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MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 1
PRIMARY CONSUMER MARKET RESEARCH METHODS
• Primary research methods techniques– Advantages and
disadvantages
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 2
Learning Objectives
• Appreciate the costs and benefits of research
• Appreciate the uses of both primary and secondary market research
• Appreciate the respective advantages and disadvantages of different primary research methods
• Develop an understanding of research method problems that can lead to misleading or incorrect conclusions.
• Understand the proper sequence of research activities.
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 3
Data Mining
• Processing of vast amounts of data to find relationships between variables—e.g.,– Items frequently purchased together
“strategic adjacencies” (items placed together in retail setting)
– Seasonal patterns in sales– Customer segments
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 4
Doing Research from Secondary Data
• Items bought together (e.g., Amazon.com recommendations)
• Scanner data
• Direct mail experimentation (“split catalog” mailings) with varied– Prices– Design (e.g., colors)– Messages (ad copy)
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 5
Some Primary Research Methods
• Surveys• Experimentation• Observation• Participant observation• Focus groups• In-depth interviews• Projective techniques• Physiological Measures• Online research• Scanner data• Conjoint analysis• Hybrid Methods
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 6
Primary Research Methods
• Exploratory Methods– Observation (can be
more definitive with larger sample sizes and focus on specific behavior)
– In-depth interviews– Focus groups– Projective techniques
• Precision Methods – Experiments– Surveys– Panel– Scanner data
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 7
Choosing a Primary Research Method
Does the question involve OPINIONS or
BEHAVIOR?
Can the respondent answer accurately?
(What someone consciously believes may
differ from “deeper” opinions; beliefs about
hypothetical products may not be well developed.)
OPINIONS
EXPLORATORY or PRECISION research?
YES
FOCUS GROUPS
INDIVIDUAL INTERVIEWS
SURVEYS
EXPLORATORY PRECISION
BEHAVIOR
NO
PROJECTIVEMETHODS
SCANNER DATA (e.g., brand choice, impact of advertising,
previous purchases, competing brands, demographics)
EXPERIMENTATION (determine causality—e.g., impact of product design,
advertising message)
PHYSIOLOGICAL (e.g., determine reactions, attention,
arousal)
OBSERVATION (e.g., how long does the shopper spend? What does he or she look at? Is
anyone else involved?)
Can the relevant behavior be
observed in the customer’s natural
environment?
NOYES
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 8
Surveys
• Forms– Mail (self-administered, single
time)
– Mail panel (self-administered, multiple surveys administered over time)
– Telephone (from central location)
– Mall Intercept
– Computer/Internet
• Planned questions– Open-ended
– Closed-ended
• Need large sample sizes for precise conclusions
SURVEY COSTS:USUALLY LOW
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 9
Continuum Questions
• Questions rating the degree of a characteristic (e.g., agreement or product usage) tend to be more effective than binary “Yes/No” questions
• E.g.,
5 4 3 2 1Strongly Neither Strongly Agree Agree Agree Nor Disagree Disagree
Disagree
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 10
Some Areas Suited for Continuum Ratings
• Interest• Purchase
likelihood• Satisfaction/
Dissatisfaction• Brand loyalty• Price sensitivity• Knowledge• Experience
• Involvement• Decision control• Frequency or level of
use• Awareness• Information search• Personality traits• Variety seeking
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 11
Experimentation
• Subjects in different groups treated differently– E.g., for some, “target”
product is given better shelf space
– E.g., some get coupon
• Can help isolate causes• Subject is not biased by
questions—does not know how others are treated
EXPERIMENT COSTS:HIGH
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 12
My Simulated Store…
A shopper in the everyday low price condition…
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 13
Ash’s Instant Coffee Study
GROCERY SHOPPING LIST
Ground beefPotatoesApplesFlourSugarLaundry detergentInstant coffee6 cups of yogurtPaper towelsBananas
GROCERY SHOPPING LIST
Ground beefPotatoesApplesFlourSugarLaundry detergentGround coffee6 cups of yogurtPaper towelsBananas
Respondents were asked to describe their impressions of a housewife based only on her shopping list. These shopping lists differ only on one item.
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 14
The Color Study
• Subjects were shown a photo of one of eight combinations (2x2x2x2)– Hue (red or blue)– Chroma (intensity) (high, low)– Value (lightness) (high, low)– Advertising copy (relaxing,
exciting)
• Everything else was kept constant
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 15
Car Study, Part 2
• Respondents reported– How they felt (manipulation check)
• Excitement
– Evaluation of the Suzuki Esteem
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 16
Definition
• Confound: The tendency of some phenomenon to be caused at least in part by some variable other than the one of interest.
