Unit 5 Rural Marketing Research

Objectives
After studying this unit you will be able to: 1. Define Rural Marketing Research. 2. Discuss about Process of Research in Rural Markets. 3. Describe about methods of data Collection. 4. Explain Data collection approaches in Rural Market.

5.0 Introduction
For the students of Marketing it is important to understand the theory and practical applications of Market Research. This material will provide the students an insight in to the vital aspect of Market Research (MR) in easy to simple language without the clutter of MR jargon. With a view to making reading interesting, several examples have been included. MR is associated with primary research for most beginners. However as we know, MR starts with secondary research, which can be conducted by looking at an immense amount of data already available somewhere and we need to locate it. Secondary data can provide valuable information regarding market size historically and future growth patterns. Qualitative Research is an integral part of MR. It helps in product development, design and modifications. It also can assist in locating the right market segment for the products, as qualitative research directs us towards the customer's mindsets. This course consists of studying the subject in the real life corporate world.

5.1 Market Research

Before the student starts learning Market Research, it may be useful to have a recap of Marketing Mix Factors. Marketing has become an all pervasive discipline, in as much that no business, industry can remain untouched by marketing. In the good old days, when there were only a handful of manufacturers of a product, competition was limited or just not there. Marketing as we understand it today was a luxury as it was not considered essential. Manufacturers made the products and sold it in the market. The stress was on Sales. In India even up to sixties, in the twentieth century, manufacturers were confident of selling their products at a profit without the fear of some body under cutting them as there was enough business for all. Competition increased, especially after India liberalized its economy, and the flood gates of international players were opened. Now, the competition has become a vital force the business has to reckon with.

With increased competition, firms need to play their cards according to the competition and market condition. Hence, the need to systematically understand competition and market conditions and of Market Research. Let us take an example. When you want to buy an expensive thing like a Motorcycle, how would you decide to go about it? Most likely you will take some of these steps. 1.Check out on the different brands available by visiting motorcycle dealers. 2.Compare the prices, specifications like HP, after sales service, and dealer's attitude towards customers. 3.Ask your relations, friends, and colleagues who own bikes about their experiences, views about different bikes. 4.Look for the advertisements in different media like newspapers, magazines, and TV to get as much information as you can get about competitive bikes. 5.See your budget and then take a decision based on the gathered facts. In a similar way, to a seller it is important to know what product the buyer wants, where he wants it, what price he is ready to pay for the product, and how would he like to pay for it, by credit card, cash, cheque, or by some hire-purchase arrangement? Getting the answers to these questions is the task before MR. Let us examine what constitutes marketing in the twenty-first century. To start with let us again understand the Marketing-Mix factors as given below. 1.Market Research (including market survey, and analysis). This factor, as will be seen is used for virtually all other Marketing Mix factors. 2.Product 3.Brand 4.Packaging 5.Trademark 6.Logo 7.Label 8.Price 9.Placement or simply, distribution 10.Promotion or sales promotion 11.Advertising 12.Credit and its control

13.Personal selling 14.Training of marketing personnel of the firm and retailers Items 3 to 7 are directly related to the product. As already stated Market Research (MR) can be undertaken for any of the above stated factors. Besides, MR is conducted to get the total market potential, its possible growth, and strengths and weaknesses of competition with respect to the marketing mix factors. Starting with the Product, MR can be conducted to get information or trends in the following areas. 1.Is there a demand for the product? 2.If yes, in which market segment? 3.What is the level of demand? 4.Is there a demand in peripheral segments? If yes, then what is its level? 5.Is the product acceptable to the market as it is, or would any modification be necessary? 6.Are the product package, brand, trademark, label and logo eye-catching enough? 7.Is the package size acceptable?

Did You Know :

Primary MR or Market Survey is conducted by collecting data or information directly from the consumers. Before launching on a full scale survey which entails heavy expenditure, it is advisable to conduct a Sample survey where the survey is conducted in a limited area to test the methods used.

5.2 Marketing Research Objectives

From the view point of Marketing Manager, the most useful role of MR is in the area of market demand and supply, in ever changing, mostly growing market and increasing competition. It is important to define MR objectives as the starting point of MR. The accuracy of the objective definition would be the key factor in the accuracy of MR findings. The main objectives of MR are as follows: 1.Demand projection for the product in a given area for an acceptable period like one year. This takes into account the historical demand of past years, market dynamics and changing business environment. 2.Competitive activities, product differentiation, entry barriers. 3.Competitive market share. 4.Brand positions.

5.Competitive prices vis--vis brand equity. 6.Advertising and promotional strengths of competition. The next range of MR objectives are in the area of customers needs, as given below. 1. 2. 3. 4. 5. 6. The product benefits customers are seeking. Product usage with different customer groups, light or heavy usage. Top of the mind recall. Price and quality perceptions. Purchase decision procedures, and the persons involved in it. Reasons for brand preferences.

Let us see the types of MR being conducted. 1.Exploratory research is conducted to confirm thoughts and ideas. Since these are conducted in small areas, they are low in cost and they take less time. 2.Statistical research deals with frequency of events like the purchase action. Such research provides inputs for analysis, as the variables for the research are pre-decided, for e.g. as how often are car batteries changed in Maruti cars, time, and brand of batteries being the variables. 3.Casual research is conducted on case to case basis, like effect of price changes on product sales.

5.3 Market Survey

Primary MR or Market Survey is conducted by collecting data or information directly from the consumers. Before launching on a full scale survey which entails heavy expenditure, it is advisable to conduct a Sample survey where the survey is conducted in a limited area to test the methods used. Both Qualitative and Quantitative information can be gathered through market surveys. The survey can be conduced in several ways.

Observation method
Ideally observations can be made in closed conditions like an auditorium, laboratories to get the real motivation that making people buy or reject a product. In labs, scientists can simulate conditions you may or may not encounter in real life, thereby making your observations really authentic and for improving the success rate. If you want to know the number of vehicles polluting the atmosphere in Delhi, you could stand near congested crossing and observe the vehicles which are polluting, for a month or so which would give you enough information as sample survey. More detailed information would take much more time, many more crossings and persons observing the polluting vehicles. Cameras and other signal gathering devices can be used like the smoke detectors, speed sensors for knowing the average speed of vehicles passing through a particular point.

