Marketing Information The Key To Business Success

What is Marketing Information?

The data collected during the marketing research process Types of data Company and competitor records Customer profile data
Buying behavior Shopping patterns Demographics and lifestyle research Government data Market research reports produced and sold by research firms

Marketing Information
Used to identify marketing opportunities, solve marketing problems, implement marketing plans, and monitor marketing performance.

Why is marketing information important to a business?

The information obtained from research helps businesses plan their future operations to increase sales and profits Research answers the what, where, how, and at what price the products should be produced The information also helps businesses solve marketing problems or anticipate future marketing potential

Marketing Research
Involves the marketing function that links the consumer, the customer, and the public to the marketer through information
American Marketing Association

Marketing Research
Involves the methods used to gather information, analyze it, and report the findings related to marketing goods and services Marketing research can apply to any aspect of marketing.

Marketing Research Defined

The systematic and objective process of generating information for aid in making marketing decisions

Types of Market Research

Types of Marketing Research

The type of research used is based on the problem to be solved.

Attitude Research
Also known as opinion research Attitude research is designed to obtain information about how people feel By using random samples of the population and interviewing techniques results can be generalized to the total population

Attitude Research Tells Us.

Peoples opinions on
Politics and Elections Business The Economy Social Issues Public Policy

Market Research
Involves the systematic gathering, recording, analyzing, and presenting information related to the marketing of goods and services Research is needed before a product is put on the market and also during the life of the product Research is not limited to products

Market Research Can Tell Us About

Particular consumer and industrial markets through Market Analysis Future sales estimates through Sales Forecasting Future economic conditions through Economic Forecasting

Media Research
Focuses on media selection and frequency Measures the effectiveness of the ads message and the placement of the ad Can help determine which media mix is most effective

Media Research Can Tell Us About..

The effectiveness of the print media sent into the home through Consumer Panels Broadcast media can be researched through Arbitron and Nielsen ratings obtained through diaries and special soft wear Researchers are even developing systems to measure the effectiveness of online advertising

Product Research
Evaluating product design, product usage, and consumer acceptance of new and existing products
Research is also conducted to collect information about competitive products

Product Research Tells Us About..

New product acceptance
Product testers Test Markets Product Rating Boards

Existing product research

Satisfaction questionnaires
Industrial Markets Consumer Markets

The Marketing Research Process

Define the Problem Develop an Approach to the Problem Type of Study? Exploratory, Descriptive, Causal? Mgmt & Research Questions, Hypotheses Formulate a Research Design Methodology Questionnaire Design Fieldwork Prepare & Analyze the Data Prepare & Present the Report

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 lowinvolvement 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 McDonalds it should not Should HUL add a high-priced detergent to its product line? Research showed Surf Excel Ultra Surf Excel Ultra commands a premium price and used in expensive washing machines

Scientific Method
The analysis and interpretation of empirical evidence (facts from observation or experimentation) to confirm or disprove prior conceptions

Using Marketing Research

We can use Marketing Research to: Identify & Evaluate Opportunities Analyze Market Segments Select Target Markets Plan & Implement Marketing Mixes Analyze Marketing Performance Performance Monitoring Research

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 Hyundai investigates buyers demographic characteristics MTV, monitoring demographic trends, learns the Asian audience is growing rapidly Cadburys learns women, age 18-35 with average household income of 80,000, are core customers. Targets this market with `Have

You Felt Silk Lately?

Plan and Implement a Marketing Mix

Price: Big Bazaar does a competitive pricing analysis Distribution: Larsen & Toubro Ltd. investigates dealer service program. Product: PepsiCo conducts taste test, Lays vs. Kurkure Promotion: How many consumers recall the Thanda Matlab Coca Cola! slogan?

Analyze Marketing Performance

This years market share is compared to last years. 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

Determining When to Conduct Marketing Research

Time Constraints Availability of Data
Yes

Nature of the Decision

Yes

Benefits vs. Costs

Is sufficient time available?

Information already on hand inadequate?

No

Is the decision of strategic or tactical importance?

No

Yes

Does the information Yes value exceed the research cost?

No

Conduct Marketing Research

No

Do Not Conduct Marketing Research

Potential Value of a Marketing Research Effort Should Exceed Its Estimated Costs
Decreased uncertainty Increased likelihood of correct decision Improved marketing performance and resulting higher profits
Research expenditures Delay of marketing decision and possible disclosure of information to rivals Possible erroneous research results

Value

Costs

ALWAYS Remember
Marketing Research is a tool. It assists marketing managers in their decision making. IT IS NOT A REPLACEMENT FOR MANAGERIAL JUDGEMENT!!

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