concept testing conjoint analysis february 15 & 20, 2007
Post on 21-Dec-2015
218 Views
Preview:
TRANSCRIPT
Concept Testing
Concept TestingConjoint Analysis
February 15 & 20, 2007
Evaluating with Customers Concept Testing
is used to help screen and refine new product ideas
Conjoint Analysis used to determine the
combination of attributes that maximizes appeal
Concept Testing A concept is composed of attributes
and benefits for a particular usage situation
Attributes incorporate a specific product form and technology
DetermineDetermineCustomerCustomer InterestInterest
see Page and Rosenbaum (1992), “Developing an Effective Concept Testing Program for Durables,” J Product Innovation Mgmt
Purposes of Concept Testing
To identify very poor concepts so that they can be eliminated.
To estimate (at least crudely) the sales or trial rate the product would enjoy (buying intentions, early projection of market share).
To help develop the idea (e.g. make tradeoffs among attributes).
Procedure for a Concept Test
Prepare concept statement Clarify specific purposes Decide format(s) Select commercialization Determine price(s) Select respondent type(s) Select response situation Define the interview Conduct trial interviews Interview, tabulate, analyze
Concept Testing Cautions and Concerns
If the prime benefit is a personal sense (aroma, taste).
If the concept involves new art and entertainment.
If the concept embodies a new technology that users cannot visualize.
If concept testing is mishandled by management, then blamed for product failure.
If customers simply do not know what problems they have.
The Concept Statement
The Customer Value Proposition: FOR {the ideal customer} WHO {have the following problem} MY PRODUCT IS A {product category} THAT {key differentiating benefit} UNLIKE {the major competitor}
UsageUsageSituationSituation CustomerCustomer
ProductProduct
The Concept Statement
Format Narrative
Narrative
Here is a tasty, sparkling beverage that quenches thirst, refreshes, and makes the mouth tingle with a delightful flavor blend of orange, mint, and lime.
It helps adults (and kids too) control weight by reducing the craving for sweets and between-meal snacks. And, best of all, it contains absolutely no calories.
Comes in 12-ounce cans or bottles and costs 60 cents each.
1. How different, if at all, do you think this diet soft drink would be from other available products now on the market that might be compared with it?
Very different ( ) ( ) ( ) ( ) Not at all different
2. Assuming you tried the product described above and liked it, about how often do you think you would buy it?
More than once a week ( ) ( ) ( ) ( ) ( ) ( ) Would never buy it
The Concept Statement
Narrative
The Concept Statement
Format Narrative Drawing / Diagram
Drawing/Diagram
The Concept Statement
Format Narrative Drawing / Diagram Model / Prototype Virtual Reality
Virtual Reality Information Acceleration http://www.wharton.upenn.edu/learning/
futureview/
Developing Concepts to Test
Time to prepareTime to prepare test materialstest materials
Number of itemsNumber of items testedtested 11MoreMoreMostMost
PreferredPreferred
LeastLeastPreferredPreferred
Paper &Paper &PencilPencil
ComputerComputer
PrototypePrototype
Working ModelWorking Model
e.g., www.acupoll.com
What is generally tested?
BUYERBUYER
Does it solve Does it solve a “problem”?a “problem”?
yesIs itIs it““believable”?believable”?
yesIs itIs it““unique”?unique”?
yes
Would it be Would it be bought at onebought at oneof several testedof several testedprice points?price points?
yes
Can measure potential customer reactions using: (1) 5-pt “definitely not” - “definitely” scales(2) sorting tasks
Considerations in the Concept Test
Core Idea vs. Positioning/Commercial Concept Statement
New Brand vs. Old Brand vs. No Brand Concept statement: narrative, drawing, model? Respondent group: Lead users? Large users? Response situation: Where? How? Purchase Measure Decisions:
Buyer Intent Frequency Price
Product Diagnostics Attribute Diagnostics
Ask the right people...
time
SalesSalesThe ChasmThe Chasm
Early MarketEarly Market Mainstream MarketMainstream Market
TechnologyTechnologyEnthusiastsEnthusiasts
VisionariesVisionaries PragmatistsPragmatists ConservativesConservatives
See (1) Rogers (1995) Diffusion of Innovations (2) Moore (1991) Crossing the Chasm (3) www.chasmgroup.com
Lead U
sers
and In
novat
ors
vs. M
ainstr
eam
Mar
ket
Ask the right questions... How important is the product
“experience”? Does the customer have to “touch
& feel” the product to understand the benefits offered?
