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3 Business Issue An increased number of people are looking into computer purchasing But….there are fewer people interested in the standard computers offered The computer company needs to to know o What perspective consumers are interested in o How to increase sales
Citation preview
Project TeamJiwani, Shifa
Leakey, LaurenPreciado, Gabirela
Wong, Nicole
Math 110Final Report – December
2011Survey and Analysis for
Computers
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Discussion
Identify a business or social issue to which surveying will get to the mind of the consumer
Addressable Minds… what is it, and how it works
Review the study process and the results and conclusions
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Business Issue
An increased number of people are looking into computer purchasing
But….there are fewer people interested in the standard computers offered
The computer company needs to to know oWhat perspective consumers are interested inoHow to increase sales
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About Addressable Minds Addressable Minds is a patented scientific process created by
Dr. Howard Moskowitz.
It helps define consumer attitudes and preferences.
Allows us to understand, enhance and utilize: product design and development, consumer messaging, more effective consumer engagement physically and digitally.
Dr. Howard Moskowitz.Addressable Minds Inventor, honored by the scientific community,...
•Ph.D. in Experimental Psychology from Harvard University.
•2005 Charles Coolidge Parlin Marketing Research Award
•The “Nobel Prize” of Market Research.
Addressable Minds
Psychographic Segmentation - Social Class - Lifestyle Type - Personality Type
Behavioral Segmentation - Product Usage - Brand Loyalty - Attitudinal
Demographic Segmentation - Age - Gender - Income
Addressable Minds
Cuts across traditional segmentation & detects hidden preferences
Create Addressable Minds messaging for Computers
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DEVELOP SURVEY QUESTIONS
Computers
ANALYZED SURVEY RESULTS → Addressable Minds
SURVEY
IDENTIFY TARGET MARKET
Total Sample
Seg 1 Self Driven Online
Banking Seekers
Seg 2 Technology/
High Security Seekers
Seg 3 Collaborative
Online Seekers
Seg 4 Personal Touch with Technology
Base Size: (267) (105) (50) (59) (53) Constant: 31 34 28 31 26
OC1 Connect online in 'real time' with a customer rep via instant messaging, voice over IP or video conferencing via your computer 0 2 2 5 -13
OC3 Faster loan application process…work in real time online with a loan officer 0 0 -8 12 -8
OC4 Our bank's customer service reps will help you browse and use our online banking services -1 0 -6 10 -10
OC2 Use our online tool to find and schedule at your convenience an online working session with an expert such as investment broker, insurance agent, and/or loan officer -3 1 -11 6 -12
ON3 We will answer all your requests in 'real time' by email, instant or text messaging 1 7 -11 3 -1
ON4 We offer 'On demand' status reports for services requests (e.g., loan application) delivered to you via e-mail, text or instant messaging
1 6 -4 -3 0ON2 No more paper mail... We will send you statements and images of
transactions securely by email -2 5 -17 -5 2ON1 We allow you to pay bills securely using your mobile devices (cell
phone, PDA, Blackberry, etc.) -4 2 -13 -9 -2
BR3 We offer a bank-issued smart card so we can recognize you entering the branch and process your needs faster 4 2 6 -3 13
BR4 Choose a secure eye or finger security scan to identify you immediately in-branch and at ATM 4 3 10 -1 3
BR2 We have the most secure biometric system that identifies you as you enter the branch so we can process your needs faster 2 -1 8 -5 6
BR1 We will recognize our customer's mobile phone signal when entering a branch so we can recommend appropriate bank products, promotions and special services -4 -3 -6 -11 2
Online Collaborative
Online Other
In-Branch Recognition
No more paper mail – we will send you copies of statements by secure e-mail
Securely manage your account by PDA, Internet of automated telephone
Our banks customer services reps will help browse & use our on-line services
Manage all your banking needs with a state of the art kiosk and be confident that live help is available if you need it
No more paper mail – we will send you copies of statements by secure e-mail
Securely manage your account by PDA, Internet of automated telephone
Our banks customer services reps will help browse & use our on-line services
Manage all your banking needs with a state of the art kiosk and be confident that live help is available if you need it
MARKET SEGMENTATION SEGMENTATION WIZARDMARKETING PHRASES
10 – 15 minutes INTERNET IdeaMap™
INTERNET
IdeaMap™
Addressable Minds’ underlying scienceuses standard Science and Mathematics
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DEVELOP SURVEY QUESTIONS
Computers
ANALYZED SURVEY RESULTS → Addressable Minds
INTERNET IdeaMap™ SURVEY
IDENTIFY TARGET MARKET
Conjoint analysis Ordinary Least Squares Regression
Discriminant Function Analysis
Experimental Design – Stimulus/Response
SURVEY OVERVIEW
An Addressable Minds Survey is a survey of key ideas for advertising to consumers
Survey conducted on November 6, 2011 :◦ Population Ages 18 and over of Males/Females across the
US
The team created key marketing and advertising messaging with the intent to entice the survey taker to buy computers
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SURVEY OVERVIEW
50 Individuals responded
Assess two major aspects of messages Does it convince a consumer to buy? How does it make the consumer feel?
