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MART's way of Rural Market Research

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  • 1. RURAL MARKET RESEARCH A DIFFERENT BALL GAMERural consumers are fundamentally different from their urban counterparts. The lower levels ofliteracy and limited exposure to product and services are well-known, but there are alsodifferences in occupation options, with a direct impact on income levels and income flows, and ahigh level of inter-dependency affecting the dynamics of rural community behavior. All contributeto make rural consumer behavior starkly distinct from the urban.As any consumer research study must understand the consumer in the context of his environmentand society, Rural Market Research must overcome the challenge of respondents with lowerliteracy and exposure levels, where conventional market research tools may not be easilycomprehended by villagers. MART, a specialist organization in rural, has innovated tools toovercome these limitations in conducting rural consumer research.Innovative Approaches to Research ToolsParticipatory Rural Appraisal (PRA) is a very successful tool for social research. This tool has beenadapted to capture rural consumer insights and social behavior.PRA is a set of approaches andmethods that enable the ruralcommunity to share, enhanceand analyse their knowledge oftheir own environment and life.The process adopted is pictorialand drawn by the communitythemselves, hence cross checkand validation of data is doneautomatically. Here role ofmoderator is very low whosimply acts as facilitator. ThePRA approach empowers thecommunity in such a manner thatthey voluntarily participate inthe research process.Double click onicon for a clip onPRA process PRA Resource and Social MapSome of the major benefits of the PRA are that it allows participation of all classes of people andworks very well in ice breaking and rapport building with respondents. The development processof a pictorial representation of the ecosystem facilitates in the capture of both expressed andunexpressed rural behavior.1|Page
  • 2. RURAL MARKET RESEARCH A DIFFERENT BALL GAME Some PRA applications: Social and Resource Map – The Social map identifies different community profiles of the village and their social behavior. The Resource Map captures various infrastructural and community resources, highlighting ownership and access. This exercise identifies the various need gaps for each community. A Seasonality Diagram is used to gather information on income flows and expenditure patterns for different communities and occupations. The objective is to gain insights into the variation in purchase and consumption behaviors. A Need Assessment Map can be developed for any introductory product and serves to identify issues associated with access, acceptability or affordability. It also brings forth need gaps and helps assess perceived need of the product amongst the community. A Daily Activity Clock captures economic and social activity in daily life. This helps identify time windows for communicating with the community and potential consumers. PRA Daily Activity ClockMore appropriate visual tools were also developed to capture rating and ranking responses fromthe less literate. Traditional rural practices of measurement have largely been a matter of approximation. Therefore, less literate populations find it difficult to fully comprehend and respond to numeric measures for rating. In fact, one MART study revealed that a scale of more than 5 became almost impossible to administer amongst rural respondents. MART has developed a simple tool to measure rating on a five point scale using human expressions. The highest scale was reflected with a very happy face and the lowest scale with a very sad face. These were developed into flashcards for the field researchers to use. Information & Data on Rural2|Page
  • 3. RURAL MARKET RESEARCH A DIFFERENT BALL GAMEA severe lack of information and data on rural markets has long been a barrier to entry. As theindustry leader, MART has undertaken to shed some light through several independent studies, theresults of which it is happy to share with corporates.MART has compiled rural data which it has madeavailable to the corporate sector via the ‘MarketingWhite Book’ and other publications. MART Independent Studies An Impressionistic Study On Role Of ConsumerMART strongly recommends client executives to Finance In Rural Indiatravel with the research team to gain a betterappreciation of rural life. This interaction between Feasibility Study On Mobile Traders As A Newthe teams in the field also helps in working towards Distribution Channelbetter solutions for the client. National Study On Haats (Weekly Bazaar) And MelasMART believes that any market research study must Role Of Rural Youth In The Buying Processenable the client to arrive at marketing decisions, Study On Impact Of Spurious / Counterfeitand, thus, gives a realistic and detailed strategy. Products In Rural Markets Study On Potential Channels For Promotion OfThe Rural market has become important to many Consumer Durables In Rural Indiacompanies in the last decade, despite the fact there Study On Rural Distribution Models For FMCGwas little information and no standard textbook on Study On Specific Market Research Tools Andthe subject. Pradeep Kashyap, CEO of MART, and Techniques In Rural MarketsSiddhartha Raut, a leading marketing and Use Of Folk Media For Effectivecommunication consultant, have authored ‘The Rural Communication And AdvertisingMarketing Book’ which serves as a ‘Kotler’ forstudents, academicians and professionals alike.MART prides itself as a pioneer in the observationand understanding of the great Indian rural market. While existing research techniques are beinghoned for use amongst rural communities, MART’s search goes on for better means ofunderstanding rural consumer behaviour.3|Page