1. Chapter 4- slide 1 Copyright © 2012 Pearson Education. Chapter Four Managing Marketing Information to Gain Customer Insights

2. Chapter 4- slide 2 Copyright © 2012 Pearson Education. Learning Objectives Marketing Information and Customer Insights Assessing Marketing Information Needs Developing Marketing Information Marketing Research Analyzing and Using Marketing Information Other Marketing Information Considerations Topic Outline

3. Chapter 4- slide 3 Copyright © 2012 Pearson Education. Marketing Information and Customer Insights Fresh and deep insights into customers needs and wants Difficult to obtain –Not obvious –Customer’s unsure of their behavior Better information and more effective use of existing information Customer Insights are:

4. Chapter 4- slide 4 Copyright © 2012 Pearson Education. Marketing Information and Customer Insights Companies are forming customer insights teams –Include all company functional areas –Collect information from a wide variety of sources –Use insights to create more value for their customers Customer Insights

5. Chapter 4- slide 5 Copyright © 2012 Pearson Education. Marketing Information and Customer Insights Marketing information system (MIS) consists of people and procedures for: –Assessing the information needs –Developing needed information –Helping decision makers use the information for customer Marketing Information Systems (MIS)

6. Chapter 4- slide 6 Copyright © 2012 Pearson Education. Assessing Marketing Information Needs MIS provides information to the company’s marketing and other managers and external partners such as suppliers, resellers, and marketing service agencies

7. Chapter 4- slide 7 Copyright © 2012 Pearson Education. Assessing Marketing Information Needs Balancing what the information users would like to have against what they need and what is feasible to offer Characteristics of a Good MIS User’s Needs MIS Offerings

8. Chapter 4- slide 8 Copyright © 2012 Pearson Education. Developing Marketing Information Internal dataMarketing intelligenceMarketing research Marketers obtain information from

9. Chapter 4- slide 9 Copyright © 2012 Pearson Education. Developing Marketing Information Internal databases are electronic collections of consumer and market information obtained from data sources within the company network Internal Data

10. Chapter 4- slide 10 Copyright © 2012 Pearson Education. Developing Marketing Information The systematic collection and analysis of publicly available information about consumers, competitors, and developments in the marketplace Competitive Marketing Intelligence

11. Chapter 4- slide 11 Copyright © 2012 Pearson Education. Developing Marketing Information Marketing research is the systematic design, collection, analysis, and reporting of data relevant to a specific marketing situation facing an organization Marketing Research

12. Chapter 4- slide 12 Copyright © 2012 Pearson Education. Developing Marketing Information Marketing Research Defining the Problem and Research Objectives Exploratory researchDescriptive researchCausal research

13. Chapter 4- slide 13 Copyright © 2012 Pearson Education. Developing Marketing Information Outlines sources of existing data Spells out the specific research approaches, contact methods, sampling plans, and instruments to gather data Marketing Research Developing the Research Plan

14. Chapter 4- slide 14 Copyright © 2012 Pearson Education. Developing Marketing Information Management problem Research objectivesInformation needed How the results will help management decisions Budget Marketing Research Written Research Plan Includes:

15. Chapter 4- slide 15 Copyright © 2012 Pearson Education. Developing Marketing Information Secondary data consist of information that already exists somewhere, having been collected for another purpose Marketing Research Developing the Research Plan

16. Chapter 4- slide 16 Copyright © 2012 Pearson Education. Developing Marketing Information Secondary Data Advantages CostSpeed Could not get data otherwise Disadvantages CurrentRelevantAccuracyImpartial

17. Chapter 4- slide 17 Copyright © 2012 Pearson Education. Developing Marketing Information Primary data consist of information gathered for the special research plan Marketing Research Developing the Research Plan

18. Chapter 4- slide 18 Copyright © 2012 Pearson Education. Developing Marketing Information Planning Primary Data Collection Research approaches Contact methodsSampling plan Research instruments Marketing Research

