Page 120 - Marketing Management

Conducting Marketing

Research

Good marketers need insights to help them interpret past performance as
well as plan future activities. To make the best possible tactical decisions in the short run and
strategic decisions in the long run, they need timely, accurate, and actionable information about
consumers, competition, and their brands. Discovering a consumer insight and understanding
its marketing implications can often lead to a successful product launch or spur the growth of
a brand.

A series of novel consumer innovations through the years—including Kleenex facial tis-
sues, Kotex feminine napkins, and others—have transformed Kimberly-Clark from a
paper mill company to a consumer products powerhouse.Among the company’s recent
successes was Huggies Supreme Natural Fit, named one of the most successful new
product launches in 2007. Nearly three years of research and design were invested in
the creation of the new diaper. After assembling a sample of new mothers from different parts of the
country with different income backgrounds and ethnicities, Kimberly-Clark’s marketers conducted in-
home interviews and placed motion-activated cameras in homes to learn about diaper-changing rou-
tines. Seeing new moms constantly struggle to straighten a squirming baby’s legs when putting on a
diaper led to the insight that the new diaper also needed to be shaped to better follow the curves of
a baby’s body. Because mothers said they wanted their older babies to feel like they weren’t wearing
a diaper, the new diaper also had to be thinner with a closer fit, so new polymers cut the width of the
imbedded absorbent by 16 percent and stretch was added to the back waistband. When research
also revealed that moms often used the cartoon graphics on another diaper to distract the baby
during a diaper change, more active images of Disney-licensed Winnie the Pooh characters were
added. The successful launch of the research-inspired innovation
boosted Kimberly-Clark’s market share by one to two percentage In this chapter, we review the steps in the marketing
points and significantly contributed to the company’s $4 billion-plus research process. We also consider how marketers can develop
sales in diapers that year. 1 effective metrics for measuring marketing productivity.

The Marketing Research System

Marketing managers often commission formal marketing studies of specific problems and opportu-
nities. They may request a market survey, a product-preference test, a sales forecast by region, or an
advertising evaluation. It’s the job of the marketing researcher to produce insight into the customer’s
attitudes and buying behavior. Marketing insights provide diagnostic information about how and
why we observe certain effects in the marketplace, and what that means to marketers. 2
Good marketing insights often form the basis of successful marketing programs. When an ex-
tensive consumer research study of U.S. retail shoppers by Walmart revealed that the store’s key
competitive advantages were the functional benefit of “offers low prices” and the emotional benefit
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