““Simulate” the ExperienceSimulate” the Experience
How can concepts be tested?
Focus Groups One-on-One Personal Interviews Mall Intercept Phone Interviews Postal Surveys Internet Surveys Hybrids (e.g., phone-mail-phone)
Compare in terms of:Compare in terms of:sample control, concept flexibility, costsample control, concept flexibility, cost
Compare in terms of:Compare in terms of:sample control, concept flexibility, costsample control, concept flexibility, cost
see: (1) Pope (1993), Practical Marketing Research (2) McQuarrie (1996) The Market Research Toolbox
Typical AnalysisCategory or Industry
Purchase Intent Concept Norm
Definitely Would Buy 27% 20%Probably Would Buy 43 40Top Two BoxTop Two Box 70% 70% 60% 60%
Might or Might Not Buy 22% Probably Would Not Buy 5Definitely Would Not Buy 3
Summary of Concept Testing Advantages
relatively easy to get customer input can be used as an early screen for new
product ideas
Limitations not that helpful for the design and
development of specific product forms not as reliable for discontinuous
innovations
Conjoint Analysis
Primary benefit in addition to (or in lieu of) concept tests:
forces a trade-off
Conjoint Analysis
Can be used to quantify the relative importance of attributes
Can be used to help determine the combination of attributes that maximizes appeal
Relatively easy for incremental innovation Requires experts or information
accelerationfor discontinuous innovations
see (1) Page and Rosenbaum (1987), “Redesigning Product Lines With Conjoint Analysis,” J Product Innovation Mgmt (2) www.sawtooth.com {Sawtooth Software}
Major Assumptions An offering is a bundle of attributes and
benefits. An offering can be decomposed into a bundle of “features” for which “utility values” can be calculated.
The utility value of an offering is some simple function of the utilities of the offering’s “feature” levels.
Customers prefer the offering with the highest utility value.
Conjoint: Steps 1 and 2
Identify Relevant Attributes Survey/Focus Group/Intuition Salsa Example
(Thickness, Color, Spiciness)
Identify Relevant Levels of Each Attribute
Thickness: Regular, Thick, Extra-Thick Color: Red, Green Spiciness: Mild, Medium-Hot, Extra Hot
Create Profiles for each Combination
3 thickness (reg., thick, extra-thick)
2 color (red, green) 3 spiciness (mild, med/hot, extra
hot) Leads to 3X2X3 = 18 Profiles
Conjoint: Step 3
Choose a Sample Considerations:
Consumer Involvement Typicality Diversity (if multiple segments) Expertise (if complex or discontinuous)
Conjoint: Step 4 Obtain Customer Judgements
Rank Order Sort into categories Rank the profiles within each category
Pair-wise Comparisons Use a computer package to quickly hone
in on important attributes
Conjoint: Step 4 - Example
Conjoint: Step 5 Compute Individual Value Systems Use MONANOVA for rank order data
Output in the form of standardized utilities
Output Example
Conjoint: Step 6 Find the average utilities (part-worths)
for each attribute Intuition: Find the attribute with the biggest
range in utilities across the different levels Use graphs/calculations for importance measures Be careful with averages
Segments may exist Cluster Analysis can tell you
Output Example
Let’s consider golf balls...
• • distance and durabilitydistance and durability• • durability and pricedurability and price• • distance and controldistance and control
Conjoint Analysis Average Average Price
Driving Ball Life Distance
250 yards 54 holes $3.00
220 yards 36 holes $4.00
200 yards 18 holes $5.00
Your “Optimal” Product Design
$5/sleeve
Driving Distance of 200 yards
Average Ball LifeAverage Ball Lifeof 54 holesof 54 holes
See also Titleist’s Ball-Fitting and Wilson’s Custom Fit
How can conjoint analysis be conducted? One-on-One Personal Interviews
written or verbal concept descriptions multimedia presentation of concepts
RTI’s TradeOff VR; Sawtooth’s Sensus TradeOff; MIT’s Information Acceleration
networked computer facilities Moskowitz Jacobs
Mail written concept descriptions disk by mail
Internet the future??
Summary of Conjoint Analysis Advantages
the relative importance of product features can be quantified using customer input
only need to test a relatively small number of actual product designs
Limitations output is usually not directly linked to actual
purchase
top related