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Chapter 4
- 1. Chapter 4- slide 1Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall I t ’s good and good for you Chapter Four Managing Marketing Information to Gain Customer Insights
- 2. Chapter 4- slide 2Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Learning Objectives • Marketing Information and Customer Insights • Assessing Marketing Information Needs • Developing Marketing Information • Marketing Research • Analyzing and Using Marketing Information • Other Marketing Information Considerations Topic Outline
- 3. Chapter 4- slide 3Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Marketing Information and Customer Insights • Fresh and deep insights into customers needs and wants • Difficult to obtain – Not obvious – Customer’s unsure of their behavior • Better information and more effective use of existing information Customer Insights are:
- 4. Chapter 4- slide 4Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Marketing Information and Customer Insights • Companies are forming customer insights teams – Include all company functional areas – Collect information from a wide variety of sources – Use insights to create more value for their customers Customer Insights
- 5. Chapter 4- slide 5Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Marketing Information and Customer Insights Marketing information system (MIS) consists of people and procedures for: – Assessing the information needs – Developing needed information – Helping decision makers use the information for customer Marketing Information Systems (MIS)
- 6. Chapter 4- slide 6Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Marketing Information System
- 7. Chapter 4- slide 7Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Assessing Marketing Information Needs MIS provides information to the company’s marketing and other managers and external partners such as suppliers, resellers, and marketing service agencies
- 8. Chapter 4- slide 8Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Assessing Marketing Information Needs • Balancing what the information users would like to have against what they need and what is feasible to offer Characteristics of a Good MIS User’s Needs MIS Offerings
- 9. Chapter 4- slide 9Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Internal data Marketing intelligence Marketing research Marketers obtain information from
- 10. Chapter 4- slide 10Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Internal databases are electronic collections of consumer and market information obtained from data sources within the company network Internal Data
- 11. Chapter 4- slide 11Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information The systematic collection and analysis of publicly available information about consumers, competitors and developments in the marketplace Competitive Marketing Intelligence
- 12. Chapter 4- slide 12Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Marketing Research • Marketing research is the systematic design, collection, analysis, and reporting of data relevant to a specific marketing situation facing an organization
- 13. Chapter 4- slide 13Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Steps in the Marketing Research Process
- 14. Chapter 4- slide 14Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Marketing Research Defining the Problem and Research Objectives Exploratory research Descriptive research Causal research
- 15. Chapter 4- slide 15Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information • Outlines sources of existing data • Spells out the specific research approaches, contact methods, sampling plans, and instruments to gather data Marketing Research Developing the Research Plan
- 16. Chapter 4- slide 16Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Management problem Research objectives Information needed How the results will help management decisions Budget Marketing Research Written Research Plan Includes:
- 17. Chapter 4- slide 17Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Secondary data consists of information that already exists somewhere, having been collected for another purpose Marketing Research Developing the Research Plan
- 18. Chapter 4- slide 18Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Secondary Data Advantages Cost Speed Could not get data otherwise Disadvantages Current Relevant Accuracy Impartial
- 19. Chapter 4- slide 19Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Primary data consists of information gathered for the special research plan Marketing Research Developing the Research Plan
- 20. Chapter 4- slide 20Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Planning Primary Data Collection Research approaches Contact methods Sampling plan Research instruments Marketing Research
- 21. Chapter 4- slide 21Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Observational research involves gathering primary data by observing relevant people, actions, and situations Ethnographic research involves sending trained observers to watch and interact with consumers in their natural environment Market Research Research Approaches
- 22. Chapter 4- slide 22Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Survey research is the most widely used method and is best for descriptive information—knowledge, attitudes, preferences, and buying behavior • Flexible • People can be unable or unwilling to answer • Gives misleading or pleasing answers • Privacy concerns Market Research Research Approaches
- 23. Chapter 4- slide 23Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Experimental research is best for gathering causal information—cause-and-effect relationships Market Research Research Approaches
- 24. Chapter 4- slide 24Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Strengths and Weakness of Contact Methods Mail Telephone Personal Online Flexibility Poor Good Excellent Good Quantity of data collected Good Fair Excellent Good Control of interviewer effects Excellent Fair Poor Fair Control of sample Fair Excellent Good Excellent Speed of data collection Poor Excellent Good Excellent Response rate Poor Poor Good Good Cost Good Fair Poor Excellent
- 25. Chapter 4- slide 25Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information • Focus Groups – Six to 10 people – Trained moderator – Challenges • Expensive • Difficult to generalize from small group • Consumers not always open and honest Marketing Research Contact Methods
- 26. Chapter 4- slide 26Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Online marketing research Internet surveys Online panels Online experiments Click-stream data Online focus groups Marketing Research Contact Methods
- 27. Chapter 4- slide 27Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Advantages • Low cost • Speed • Higher response rates • Good for hard to reach groups Marketing Research Online Research
- 28. Chapter 4- slide 28Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Sample is a segment of the population selected for marketing research to represent the population as a whole – Who is to be studied? – How many people should be studied? – How should the people be chosen? Marketing Research Sampling Plan
- 29. Chapter 4- slide 29Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Probability Sample Simple random sample Every member of the population has a known and equal chance of selection Stratified random sample The population is divided into mutually exclusive groups and random samples are drawn from each group Cluster (area) sample The population is divided into mutually exclusive groups and the researcher draws a sample Nonprobability Sample Convenience sample The research selects the easiest population members Judgment sample The researcher uses their judgment to select population members Quota sample The researcher finds and interviews a prescribed number of people in each of several categories Marketing Research Sampling Plan – Types of Samples