• E.g., does having more toys cause children to be more intelligent?
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 17
Confounds
• What is cause, what is effect, and what is coincidence?
• Correlation is not necessarily cause• “Lurking” factors may be real cause
of – Does sitting in front of the room cause
higher grades?– Do fish-heavy diets cause stomach
cancer?– Does fraternity/sorority membership
cause higher grades?
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 18
Observation
• Looking at consumes in the field—e.g.,– Searching for product category area– Number of products inspected and time
spent on each– Apparent scrutiny of labels or other
information– Involvement of others– Behavior under limiting circumstances
(e.g., time constraints)
OBSERVATION COSTS:LOW TO HIGH
(DEPENDING ON CODING AND ANALYSIS NEEDED)
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 19
Taste Tests
• Not experiments unless– Two or more groups of people are treated differently (e.g.,
get different food version) or– The same person is being treated differently at separate
times (e.g., half the participants receive new formulation, then current; half the participants receive in the opposite order)
• “Triangle” Measure– Each respondent is given three items: One current, one
new, and one duplicate of either old or new– Asked to identify the one that is different and explain why
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 20
Focus Groups
• Groups of 8-12 consumers assembled
• Start out talking generally about context of product
• Gradually “focus” in on actual product
Usually NOT the best
approach. Should
NOT be chosen as
default research
method!
MOST APPROPRIATE
AS EARLYSTAGE METHOD
FOCUS GROUP COSTS:HIGH
(ESPECIALLY FOR THE AMOUNT OF INFORMATION COLLECTED)
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 21
REMINDER
• Focus groups are most useful for identifying issues that should be studied in more detail with more precise methods
• Due to the small sample size and social influence on individual responses, it is difficult to generalize much from focus groups
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 22
In-depth interviews
• Structured vs. unstructured interviews
• Generalizing to other consumers
• Biases– Subtle, inadvertent
feedback
IN-DEPTH INTERVIEW COSTS:
HIGH
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 23
Projective Techniques
• Getting at motivations that may not be consciously known— “Tell a story about this picture.”
• Measurement of attitudes consumers are unwilling to express– It is easier to admit something embarrassing
about someone else
• Consumer discusses what other consumer might think, feel, or do
PROJECTIVE METHODS COSTS:USUALLY HIGH IF PERSONAL INTERVIEWS OR
EXTENSIVEINTERPRETATION IS NEEDED
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 24
Projective Examples
“Please tell me a story of what is going on in this picture.”
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 25
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 26
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 27
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 28
More Projective Examples
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 29
Projective Techniques--Examples
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 30
Physiological Measures
• Consumer bodily responses are watched at various phases of advertisement or other marketing exposure
• Tracking of– Eye movements
• For areas of focus• For attention, involvement
– Heart rate– Skin conductivity– Brain waves
• State of mind• Attention
PHYSIOLOGICAL METHODS COSTS:
HIGH
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 31
Online Research—Analysis of Customer Search Queries
• Unmet demand—search for product not found on site
• Consumer vocabulary
ONLINE SURVEY COSTS:USUALLY LOW
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 32
Online Surveys
• Conditional branching—direct skip to relevant question
• Quality of response– Time pressures– Willingness to write out answers or respond to
multiple closed-ended questions– Willingness to read and follow instructions is
limited
• Reliability and browser compatibility issues
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 33
Conditional Branching
• Traditional surveys: Have you bought a new car during the last six months? If not, please skip to Question 11.
• Conditional branching: Respondent will be taken to the appropriate question according to answer
• Customization of questions– E.g., consumer lists three brands subsequent
questions ask about these specific brands by name
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 34
Other Online Tools
• “Click Stream Analysis:” Analysis of “clicking” path—how does the consumer get to a desired page or product?
