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Marketing Research
A process of designing, gathering, analyzing, and resporting information that may be used to solve a specific marketing problem
Problem
Situations with obvious negative effects on the business. (dramatic drop in sales)
Opportunity
Situations with potential to positively affect business (new product developed by R and D team)
Unplanned Change
Responding to changes in the marketing environment (reactive)
Planned Change
Looking forward and making voluntary changes
Decision Problem (Manager’s Perspective)
Details like planned or unplanned change, discovery or strategy oriented etc.
Research Problem (Researcher’s Perspective)
Research problems to be finally addressed. (cost and benefit analysis of all possible research problems)
Unplanned
Discovery oriented decision problems are ________
Planned
Strategy Oriented decision problems are ______
types of exploratory research designs
Literature Review, In-Dept Interviews, Focus Groups
Exploratory Research Designs
Gather info about an issue (flexible approach), understand & clarify problem, develop hypothesis
Descriptive
guided by specific research questions (non-flexible) describe & analyze characteristics of customers, determine proportion of people behaving in a certain way, make predictions about the future of business, determine definite relationship between variables
Types of Descriptive Research Design
Cross sectional, panel data (continuous & discontinuous panel)
Cross Sectional
Measure units from a sample of the population at only one point in time
Samples are drawn to be representative of a specific population
Panel Data (longitudinal)
Repeatedly measure the same sample units of a population over time
This sample of people has agreed to answer questions at periodic intervals.
Continuous Panel
Sample of respondents who are measured repeatedly over time with respect to the same variables
Discontinuous Panel
Sample of respondents who are measured repeatedly over time with respect to different variables
Casual Research Design
Descriptive research is good for testing hypothesis about relationships between variables, casualty is used to suggest variable ‘X’ affects variable ‘Y’, much stronger evidence than descriptive research
Causal Research Design Examples
Does change in advertisements schedule affect sales? Does next day delivery increase consumer satisfaction?
Casual Experiment Parts
Independent variables (cause), Dependent Variables (effects), Extraneous Variables (controls)
Primary Data
refers to information that is developed or gathered by the researcher specifically for the research project at hand
Secondary Data
have previously been gathered by someone other than the researcher and/or for some other purpose than the research project at hand
Internal Secondary Data
Data that originate within the organization for which the research is being done
Internal data are generally available in Decision support systems (DSS)
External Secondary Data
Data that originate outside the organization for which the research is being done
3 Components of DSS
Databases, Analytical Models, Dialog System
Dialog System
User interface which allows interactions with the database and facilitates requests for data analysis.
Analytical Models
Data is analyzed and converted into charts, reports, etc.
Databases
Where information is stored
Data Mining
Explore data to understand relationships among variables
Published External Secondary Data
Business journals and material published by trade associations etc.
Syndicated Services External Secondary Data
Companies that sell standardized marketing data
Data Mining
Explore data to understand relationships among variables
Demographics
Occupation, Education, Age, Income, Gender, Marital Status
Lifestyle
Encompasses an individual's patterns of living, including their daily activities, choices related to how they spend their time and the activities and interests that define their way of life.
Personality
An individual's enduring, stable set of psychological traits and behaviors that influence how they think, feel, and interact with the world.
Attitude
Individual’s overall evaluation of the brand
Awareness
Understanding what customers know about your brand.
Intentions
refer to anticipated or planned future behavior
Motivations
Consumers are driven by certain needs/wants that drives their purchase
Understanding latent needs/wants can help marketers position a product
Determining why people behave a certain way.
Behaviors
What individuals have done or are doing
Capturing purchase and use patterns
You can record behavioral data through?
Unstructured Observation
Asking observers to record overall aspects of behavior.
Undisguised Observation
Subjects are aware of the nature of the research and that they are being observed
Subjects may shift away from natural behavior
Structured Observation
Asking observers to note specific aspects of the behavior.
Number of brands picked up; time spent in the aisle etc.
Disguised Observation
Subjects are not aware of somebody observing their behavior.
Not possible to get further information
Possible ethical issues
Natural Observation
study conducted at a natural setting like a retail store
Contrived Observation
Study conducted in a lab setting or using computer simulations and virtual reality
Sampling Control
Ability to effectively get responses from the target audience
Information Control
Ability to ask certain type of questions and get unbiased responses
Administrative Control
Ability to collect data in time-efficient and cost-efficient manner
Measurement
Rules for assigning numbers to objects in such a way as to represent quantities of attributes
Attributes have qualities that dictate how the numbers can be assigned
4
_____ types of scales or levels of measurement are used to measure attributes of objects
Nominal Scale
Used to identify or categorize objects or individuals EX: University ID, Cellphone number, Gender (M/ F)
Ordinal Scale
Used to order objects EX: Brand preference, Customer satisfaction
Interval Scale
Used to compare intervals EX: SAT scores, Credit card scores
Ratio Scale
Used to compare absolute magnitudes EX: Income, Sales
Nominal, Ordinal, Interval, Ratio
Scale of measurement lowest to highest level
Nominal
Order does not matter • Differences can’t be measured • Ratios can’t be measured
Ordinal
Order matters • Differences can’t be measured • Ratios can’t be measured
Interval
Order matters • Differences can be measured • Ratios can’t be measured
Ratio
Order matters • Differences can be measured • Ratios can be measured
Summated-Rating (Likert) Scale :
measures participants’ agreement to a statement.
The food quality was excellent.
Strongly Disagree, Disagree ,Neutral, Agree, Strongly Agree
Semantic-Differential Scale (Positive and Negative words)
measures where the participant’s view or attitude lies to a statement on a bipolar adjective scale.
Please rate your experience with the recent order Bad 1 2 3 4 5 Good
Graphic Rating Scales
Similar to semantic differential scale with many options to choose from on a constant line
Comparative Rating Scales: Constant Sum Method
: Judging importance of attribute relative to other attributes