1 Session 3. Research Designs MKTG 3010 MARKETING RESEARCH
What was the management decision problem?
What was the marketing research problem?
How did they arrive at the problems?
What are the components of the broad statement?
What theory was used in developing the approach?
Give an example of the research question and the hypotheses related to it.
What information is identified to be needed?
Grade Overall Course A A-
Outstanding performance on all learning outcomes.
Generally outstanding performance on all (or almost all) learning outcomes.
Substantial performance on all learning outcomes, OR high performance on some learning outcomes which compensates for less satisfactory performance on others, resulting in overall substantial performance.
C D F
Satisfactory performance on the majority of learning outcomes, possibly with a few weaknesses.
Barely satisfactory performance on a number of learning outcomes Unsatisfactory performance on a number of learning outcomes, OR failure to meet specified assessment requirements. 3
Step 1: Defining the Problem Step 2: Developing an Approach to the Problem Step 3: Formulating a Research Design Step 4: Doing Field Work or Collecting Data Step 5: Preparing and Analyzing Data Step 6: Preparing and Presenting the Report
The Process of Defining the Problem and Developing an Approach
Tasks Involved Discussion with Interviews with Experts Secondary Data Analysis Qualitative Research Environmental Context of the Problem Step I: Problem Definition Management Decision Problem Marketing Research Problem Step II: Approach to the Problem Analytical Model: Verbal, Graphical, Mathematical Hypotheses Specification of Information Needed Step III: Research Design
7 Step 3: Research Design – Determine the ways to collect data
is a framework or blueprint for conducting the marketing research project. It details the procedures necessary for obtaining the information needed to structure or solve marketing research problems . 8
• Flexible • Versatile • Often the front end of total research design
• Preplanned and structured design • Marked by the prior formulation of specific hypotheses
• Manipulation of one or more independent variables • Control of other mediating variables 9
A Comparison of Basic Research Designs Objective: Characteristics: Methods:
Discovery of ideas and insights
Describe market characteristics or functions
Determine cause and effect relationships Flexible, versatile Often the front end of total research design Expert surveys Pilot surveys Focus group Secondary data: qualitative analysis qualitative research Marked by the prior formulation of specific hypotheses Preplanned and structured design Secondary data: quantitative analysis Surveys Panels Observation and other data Manipulation of independent variables, effect on dependent variables Control mediating variables Experiments 10
In the 1 st and 2 nd stages of the marketing research process: Used when the research question is still fluid or undetermined. Formulate a problem or define a problem more precisely Gain insights for developing an approach to the problem Help delineate the dependent and independent variables Develop hypotheses 11
Literature search; Secondary data analysis Qualitative Research Experience survey, Expert survey Focus group.
Depth interviews Projective techniques Ethnographic methods (last week) the detailed observation of consumers during their ordinary daily lives using direct observations, interviews, and video and audio recording.
Case studies 12
13 Exploratory Research: 1. Secondary Data
are originated by a researcher for the specific purpose of addressing the problem at hand. The collection of primary data involves all six steps of the marketing research process.
are data which have already been collected for purposes other than the problem at hand. 14
https://www.ted.com/talks/sebastian_wernicke_how_to_use _data_to_make_a_hit_tv_show#t-251588 Questions – 1.
What type of data did Roy Price use to make the decision?
What type of data did Ted Sarandos use to make the decision?
What can we learn from the cases? (good or bad of using data?) 16
Secondary data must be considered first before any decision to undertake primary data Be critical with secondary data Why, what, when, how, dependable?
Homework -- An Unusually Crowded Summer Box Office, in Charts 18
Read the article in attachment and answer the following question: Provide a description of Figure 1?
What’s the difference between Figure 1 and Figure 2? Why we create Figure 2?
What is “endogeneity”? What is the “endogeneity” problem in this context?
What are the explanations for the crowded summer box office? Which one is more plausible? Why?
Shall we release the new movie in summer?