- 30. Chapter 4- slide 30Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Marketing Research Research Instruments Questionnaires • Most common • Administered in person, by phone, or online • Flexible • Research must be careful with wording and ordering of questions
- 31. Chapter 4- slide 31Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information • Closed-end questions include all possible answers, and subjects make choices among them – Provide answers that are easier to interpret and tabulate • Open-end questions allow respondents to answer in their own words – Useful in exploratory research Marketing Research Research Instruments—Questionnaires
- 32. Chapter 4- slide 32Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Mechanica l devices People meters Checkout scanners Neuro- marketing Marketing Research Research Instruments
- 33. Chapter 4- slide 33Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Developing Marketing Information Collecting the information Processing the information Analyzing the information Interpret findings Draw conclusions Report to management Marketing Research Implementing the Research Plan
- 34. Chapter 4- slide 34Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Analyzing and Using Marketing Information Managing detailed information about individual customers and carefully managing customer touch points to maximize customer loyalty. Customer Relationship Management (CRM)
- 35. Chapter 4- slide 35Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Analyzing and Using Marketing Information Customer purchases Sales force contacts Service and support calls Web site visits Satisfaction surveys Credit and payment interactions Research studies Customer Relationship Management Touchpoints
- 36. Chapter 4- slide 36Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Distributing and Using Marketing Information Information distribution involves entering information into databases and making it available in a time-useable manner • Intranet provides information to employees and other stakeholders • Extranet provides information to key customers and suppliers
- 37. Chapter 4- slide 37Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall Other Marketing Information Considerations Marketing Research in Small Businesses and Nonprofit Organizations International Market Research Public Policy and Ethics • Customer privacy • Misuse of research findings
- 38. Chapter 4- slide 38Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall
Editor's Notes
- Note to instructor
- The real value of marketing research and marketing information lies in how it is used— in the customer insights that it provides. Customer insights Fresh understandings of customers and the marketplace derived from marketing information that become the basis for creating customer value and relationships.
- The marketing information system begins and ends with users—assessing their information needs and then delivering information that meets those needs.
- The problem isn’t finding information; the world is bursting with information from a glut of sources. The real challenge is to find the right information—from inside and outside sources—and turn it into customer insights.
- Note to Instructor Internal data can provide strong competitive advantage. Key information on customers sales websites visited demographics psychographics service and satisfaction measures Source of customer insights about buying patterns.
- Note to Instructor This Web link brings you to AC Nielsen’s homepage. This includes not just their online division but their entire company. It is very interesting to explore the area called trends an insights. In slideshow view, click on movie icon to launch Meredith video snippet. See accompanying DVD for full video segment. Discussion Question Ask students what Nielsen might have learned about customers in these insights.
- Whereas marketing intelligence involves actively scanning the general marketing environment, marketing research involves more focused studies to gain customer insights relating to specific marketing decisions.
- This first step is probably the most difficult but also the most important one. It guides the entire research process. It’s frustrating to reach the end of an expensive research project only to learn that you’ve addressed the wrong problem!
- Note to Instructor These can be explained in more depth: Exploratory research—objective is to gather preliminary information that will help define the problem and suggest hypotheses. Descriptive research—describes things. Causal research—tests hypothesis about cause and effect relationships. Discussion Question Consider a local business near campus. . . How would they conduct exploratory research? What might they want to find out in descriptive research? What relationships might they explore in causal research? Students will have the following responses for the above questions: exploratory research (focus groups, interviews); descriptive research (who, when, how, why);causal research (price/demand, environment/purchase rate).
- Note to Instructor
- Note to Instructor Discussion Question Ask students how a company like Chiquita can use observational research for their banana sales. Students should mention sending teams to stores to watch how people choose bananas, who purchases, who influences the sale, how many do they buy in a bunch, do they break a bunch, do they prefer green or ripe? How might the results influence Chiquita when marketing bananas (4P’s).
- Note to Instructor Discussion Question Ask how a catalog marketer like Victoria’s Secret might run an experiment on a direct mail offer. Students will realize they might change the copy, offer, envelope, and other parts of the direct mail piece.
- Note to Instructor Discussion Question Ask students if they have been participants in or worked as researchers on a professional focus group. Ask them about the product, the other participants, and the results the researcher obtained. Ask them to put themselves in the role of the moderator and ask them what problems they might have when running the focus group. A partial list might include: Over-participants Quiet participants Keeping the group on track Meeting the needs of the client
- Webbased surveys tend to be more interactive and engaging, easier to complete, and less intrusive than traditional phone or mail surveys. As a result, they usually garner higher response rates.
- Using probability samples, each population member has a known chance of being included in the sample, and researchers can calculate confidence limits for sampling error. But when probability sampling costs too much or takes too much time, marketing researchers often take nonprobability samples, even though their sampling error cannot be measured.
- Note to Instructor Discussion Question Ask students the disadvantages with open-ended questions. They might realize from their own experience that they get tired filling out many open ended questions and that they often lead to hard-to-code information.
- Note to Instructor
- We’ve talked generally about managing customer relationships throughout the book. But here, “customer relationship management” (CRM) has a much narrower data-management meaning. It refers to capturing and using customer data from all sources to manage customer interactions and build customer relationships.
- Note to Instructor Discussion Questions How do you feel about your privacy with online, phone, in-person, or mail surveys? Are some better than others? When might the questions feel like an Invasion of privacy or fraud? Students will mention problems with privacy (health) or fraud (financial questions). They might not mind online as much as telephone research.