Personal interviews: In this method you with your team meet a number of users personally, ask them questions as per a predetermined questionnaire and get first hand information from them. The information collected is then used to extrapolate for the entire customer group to get the real answers. These surveys are time consuming and expensive, but more accurate. These Questionnaire methods will be discussed at length later on. Mail surveys are conducted by sending the questionnaire to a number of customers with request for filling them and returning to the surveyor. The method is not expensive, but it may not give accurate results as the rate of getting replies from the customers is poor. Also the information which comes in may be skewed as people when replying to such questionnaires, tend to give inflated figure. Telephone surveys are a low cost easy method of gathering information. The problem in such surveys is the fact that people replying to the call may not be the right persons. Marketing Research Methods: There are two basic methods of doing Marketing Research 1.Primary Research 2.Secondary research As normally secondary research is done first, we will discuss it first. Sources of secondary data are as follows: 1.Firm's internal source, include, P/L Statements, inventory levels, sales visit reports, previous MR Reports. 2.Incoming staff members who may be coming from competitive firms. 3.Government publications and notifications, like from Directorate of audio visual publicity, Research organizations. 4.Trade publications; each trade has its own journals which carry information about the historical business and projections. Magazines on Computers, IT, Electronics, Cinema, TV, Agriculture, Science and Technology, Dress designing, Interior Decoration, practically every possible area of business are in the market. 5.Competitors balance sheets. 6.Publications of Industry Associations like FICCI, CII, ASSOCHEM. 7.All India Management Association journal.

8.Trade and Business newspapers and magazines like Financial times, Business Today, Business India. 9.Internet. 10Market Research Organizations, like ORG-Marg, who sell MR Reports at a price. 11.Sales statistics of product's dealers. 12.Publications of Reserve Bank of India; Financial Institutions like, IFCI, IDBI, ICICI, UTI. 13.Foreign Government Data, International publications: These help in the area of international business as also at the introductory stage of products as they can tell about the rate of product penetration in other countries as a bench mark for India. Of course other economic parameters, which may be differentiating the countries, will have to be kept in mind. Secondary data as the name itself suggests, is the data for which some body else has done the job of collecting the information as Primary data. At this stage it may be a good idea for the students to get some secondary Market Survey data, by gathering information from libraries, where old copies of newspapers, magazines and other publications are available. (You may also list down as many secondary sources as possible from where you can get the data). Please collect information about any one of the following: 1.Mid-size car price variation in the last three years. 2.Washing powders, introduction of several new brands in the last three years. 3.New distribution systems in the area of consumer durables. To get an idea about the objectives let us take Surf Excel as the product. You can find out the following from your respondents (persons you are going to talk about the product). 1.Reasons why housewives prefer the product. 2.What types of housewives are likely to use the product? 3.In a given area how many would be using the product? 4.How many more would use it if a cheaper package is used to sell to another segment at a lower rate? 5.Besides package and price what are other factors, which help the buyer to decide in favor of the product? Once the objectives are well defined, it is important to go to get the source of data. Focus group research is conducted by inviting some ten/twenty persons from the market segment of the product, to get to know from them their views about the product, its price, and channels of distribution. The expert conductor of the meeting will ask them, "What do you think about the quality of Surf Excel."

With free and easy dialogue, and without the burden of family presence, persons come out and give their frank opinions.

Task:
1.Discuss about the marketing research methods? 2. Please develop a questionnaire for the organizations for the EPABX survey ?

Questionnaire Method
Questionnaire consists of questions, which are of the closed type, where options are provided and the respondent has to just give his choice from among the options. It consists of relevant questions, which the respondents can easily answer. It is the most common and effective way of getting the answers as it means direct contact with the user and gets the replies to the problems baffling the marketer. The questions can be asked in the following manner: 1.Yes/No type: Did you personally select the product? Yes/no. 2.Multiple choice: Who helped you in the selection- brother/sister/uncle/ friend? 3.Answers are given on a five-point scale. (i)I like the Surf Excel very much (ii)I like it all right (iii)I barely like it (iv)I do not like it (v)I do not like it at all. Questionnaire - 1 It can be used for collecting information in the case of Surf Excel. The first part of the questionnaire consists of demographic information about the respondent. A sample is given below. Name Address Phone/fax/e-mail

Age below 25/25-40/41-60/60+ Income level/pm; below Rs. 5000/5001-15000/15001-30000/30001-50000/50001-80000/80001 + Family size; below 3/3-5/6-9

People find it easier to give a range for age, income rather than giving accurate figures, as it could be less embarrassing. Questionnaires should be carefully developed, tested through a sample test, modified as required and then used for gathering information. Questions can, at times, influence the answers. Hence to make them totally objective, they should be carefully prepared. Close ended questions, like giving answer choices guide the respondent into the area with which the researcher is familiar. Open-ended questions get the respondents to use their own words and individualistic replies come from such questions. Such questions are useful in exploratory type of MR. However, if time is an important factor, it is better to ask closed questions, which can be answered in lesser time. Open-ended question could be, "What is your opinion about Surf Excel as a detergent powder?" Or, "What is the first name which comes to your mind when you think of detergents?" Or, The interviewer shows the respondent, an extra clean used shirt and asks, "What does the shirt remind you of ?" Or, The interviewer shows the respondent a picture of Surf Excel and asks, "What can it do for you?" Questions should be as simple as possible, direct to the point, and with no possibility of any ambiguity. The questions should follow a pattern, and a logical sequence. It is time that the students prepare a questionnaire for conducting MR for any one of the following products: 1.A car 2.Cosmetics 3.Readymade garments The student can select a brand and build the questionnaire around that brand. Testing the questionnaire needs to be done next. For the purpose a small sample is adequate. It should be from the market segment for which the product is meant. If any question is found to be difficult, or objectionable it should be modified or removed. A mix of 20-25 respondents should be normally sufficient for the test purposes. A sample questionnaire is given below. Sir/Madam,

