Malhotra 05

Chapter Five
Exploratory Research Design:

Qualitative Research
5-2
A Classification of Marketing Research

Data
Fig. 5.1
Marketing Research Data
Secondary Data
Primary Data
Qualitative Data
Descriptive
Survey
Data
Observational
and Other
Quantitative Data
Causal
Experiment
al Data
5-3
Qualitative vs. Quantitative

Research
Table 5.1
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
Sample
Small number of nonrepresentative cases
Large number of representative

cases
Data Collection
Unstructured
Structured
Data Analysis
Non-statistical
Statistical
Outcome
Develop an initial
understanding
Recommend a final course of

action
5-4
A Classification of Qualitative Research

Procedures
Fig. 5.2
Procedures
Direct (Non
disguised)
Focus Groups
Associatio
n
Technique
Depth Interviews
Completio
n
Technique
Indirect
(Disguised)
Projective
Techniques
Construction
Techniques
Expressive
Technique
s
5-5
Characteristics of Focus Groups

Table 5.2
Group Size
8-12
Group Composition
Homogeneous, respondents,
prescreened
Physical Setting
Relaxed, informal atmosphere
Time Duration
1-3 hours
Recording
Use of audiocassettes and videotapes
Moderator
Observational, interpersonal, and

communication skills of the moderator
5-6
Key Qualifications of Focus Group Moderators
1. Kindness with firmness: The moderator must combine a disciplined

detachment with understanding empathy so as to generate the
necessary interaction.
2. Permissiveness: The moderator must be permissive yet alert to signs
that the groups cordiality or purpose is disintegrating.
3. Involvement: The moderator must encourage and stimulate intense
personal involvement.
4.
Incomplete
understanding:
The
moderator
must
encourage
respondents to be more specific about generalized comments by
exhibiting incomplete understanding.
5-7
Key Qualifications of Focus Group Moderators
5. Encouragement: The moderator must encourage unresponsive

members to participate.
6. Flexibility: The moderator must be able to improvise and alter the
planned outline amid the distractions of the group process.
7. Sensitivity: The moderator must be sensitive enough to guide the
group discussion at an intellectual as well as emotional level.
5-8
Procedure for Planning and Conducting Focus

Groups
Fig. 5.3
Determine the Objectives and Define the Problem
Specify the Objectives of Qualitative Research
State the Objectives/Questions to be Answered by Focus Groups
Write a Screening Questionnaire
Develop a Moderators Outline
Conduct the Focus Group Interviews
Review Tapes and Analyze the Data
Summarize the Findings and Plan Follow-Up Research or Action
5-9
Variations in Focus Groups
Two-way focus group. This allows one target group to listen to and
learn from a related group. For example, a focus group of physicians
viewed a focus group of arthritis patients discussing the treatment they
desired.
Dual-moderator group. A focus group conducted by two moderators:

One moderator is responsible for the smooth flow of the session, and
the other ensures that specific issues are discussed.
Dueling-moderator group.
There are two moderators, but they
deliberately take opposite positions on the issues to be discussed.
5-10
Variations in Focus Groups
Respondent-moderator group. The moderator asks selected participants

to play the role of moderator temporarily to improve group dynamics.
Client-participant groups. Client personnel are identified and made part

of the discussion group.
Mini groups. These groups consist of a moderator and only 4 or 5

respondents.
Tele-session groups.
Focus group sessions by phone using the
conference call technique.
Online Focus groups. Focus groups conducted online over the Internet.
5-11
Advantages of Focus Groups

1.
Synergism wider range of information
2.
Snowballing people do something because others are doing it

(bandwagon effect).
3.
Stimulation after brief introduction
4.
Security
5.
Spontaneity
6.
Specialization specialised interviewer
7.
Scientific scrutiny
8.
Structure allows flexibility in the topic

and the depth
9.
Speed
covered
5-12
Disadvantages of Focus Groups

1.
Misuse
2.
Misjudge
3.
Moderation
4.
Messy
5.
Misrepresentation
5-13
Application of Focus Group

1)
Understanding consumers perception, preferences, and

behavior concerning a product.
2)
Obtaining impressions of new product development.
3)
Generating new ideas about old product.
4)
Securing price impressions.
5)
Preliminary consumer reaction to specific marketing

programs.
5-14
Definition of Projective
Techniques
An unstructured, indirect form of questioning that encourages

respondents to project their underlying motivations, beliefs,
attitudes or feelings regarding the issues of concern.
In projective techniques, respondents are asked to interpret the

behavior of others.
In interpreting the behavior of others, respondents indirectly

project their own motivations, beliefs, attitudes, or feelings into
the situation.
5-15
Word Association
In word association, respondents are presented with a list of words, one
at a time and asked to respond to each with the first word that comes to
mind.
The words of interest, called test words, are interspersed
throughout the list which also contains some neutral, or filler words to
disguise the purpose of the study. Responses are analyzed by calculating:
(1) the frequency with which any word is given as a response;

(2) the amount of time that elapses before a response is given; and
(3) the number of respondents who do not respond at all to a test word
within a reasonable period of time.
5-16
Word Association
EXAMPLE
STIMULUS
MRS. M
washday
everyday
fresh
and sweet
pure
air
scrub
don't; husband does
filth
this neighborhood
dirt
bubbles
bath
water
family
squabbles
towels
dirty
MRS. C
ironing
clean
soiled
clean
soap and
children
wash
5-17
Completion Techniques
In Sentence completion, respondents are given incomplete
sentences and asked to complete them. Generally, they are
asked to use the first word or phrase that comes to mind.
A person who shops at Sears is ______________________
A person who receives a gift certificate good for Sak's Fifth

