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4

Conducting

Marketing Research


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Chapter Questions

What constitutes good marketing research?

What are the best metrics for measuring

marketing productivity?

How can marketers assess their return oninvestment of marketing expenditures?

Copyright 2011 Pearson Education, Inc. Publishing as Prentice Hall 4-2


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Venus Razor



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What is Marketing Research?

Marketing research is the systematic design,

collection, analysis, and reporting of data

and findings relevant to a specific marketing

situation facing the company.



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Types of Marketing Research Firms

Syndicated

Custom

Specialty-line


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The Marketing Research Process

Define the problem

Develop research plan

Collect information

Analyze information

Present findings

Make decision


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Step 1: Define the Problem

Define the problem

Specify decision alternatives

State research objectives


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Types of Research


Exploratory

Descriptive

Causal


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Step 2: Develop the Research Plan

Data sources

Research approach

Research instruments

Sampling plan

Contact methods


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Data sources



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Research Approaches

Observational and ethnographic

Focus group

Survey

Behavioral

Experimental


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Focus Groups



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Qualitative Techniques


Word Associations

Visualization

Projective Techniques

Laddering


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Questionnaire Dos and Donts

Ensure questions are

free of bias

Make questions simple

Make questions specific Avoid jargon

Avoid sophisticated

words

Avoid ambiguous words

Avoid negatives

Avoid hypotheticals

Avoid words that could

be misheard Use response bands

Use mutually exclusive

categories

Allow for other in fixedresponse questions



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Question Types - Dichotomous

In arranging this trip, did you contact

American Airlines?

Yes No


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Question TypesMultiple Choice


With whom are you traveling on this trip?

No one

SpouseSpouse and children

Children only

Business associates/friends/relatives

An organized tour group


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Question Types

Semantic Differential


American Airlines

Large ....Small

Experienced..Inexperienced

Modern...Old-fashioned


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Question Types

Intention to Buy Scale


How likely are you to purchase tickets on

American Airlines if in-flight Internet access

were available?

Definitely buy

Probably buy

Not sure

Probably not buy

Definitely not buy


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Question Types

Completely Unstructured


What is your opinion of American Airlines?


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Question Types

Word Association


What is the first word that comes to your mind

when you hear the following?

Airline ________________________

American _____________________

Travel ________________________


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Question Types

Sentence Completion


When I choose an airline, the most important

consideration in my decision is:

_____________________________________

__________________________________________________________________________

_____________________________________

_____________________________________

_______________________________________________________.


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Question Types

Story Completion


I flew American a few days ago. I noticed

that the exterior and interior of the plane had

very bright colors. This aroused in me the

following thoughts and feelings. Nowcomplete the story.

___________________________________

___________________________________

______________________________________________________________________

___________________________________


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Technological Devices

Galvanometers

Tachistoscope

Eye cameras

Audiometers

GPS



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Sampling Plan

Sampling unit: Who is to be surveyed?

Sample size: How many people should be

surveyed?

Sampling procedure: How should therespondents be chosen?



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What is a

Marketing Decision Support

System (MDSS)?

A marketing decision support system is a

coordinated collection of data, systems,

tools, and techniques with supporting

hardware and software by which an

organization gathers and interprets relevant

information from business and environmentand turns it into a basis for marketing action.



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Barriers Limiting the Use of

Marketing Research

A narrow conception of the research

Uneven caliber of researchers

Poor framing of the problem

Late and occasionally erroneous findings

Personality and presentational differences



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Market Research Can Fail



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Table 4.3 Characteristics of

Good Marketing Research

Scientific method

Research creativity

Multiple methods

Interdependence

Value and cost of information

Healthy skepticism

Ethical marketing


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What are Marketing Metrics?

Marketing metricsare the set of measures

that helps marketers quantify, compare, and

interpret marketing performance.


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Table 4.4 Marketing Metrics

External Awareness

Market share

Relative price

Number of complaints

Customer satisfaction

Distribution

Total number ofcustomers

Loyalty

Internal Awareness of goals

Commitment to goals

Active support

Resource adequacy

Staffing levels

Desire to learn

Willingness to change Freedom to fail

Autonomy


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What is Marketing-Mix Modeling?

Marketing-mix modelsanalyze data from a

variety of sources, such as retailer scanner

data, company shipment data, pricing,

media, and promotion spending data, tounderstand more precisely the effects of

specific marketing activities.


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Figure 4.2 Marketing

Measurement Pathway



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Figure 4.3 Marketing Dashboard



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Table 4.4 Sample Customer-Performance

Scorecard Measures

% of new customers to average #

% of lost customers to average #

% of win-back customers to average #

% of customers in various levels of satisfaction % of customers who would repurchase

% of target market members with brand recall

% of customers who say brand is most preferred


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For Review

What constitutes good marketing research?

What are the best metrics for measuring

marketing productivity?

How can marketers assess their return oninvestment of marketing expenditures?

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Kotler MM 14e 04 Sppt