptops have a higher average selling price than its equivalent competitor’s. * Laptop consumers globally associated VAIO line with attributes like “style”, “design” and also “high price”. * Since VAIO was marketed as a statement computer, the customer base is largely limited to individuals and business professionals rather than as an enterprise brand. Sony is China is considered a premium brand and was seen as “Young and Trendy”. In China, the segment of consumers who preferred these laptops was attracted to not only the functional benefits of the laptop, but also to the intangible benefits. Although many pirate and copies are present in China, people preferred VAIO because it delivers a “powerful statement”. Analysis Sony has done the following marketing research techniques to gain deeper insights into consumer behavior. * Segmentation Research * Interviews, Surveys and Focus Groups * Secondary Research Sources * Demand Estimation Research Findings Shanghai Report, Study of
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