the nature of marketing research marketing research is one of the principal tools for answering...
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The Nature of Marketing Research Marketing research is one of the principal tools for answering questions because it: –Links the consumer, customer, and public to the market through information used to identify and define marketing –Generates, refines, and evaluates marketing actions –Monitors marketing performance –Underlines the understanding of marketing as a processTRANSCRIPT
The Nature of Marketing Research
• Marketing research is one of the principal tools for answering questions because it: – Links the consumer, customer, and public to the market
through information used to identify and define marketing
– Generates, refines, and evaluates marketing actions– Monitors marketing performance– Underlines the understanding of marketing as a process
Marketing Research Defined
The systematic and objective process of generating information for aid in making marketing decisions
The American Marketing AssociationRedefines Marketing Research
Marketing research is the function which links the consumer, customer, and public to the marketer through
used to identify and define market opportunities and problems
generate, refine, and evaluate marketing performance
monitor marketing performance
improve understanding of marketing as a process
The Marketing Research Process
• specifying what information is required; • designing the method for collecting
information;• managing and implementing the collection
of data;• analyzing the results; and • communicating the findings and their
implications.
I don’t knowif we should
enter the Australian Market?
InformationReducesUncertainty
Marketing Research Types
Basic research
Applied research
Basic Research
• Attempts to expand the limits of knowledge• Not directly involved in the solution to a
pragmatic problem
Basic Research Example
• Do consumers experience cognitive dissonance in low-involvement situations?
Applied Research
• Conducted when a decision must be made about a specific real-life problem
Applied Research Example
• Should McDonalds add Italian pasta dinners to its menu?
• Marketing research told McDonald’s it should not?
• Should Procter & Gamble add a high-priced home teeth bleaching kit to its product line?
• Research showed Crest Whitestrips would sell well at a retail price of $44
Scientific Method• The analysis and interpretation of empirical
evidence (facts from observation or experimentation) to confirm or disprove prior conceptions
Scientific Method is a formalized research procedures that can be characterized as logical, objective, systematic, reliable, valid, impersonal, and ongoing.
Marketing Concept
• Central idea in marketing• Evolved over time • Not production-oriented • Marketing-oriented
Marketing Concept
ConsumerOriented
Long RunProfitability
Cross-FunctionalEffort
No One Know Better than Mom !!!
Does she know :
How much underwear you own ?
Jockey International Does ?
No One Know Better than Mom !!!
Does she know :
The number of ice cube you put in a
glass?
Coca-Cola Does ?
No One Know Better than Mom !!!
Does she know :
Which pretzels you usually eat first the broken ones or the
whole ones?
Try asking Frito-Lay
Knows
• We put 3.2 ice cubes in a glass• See 69 of its commercial everyday• Prefer cans out of vending machines to be at a temperature of 2 C
Did you know that ? 38 % North Americans would rather had a tooth pulled than take their car to a dealership for repairs
For every 10,000 Canadians in 1992there were 8.13 automated teller machines whilethere were only 5.26 for Americans and 3.36 for Germans
Lever Brothers Co. uncovered the fact that 79% of women said they didn’t trust their husbands to do the laundry
NOTHING ABOUT OUR BEHAVIOR IS SACRED !!!
68% of consumers prefer their toilet paper to unwind over the spool rather than the under.
Campbell Soup gave up trying to learn our opinions about the ideal sized meatball after a series of tests showed that we prefer one so big it wouldn’t fit in the can
Our favorite toothbrush color
is BLUE
Only 37% of us are using one
that’s more than six months old
47 % put water on brush before apply the paste15 % put water on after the paste24 % do both14 % don’t wet the brush at all
Keeping Customers and Building Relationships
• RELATIONSHIP MARKETING - the idea that a major goal of marketing is to build long-term relationships with the parties who contribute to the company’s success.
• Marketers want customers for life. • Managing the relationships that will bring
about additional exchanges
Total Quality Management• Much in common with marketing concept• Focus on integrating customer-driven
quality throughout the organization.• Stresses continuous improvement
Stages in Developing and Implementing a Marketing Strategy
• Identifying and evaluating opportunities• Analyzing market segments and selecting
target markets• Planning and implementing a marketing
mix• Analyzing market performance
Identifying and Evaluating Opportunities
Examples• Mattel Toys investigates desires for play
experiences• Home cooking is on the decline. Purchase of
precooked home replacement meals is on the rise.• Number of investors trading stock on the Internet
is growing.
Analyze Market Segments and Select Target Markets
Examples• Cadillac investigates buyers’ demographic
characteristics• MTV, monitoring demographic trends, learns the
Hispanic audience is growing rapidly• Sears learns women, age 25-54 with average
household income of $38,000, are core customers. Targets this market with "The Good Life at a Great Price. Guaranteed. Sears."
• test concept
• determine optimal product design
• package tests
• product modification
• brand positioning and repositioning
• test marketing
• control score tests
• types of distribution• attitudes of Channel members• intensity of wholesale & resale coverage
• channel margins
• location of retail and wholesale
outlets
• importance of price in brand selection
• pricing policies
• product line pricing
• price elasticity of demand
• initiating and responding to price changes
• optimal promotional budget
• sales promotion relationship
• optimal promotional mix
• copy decisions
• media decisions
• creative advertising testing
• claim substantiation
• evaluation of advertising effectiveness
0.00% APR
Plan and Implement a Marketing Mix
• Price: Safeway does a competitive pricing analysis• Distribution: Caterpillar Tractor Co. investigates
dealer service program.• Product: Oreo conducts taste test, Oreo cookie vs.
Chips Ahoy• Promotion: How many consumers recall the “Life
Tastes Good. Coca Cola!” slogan?
Analyze Marketing Performance• This year’s market share is compared to last
year’s.• Did brand image change after new
advertising?
Performance-monitoring Research
• Research that regularly provides feedback For evaluation And control
• Indicates things are Or are not going as planned
• Research may be required To explain why something “went wrong”
Determining When to Conduct Marketing Research
• Time constraints• Availability of data• Nature of the decision• Benefits versus costs
Is sufficient time
available?
Information already on
handinadequate?
Is the decision of
strategicor tactical
importance?
Does theinformation
valueexceed the
research cost?
ConductMarketingResearch
Do Not Conduct Marketing Research
Time Constraints Availability of Data Nature of the Decision Benefits vs. Costs
Yes YesYesYes
No No No No
Determining When to Conduct Marketing Research
Value
•Decreased certainty•Increased likelihood of a correct decision•Improved marketing performance and resulting higher profits
Costs•Research expenditures•Delay of marketing decision and possible disclosure of information to rivals•Possible erroneous research results
Potential Value of a Marketing Research Effort Should Exceed Its Estimated Costs
Marketing Research in the 21st Century
• Increased globalization• Growth of the Internet and other
information technologies
Global Research
• Business Research is increasingly global• Market knowledge is essential• A.C. Nielsen - more that 67% international
business
Global Marketing Research• General information about country -
economic conditions and political climate• Cultural and consumer factors• Market and competitive conditions -
demand estimation
The Internet is Transforming Society
• Time is collapsing. • Distance is no longer an obstacle. • Crossing oceans is only a mouse click
away. • People are connected 24 hours a day, seven
days a week. • "Instantaneous" has a new meaning.
Internet Research
• Seeking facts and figures about an issue • Surveys on Web sites