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Essentials of Marketing Research (Second Edition)
Kumar, Aaker & DayKumar, Aaker & Day
Instructor’s Presentation SlidesInstructor’s Presentation Slides
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Chapter Sixteen
Applications of Marketing Research Applications of Marketing Research
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New Product Research
New Product Research Process
Generation of new product concepts
Evaluation and development of those concepts
Evaluation and development of the actual products
Testing in the context of the marketing program
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New Product Research (Contd.)
Need Identification
Perceptual maps
Social and environmental trends
Benefit structure analysis
Product users
Focus-group interviews
Lead user analysis
Concept Identification
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New Product Research (Contd.)
Concept Evaluation And Development
Use Testing
Blind use test
Predicting Trial Purchase
Pre-test Marketing
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New Product Research (Contd.)
Test Marketing
Designing the sell-in market test
Selecting the test cities
Implementing and controlling the test
Timing
Measurement
Costs of a test market
Controlled Distribution Scanner Markets (CDSM)
Projecting Trial, Repeat and Usage Rate Using Panel Data
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Pricing Research
Gabor and grainger method
Multi-brand choice method
Research for Profit-oriented Pricing
Research for Share-oriented Pricing
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Distribution Research
Warehouse and Retail Location Research
Center-of-gravity Simulation
Computerized Simulation Models
Catchment Area Analysis
Outlet Location Research
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Distribution Research (Contd.)
Number and Location of Sales Representatives
Sales effort approach
Statistical analysis of sales data
Field experiments
Computerized models of sales force size and allocation by market and by product line
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Advertising Research
Criteria
Recognition
Recall
Persuasion
Forced exposure, brand preference change
On-air tests -- brand preference change
Customized Measures of Communication / Attitude
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Advertising Research (Contd.)
Purchase Behavior
Coupon stimulated purchasing
Split-cable tests
Tracking Studies
Diagnostic Testing
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Advertising Research (Contd.)
Copy Test Validity
Qualitative Research
Audience Impressions of the Ad
Adjective Checklist
Eye Movement
Physiological Measurement
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Advertising Research (Contd.)
Budget Decision
Media Research
Measuring print vehicle audiences
Measuring broadcast vehicles audiences
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Brand Equity
Defined as a set of brand assets and liabilities linked to a brand, its name and symbol, that add or subtract from the value provided by the product
The Assets Are Brand Loyalty
Name Awareness
Perceived Quality
Brand Associations
Other Proprietary Brand Assets
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Measuring Brand Equity
Excess Price Approach
Replacement Cost Approach
Stock Price Approach
Future Earnings Approach
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Customer Satisfaction
Customer satisfaction research should be done at planned intervals so as to track satisfaction over time
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Customer Satisfaction (Contd.)
Measurement Process
Define goals and specify how information will be used
Discover what is important to customers and employees
Measure critical needs
Act on the information
Measure performance over time
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Total Quality Management
The process of managing complex change in the organization with the aim of quality improvement
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Total Quality Management (Contd.)
The Characteristics of an Organization That Has Successfully Implemented TQM
Everyone in the organization must be trained and educated continuously
Establishment of quantifiable measures of progress
Formation of cross functional teams that are empowered and motivated
Use of formal tools, techniques to maintain quality
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Information Requirements
Measurement must be specific
Track the correct measure
Measure the outputs of the highest value to the customer
Measure process and results
Anticipate future customer and process requirements
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Database Marketing
Database
Definition
Need
Elements
Marketing Databases for Marketing Intelligence
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Ways to Gather Consumer Data
Rebate Cards
Suggestion Cards
Warranty Registration Cards
Free Subscription Offer Cards
Directly Ask Consumers
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Types of Databases
Active
Inactive
Inquiries
Value Added Databases
Overlay of Information
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Identifying Most Profitable Customers
Recency of Purchase
Frequency of Purchase
Monetary Value of Purchase
Validating Prospect Profiles
Benefits of Database Marketing
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Relationship Marketing
Relationship Marketing Incorporates Three Elements
Identifying and building a database of current and potential consumers which records and cross-references a wide range of demographic and purchase information
Delivering differential messages to these people through established and new media channels based on consumers' characteristics and preferences
Tracking each relationship to monitor the cost of acquiring the consumer and