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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?
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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
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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
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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
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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
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American Airlines
Large ....Small
Experienced..Inexperienced
Modern...Old-fashioned
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Question Types
Intention to Buy Scale
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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
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What is your opinion of American Airlines?
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Question Types
Word Association
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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
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When I choose an airline, the most important
consideration in my decision is:
_____________________________________
__________________________________________________________________________
_____________________________________
_____________________________________
_______________________________________________________.
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Question Types
Story Completion
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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?