This is a survey of households with respect to TV purchase. We request you to kindly help in filling the questionnaire giving your ideas, as we attach great value to your judgment in this regard. We thank you in anticipation of your cooperation. 1.Do you have TV? yes/no. 2.If yes, please tell its model and make. 3.If no, then please go to the last question. 4.Buying the TV, what were you looking for? 5.What is your opinion on the features of TV listed below? (Since this is only a sample many questions have been left out) A-Extremely Important, B-Important, C-Somewhat Required, D-May Be Required, E-Not Needed at all 6.How do you rate the price of TV, is it, high, medium, low for the car? Did you get value for money? 7.Did you make outright purchase or took the hire purchase option? If you bought the TV under H/P, which company offered the loan? 8.Who all helped you in deciding about the TV? Rate the following as per their importance: (i)Wife/husband (ii)Sons/daughters (iii)Other relatives (iv)Neighbours (v)Colleagues 9.Did you see any advertisement of the TV prior to purchase and if yes, did it help in Income level/pm; below Rs. 5000/5001-15000/15001-30000/30001-50000/50001-80000/80001 + Family size; below 3/3-5/6-9 People find it easier to give a range for age, income rather than giving accurate figures, as it could be less embarrassing. Questionnaires should be carefully developed, tested through a sample test, modified as required and then used for gathering information. Questions can, at times, influence the answers. Hence to make them totally objective, they should be carefully prepared.

Close ended questions, like giving answer choices guide the respondent into the area with which the researcher is familiar. Open-ended questions get the respondents to use their own words and individualistic replies come from such questions. Such questions are useful in exploratory type of MR. However, if time is an important factor, it is better to ask closed questions, which can be answered in lesser time. Open-ended question could be, "What is your opinion about Surf Excel as a detergent powder?" Or, "What is the first name which comes to your mind when you think of detergents?" Or, The interviewer shows the respondent, an extra clean used shirt and asks, "What does the shirt remind you of ?" Or, The interviewer shows the respondent a picture of Surf Excel and asks, "What can it do for you?" Questions should be as simple as possible, direct to the point, and with no possibility of any ambiguity. The questions should follow a pattern, and a logical sequence. It is time that the students prepare a questionnaire for conducting MR for any one of the following products: 1.A car 2.Cosmetics 3.Readymade garments The student can select a brand and build the questionnaire around that brand. Testing the questionnaire needs to be done next. For the purpose a small sample is adequate. It should be from the market segment for which the product is meant. If any question is found to be difficult, or objectionable it should be modified or removed. A mix of 20-25 respondents should be normally sufficient for the test purposes. A sample questionnaire is given below. Sir/Madam, This is a survey of households with respect to TV purchase. We request you to kindly help in filling the questionnaire giving your ideas, as we attach great value to your judgment in this regard. We thank you in anticipation of your cooperation. 1.Do you have TV? yes/no. 2.If yes, please tell its model and make. 3.If no, then please go to the last question. 4. Buying the TV, what were you looking for? 10

5.

What is your opinion on the features of TV listed below?

Features D esign A vailability of colors C hannels A fter sales service A vailable sizes C patible w V D om ith C or D D V R ote Features em S ervice facilities

(Since this is only a sample many questions have been left out) A-Extremely Important, B-Important, C-Somewhat Required, D-May Be Required, E-Not Needed at all

6.How do you rate the price of TV, is it, high, medium, low for the car? Did you get value for money? 7.Did you make outright purchase or took the hire purchase option? If you bought the TV under H/P, which company offered the loan? 8.Who all helped you in deciding about the TV? Rate the following as per their importance: (i) (ii) (iii) (iv) (v) Wife/husband Sons/daughters Other relatives Neighbours Colleagues

9.Did you see any advertisement of the TV prior to purchase and if yes, did it help in decision-making?

Self Assessment: Fill in the Blanks:

1. _________ projection for the product in a given area for an acceptable period like one year. 2. ____________ is conducted by collecting data or information directly from the consumers 3. Time and money spent should be ____________ with the objective of the research. 4. ____________ questions get the respondents to use their own words and individualistic replies come from such questions. 5. The population/universe is divided into mutually exclusive groups such as, age, income and then ___________ samples are taken from each group. 11

5.4 Sampling Techniques

Now it is time to understand, which market we are going to survey. Who are our target audience? Defining the market segment, the right geographic area, gives us the parameters, along which we have to organize the survey. We call it the Universe or the population. For the purpose of the MR, the universe, or the total population for Surf Excel would be the entire middle and high-income group of a town. Organizing a Market Survey for the entire universe can, and usually is, a time consuming, expensive process. It may take so much time meeting and asking questions from a million people, that by the time the results appear the product itself may become obsolete. Therefore, the Survey is done on the basis of a sample of the universe, which is made using well-established techniques.

Sample size
The larger number of the people to be interviewed, the better or more reliable the result. However, in practice, it is better to cover a much smaller sample, may be one percent of the universe to get reasonably good results, in lesser time and money. It really depends on how the sample gets selected.

Sample selection
There can be two ways of selecting a sample. 1.Probability Sample: It ensures that each of the members of the universe have equal chance or probability of being selected for the survey. It helps in understanding the levels of errors on account of the sample selected. There are three ways of probability sampling. (i)Simple random sample: Every member has an equal opportunity of being in the survey. (ii)Stratified random survey: The population/universe is divided into mutually exclusive groups such as, age, income and then random samples are taken from each group. (iii)Cluster sample: The population is divided as per geographic divisions, like for example Delhi could be divided into, north, south, east west and central zones and sample taken from each zone on random basis. 2.Non-probability sample: As the cost and time involved in probability sample surveys is quite high, MR people use non-probability sample. This can be done in three ways. (i)Convenience sample: The research person selects the persons most easily met for the MR. (ii)Judgment sample: Researcher uses his judgment about the sample, which would provide the most accurate answers. (iii)Quota sample: The researcher meets with a set of persons in each category. As an example, in sampling methods, if one person is not available then no one else takes his place except in quota sample method where the researcher has to find out another person in the same category and meet him.

