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The Failure of the
New Coke
Contents:
• Coca Cola
• Coca Cola Market Position
• Research Process
• Defining the problem and Objectives

• Develop the ...
Coca Cola
Think of a brand success
story, and you may well
think
of
Coca-Cola.
Indeed, with nearly 1 billion
Coca-Cola dri...
Coca Cola Market Position
• Coca Cola held no.1 marker position
for years
• Pepsi ‘the drink of youth’ was able to
strongl...
As a result
In 1985, the Coca-Cola Co.
announced a decision that would
rock the world. The old Coke
formula would be taken...
Research Diagram
Define the problem and
research objective
Develop the research plan
Collect the information
Analyze the i...
Defining the problem & Research Objectives
• Market analysts in the context of health- and weightconsciousness, believed t...
Develop the Research Plan
• Coca Cola performed market research for two years and spent $4
million to check the market acc...
Marketing Research Findings
• a Majority of the selected consumers sample, (about
53% versus 47%) liked the «new» Coke.
• ...
After the official launch
The reaction of the American people was immediate and
violent, causing three months of unrelenti...
The Question is
Was the marketing research at fault?
The launch strategy?
Or did Coke "just not get it"?
Marketing Research Failure
• Coca-Cola failed to conduct adequate research into the public perception of
the original bran...
Marketing Research Failure
 Surveys:
• The surveys consisted of simple closed-ended questions and was not likely to
revea...
Marketing Research Failure
• The results of the focus-group phase and the survey conflicted. Although
both the focus group...
Conclusion
• The value of market research is capturing as complete a
picture as you can of your market BEFORE making a
dec...
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The failure of new coke 1985

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In 1985, the Coca-Cola Co. announced a decision that would rock the world. The old Coke formula would be taken off the market and replaced with a smoother, sweeter taste however the reaction of the American people was immediate and violent.

Published in: Marketing, Business
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The failure of new coke 1985

  1. 1. The Failure of the New Coke
  2. 2. Contents: • Coca Cola • Coca Cola Market Position • Research Process • Defining the problem and Objectives • Develop the Research Plan / Collect the information • Research Results • Analysis of the Failure • Conclusion
  3. 3. Coca Cola Think of a brand success story, and you may well think of Coca-Cola. Indeed, with nearly 1 billion Coca-Cola drinks sold every single day, it is the world’s most recognized brand.
  4. 4. Coca Cola Market Position • Coca Cola held no.1 marker position for years • Pepsi ‘the drink of youth’ was able to strongly position its brand against the old and classic image of its competitor Coca Cola • By 1983, Pepsi had begun to outsell Coke in supermarkets. • By 1983, Coca cola’s market share had declined to from 60% to under 24%.
  5. 5. As a result In 1985, the Coca-Cola Co. announced a decision that would rock the world. The old Coke formula would be taken off the market and replaced with a smoother, sweeter taste
  6. 6. Research Diagram Define the problem and research objective Develop the research plan Collect the information Analyze the information Present the findings Make the decision
  7. 7. Defining the problem & Research Objectives • Market analysts in the context of health- and weightconsciousness, believed that baby boomers were more likely to purchase diet drinks. Therefore, any future growth in the full- calorie segment had to come from younger drinkers, who favored Pepsi and its sweetness. • Coke executives decided to develop a new formula and called it the NEW COKE.
  8. 8. Develop the Research Plan • Coca Cola performed market research for two years and spent $4 million to check the market acceptance for the taste of the New Coke • Moreover, to confirm whether or not they favored the Coke change in concept Descriptive Research • Surveys Exploratory Research • Focus Groups • Taste Tests ( 200,000 blind taste tests )
  9. 9. Marketing Research Findings • a Majority of the selected consumers sample, (about 53% versus 47%) liked the «new» Coke. • This result was apparently instrumental in the company’s decision to use this new formula and replace the old one.
  10. 10. After the official launch The reaction of the American people was immediate and violent, causing three months of unrelenting protest against the loss of the original Coke.
  11. 11. The Question is Was the marketing research at fault? The launch strategy? Or did Coke "just not get it"?
  12. 12. Marketing Research Failure • Coca-Cola failed to conduct adequate research into the public perception of the original brand, despite the taste tests, surveys, segmentation and Focus groups carried out.  Taste Testing: • Taste testing results were subject to systematic biases. • The majority of the tests had been carried out blind, and therefore taste was the only factor under assessment and didn’t pay attention to the drink's packaging for example  Segmentation: • In terms of segmentation, the research approached only consumers in Atlanta skipping the rest of the states.
  13. 13. Marketing Research Failure  Surveys: • The surveys consisted of simple closed-ended questions and was not likely to reveal consumers’ deep feeling about Coke, wrong framing of questions yielded wrong results which proved to be fatal.  Focus Groups: • Coke's only deviation from the standard sequence in market research was that the quantitative survey of individuals appears to have been done before rather than after the focus groups • Coke generalized the focus group result, because as for US , focus groups findings often vary from region to region.
  14. 14. Marketing Research Failure • The results of the focus-group phase and the survey conflicted. Although both the focus groups and the survey had provided indications that there would be consumer dissatisfaction, the survey results indicated that this dissatisfaction would be limited to a small segment of the market; the focus groups suggested the dissatisfaction would be widespread. The researchers trusted the survey, which comprised a large number of interviews spread over a wide, and presumably representative, area. • Coca Cola’s marketing research also failed to consider consumer-buying patterns. Therefore, in assessing consumer opinions, the company gave all the responses equal weight despite the well known phenomenon, known as the «80/20 rule» – that a small minority of purchasers usually account for the vast majority of purchasers in a product category
  15. 15. Conclusion • The value of market research is capturing as complete a picture as you can of your market BEFORE making a decision.

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