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1.1 INTRODUCTION
Research in common man's language refers to "search for Knowledge". Research is an art of scientific investigation. It is also a systematic design, collection, analysis and reporting the findings & solutions for the marketing problem of a company. Research is required because of the following reasons: To identify and find solutions to the problems To help making decisions To develop new concepts To find alternate strategies
To identify and find solutions to the problem: To understand the problem in depth, Example: "Why is that demand for a product is falling"? "Why is there a business fluctuation once in three years"? By identifying the problem as above, it is easy to collect the relevant data to solve the problem. To help making decisions: Example: Should we maintain the advertising budget same as last year? Research will answer this question. To find alternative strategies: Should we follow pull strategy or push strategy to promote the product. To develop new concepts: Example: CRM, Horizontal Marketing, MLM etc.
is based on the cost of decisions. If the cost of decision is high, the dependence on research is high, and vice versa. ii. Facilitates large- scale production: The MR helps large scale enterprises in the areas of production to determine: (a) What to produce? (b) How much to produce? (c) When to produce? iii. To determine the pattern of consumption: The consumption patterns vary from place to place and time to time. The MR helps in identifying the consumption pattern and also the availability of consumer credit in that particular place. MR helps the marketer to identify: l Consumption pattern l Brand loyalty l Consumer behaviour l Market trends, etc. iv. Complex market: In a complex and dynamic environment, the role of MR is very vital. MR acts as a bridge between the consumer and the purchaser. This is because MR enables the management to know the need of the customer, the about demand for the product and helps the producer to anticipate the changes in the market. v. Problem-solving: The MR focuses on both short range and long range decisions and helps in making decisions with respect to the 4ps of marketing, namely, product, price, place and promotion. vi. Distribution: The MR helps the manufacturer to decide about the channel, media, logistics planning so that its customers and distributors are benefited. Based on the study of MR, suitable distributors, retailers, wholesalers and agents are selected by the company for distributing their products.
vii. Sales promotion: The MR helps in effective sales promotion. It enlightens the manufacturer with regard to the method of sales promotion to be undertaken, such as advertising, personal selling, publicity etc. It also helps in understanding the attitude of the customers and helps how to design the advertisement in line with Fundamentals of Research prevailing attitudes.
This type of research tries to describe the characteristics of the respondent in relation to a particular product. Descriptive research deals with demographic characteristics of the consumer. For
example, trends in the consumption of soft drink with respect to socio-economic characteristics such as age, family, income, education level etc. Another example can be the degree of viewing TV channels, its variation with age, income level, profession of respondent as well as time of viewing. Hence, the degree of use of TV to different types of respondents will be of importance to the researcher. There are three types of players who will decide the usage of TV : (a) Television manufacturers, (b) Broadcasting agency of the programme, (c) Viewers. Therefore, research pertaining to any one of the following can be conducted: The manufacturer can come out with facilities which will make the television more
user-friendly. Some of the facilities are (a) Remote control, (b) Child lock, (c) Different models for different income groups, (d) Internet compatibility etc., (e) Wall mounting etc. Similarly, broadcasting agencies can come out with programmes, which can suit
different age groups and income. Ultimately, the viewers who use the TV must be aware of the programmes appearing
in different channels and can plan their viewing schedule accordingly. Descriptive research deals with specific predictions, for example, sales of a
companys product during the next three years, i.e., forecasting. Descriptive research is also used to estimate the proportion of population who
behave in a certain way. Example: Why do middle income groups go to Food World to buy their products? A study can be commissioned by a manufacturing company to find out various facilities
that can be provided in television sets based on the above discussion. Similarly, studies can be conducted by broadcasting stations to find out the degree of utility of TV programmes. Example: The following hypothesis may be formulated about the programmes: The programmes in various channels are useful by way of entertainment to the
viewers. Viewers feel that TV is a boon for their children in improving their knowledge
2. Accuracy of measurement of events is doubtful. Fundamentals of Research 3. Verification of records are difficult.
the researcher tries to find a causal variable B which caused A. It is quite possible that B might not have been caused A. In this type of analysis, there is no scope for the researcher to manipulate the variable. The researcher can only report what has happened and what is happening.