20 Exploratory Research: 2. Qualitative Research
Qualitative research is one type of exploratory research It results in primary data 21
Primary Data: Qualitative vs. Quantitative Research Qualitative Research Quantitative Research Objective To gain a qualitative understanding of the underlying reasons and motivations To quantify the data and generalize the results from the sample to the population of interest
Just like the difference between exploratory and descriptive research!
Sample Small number of non representative cases Large number of representative cases Data Collection Unstructured Structured Data Analysis Nonstatistical Statistical Outcome 22 Develop an initial understanding Recommend a final course of action
Classification of Qualitative Research Procedure
Qualitative Research Procedures Focus Groups Direct (Nondisguised
Depth Interviews Indirect (Disguised) Projective Techniques
Association Techniques Completion Techniques Construction Techniques Expressive Techniques
Watch the video and answer the following questions: What is Focus Group?
What is the advantage of using Focus Group?
What is the disadvantage of using Focus Group?
An interview conducted by a trained moderator among a small group of respondents in an unstructured and natural manner.
A Group Discussion Generate insights into thoughts and feelings Best for preliminary research 25
Advantages: Richness of data Versatility Impact on managers Disadvantages: Lack of generalizability High cost per respondent ($3,000-$5,000 per focus group) Difficult to moderate Potentially misleading data Conformity and Cultural Influence 26
Like focus groups, depth interviews are an unstructured and direct way of obtaining information. Unlike focus groups, however, depth interviews are conducted on a one-on-one basis. 27
Major Difference between Focus Group and Depth Interview Group Interaction On one side: One answer could trigger unexpected reaction from others The other side: Conformity 28
III. Projective Techniques: Word Association What is the first word that comes to your mind when you hear the following… Apple _____________ Samsung _____________ Nokia _____________ Motorola _____________ 29
Projective Techniques: Sentence Completion People who use Master Card are _________.
A man who has an American Express is _________.
A Platinum Card is most liked by _________.
Projective Techniques: Construction Techniques Ask subjects to draw cartoons and write about the subject of interest (or in a more sub 31
Find out what types of characters the audience like or dislike. How?
The Girl With the Gun (WSJ, Sep 2, 2012)
Network executives regularly commission market research to find out what types of characters viewers like or dislike.
The CW network, known for such soapy female-targeted shows as "Gossip Girl" and "90210 “. More than 60% of the network's viewers are women, mostly between the ages 18 to 34.
Trendera, a market research and trend forecasting firm
what women in their 20s and 30s want.
Market researchers asked groups of 10 to 12 women gathered at local coffee shops or a friend's house as well as in traditional
in New York, Los Angeles, Chicago, Atlanta, and Denver to
make collages of magazine images they liked
Findings: They chose Jennifer Aniston paddle boarding over actresses lying on the beach in bikinis. They preferred beer to wine or fruity pink cocktails and gravitated to toned athletes in fitness magazines over models in evening gowns. They also thought men had gotten wimpier and associated the opposite sex with the bumbling losers played by Jonah Hill and Seth Rogen in recent romantic comedies. Implications:
"It was obvious that these women feel like they have to take charge and be the hero,"
says Jane Buckingham, president of Trendera. 34
Projective Techniques: Expressive Techniques
: Subject is asked to act out someone else’s behavior in a specified setting.
Examples: A customer is trying to return an item and does not have a receipt. The customer insists on a cash refund but store policy clearly states that all returns must be accompanied by a receipt. The store manager is only permitted to allow store credit in these circumstances. The customer is irate. What would you do if you were the store manager in this situation?
Projective Techniques: Expressive Techniques
: Subject is asked to verbalize how a third person (such as a neighbor or friend) would react to a specific question.
For example: sensitive questions Drug use What Will the Neighbors Say?