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At times even with proper sampling, errors creep in to the collected data. The reasons of such errors are given below. 1.A portion of population may have been omitted. 2.People not included in the sample may differ widely from those interviewed. 3.Substitute interviewees may not be right ones if you are not able to meet the person in the sample. 4.The respondents find the questionnaire difficult. 5.Respondents may not have enough information on the subject or they may not like to reveal it for some reason. 6.Some questions in the questionnaire may have a bias or slant towards one answer. 7.Interviewer may not be fully qualified to take up the job of getting respondent's opinion. The researcher must take these in to account when analyzing the collected data. When the sample is systematically drawn, it helps as, data collection becomes lower in cost, and it is easy to control.

Note:
MR Managers must take a close look at the assumptions made by the marketing personnel, as they may be lop-sided.

5.5 Planning Samples

Let us plan a sample for EPABX of large size say which cater to 1000 lines. Who would be interested in the EPABX? 1.Industrial units, MNCs, large Indian firms, public sector companies 2.Government departments and offices 3. R&D Labs in private and government sector 4.Banks, Indian and foreign, Financial institutions 5.Universities and educational institutions like IITs and IIMs As a starting point let us get list of all the organizations in the population group with a turnover of Rs. 50 crores. Pick up 100% of organizations with turnover of Rs. 500 crores. Select 20 units from the organizations with turnover of more than Rs. 100 crores but less than Rs. 500 crores.

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Select 15 units with turnover of less than Rs. 100 crores Pick up all the government departments and their head offices. Likewise select some units from each of the other categories. To sum up the sampling technique for EPABX 1000- can be as follows: 1.Defining the population 2.Sampling unit would be the firms and offices having population needing about 800 phones. 3.Sample size could be 400. As per Philip Kotler, the marketing guru, there are certain characteristics of a good Market Research. These are: 1.Scientific method: Effective MR, is conducted on scientific lines, with formulation of hypothesis, theory, testing and results. 2.Creativity: A teenage clothing firm gave video cameras to several young persons, who were asked to film the discos restaurants where the teenagers went most of the time. 3.Multiple methods: To increase credibility marketing people use several methods together. 4.Value and cost of information: Marketing persons have to find out the cost to value ratio of the MR. For example, if the MR is to find the extra sale on decreasing the price to some extent, and it is found that the cost of research outweighs the profit benefit, such MR should not be undertaken. For example, if the increase in sales is likely to bring extra profits of rupees ten lacs, and the research is going to cost twelve lacs, it is not worthwhile to conduct the MR. 5.MR Managers must take a close look at the assumptions made by the marketing personnel, as they may be lop-sided. 6.MR should not use the survey, to sell the product. Managers are sparsely using Marketing Research because of the following reasons: 1.When marketing team has a problem with some options and Market Research cannot pin point a solution it makes MR of not much use. Only with a well-defined problem can the MR provide the right answers. 2.When MR personnel are not fully qualified to do the job, they will not be able to get the right answers. 3.MR takes time to be complete in all respects to give valuable market insight. When time is not enough MR may not give correct results. 4.Market research reports sometimes give only indications, trends and not concrete facts, which is not appreciated by the marketing team.

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Students should plan Market Research objectives in view of the above and develop a questionnaire for the same.

5.6 Discussions in a Tractor Firm

Given below is an imaginary discussion between the Managing Director and Marketing Manager of a tractor manufacturing company, who are scanning the Indian market to enter the same after achieving big success in the western markets like Europe and the USA. MM, "We have seen the growth of Indian's tractor market. In the last three years it has been growing at a steady rate of five per cent, which is much better than the growth of negative two percent in the developed world. However, like us, a number of MNC's are in the field. Now we have to plan our strategy for entering this growing yet difficult market. What are your ideas on the matter." MD, "I believe there is still big room for players like us who believe in their product and customized service which no one can provide. You should be trying for at least seven per cent market share in the second year of our operation." MM, "I would like to organize a market survey to know what the market wants and who would buy our rather higher priced products." MD, "By all means get your market information updated, keep me informed and let us plan our marketing strategies based on your information. Please organize MR, and send your recommendations within a period of three months, covering the North Indian markets." The MR report says: 1.Tractor manufacturers, are coming out with latest innovations and they try to educate the buyers about the same. Most of the time the customers are unaware of the benefits the innovations provide and may have a little reluctance purchasing such difficult to use products. 2.The buyers commonly understand quality as usability without breakdowns. 3.Price, warranty, after-sales service, play an important role in purchase decisions. 4.Psychological aspects such as, looks, foreign collaboration, brand equity too have their value. Since the price of tractors is quite high, its purchase is a high involvement purchase. Opinions of other users, friends, neighbours, colleagues, and sometimes the tractor dealers are sought. With some twenty brands and each brand having four to six models, the task of decision-making is rather onerous one. The following features of tractors were tested of a scale of one to five in several areas in the northern India and the results obtained are given along side.

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Featu re R oad grip for bad roads O consum il ption T rolley available S ervice facility S pare parts C of parts ost R esale value G ood for fa m outing ily s

M ean sco re 5 5 4.9 4.2 3.8 3.3 3 3 3 2.8 2.8

P sition o 1 2 3 4 5 6 7 8 9 10 11

T rained service staff E ase of diesel buying M ultiple use in the fields

As can be seen the customers place a good deal of importance on quality, followed by after-sales service and price. Distinct features do play a role in purchase decisions, but it seems that their relative importance is less due to the latent fear in the minds of buyers that they may be paying high price for features they may not be able to use due to their being too high tech. Hence, the conclusion can be drawn that while new features will bring more business as they would certainly differentiate the products, a lot of concept selling as also, training in the usage would be required, before the benefits can be cashed in. Advertising for creating and enhancing brand equity is a must, as brand plays a major decisive role in purchase actions of the customers. Areas like built-in stabilizers are not in consideration at all as most tractors have the feature. In the same way trolley feature has become common and hence it ceases to be a differentiating point. Advertising too, has become the done thing and at best, it is a negative factor. In other words, less or no advertising would mean poor quality marketing effort. Market Research should be avoided if enough time cannot be given for the research. Also, if budget does not permit thorough enquiry, or information possible is not going to be sufficient, MR can be avoided. If marketing people want to get the research done only for having their decisions endorsed it need not be undertaken. On the contrary, marketing people can get valuable inputs from MR, like demand forecasting, product specifications, advertising and promotion plans endorsement, locating new markets, market segments, and finalizing distribution channels for optimizing their effectiveness. MR can also help in making strategic plans for the firm. The MR Process can be shown in graphic form as given below:

