Vaio China Case Study

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Key issue of the case Richard Lopez, a product manager, for Sony Corporation in Hong Kong had one week to finalize his plan for marketing VAIO laptop computers in China about target segment and position VAIO in this segment before presenting to senior management in January 2011. After Lopez got a result in three market research reports: a study on consumer values, qualitative interview data, and a segmentation study. He found that it was too much data and did not have idea which reports would become the best plan for VAIO in China. Background of the case • Global image Sony Corporation, which was found in 1946, was a worldwide company with $89 billion annual sales on March 31, 2010. Sony launched the VAIO series of computer products to build another customer lines in mid-1996. For the customers who interested in style and design were a top priority. Prior to the VAIO launch, the competitor laptops tended to feature fairly similar and unexciting design. The VAIO 505 line was positioned as a “statement computer”, which launched in 1998, that gathered significant awareness and recognition. The design as sleek and VAIO was a first product which provided in different colors, especially a rich purple hue. As a result, the VAIO brand established strong associations with the attributes of style and design; moreover, Sony continued to focus design and reduce laptop weight and size. The VAIO provided a computer with software already loaded that came with hardware, which competitors were not as likely to have. The VAIO had the higher average selling price because VAIO’s position as a high-end niche product. An associations between brand and price made Sony was different from competitors. VAIO was largely seen by buyers as a computer for individual consumers and business professionals. VAIO’s premium position also extended to China. The most distinctive advantage of VAIO is

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