Data reveals the mind-sets of respondents across the United States, as well as ‘what works, what doesn’t’
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The Survey begins with an orientation screen
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Each respondent evaluates 48 unique combinations of elementsFirst on overall interest:
1313
Then selects a single emotion
14
What convinces?
What drives feelings?
RESULTS!
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Total Panel –Interested most in computers that offer the best internet connection and speed.
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The Total Panel’s Interest Differs From the Individual Segments
There are three unique segments Different Computer Users – Different Approach
Messaging for one isn’t necessary going toappeal to the other…and could actually hurt
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Internet Lovers
38%
Money Savers
34%Tech Savvy
28%
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Tech Savvy (Seg1) –Interested most in the features of the computer.
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Internet Lover(Seg2) – Most concerned with how fast and how often they can access the web
Tech Savvy (Seg2) – Interested most in the features of the computer.
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$ Saver (Seg3) –Interested in saving money.
The “Segmentation Wizard” is a shortcut survey that is extracted from the 15 minute survey and identifies the segment membership of that
individual
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DEVELOP SURVEY QUESTIONS
Computers
ANALYZED SURVEY RESULTS → Addressable Minds
INTERNET IdeaMap™ SURVEY
IDENTIFY TARGET MARKET
No more paper mail – we will send you copies of statements by secure e -mail
Securely manage your account by PDA, Internet of automated telep hone
Our banks customer services reps will help browse & use our on -line services
Manage all your banking needs with a state of the art kiosk and be confident that live help is available if you need it
No more paper mail – we will send you copies of statements by secure e -mail
Securely manage your account by PDA, Internet of automated telep hone
Our banks customer services reps will help browse & use our on -line services
Manage all your banking needs with a state of the art kiosk and be confident that live help is available if you need it
SEGMENTATION WIZARD
Segmentation Wizard consists of 3 or 4 elements identified in the in-depth 10 – 15 minute survey
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The Computer Segmentation Wizard– Online example
The Segmentation Wizard is a short survey with the questions derived from the full survey to identify segment membership
http://mjiweb.com/mjitt/QC_Fall2011_Comp/index.htm
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The Computer Segmentation Wizard
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• The prices are low but the quality is high!• If bought for business or education related purposes, receive $100 rebate!• With customizable features, you choose what you pay.• Due to our enhanced anti-virus protection our computers last longer than most, making them an investment.
• Why use buttons when you can use your voice? This laptop can hear you!• Be able to use your laptop out in the park or for a work day in the sun.• Solar seek cells make it easier to charge your laptop with solar power.• Built in projector for those family movie nights or important business presentations.
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Conclusions Addressable Minds has allowed us to point to the
need for 3 individual messaging groups
Now we know which key marketing messages will persuade the 3 main consumer segments to buy, buy, buy.
Conclusion => Now that you can improve messaging by: Knowing the segmentation Giving the right messages to the right segments
YOU CAN INCREASE YOUR COMPANY’S REVENUE EXPONENTIALLY