Oct 29, 2014
CONDUCTING MARKETING RESEARCH AND FORECASTING DEMAND
MARIA TERESA JUSONPOLYTECHNIC UNIVERSITY OF THE PHILIPPINES MBA
Outline: What is Marketing research? What is the marketing research process? How to conduct a marketing research?
How to overcome Barriers to the Use of
Marketing Research ? How can we measure Marketing Productivity?
Outline: What is Forecasting? Why do we need to study forecasting and
demand measurement?
Marketing Research
The systematic design, collection, analysis, and
reporting of data and findings relevant to a specific marketing situation facing the company.
MARKETING RESEARCH FIRMS FALL INTO THREE CATEGORIES
1. Syndicated-service research firms 2. Custom marketing research firms 3. Specialty-line marketing research firms
SMALL COMPANIES CAN HIRE THE SERVICES OF A MARKETING RESEARCH FIRM OR CONDUCT RESEARCH IN CREATIVE AND AFFORDABLE WAYS, SUCH AS:
1. Engaging students or professors to design and carry
out projects 2. Using the Internet 3. Checking out rivals
MARKETING RESEARCH AND DEMAND FORECASTING
HOW TO CONDUCT A MARKETING RESEARCH?
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MARKETING RESEARCH AND DEMAND FORECASTING
HOW TO CONDUCT A MARKETING RESEARCH?
1Define the problem
DEFINE THE PROBLEM AND RESEARCH OBJECTIVES
MARKETING RESEARCH AND DEMAND FORECASTING
HOW TO CONDUCT A MARKETING RESEARCH?
2Develop the research plan
DEVELOP THE RESEARCH PLAN
MARKETING RESEARCH AND DEMAND FORECASTING
HOW TO CONDUCT A MARKETING RESEARCH?
DATA RESOURCES> Primary data > Secondary data
MARKETING RESEARCH AND DEMAND FORECASTING
THE MARKETING RESEARCH PROCESS1. Observational Research 2. Focus Group Research
3. Survey Research4. Behavioral Data 5. Experimental Research
MARKETING RESEARCH AND DEMAND FORECASTING
QUESTIONNAIRE DOS AND DON'TS1. Ensure that questions are without bias 2. Make the questions as simple as possible 3. Make the questions specific 4. Avoid jargon or shorthand 5. Steer clear of sophisticated or uncommon words 6. Avoid ambiguous words 7. Avoid questions with a negative in them 8. Avoid hypothetical questions 9. Do not use words that could be misheard
10. Desensitize questions by using response bands11. Ensure that fixed responses do not overlap 12. Allow for "other" in fixed response questions
MARKETING RESEARCH AND DEMAND FORECASTING
RESEARCH INSTRUMENTSQuestionnairesClosed-end questions Open-end questions
MARKETING RESEARCH AND DEMAND FORECASTING
RESEARCH INSTRUMENTSQualitative Measures Here are seven techniques employed by design firm IDEO for understanding the customer experience: Shadowing Behavior mapping Consumer journey Camera journals Extreme user interviews Storytelling Unfocus groups
GETTING INTO CONSUMERS' HEADS WITH QUALITATIVE RESEARCH
1. Word associations 2. Projective techniques 3. Visualization. 4. Brand personification.
5. Laddering.
MARKETING RESEARCH AND DEMAND FORECASTING
RESEARCH INSTRUMENTSTechnological Devices
Galvanometer - can measure the interest or emotions aroused by exposure to a specific ad or picture Tachistoscope flashes an ad to a subject with an exposure interval that may range from less than one hundredth of a second to several seconds. After each exposure, the respondent describes everything he or she recalls.
Eye cameras study respondents' eye movements to see where their eyes land first, how long they linger on a given item, and so on.Audiometers can be attached to television sets in participating homes to record when the set is on and to which channel it is tuned. Global Positioning System (GPS) technology, ex. To check how many billboards a person may walk by or drive by during a day.
SAMPLING PLANAfter deciding on the research approach and instruments, the marketing researcher must design a sampling plan. This calls for three decisions:
Sampling unit: Who is to be surveyed? Sample size: How many people should be surveyed? Sampling procedure: How should the respondents be chosen?
MARKETING RESEARCH AND DEMAND FORECASTING
CONTACT METHODSMail Questionnaire Telephone Interview
Personal Interview
Online Interview
MARKETING RESEARCH AND DEMAND FORECASTING
Research Plan
DATA SOURCES Primary Secondary
RESEARCH APPROACH Observational Ethnographic Focus Group Survey Behavioral Experimental
RESEARCH INSTRUMENT Questionnaire Qualitative Measures Technological Devices
SAMPLING PLAN Sampling unit Sample size Sampling procedure
CONTACT METHODS Mail Questionnaire Telephone interview Personal interview Online interview
MARKETING RESEARCH AND DEMAND FORECASTING
PROS and Cons of Online ResearchAdvantages:
Inexpensive cost is between 20-50% less than the convensional survey cost. Fast transmit results immediately People tend to be honest online Versatile ex. Virtual reality lets visitors inspect 3-D models of products.
Disadvantages: Samples can be small and skewed Prone to technological problems and inconsistencies.
MARKETING RESEARCH AND DEMAND FORECASTING
HOW TO CONDUCT A MARKETING RESEARCH?
3Collect the info
COLLECT THE INFORMATION
MARKETING RESEARCH AND DEMAND FORECASTING
HOW TO CONDUCT A MARKETING RESEARCH?
4Analyze the info
ANALYZE THE INFORMATION
MARKETING RESEARCH AND DEMAND FORECASTING
HOW TO CONDUCT A MARKETING RESEARCH?