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Po le rbm ko n nw

R s ac ee r h mth d e o s le tio e c n

S le tin s mle e c ga p ds n e ig

Mr e ak t R s ac ee r h Rp r e ot

Dt aa po e s g a r c s in /D ta In r r ta n tepe tio

D ta a c lle tio o c n

For instance if management problem is of poor market image, or low brand equity, MR would find out. "What is the exact brand equity of the firm with the target market segment?" If the management wants to know if the advertising budget is adequate or not, MR would try to find out," the effectiveness of advertising." And if the marketing team wants to know who are the customers of the product, the MR would find out "the target customers of the segment." If sales are stuck in recession, MR would "Find out the price elasticity of the product in the selected segment." For new product development, MR would, "Find out if new product needs to be developed. And if yes, then with what specifications."

Caution:
The objectives of advertising have been discussed earlier. With the changing business environment, product life cycle shifts, the objectives keep moving too. The DAGMAR theory needs constant updating and vigilance to be of real value.

5.7 Data Processing and Analysis

In data analysis, it is important to understand that based on application the scale of measurement is made. For instance, when you apply, classification of sex, geographic area, or social class, where objects are either identical or different, nominal scale is used. If ranking or preferences, class standing are the applications then objects could be smaller or larger. In this case Rank order scale is used. For altitude measurements, temperature scales, when intervals between adjoining ranks are equal, interval scale is used. For sales, income, units made, the ratio scale is used.

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5.8 Advertising Research and DAGMAR

We have seen that in order to be focused on firm's overall goals, marketing department has to play a vital role as the revenue earnings of the firms are mainly from selling of products. Hence, once the firm's goals have been formulated the marketing and advertising people set their own goals and objectives. Colley found that a relationship between advertising and marketing goals should be considered and his theory says, that advertising efforts can bring results which can be measured. DAGMAR's full form is, "Defining Advertising Goals for Measured Advertising Results." An example would make the theory simple to understand. "There are 20 million scooter owners in India. Out of them only three million accept that four stroke scooter engine would be more power and fuel efficient. In two years time through advertising, this figure has to be increased to seven million." The simple job of advertising is to: 1.Inform the customers about the firm's products. 2.Focus on the benefits the customers would derive from using the product, in order to motivate them into buying the same. 3.To ensure that the firm's customers stay true to the firm for repeat purchase, advertising is done to remind the customers. The objectives of advertising have been discussed earlier. With the changing business environment, product life cycle shifts, the objectives keep moving too. The DAGMAR theory needs constant updating and vigilance to be of real value. Hence, DAGMAR becomes effective only when continuous Advertising Research is conducted as per requirement. Self Assessment: State whether True or False: 6. Judgment sample is when you decide the sample members on the basis of their value to the research. 7. Advertising research is a part of marketing research, confined to development of advertising plan 8. Segregating the universe geographically could make cluster sample 9. The DAGMAR theory needs constant updating and vigilance to be of future value.

10. Marketing research tells the advertisers about the type of creativity

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Advertising Research
Advertising research is being extensively used by, both advertisers and advertising agencies, to pre-test the campaign, evaluate the media's effectiveness, and understanding the market segment best suited for the firms products. Most firms arrange for Market Research for obtaining market segments view points and preferences about products in their category. These researches tell about product acceptance levels, brand awareness, top of the mind recall and also the modifications needed in the products. A significant part of market research is Advertising Research, which concentrates on the type of advertising campaign, would be most suitable for the product, the ideal time for the product launch, limitations of the product. Advertising research tries to correct any aberrations in the selected market segment for the product. Advertising research tells the advertisers about the type of creativity, and the language including slang and dialect that would stimulate the segment. Take the example of an Air compressor advertisement. It talked about the ozone layer depletion and need for having clean air. It also hinted at the specific design of the compressor without talking about its usage. Technical managers seeing the advertisement thought that it is some sort of air cleaner for the homes especially when they saw a pretty girl waving from the advertisement. After the research findings became clear another campaign was launched giving technical details with photographs of the compressor section by section, which attracted the attention of technical people who asked for more information about the product. It will be difficult to find an advertisement of a perfume, which gives its chemical formula. Instead, the advertisement would be talking about love, and euphoria created by the perfume. The advertisement is the result of the research conducted which says that in personal care products people are interested in what it would do to them. It is said that no body buys a product. They buy the performance promised or given by the product. Media research is conducted to establish the suitability of a particular medium. Some advertisements have a dotted line cut-out telling the readers to cut it and post to the advertiser for additional information, free sample or a demonstration of the product. The number of prints of the media is compared to the cut-out responses to know about its readership and correctness of the media for the target segment. Research on the advertising copy is done with the help of Primary research, when individual customers are contacted to get their reactions to the advertisement. It confirms the acceptance level of the campaign and can be used to determine the frequency of the insertions in the media. Advertising research helps in making advertising campaigns more powerful thereby they become better able to perform the task of meeting advertising objectives. Advertising costs are high. To make the best impact research ensures that advertisement is creatively acceptable, in the right media with correct frequency and for the chosen market segment. The current Nescafe advertisement starts with a woman enjoying a mug full of the brew. The research had shown that women enjoy coffee during a lull in their work, be it household chores or office work. Later in

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the advertisement some men are also shown as it would be too risky to ignore a major customer group, in fact fifty percent of the population. Advertising research results, thus shows the advertiser how to place correct advertisements at the correct places and at the most appropriate times-making them both effective and efficient. How is the Research conducted? Let us understand this in some detail. 1.Testing research methods is done by having a Preliminary Research (PR). It calls for a small sample size and it only validates the reasons, objectives and creativity of the campaign. 2.After PR, advertisers are interested in finding out the likes and dislikes of the customers, and the reasons for the same. Research is conducted by doing primary Survey, by interviewing customer groups. Such a research is similar to the market research, as information needed is akin to the one required in market research. 3.Advertising research can also be conducted by observation. Researchers stand near shopping malls and observe the shoppers, their likes and dislikes, their behaviour pattern. Such a researcher has to note down his observations without prejudice, objectively, otherwise the deductions would be entirely lopsided. It may be useful to note that watching/observing customers in shops for collecting data without their knowledge may not be purely ethical. Also, asking questions may look like selling gimmicks rather then advertising or market research. To find out why people stay in a particular hotel the research would ask questions as follows: 1. 2. 3. 4. 5. 6. 7. 8. 9. Do you stay here for its location, its food, and ambience? Do you stay for the health club conference facility? Do you stay because it comes within your budget? Do you find service a favourable factor here? Is the staff cordial enough? Have the hotel helped you in any crisis situation? Does the hotel provide extra care and benefits to regular customers? How is communication system of the hotel? Does the room service give prompt service and does it have a good enough range of dishes?

