Professional Documents
Culture Documents
Topic 5
Topic 5
Product Levels
Space Levels
Time Levels
Product-item Sales
Product-form Sales Product-line Sales Company Sales Industry Sales National Sales
Short-range Sales
Medium-range Sales Long-range Sales
Describing a market
Penetrated Market
Current number of users of a product or a service and the sales volume generated by them.
Potential market
Those people who have an interest in buying the product or the service
Available Market
Those people in the potential market having an ability to use the product/service.
Segmentation Research I
Segment
refers to a unique group of customers or potential customers who share some common characteristics that differentiate them from others. Segmenting and choosing the optimum market is called target marketing and is a vital marketing skill.
Segmentation Research II
Geographic segments:
Based on consumers geographic location including streets, towns, cities, provinces, countries, regions, continents, trading and/or political blocks, such as AFTA, NAFTA, ASEAN etc.
Demographic segments:
based on variables such as age, sex, level of education, marital status, family lifecycle, job type and level of income etc.
Geodemographic segments:
based on variables such as house-type and locations, for example, people who live in high-rise apartment complex
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Behavioral segments
based on behavior pattern of people such as consumption behavior such as heavy user, medium user, light user etc. and on the basis of other benefit enjoyed.
Product Research
Has three roles:
Idea Generation
Includes alternative specifications for product concepts utilizing end user analysis or problem analysis.
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QUESTION ITEMS
TYPICAL QUESTIONS
Uniqueness of the In your opinion, how different is this product compared to concept other existing products in the market? Product attribute What do you particularly like about the shape of this product? User Would you be more likely to buy this product for yourself or as a gift for someone else? Price/Value Which of the statements shown in this card best describes Reaction how you feel about the product? (Show cards with comments expressing reactions). Place of Purchase Where would you shop for the product? Frequency of How often would you buy this product? purchase Overall impression From what you have learnt about the product, which word/phrases [show some words/phrases]best describes your reaction to this product
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Product/Market Testing II
Technical Testing on a prototype provides information on product shelf life, product wear/tear rates, problems regarding use/consumption, potential defects, maintenance schedule Preference and satisfaction testing
reserved for the final version of the product
Simulated test marketing [laboratory test markets] provides insights to potential market response/market share
Popular models include ASSESSOR, BASES, DESIGNOR, and LITMUS
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Only those products, which have shown a good chance of success in the earlier concept and product development test, are subjected to test marketing.
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Price Research I
Generally undertaken for exploring pricing approaches for new products or services before they are launched. Involves
showing different sets of brands in the same product category to respondents at different prices and asking them which one they would buy; presenting different prices for a product/service to respondents and asking them if they would buy the product/service. The responses are then used to construct a so-called buy-response curve.
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Price Research II
Pricing research may also be conducted using consumer panels. Data obtained may be analyzed using regression analysis. Regression analysis can help in sorting out effects of price Vs other variables on quantities sold. Sample survey may also be used in price research. However, this should be used with care since obtaining a response curve using survey may be subject to error and bias. Other pricing research techniques include:
Laboratory experiments, simulated test markets using standard test market
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Promotion Research
Objective: To develop advertising appeals. Types of research generally undertaken include: Psychological or motivational studies
Generally used within the framework of individual interviews. Involves talking with people in depth about what a product or service may mean to them, what feelings are evoked by it, and discover what it symbolizes to them.
Sociological studies
Focus group studies may be undertaken to generate ideas.
Anthropological studies
A small number of people may be observed to understand how a product fits into their lives and what keep them interested in a particular brand.
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Pre-test II
Consumer jury method: Uses 50 to 100 customers as jurors who are asked to rank the test advertisements in order of interest, preference or ability to influence the purchase of the product. Portfolio test:A sample of consumers are asked to look through a portfolio of 6 - 8 print advertisements within an allotted period of time. The portfolio is then taken away and the respondents are asked to recall the specifics of the ads shown. Recalls are generally unaided. The effectiveness of the test is measured by attributes such as ability to recall the contents, claim of credibility in the advertisement, general reaction, etc.
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Pre-test II
Qualitative Research: The two most widely used methods are Focus group discussions and depth interviews. Commonly used during the development stage of the advertisement. On-the-air test:The test advertisement is broadcast in a small number of test markets and selected respondents are interviewed by telephone on the following day to ascertain various aspects of the ad message.
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Pre-test III
Theater persuasion test: Involves a test group of target
customers who are invited to a small theater to view pilot episodes of some new TV programs. But before the show starts, they are presented with a list of product brands (including the brand shown on the test ad) and asked to indicate their preferred brand. It is announced that a lucky draw will be held and each winner will be awarded their preferred brand. The TV program is then shown including the test ad. At the end of the show, the viewers are once again asked to indicate their preferred brand followed by a second lucky draw. Brand preferences both before and after the show are then computed and compared.
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Pre-test - IV
Galvanic Skin Responses, pupil dilation response and eyemovement tracking method make use of different types of mechanical devices are not very popular methods.
Post-test
Most of the pre-testing techniques are applicable to post testing. Additional ones are briefly described below:
Media Research I
Focuses on six aspects: 1. Media distribution
Refers to circulation of newspaper/magazine/periodicals or the number of TV/Radio ownership and Internet subscription.
2. Media audience
Number of people exposed to the ad medium in question.
3. Exposure
Number of people actually noting the advertisement; generally less than media audience.
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Media Research II
Focuses on six aspects... 4. Perception
Number of people having conscious awareness and perception of the advertisement in question. In print advertisements, perception is affected by factors such as size, color, position and language of the media. Typically, perception is less than exposure.
5. Communication
Number of people who comprehend specific things about and aspects of the advertisement. Communication lags perception.
6. Purchase
Number of people purchasing the product after seeing the advertisement.
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Readership
Data on readership is generally unknown and need to be gathered through sample surveys.
Often problematic because identifying the reader is not always easy.
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Television as a Medium I
Objective is to determine the TV audience. Programs watched by more people are preferred by advertisers. Methods of measurement include:
Telephone interviewing
Also known as coincidental telephone interview, this method involves telephone interview with a sample of respondents during the broadcasting hour.
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Television as a Medium II
Using audimeter device
Developed by A.C. Nielson Company, this is the most sophisticated method of TV audience measurement. A technical device called audimeter is attached to each of the TV sets of a panel of preselected households. The device automatically records the time when the TV set is switched on (and off), the channel watched, duration of watching; and instantly transmits the data to a central computer for processing. However, an audimeter does not record who in the household is/are watching.
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Radio/Cinema/Internet as media
Number of radio listeners may be measured in the same way as TV audience is measured. Simplest way to measure cinema audience is through sample survey. Internet users may also be identified using Internetbased surveys.
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