5Present the findings
PRESENT THE FINDINGS
MARKETING RESEARCH AND DEMAND FORECASTING
HOW TO CONDUCT A MARKETING RESEARCH?
6Make the decision
MAKE THE DECISION
The Seven Characteristics of Good Marketing Research1. Scientific method 2. Research creativity 3. Multiple methods 4. Interdependence of models and data 5. Value and cost of information 6. Healthy skepticism 7. Ethical marketing
Overcoming Barriers to 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
Measuring Marketing ProductivityTwo complementary approaches to measure marketing productivity are: 1. Marketing metrics to assess marketing effects 2. marketing-mix modeling to estimate causal relationships and how marketing activity affects outcomes
Sample Marketing MetricsI External Awareness Market share (volume or value) Relative price (market share value/volume) Number of complaints (level of dissatisfaction) Consumer satisfaction Distribution/availability Total number of customers Perceived quality/esteem Loyalty/retention Relative perceived qualityII. Internal Awareness of goals Commitment to goals Active innovation support Resource adequacy Staffing/skill levels Desire to learn Willingness to change Freedom to fail Autonomy Relative employee satisfaction
Measuring Marketing Plan PerformanceSALES ANALYSISOVERALL
>Sales-variance analysis >Microsales analysis MARKET SHARE ANALYSIS
A useful way to analyze market share movements is in terms of four components:
X CUSTOMER MARKET PENETRATION
X CUSTOMER LOYALTY
X CUSTOMER SELECTIVITY
X PRICE SELECTIVITY
Forecasting and Demand MeasurementOne major reason for undertaking marketing research is to identify market opportunities Marketing is responsible for preparing the sales forecasts
Sales forecasts are based on estimates of demand
Forecasting and Demand MeasurementThe Measures of Market Demand The potential market The available market The target market The penetrated market
A VOCABULARY FOR DEMAND MEASUREMENT MARKET DEMAND MARKET FORECAST
MARKET POTENTIALCOMPANY DEMAND
COMPANY SALES FORCASTCOMPANY SALES POTENTIAL
ESTIMATING CURRENT DEMANDESTIMATED POTENTIAL NUMBER OF BUYERS QUANTITY PURCHASED BY A BUYER TOTAL MARKET POTENTIAL
PRICE
AREA MARKET POTENTIAL Two major methods of assessing area market potential: 1. Market-Buildup Method 2. Multiple-Factor Index Method
ESTIMATING CURRENT DEMAND TOTAL MARKET POTENTIAL AREA MARKET POTENTIAL
Two major methods of assessing area market potential:1. Market-Buildup Method 2. Multiple-Factor Index Method
ESTIMATING CURRENT DEMAND
INDUSTRY AND MARKET SHARES
ESTIMATING FUTURE DEMAND
SURVEY OF BUYERS' INTENTIONSCOMPOSITE OF SALES FORCE OPINIONS EXPERT OPINION PAST-SALES ANALYSIS MARKET-TEST METHODS
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHAT IS MARKETING RESEARCH?
Systematic design
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHAT IS MARKETING RESEARCH?
Systematic design
Collection
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHAT IS MARKETING RESEARCH?
Systematic design
Collection
Analysis
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHAT IS MARKETING RESEARCH?
Systematic design
Collection
Analysis
Reporting
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHAT IS MARKETING RESEARCH?
Systematic design
Collection
Reporting
Analysis
S.C.A.R of data and findings relevant to a specific marketing situation of the company
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHY MARKETING RESEARCH?
It is a system toproduce INSIGHTS into the customers ATTITUDES and buying BEHAVIOR
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHEN TO SAY WE HIT THE MARKET?
Marketing Metrics
Marketing Mix Modeling
Marketing Dashboards
Measured Market Productivity
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHEN TO SAY WE HIT THE MARKET?
Marketing Metrics
Consumer behavior
Competitors
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHEN TO SAY WE HIT THE MARKET?
Marketing Mix Modeling
Market share
Customer satisfactionEmployee satisfaction
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHEN TO SAY WE HIT THE MARKET?
Marketing Metrics
Stakeholder performance scorecard Customer performance scorecard
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHERE TO SET SIGHTS IN THE MARKET?
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHERE TO SET SIGHTS IN THE MARKET?
MEASURE OF MARKET DEMAND POTENTIAL MARKET
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHERE TO SET SIGHTS IN THE MARKET?
MEASURE OF MARKET DEMAND AVAILABLE MARKET
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHERE TO SET SIGHTS IN THE MARKET?
MEASURE OF MARKET DEMAND TARGET MARKET
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
WHERE TO SET SIGHTS IN THE MARKET?
MEASURE OF MARKET DEMAND PENETRATED MARKET
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
DEMAND MEASUREMENT CONCEPTSCOMPANY DEMAND
MARKET DEMAND
COMPANY SALES POTENTIAL
MARKET AND COMPANY SALES FORECAST
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
ESTIMATING FUTURE AND CURRENT DEMAND
CURRENT DEMAND and FUTURE DEMAND
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
ESTIMATING FUTURE AND CURRENT DEMANDESTIMATING CURRENT DEMAND
THE 4 Ws and H of MARKETING RESEARCH AND DEMAND FORECASTING
ESTIMATING FUTURE AND CURRENT DEMANDESTIMATING CURRENT DEMAND
TOTAL Total Market MARKET Potential POTENTIAL
Area Market Potential
Industry Sales
Market Shares
Thank You!
MARIA TERESA JUSON MBA 636