by Lam Lai-Wah. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1992. / Includes bibliographical references (leaves 77-78). / ABSTRACT --- p.ii / TABLE OF CONTENT --- p.iv / LIST OF ILLUSTRATIONS --- p.vi / LIST OF TABLES --- p.vii / ACKNOWLEDGMENT --- p.viii / Chapter I. --- INTRODUCTION --- p.1 / What is CT-2? --- p.2 / Chapter II. --- RESEARCH METHODOLOGY --- p.3 / Problem Statement --- p.3 / Research Objectives --- p.3 / Research Methodology --- p.4 / Sampling Plan --- p.5 / Chapter III. --- INDUSTRY ANALYSIS --- p.8 / CT-2 Industry --- p.10 / Paging Industry --- p.14 / Mobile Phone Industry --- p.19 / Chapter IV. --- RESEARCH FINDINGS / Analysis of Research Findings --- p.24 / Consumers' Knowledge of CT-2 --- p.24 / Corporate Image --- p.35 / Customer Loyalty --- p.36 / Consumers' Purchase Decision --- p.38 / Pricing Information --- p.42 / Characteristics of those respondents who want to buy CT-2 --- p.44 / Chapter V. --- SWOT ANALYSIS / SWOT Analysis --- p.51 / Competitor Analysis --- p.57 / Chapter VI. --- RECOMMENDATION / Marketing Strategies and implementation plan for Hutchison --- p.66 / Conclusion --- p.76 / BIBLIOGRAPHY --- p.77 / APPENDIX --- p.82

by Lam Wai-Tat. / Two pamphlets inserted. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1997. / Includes bibliographical references (leaves 123-127). / APPROVAL --- p.i / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iii / LIST OF FIGURES --- p.vi / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / Chapter II. --- COMPANY BACKGROUND AND OBJECTIVES --- p.2 / Nortel and Nortel China --- p.2 / Corporate Goal --- p.5 / Goal of Nortel China --- p.5 / Product Group Goal (Wireless) --- p.6 / Chapter III. --- RESEARCH OBJECTIVES AND DESIGN --- p.7 / Research Objectives --- p.7 / Research Design --- p.7 / Market Survey --- p.8 / Survey Design --- p.9 / Survey Results --- p.9 / Chapter IV. --- PRODUCT AND MARKET BACKGROUND --- p.12 / Wireless Communication Standards --- p.12 / Wireless Phone Types --- p.13 / Wireless Telecommunication Network Markets --- p.13 / Wireless Communications Equipment Market --- p.14 / Cellular Handsets --- p.15 / Chapter V. --- MARKETING ENVIRONMENT AND TRENDS - MACRO --- p.17 / General China Economy --- p.17 / Telecommunication Services and Regulation --- p.18 / Ministry of Posts and Telecommunications (MPT) --- p.18 / Directorate General of Telecommunications (DGT) --- p.19 / Provincial Post and Telecommunication Administration (PTAs) and Local Telecom Bureaus --- p.19 / State Radio Regulatory Commission --- p.19 / Type Approval Procedure --- p.20 / Imported Pagers and Mobile Phones --- p.20 / Pagers and Mobile Phones Assembled or Manufactured in Mainland China --- p.21 / Cellular Operators --- p.21 / MPT --- p.22 / Unicom --- p.23 / CESEC --- p.24 / Tariff Structure - Mobile Services --- p.24 / Liberalization of Telecom Services --- p.25 / China Unicom --- p.25 / Liberalization of the Retail Market --- p.26 / China Consumer Market Size --- p.26 / China's Growing Urbanization --- p.28 / Cultural Forces --- p.30 / Technological Direction --- p.31 / Chapter VI. --- MARKETING ENVIRONMENT AND TRENDS - MICRO --- p.34 / Direct and Substitute Competition --- p.34 / Mobile Satellite Services --- p.34 / Nortel China Resources --- p.34 / Supplier Influence --- p.35 / End Customers --- p.35 / Consumer Profiles --- p.36 / Consumption Trends --- p.38 / Consumer Buying Decision Process --- p.38 / Cellular Handset Market Share --- p.40 / Competitors --- p.41 / Ericsson --- p.41 / Motorola --- p.42 / Nokia --- p.43 / Cellular Handsets in China (Competitive Products in the Market) --- p.44 / Nortel Wireless Handset Product Portfolio --- p.44 / Chapter VII. --- SWOT ANALYSIS OF NORTEL --- p.46 / Chapter VIII. --- STRATEGIES --- p.48 / Marketing Objectives and Strategies --- p.48 / Market Potential --- p.49 / Nortel's Position --- p.49 / Target Customer --- p.50 / Target Markets by Geographic Location --- p.52 / Beijing --- p.52 / Cellular network --- p.53 / Strategic relationship --- p.54 / Shanghai --- p.54 / Cellular network --- p.54 / Strategic relationship --- p.55 / Guangzhou --- p.55 / Cellular network --- p.56 / Strategic relationship --- p.56 / Target Markets by Demographics --- p.56 / Competitive/Differential Advantages --- p.58 / Chapter IX. --- MARKETING PROGRAM --- p.61 / Product --- p.61 / Core Product --- p.62 / Tangible Product --- p.62 / Augmented Product --- p.63 / Product Evolution --- p.64 / Distribution --- p.66 / Identification of Channel Members --- p.66 / Phase I --- p.67 / Primary distribution --- p.67 / Secondary distribution --- p.68 / Phase II --- p.68 / Physical Distribution --- p.69 / Promotion --- p.71 / Summary of Nortel's Current Promotional Activities --- p.73 / Advertising --- p.73 / TV commercial #1 (corporate) --- p.73 / TV commercial #2 (product) --- p.74 / Newspaper advertisements --- p.75 / "Magazine advertisements and ""advertorials""" --- p.75 / Outdoor advertising --- p.75 / Personal Selling --- p.76 / Sales Promotions --- p.77 / Point-of-purchase materials --- p.77 / Trade shows and exhibitions --- p.77 / Consumer promotions (replacement promotions) --- p.78 / Trade promotions (trade rebates) --- p.78 / Sales forces promotion --- p.78 / Product demonstrations --- p.79 / Sponsorship --- p.79 / Publicity --- p.80 / Budget --- p.80 / Pricing --- p.82 / Mobile Handset Prices and Service Charges in China --- p.82 / Estimated Costs of Other Vendors' Handsets --- p.82 / Pricing Considerations --- p.83 / Revenue Analysis --- p.84 / Chapter X. --- LIMITATIONS --- p.87 / Chapter XI. --- CONCLUSION --- p.89 / ABBREVIATIONS AND ACRONYMS --- p.90 / APPENDIX 1 --- p.91 / APPENDIX 2 --- p.96 / APPENDIX 3 --- p.100 / APPENDIX 4 --- p.102 / APPENDIX 5 --- p.104 / APPENDIX 6 --- p.105 / APPENDIX 7 --- p.107 / APPENDIX 8 --- p.109 / APPENDIX 9 --- p.111 / APPENDIX 10 --- p.113 / APPENDIX 11 --- p.115 / APPENDIX 12 --- p.116 / APPENDIX 13 --- p.118 / APPENDIX 14 --- p.119 / APPENDIX 15 --- p.122 / BIBLIOGRAPHY --- p.123