10. The next type of research can be termed as IDEA - RESEARCH where attempt is made to understand how some changes in an advertising campaign would affect the result as far as the advertising objectives are concerned. For example, would increase in advertising size improve its acceptance, or its frequency improves Top of the mind recall.

Methodology

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Define Research Objective, List out problems for which answers have to found: Has the market acceptance increased for the new Maruti 800 car?, or does the new detergent help in catching the mood of the housewife better with its non-caustic chemical formula, easy on the hands? While framing the questions it is advisable to make them short and unambiguous, to ensure right response. For getting response on relative likes and dislikes it is correct to give just five options, 1.like the product greatly, will surely buy it. 2.like it and may buy it. 3.the product is just like others, may or may not buy it. 4.do not like it and it is unlikely that I buy it. 5.the product is bad and I will never buy it. Care should be taken on the following areas while planning the research: 1.Time and money spent should be commensurate with the objective of the research. For example if the benefit to be obtained from the research amounts to rupees two million, it would not be prudent to spend two and a half million on the research. In the same way if the research is going to take one year in fashion industry, the very purpose of the research would be defeated. 2.Research results would, at best give indicators for decision making not perfect answers. 3.Going through the exact methods to be used by the field researchers in detail would make you more aware of the nitty-gritty and less vulnerable to problems, which can occur due to subjectivity of the researchers. 4.Be specific what has to be done rather then leave it to the field people who may come up with unnecessary, redundant data. It may look good that you are in the know of several facts, but you should understand the cost and time implications. It is better to get just enough information. 5.Research budget need careful analysis. It may be apt to spend some amount of money when the decision to be based on the research is for large sums of money and it includes avoidance or limiting risk for the firm. Naturally for simple problems, many times previous experience is the best guideline for decisionmaking and no research need to be conducted. 6.Getting the research done for your bookrack or your shelf only is not a good idea. Unless you are sure that people who are going to use the research findings it may be only an exercise in futility. Remember that people generally do not want to change their ways just because of some research findings. 7.Many times the firm may already have the data called for, or available with another source, e.g.. some research organization like ORG-Marg. Secondary research data is available from a variety of sources, including the firm's own records, Trade publications, and government publications and from Research firms like ORG-Marg.

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Secondary data is valuable information and its analysis can give the right direction for marketing and advertising. Firstly it takes less time and effort. Plus it could prove to useful if it is not out dated.

Finding the Right Sample Size

Imagine sending teams to contact the entire population. Even a single metro town like Delhi has 1.4 million population. It would be exercise in futility, because, by the time the research report comes out the problem or the situation, which triggered the research, would have disappeared. Hence only a carefully chosen sample is used for being met for getting the data. The sample selection is done on the following lines: 1.Probability sample where each person from the population (also known as the universe) has known opportunity of being part of the sample, not necessarily equal chance. 2.Simple random sample, is also probability sample except it is where each member has equal opportunity of being included. If there are 35000 lady motorists in Delhi, and you want to have a sample of 350, pick up every 100th lady motorist. 3.Stratified random sample would require to further sub-divide the lady motorist in age groups, 18 to 25, 26 to 40, 41 to 60 and above 60. Then you choose equal number from each age group as your sample. 4.Segregating the universe geographically could make cluster sample. Equal number of lady motorists frm north, south, east, west and central Delhi would make the cluster sample. 5.Non-probability sample is where each sub category is given a specific equal number. 100 graduates and 100 postgraduates would comprise the quota sample, as it is called. 6.Judgment sample is when you decide the sample members on the basis of their value to the research. 7.Convenience sample is when you go to the people you find convenient to contact. The non-probability sample leaves a margin of doubt whether the sample is truly representative of the universe. Selecting a sample by itself is important, as it helps in understanding the results of the research better.

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90 80 70 60 50 40 30 20 10 0

East W est North

1st Q tr

2nd Q tr

3rd Q tr

4th Q tr

The result of advertising research can be shown graphically! Advertising research can be carried out before the launch of the advertising campaign. It helps in media planning, copy testing along with test marketing the product to be advertised. Advertising research carried out during the campaign focuses on Dealer audit, sales analysis and customers response based on contests or reply cut-outs given with the advertisements for customers to fill in their comments and send back to the advertiser. After the campaign gets over, as per DAGMAR, research is done to assess the effectiveness of the campaign on the parameter of the objective of the advertising campaign. At this time Consumer Panel Surveys are conducted for structured responses. Consumer Panels are predetermined group of people mostly of one geographic and demographic segment like lady members of a Kitty party. These persons are in the know of their task of making assessments of the campaigns and inform the advertiser about their views. Selecting research sample needs knowledge of market, the universe and quantitative techniques. Gathering information or data collection can be done by in-depth interviews where the respondent (Interviewee, one member of the sample chosen), is asked questions from a well-structured questionnaire. The respondent can give his own views as well as lot of time is given for each question. The interviewer must be adept at organizing such interviews and later on in making a coherent and lucid report. When the interview is conducted in a well accepted and known group called the Focus group, same type of in-depth incisive questions can be asked. The problem, which can arise, is the conflict within the group with diverse views. The questions can be of two types, simple straightforward types where the answer can be yes or no. However, when it is important to understand the mindsets it is better to use projective questions which can be vague and which would evoke emotional, sentimental and creative answers.

