Introduction to MR: Redefining Marketing Research The American Marketing Association (AMA) redefined Marketing Research as: The function that links the consumer, the customer, and public to the marketer through INFORMATION

1-2 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 Redefining Marketing Research

1-3 Definition of Marketing Research Marketing research is the systematic and objective  identification  collection  analysis  dissemination  and use of information For the purpose of improving decision making related to the  identification and  solution of problems and opportunities in marketing

1-4 Market Research Specifies the information necessary to address these issues Manages and implements the data collection process Analyzes the results Communicates the findings and their implications Helps managers use this information to make decisions

1-5 Classification of Marketing Research Problem-Identification Research Research undertaken to help identify problems which are not necessarily apparent on the surface and yet exist or are likely to arise in the future. Examples: market potential, market share, image, market characteristics, sales analysis, forecasting, and trends research. Problem-Solving Research Research undertaken to help solve specific marketing problems. Examples: segmentation, product, pricing, promotion, and distribution research.

1-6 A Classification of Marketing Research Marketing Research Problem Identification Research Problem-Solving Research Market Potential Research Market Share Research Market Characteristics Research Sales Analysis Research Forecasting Research Business Trends Research Segmentation Research Product Research Pricing Research Promotion Research Distribution Research Fig. 1.1

1-7 Problem-Solving Research  Determine the basis of segmentation  Establish market potential and responsiveness for various segments  Select target markets  Create lifestyle profiles: demography, media, and product image characteristics SEGMENTATION RESEARCH  Test concept  Determine optimal product design  Package tests  Product modification  Brand positioning and repositioning  Test marketing  Control score tests PRODUCT RESEARCH Table 1.1

1-8 Problem-Solving Research Table 1.1 cont. PRICING RESEARCH  Pricing policies  Importance of price in brand selection  Product line pricing  Price elasticity of demand  Initiating and responding to price changes $ALE PROMOTIONAL RESEARCH  Optimal promotional budget  Sales promotion relationship  Optimal promotional mix  Copy decisions  Media decisions  Creative advertising testing  Evaluation of advertising effectiveness  Claim substantiation 0.00% APR

1-9 Problem-Solving Research Table 1.1 cont. DISTRIBUTION RESEARCH Determine…  Types of distribution  Attitudes of channel members  Intensity of wholesale & resale coverage  Channel margins  Location of retail and wholesale outlets

1-10 Marketing Research Process Step 1: Defining the Problem Step 2: Developing an Approach to the Problem Step 3: Formulating a Research Design Step 4: Doing Field Work or Collecting Data Step 5: Preparing and Analyzing Data Step 6: Preparing and Presenting the Report

1-11 The Role of Marketing Research Controllable Marketing Product Pricing Promotion Distribution Variables Marketing Research Marketing Decision Making Providing Information Assessing Information Needs Marketing Managers Market Segmentation Performance & Control Target Market Selection Marketing Programs Uncontrollable Environmental Factors Economy Technology Laws & Regulations Social & Cultural Factors Political Factors Fig. 1.2 Consumers Employees Shareholders Suppliers Customer Groups

1-12 Marketing Research Suppliers & Services LIMITED SERVICE Other Services Technical and Analytical Services Focus Groups and Qualitative Services Field Services FULL SERVICE Syndicate Services Standardized Services Customized Services Internet Services RESEARCH SUPPLIERS EXTERNAL INTERNAL Fig. 1.4

1-13 U.S.Rank Organization Headquarters WebsiteU.S. Global Non-U.S Table 1.2 Top 50 U.S. Marketing Research Firms 1 1The Nielsen Co.New Yorknielsen.com$2,173.0$4, % 2 2IMS Health Inc.Norwalk, Conn.imshealth.com801.02, Kantar Group*Fairfield, Conn.kantargroup.com526.81, Westat Inc.Rockville, MDwestat.com467.8 — 5 4IRIChicagoinfores.com TNS U.S.New Yorktnsglobal.com379.82, Arbitron Inc.New Yorkarbitron.com GfK AG USANuremberg, Germanygfk.com319.71, IpsosNew Yorkipsos-na.com281.21, SynovateLondonsynovate.com Maritz ResearchFenton, Mo.maritzresearch.com J.D. Power and Associates* Westlake Village, Calif.jdpower.com Harris Interactive Inc.Rochester, N.Y.harrisinteractive.com The NPD Group Inc.Port Washington, N.Y.npd.com — Opinion Research/ Guideline GroupOmaha, Neb.infousa.com Opinion Research Corp.Princeton, N.J.opinionresearch.com

1-14 The Department Store Project The following information was solicited: 1. Familiarity with the ten department stores 2.Frequency with which household members shopped at each of the ten stores 3.Relative importance attached to each of the eight factors of the choice criteria 4.Evaluation of the ten stores on each of the eight factors of the choice criteria 5.Preference ratings for each store 6.Rankings of the ten stores (from most preferred to least preferred) 7.Degree of agreement with 21 lifestyle statements 8.Standard demographic characteristics (age, education, etc.) 9.Name, address, and telephone number

1-15 Domestic AAPOR: American Association for Public Opinion Research ( AMA: American Marketing Association ( ARF: The Advertising Research Foundation ( CASRO: The Council of American Survey Research Organizations ( MRA: Marketing Research Association ( QRCA: Qualitative Research Consultants Association ( RIC: Research Industry Coalition ( Marketing Research Associations Online

1-16 International ESOMAR:European Society for Opinion and Marketing Research ( MRS: The Market Research Society (UK) ( MRSA: The Market Research Society of Australia ( PMRS: The Professional Marketing Research Society (Canada) ( Marketing Research Associations Online