19. Chapter 4- slide 19 Copyright © 2012 Pearson Education. Developing Marketing Information Observational research involves gathering primary data by observing relevant people, actions, and situations Ethnographic research involves sending trained observers to watch and interact with consumers in their natural environment Market Research Research Approaches

20. Chapter 4- slide 20 Copyright © 2012 Pearson Education. Developing Marketing Information Survey research is the most widely used method and is best for descriptive information—knowledge, attitudes, preferences, and buying behavior Flexible People can be unable or unwilling to answer Gives misleading or pleasing answers Privacy concerns Market Research Research Approaches

21. Chapter 4- slide 21 Copyright © 2012 Pearson Education. Developing Marketing Information Experimental research is best for gathering causal information— cause-and-effect relationships Market Research Research Approaches

22. Chapter 4- slide 22 Copyright © 2012 Pearson Education. Developing Marketing Information Focus Groups –Six to ten people with a trained moderator –Challenges Expensive Difficult to generalize from small group Consumers not always open and honest Marketing Research Contact Methods

23. Chapter 4- slide 23 Copyright © 2012 Pearson Education. Developing Marketing Information Online marketing research Internet surveys Online panels Online experiment s Click- stream data Online focus groups Marketing Research Contact Methods

24. Chapter 4- slide 24 Copyright © 2012 Pearson Education. Developing Marketing Information Advantages Low cost Speed Higher response rates Good for hard to reach groups Marketing Research Online Research

25. Chapter 4- slide 25 Copyright © 2012 Pearson Education. Developing Marketing Information Sample is a segment of the population selected for marketing research to represent the population as a whole –Who is to be studied? –How many people should be studied? –How should the people be chosen? Marketing Research Sampling Plan

26. Chapter 4- slide 26 Copyright © 2012 Pearson Education. Developing Marketing Information Marketing Research Research Instruments Questionnaires Most common Administered in person, by phone, or online Flexible Watch working and ordering of questions

27. Chapter 4- slide 27 Copyright © 2012 Pearson Education. Developing Marketing Information Closed-end questions include all possible answers, and subjects make choices among them –Provide answers that are easier to interpret and tabulate Open-end questions allow respondents to answer in their own words –Useful in exploratory research Marketing Research Research Instruments - Questionnaires

28. Chapter 4- slide 28 Copyright © 2012 Pearson Education. Developing Marketing Information Mechanical devices People meters Checkout scanners Neuro- marketing Marketing Research Research Instruments

29. Chapter 4- slide 29 Copyright © 2012 Pearson Education. Developing Marketing Information Collecting the informationProcessing the informationAnalyzing the informationInterpret findingsDraw conclusionsReport to management Marketing Research Implementing the Research Plan

30. Chapter 4- slide 30 Copyright © 2012 Pearson Education. Analyzing Marketing Information Managing detailed information about individual customers and carefully managing customer touch points to maximize customer loyalty. Customer Relationship Management (CRM)

31. Chapter 4- slide 31 Copyright © 2012 Pearson Education. Analyzing Marketing Information Customer purchases Sales force contacts Service and support calls Web site visits Satisfaction surveys Credit and payment interactions Research studies Customer Relationship Management Touchpoints

32. Chapter 4- slide 32 Copyright © 2012 Pearson Education. Distributing and Using Marketing Information Information distribution involves entering information into databases and making it available in a time- useable manner Intranet provides information to employees and other stakeholders Extranet provides information to key customers and suppliers

33. Chapter 4- slide 33 Copyright © 2012 Pearson Education. Other Marketing Information Considerations Marketing Research in Small Businesses and Nonprofit Organizations International Market ResearchPublic Policy and Ethics Customer privacy Misuse of research findings

34. Chapter 4- slide 34 Copyright © 2012 Pearson Education. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America. Copyright © 2012 Pearson Education.