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What product you associate with Hrithik Roshan? When you think of colour think of whom? Sixty years young, climbing the staircase? Just do it. Which product it conveys? These are just a few samples. How do you rate the following hotels in Delhi1.Maurya Sheraton 2.Taj Man Singh 3.The Oberoi 4.Hyatt Regency 5.Taj Palace The way I look is important to me 1.Strongly agree 2.Agree 3.Normal 4.Disagree 5.Strongly disagree Surveys, observations and experiments with the help of questionnaires, checklists and plans help in completing the advertising surveys. Then comes the important aspect of analysis and report writing. Research, as stated must be used or else the time and money is a total waste. Research results enable firms in reassessing their goals on the basis of new opportunities, in confirming the target segment and creating a useful message for the segment. Advertising results can be measured by simple brand recall tests with the target segment. These can be aided or unaided recalls. "Which is the best toothpaste in the market?" "Which blue and red bottle drink gives most satisfaction ?" Research confirms the strong views held by the firm. If there is major divergence then a re-look is required at the objectives, sample and methods adopted in the research. A very apt example of how the research could go wrong is given below-

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A firm planned to start manufacture of Fax machines in India in 1980s. the task of finding out the demand and product acceptance levels was given to an outside research agency by the firm. The result was flattering in as much that 80% respondents were looking forward to buying a fax machine. When the note was sent to Department of Telecommunications Government of India, it came back saying that the telecom network was not efficient enough to make fax a success. (It was only in late eighties that Digital electronic exchanges, fiber optic cables made the telecom network good enough for fax to operate). The research should make you aware of consumer's behaviour towards competitive product. Advertising research is a part of marketing research, confined to development of advertising plan, creative work, market segment and the best possible media, which would cater to the segment. The research should increase the effectiveness and efficiency of the advertising campaign. Data collection is done from primary sources as also secondary, already available sources. In primary data collection it is important to select the sample correctly. The research steps are, A, setting up goals for the research B, finding the sources of secondary information/data C, analyzing secondary data D, planning sample for primary research E, data collection F, data analysis and report writing The advertising campaign is pre-tested and post tested to ensure that it works.

Self Assessment :
Multiple Choice Questions:
11. A firm planned to start manufacture of Fax machines in India in: (i) 1985 (ii) 1980 (iii) 1988 (iv) 1990

12. Selecting research sample needs knowledge of market, the universe and quantitative: (i) techniques (ii) rule (iii) format (iv) respondent 13. Testing research methods is done by having a: (i) Primary Research (ii) Secondary Research (iii)Preliminary research (iv) Advertising research 14. The research should make you aware of consumer's behaviour towards competitive: (i) product (ii) market (iii) value (iv) data

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Guidelines for Making a Questionnaire

Ask basic questions about respondents name, address. While asking his age and income, give a range, age between 18-30, 31-45, 46-60, 61 and above. 1.Income between Rupees 3000-7000, 8000-15000, 16000-3000. 2.Question with possible two answers: Did you buy the watch yourself? Yes or no ? 3.Multiple choice questions: Who advised you to buy the watch, your father, uncle, sister or cousin ? 4.Likert scale questions: The watch is considered best value for money; tick one you consider righta/strongly disagree, b/disagree, c/neutral, d/agree, e/strongly agree. 5.Differential scale: The hotel is large ........... small Modern .......... outmoded Hotel staff experienced .......... inexperienced

Courteous .......... disinterested Questions on importance of the product can be put on extremely important, very important, important, and not very important, to not at all important. Intentions to buy can be asked on a rating scale as sure to buy, perhaps, may not, will not and will never buy. Open-ended questions like, "what do you think of our hotel?" Can be answered by the respondents in any way they like? Associations can tell you about the aided recalls, like Welcome Hotel Travel

Role Play
CEO- In today's meeting, I want to make sure that we do not miss out on any opportunity that the rural markets present. Marketing Director: We are planning to organise a market research in the rural area selected by us to avoid such an eventuality from happening. CEO: What is it you want to know from the research? Finance Director: Please tell us the time frame and the funds required for the research. Marketing Director: We need at least three months to get the results. Besides we have to locate interviewers who are well versed in the local dialect as otherwise we will never get the right answers. 26

Production Director: We have to keep on hold the new product packaging plan for now. CEO: Yes but go ahead and select the package quickly. Place the order only as the research answers start coming to us.

Case Study-5 National Agricultural Insurance Scheme

The government of India has launched this scheme for the following objectives: 1. To provide insurance coverage and financial support to the farmers in the event of failure of any of the notified crop as a result of natural calamities, pests and diseases. 2. To encourage the farmers to adopt progressive farming practices, high value inputs and higher technology in agriculture. 3. To help stabilize farm incomes, particularly in disaster years.

The scheme covers the farmers including those who have taken loans (compulsory) as well as the others, who have not taken loans (optional). The assured sum extends to the threshold produce of the area insured. It covers the food crops, cereals, millet, pulses, oil seeds, and commercial horticulture crops and six crops i.e. sugarcane, potato, chillies, ginger, onion, and turmeric. Premium rates are as follows: Bajra-3.5% Oilseeds-3.5% Kharif crops-2.5% Wheat-1.5% Other rabi crops-2% In case the rate worked out on the basis of actuarial data is less than prescribed rate, the lower rate will become applicable. However, for commercial and horticulture crops, the actuarial rates are charged. The scheme takes care of small and marginal farmers who are provided with 50% subsidy on the premium. This subsidy will be phased out gradually over as period of 5 years. Assistance Pattern Expenses on account of indemnity claims, Corpus Fund, A & O Expenses, publicity, premium subsidy to small and marginal farmers are shared between Central and State Governments on a 50 : 50 basis initially. Central Government is the policy-making authority for the scheme. Presently, General Insurance Corporation of India (GIC) is the Implementing Agency. The activities relating to the implementation of NAIS are carried out through GIC, rural financial institutions, State Governments/UT Administration and farmers.