A study was performed for a commercial airline to understand why some people do not fly. When the respondents were asked, "Are you afraid to fly?" very few people said yes. The major reasons given for not flying were cost, inconvenience, and delays caused by bad weather. However, it was suspected that the answers were heavily influenced by the need to give socially desirable responses. Therefore, a follow-up study was done. In the second study, the respondents were asked, "Do you think your neighbor is afraid to fly?" The answers indicated that most of the neighbors who traveled by some other means of transportation were afraid to fly.
may elicit responses that subjects would be unwilling or unable to give if they knew the purpose of the study helpful when underlying motivations, beliefs and attitudes are operating at a subconscious level
39 Descriptive Research 1.Survey
Survey Methods Telephone Personal Mail Electronic Traditional Telephone Computer Assisted Telephone Interviewing 40 In-Home Mall Intercept Computer Assisted Personal Interviewing Mail Panel Mail/Fax Interview E-Mail Internet
South Korean Soap Operas: Just Lowbrow Fun?
(WSJ, Jul 23, 2013)
Seoul National University
400 people aged between 20 – 60 in China in January
divided viewers’ tastes into categories according to the levels of income and education.
1. the main audience for South Korean series tends to be less educated and have less income than viewers that prefer programs from other countries.
2. The high-education-and-high-income group showed a preference for the subject matter’s novelty, fast pace and suspense — often found in U.S. TV shows, the report said. 3. “The Big Bang Theory” was the most popular feature for fans of American TV.
What is it about South Korean TV soap operas that appeals to foreign audiences? it’s because it’s lowbrow entertainment.
The report also offers a caveat: highly-educated and high-income viewers may conceal their fondness of lowbrow entertainment.
Questionnaires are relatively easy to administer.
Using fixed-response (multiple-choice) questions reduces variability in the results that may be caused by differences in interviewers and enhances reliability of the responses.
It also simplifies coding, analysis, and interpretation of data.
reliability: the measure produces similar results under consistent conditions
Respondents may be unable or unwilling to provide the desired information.
Structured data collection involving a questionnaire with fixed-response choices may result in loss of validity for certain types of data, such as beliefs and feelings. Properly wording questions is not easy.
validity: the degree to which the tool measures what it claims to measure.
Methods of improving response rate Methods of Improving Response Rates Prior Notification Incentives Follow-up Monetary 44 Prepaid Promised Nonmonetary Other Facilitators (e.g. personalization)
45 Descriptive Research 2.Observation
Observation involves recording the behavioral patterns of people as well as data on objects and events in a systematic manner to obtain information about phenomenon of interest.
A Classification of Observation Methods
Observation Methods Personal Observation Mechanical Observation Audit Content Analysis Trace Analysis
Actual behavior vs. intended or preferred behavior No reporting bias, and potential bias caused by the interviewer Certain types of data can be collected only by observation (example?) 48
The hand-washing habits of Americans. The study, conducted every few years, was released by the American Society for Microbiology and the American Cleaning Institute at a microbiology conference in Boston. Some subjects were asked about their washing habits in telephone interviews; others were watched by undercover observers in public restrooms. The researchers, from Harris Interactive, stood in restrooms while pretending to fix their hair or put on makeup, said Brian Sansoni, a spokesman for the American Cleaning Institute, a trade group for producers of cleaning products. “After they took care of business, the observer checked whether or not they actually washed their hands,” Mr. Sansoni said. Only about two-thirds of the men observed washed their hands after using the restroom at Turner Field — the lowest rate for any of the locations cited in the study.
20 percent of people using the restrooms at Pennsylvania Station and Grand Central Terminal in New York did not wash their hands. Women tended to be more responsible hand-washers than men — and female Braves fans were no exception: 98 percent of women observed at Turner Field exercised proper hygiene before exiting the restroom.
(For Many, ‘Washroom’ Seems to Be Just a Name – NYT (2010))
Relative Disadvantages of Observation Little is known about the underlying motives, beliefs, attitudes, and preferences. Time-consuming and expensive May be unethical It is best to view observation as a complement to survey methods, rather than as being in competition with them. 50
Cameras and Software that Track our Shopping Behavior ( https://www.youtube.com/watch?v=NG4lFmSO7VQ ) ( https://www.youtube.com/watch?v=Dm6kPvJQTPI ) Questions – 1.
What research design is used in the video?
What questions can be answered based on the collected data?
Any comment? 51