Avenue would be __________________________________
J. C. Penney is most liked by _________________________
When I think of shopping in a department store, I ________

A variation of sentence completion is paragraph completion,
in which the respondent completes a paragraph beginning
with the stimulus phrase.
5-18
Completion Techniques
In story completion, respondents are given
part of a story enough to direct attention to a
particular topic but not to hint at the ending.
They are required to give the conclusion in
their own words.
5-19
Construction Techniques
With a picture response, the respondents are
asked to describe a series of pictures of ordinary
as well as unusual events. The respondent's
interpretation of the pictures gives indications
of that individual's personality.
In cartoon tests, cartoon characters are shown

in a specific situation related to the problem.
The respondents are asked to indicate what one
cartoon character might say in response to the
comments of another character. Cartoon tests
are simpler to administer and analyze than
picture response techniques.
5-20
A Cartoon Test
Figure 5.4
Sears
Lets see if we
can pick up
some house
wares at Sears
5-21
Expressive Techniques
In expressive techniques, respondents are presented with a verbal or visual
situation and asked to relate the feelings and attitudes of other people to the
situation.
Role playing
Respondents are asked to play the role or assume the behavior
of someone else.
Third-person technique
The respondent is presented with a verbal or visual
situation and the respondent is asked to relate the beliefs and attitudes of a
third person rather than directly expressing personal beliefs and attitudes.
This third person may be a friend, neighbor, colleague, or a typical person.
5-22
Advantages of Projective
Techniques
They may elicit responses that subjects would be unwilling

or unable to give if they knew the purpose of the study.
Helpful when the issues to be addressed are personal,

sensitive, or subject to strong social norms.
Helpful when underlying motivations, beliefs, and

attitudes are operating at a subconscious level.
5-23
Disadvantages of Projective
Techniques
Suffer from many of the disadvantages of unstructured

direct techniques, but to a greater extent.
Require highly trained interviewers.
Skilled interpreters are also required to analyze the

responses.
There is a serious risk of interpretation bias.
They tend to be expensive.
May require respondents to engage in unusual behavior.
5-24
Guidelines for Using Projective

Techniques
Projective techniques should be used because the required

information cannot be accurately obtained by direct
methods.
Projective techniques should be used for exploratory

research to gain initial insights and understanding.
Given their complexity, projective techniques should not

be used naively.
5-25
Advantages of Online Focus

Groups
Geographical constraints are removed and time constraints

are lessened.
Unique opportunity to re-contact group participants at a later

date.
Can recruit people not interested in traditional focus groups:

doctors, lawyers, etc.
Moderators can carry on side conversations with individual

respondents.
There is no travel, video taping, or facilities to arrange; so the

cost is much lower.
5-26
Disadvantages of Online Focus

Groups
Only people that have access to the Internet can

participate.
Verifying that a respondent is a member of a target group

is difficult.
There is lack of general control over the respondent's

environment.
Only audio and visual stimuli can be tested. Products can

not be touched (e.g., clothing) or smelled (e.g., perfumes).

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Chapter Five

Exploratory Research Design:

A Classification of Marketing Research

Marketing Research Data

Qualitative vs. Quantitative

To quantify the data and

Small number of nonrepresentative cases

Large number of representative

Recommend a final course of

A Classification of Qualitative Research

Characteristics of Focus Groups

Relaxed, informal atmosphere

Use of audiocassettes and videotapes

Observational, interpersonal, and

Key Qualifications of Focus Group Moderators

1. Kindness with firmness: The moderator must combine a disciplined

Key Qualifications of Focus Group Moderators

5. Encouragement: The moderator must encourage unresponsive

Procedure for Planning and Conducting Focus

Variations in Focus Groups

Dual-moderator group. A focus group conducted by two moderators:

There are two moderators, but they

deliberately take opposite positions on the issues to be discussed.

Variations in Focus Groups

Respondent-moderator group. The moderator asks selected participants

Client-participant groups. Client personnel are identified and made part

Mini groups. These groups consist of a moderator and only 4 or 5

Focus group sessions by phone using the

conference call technique.

Advantages of Focus Groups

Synergism wider range of information

Snowballing people do something because others are doing it

Stimulation after brief introduction

Specialization specialised interviewer

Structure allows flexibility in the topic

Disadvantages of Focus Groups

Application of Focus Group

Understanding consumers perception, preferences, and

Obtaining impressions of new product development.

Generating new ideas about old product.

Securing price impressions.

Preliminary consumer reaction to specific marketing

An unstructured, indirect form of questioning that encourages

In projective techniques, respondents are asked to interpret the

In interpreting the behavior of others, respondents indirectly

The words of interest, called test words, are interspersed

(1) the frequency with which any word is given as a response;

A person who receives a gift certificate good for Sak's Fifth

J. C. Penney is most liked by _________________________

When I think of shopping in a department store, I ________

In cartoon tests, cartoon characters are shown

Respondents are asked to play the role or assume the behavior

The respondent is presented with a verbal or visual

They may elicit responses that subjects would be unwilling

Helpful when the issues to be addressed are personal,

Helpful when underlying motivations, beliefs, and

Suffer from many of the disadvantages of unstructured

Require highly trained interviewers.

Skilled interpreters are also required to analyze the