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At the beginning of each crop season, the State Govt./UT Administration in consultation with GIC notifies the crops and defines the areas that will be covered under the scheme during the season. The monthly crop-wise and area-wise details of crop insurance with premium are remitted to the nodal points and nodal point on receipt of such inputs from various loan disbursing points, scrutinizes and transmits them to GIC on monthly basis as per cut-off dates fixed. The non-loan farmer who desires to join the scheme fills up the proposal form of NAIS and submits the same along with premium in the village branch of commercial bank or Regional Rural Bank or PACS of Cooperative Bank. It is the responsibility of the branch/PACS to verify the particulars of sum insured, the maximum limit etc., while accepting the proposal. The particulars then, are consolidated and sent to the respective nodal points for onward transmission to GIC State Level Crop Insurance Cell before the dates specified in the notification of the Government. Task for the students Develop plans for comprehensive insurance coverage for the rural masses to enable them become better farmers and therefore better buyers.

5.9 Summary :
The accuracy of the objective definition would be the key factor in the accuracy of MR findings. Demand projection for the product in a given area for an acceptable period like one year. Ideally observations can be made in closed conditions like an auditorium, laboratories to get the real motivation that making people buy or reject a product. Mail surveys are conducted by sending the questionnaire to a number of customers with request for filling them and returning to the surveyor. Telephone surveys are a low cost easy method of gathering information. Secondary data as the name itself suggests, is the data for which some body else has done the job of collecting the information as Primary data. Research budget need careful analysis. It may be apt to spend some amount of money when the decision to be based on the research is for large sums of money and it includes avoidance or limiting risk for the firm. Naturally for simple problems, many times previous experience is the best guideline for decisionmaking and no research need to be conducted.

5.10 Keywords :
Primary Research: where customers are asked directly about their choices and preferences about products. Secondary Research: where data is located and collected which exists things same each 28

Sampling: deciding the number of person to be interviewed from this entire market segment. Scientific method: Effective MR, is conducted on scientific lines, with formulation of hypothesis, theory, testing and results. Creativity: A teenage clothing firm gave video cameras to several young persons, who were asked to film the discos restaurants where the teenagers went most of the time. Multiple methods: To increase credibility marketing people use several methods together. Value and cost of information: Marketing persons have to find out the cost to value ratio of the MR. For example, if the MR is to find the extra sale on decreasing the price to some extent, and it is found that the cost of research outweighs the profit benefit, such MR should not be undertaken. Simple random sample: Every member has an equal opportunity of being in the survey. Stratified random survey: The population/universe is divided into mutually exclusive groups such as, age, income and then random samples are taken from each group. Cluster sample: The population is divided as per geographic divisions, like for example Delhi could be divided into, north, south, east west and central zones and sample taken from each zone on random basis. Convenience sample: The research person selects the persons most easily met for the MR. Judgment sample: Researcher uses his judgment about the sample, which would provide the most accurate answers. Quota sample: The researcher meets with a set of persons in each category.

5.11 Review Questions:

1.Sampling method is important in advertising research. Discuss some methods for planning the sample. 2.Besides questionnaires, there are other methods for gathering information. Discuss. 3.What type of methodology should be adopted for advertising research? 4.Describe some possible objectives of advertising research. 5.Explain about the Marketing Research methods ? 6.Explain about Advertising Research ? 7.Explain about DAGMAR Approach ? 8.What are the steps involved in market Survey ? 9.Describe about the marketing Research objectives ? 10.Describe about different sampling Techniques ?

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Answers:SelfAssessment 1. Demand 2.Market Survey 3.Commensurate 4.Open Ended 5.random 6.True 7.True 8.True 9.False 10.False 11. (ii) 12. (i) 13.(iii) 14.(i)

5.12 Further Readings

Books 1. 2. 3. 4. 5. 6. 7. 8. 9. American Marketing Association, A Glossary of Marketing Terms, Chicago, 1960. Autvin, William, H, Advertising, Mc GrawHill Book company, New York. Bartels, Robert, The History of Marketing Thought, (2nd ed.) GRIDINC, Columbus, Ohio, 1976. Borden, Neil, H, The concept of marketing mix Journal of Advertising Research, 1964. Boyd, Harper W, Marketing Management, Harcourt Brace Jovanovich, New York, 1972. Boyd, Harper W Jr., and Newman, Joseph, W., (ed.) Advertising Management D B Taraporevala sons and Co., Bombay, 1965. Codbury, N D, When, Where & How to Test Market, Harvard Business review (May-June 1975). Constantin, James, A, Evans, Rodney, E and Morris, Malcolm, L, Marketing Strategy and Management, Business Publications Inc., Dollas, 1976. Cundiff, E W, et al, Fundamentals of Modern Marketing, (2nd ed.), Prentice-Hall of India Pvt. Ltd, New Delhi, 1977.

10. Dean, Joel, Pricing Policies for New Products, Harvard Business Reviews, vol. 54, (Nov-Dec, 1976). 11. Dholakia, Nikhilesh, et al., Marketing Management Cases & concepts, Macmillan, New Delhi, 1978. 12. Drucker, Peter, F, The Economy Dark Continent, Fortune, (April, 1962). 13. Drucker, Peter, F, Management: Tasks, Responsibilities, Practices, Harper and Row, New York, 1973.

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14. Glueck, W F and Jauch, L R, Business Policy and Strategic Management, McGraw-Hill International Book Co., 1984. 15. Hass, Kenneth, B, How to develop successful Salesmen, Tata McGraw-Hill Publishing Co. Ltd, Bombay/New Delhi. 16. Howard, J A, Marketing Management Analysis and Decision, Homewood, I ll: Richard D Irvin, 1957. 17. Howard, J A, Marketing Management, Analysis and Planning. Homewood, I ll: Richard D Irvin, 1963. 18. Institute of Marketing and Management, New Delhi (ed.) Forecasting, Planning and Budgeting for Marketing, New Delhi, 1971. 19. Irans, Fravblin B, Selling as a Dyadic relationship A New Approach. American Behavioural Scientist, April 1963.

Online Links ezinearticles.com/? Successful-Sales-Promotionswww.workoninternet.com/article_27484.html www.direct-marketing-association-india.org/ www.direct-marketing.net/ www.publicity.com/ www.aboutpublicrelations.net www.ogilvypr.com www.marketingteacher.com/.../lesson_personal_selling.htm www.oapindia.com/ www.emarketer.com/Article.aspx?R=1007251 www.admedia.org

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