• Shopping cart analysis
COSTS: HIGH START-UP COSTS;LOW VARIABLE COSTS
POSSIBLE WITH DEVELOPEDALGORITHMS
USUALLY LOW
COSTS: HIGH START-UP COSTS;LOW VARIABLE COSTS
POSSIBLE WITH DEVELOPEDALGORITHMS
USUALLY LOW
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 35
Searching for Reports of Personal Experience• Sources
– Blogs (blogsearch.google.com)
– Photos (e.g., Flickr, Webshots, Picasaweb, Google image search)
– Video (e.g., Youtube)
• Cautions– May be “staged” or
sensationalized
– May represent what the writer or photographer wants to show
– May be limited entries on certain “mundane” tasks such as dishwashing
• Some issues– Joy, enjoyment
– Decisions
– Anxiety
– Social setting and influence
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 36
Electronic Interpretation of Blogs and Other Content
• Technology has been developed to “estimate”– Demographics of an
individual (e.g., based on word choice) of a blogger
– Overall positive or negative evaluation
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 37
Online Market Research Concerns
• Representativeness of – Population—are relevant groups
reached in desired proportions?
– Sample—even if the desired population is reached, do respondents respond in desired proportions?
• Willingness of participants to follow instructions
• Timing of survey participation requests
• Panel recruitment• Privacy
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 38
Conjoint Analysis
• Consumers rate several “profiles” (combinations of features)
• Statistical analysis is used to “decompose” ratings into preferences
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 39
Example
Car #1Gas mileage: 30 mpgPrice: $18,200Safety record: AveragePerformance HighReliability Poor
How would you rate car #1 overallon a scale from 1 (Very poor) to7 (Excellent?)
1 2 3 4 5 6 7
Car #2Gas mileage: 20 mpgPrice: $15,200Safety record: ExcellentPerformance PoorReliability Excellent
How would you rate car #2 overallon a scale from 1 (Very poor) to7 (Excellent?)
1 2 3 4 5 6 7
Each subject will evaluate several combinations. A statisticaltechnique determines the importance of each feature.
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 40
Conjoint Analysis: Advantages
• Reveals ultimate preferences of consumers when competing influences exist
• Able to predict desirability of combinations not actually explored
• Can estimate contribution of each factor and assess its cost effectiveness– Will consumers pay $500.00 to
reduce the weight of a laptop computer by 2 lbs?
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 41
Conjoint Analysis: Disadvantages
• May be difficult for subjects to rate many combinations
• May need a large number of subjects for accurate measurement/sufficient precision
• Must identify relevant attributes and levels in advance
• Subject must know about product category (attributes must be meaningful)
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 42
Scanner Data
• Panel members in test communities agree to– Swipe a card prior to each purchase– Have purchases matched to
• Demographic profiles• Media/coupon exposure• Promotional status of competing brands• Past purchases
• Problems:– Aggregation over household– Aggregation bias--averages of
disparate segments obscure!– Only available for grocery and
some drugstore products
COSTS: HIGH START-UP COSTS;LOW VARIABLE COSTS
POSSIBLE WITH DEVELOPEDALGORITHMS
USUALLY LOW
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 43
Scanner Data Research
TELEVISIONEXPOSURE
DEMOGRAPHICINFORMATION
ANALYSIS
RECORDEDPURCHASES
HOUSEHOLDFILE
Purchase on occasion: Yes, noTime since previous purchasePrevious purchasesCurrent pricePrevious priceCurrent promotional statusPrevious promotional statusCurrent display statusPrevious display statusDisplay status of competing brandsPromotional status of competing brandsCoupon used: Yes, noCoupon available: Yes, noCoupon available for other brands? Yes, noAmount of couponFamily size
OccupationFamily sizeIncomeHome ownership
No. of ads seen by shopperAds seen for competing brands“Split cable”
MKT 450 PRIMARY CONSUMER RESEARCH METHODS Lars Perner, Instructor 44
Choosing a Primary Research Method
Does the question involve OPINIONS or
BEHAVIOR?
Can the respondent answer accurately?
(What someone consciously believes may
differ from “deeper” opinions; beliefs about
hypothetical products may not be well developed.)
OPINIONS
EXPLORATORY or PRECISION research?
YES
FOCUS GROUPS
INDIVIDUAL INTERVIEWS
SURVEYS
EXPLORATORY PRECISION
BEHAVIOR
NO
PROJECTIVEMETHODS
SCANNER DATA (e.g., brand choice, impact of advertising,
previous purchases, competing brands, demographics)
EXPERIMENTATION (determine causality—e.g., impact of product design,
advertising message)
PHYSIOLOGICAL (e.g., determine reactions, attention,
arousal)
OBSERVATION (e.g., how long does the shopper spend? What does he or she look at? Is
anyone else involved?)
Can the relevant behavior be
observed in the customer’s natural
environment?
NOYES