Conf. univ. dr.
Rozalia Nistor Lect. univ. dr.
Costel Nistor
CERCETĂRI DE MARKETING
Universitatea „Dunărea de Jos” Galaţi
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PREFAŢĂ Operatorii de marketing se confrunt ă astăzi cu o serie serie de probleme în momentul în care contacteaz ă clienţi a căror comportament este din ce în ce mai sofisticat şi a c ăror nevoi şi exigenţe sunt din ce în ce mai greu de satisf ăcut. Aceste probleme sunt imposibil de cunoscut şi de rezolvat din birou, contactul cu clientul final fiind esen ţial. Pentru a fi competitive în era informa ţională, firmele se v ăd nevoite să-şi pună în practică în cel mai scurt timp posibil strategiile de marketing direcţionate către cunoaşterea pieţei, a exigenţelor şi nevoilor specifice, activitate în care un rol esen ţial îl ocup ă cercetările de marketing. Cercetarea pie ţei nu este o opera ţiune ocazional ă, periodic ă ci este un proces continuu, deoarece întreprinderea trebuie s ă cunoască în permanenţă “pulsul” pie ţei, să dispună de suficiente informa ţii asupra tuturor parametrilor controlabili şi necontrolabili care caracterizeaz ă piaţa. Acest lucru nu înseamn ă că firmele trebuie s ă adopte o atitudine pasiv ă de aşteptare a semnalelor pie ţei, deoarece a sta în a şteptarea acestor informaţii înseamnă a pune doar bazele unei strategii de pia ţă defensive. Această carte încearcă să acopere o arie tematic ă vastă şi prezintă, într-o abordare modern ă, conceptele de baz ă privind cercetarea de marketing începând cu definirea conţinutului şi a rolului acesteia şi continuând cu clasificarea cercet ărilor de marketing; locul cercet ărilor de marketing în organizarea firmei; prezentarea modului de realizarea a cercet ărilor de marketing; măsurarea şi scalarea în cercet ările de marketing; metodele de scalare şi tehnicile utilizate în ob ţinerea informa ţiilor în cercetările de marketing; culegerea informa ţiilor cu ajutorul chestionarului; analiza informaţiilor obţinute din cercet ările de marketing şi realizarea previziunilor în marketing. Prezentarea tuturor no ţiunilor şi a informaţiilor a fost f ăcută pentru a facilita pe cei interesa ţi în înţelegerea acestora, utilizând „capturi” de imagini; operând cu tehnicile specifice foilor de lucru Excel şi reprezentând grafic prin scheme, acolo unde este posibil, concepte care altfel ar fi fost mai greu de sintetizat. Suntem conştienţi c ă, abordând o problematic ă aşa de vastă, aflată într-o dezvoltare rapid ă, conţinutul lucr ării nu este exhaustiv, nici prin tematica abordată nici ca mod de aprofundare, ci mai degrab ă este perfectibil. Mulţumim anticipat celor care prin recomand ări şi sugestii vor contribui la realizarea unei edi ţii viitoare îmbun ătăţite. Dedicăm această carte colectivului Facultăţii de Ştiinţe Economice şi Administrative Galaţi şi studenţilor noştri de la specializarea Marketing (zi, ID şi IFR) cărora le dorim s ă pună în practică în firmele în care vor lucra cuno ştinţele dobândite în acest domeniu.
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CAPITOLUL 1 CERCETAREA DE MARKETING: CONŢINUT, ROL, TIPURI În zilele noastre, marketingul este de neconceput ăf r ă investigarea nevoilor şi cerinţelor consumatorilor finali (persoane fizic sau juridice), f ăr ă existenţa unui flux sistematic de informa ţii între componentele mediului în care firma opereaz ă şi cele ale structurii organizatorice ale acesteia, care au nevoie de astfel de informa ţii pentru desf ăş ăşurarea cu eficient ă a întregii activităţi. Activitatea de marketing are drept menire, s ă analizeze ocaziile ap ărute pe piaţă concurenţială, să studieze alegerea pie ţelor ţintă, elaborarea strategiilor de marketing, a unor programe de marketing adecvate, precum şi organizarea, implementarea şi controlul efortului de marketing 1 Constituind func ţia de bază a marketingului, investigarea mediului economico-social în care opereaz ă firma, a cunoscut o dezvoltare deosebită, fiind consacrat ă în teoria şi practica economic ă sub numele de cercetări de marketing. Conţinutul acestora este definit de concept, funcţie şi sfera (aria) de cuprindere.
1.1. CUNOAŞTEREA PIEŢEI – PREMIZĂ A CONDUCERII ACTIVITĂŢII ECONOMICE 1.1.1. ROLUL INVESTIGAŢIILOR DE PIAŢĂ Mediul economic cuprinde numeroase firme, mari sau mici aflate în căutarea succesului. La ob ţinerea acestuia din urm ă contribuie mai mul ţi factori precum: strategie competitiv ă aleasă; nivelul de preg ătire a angajaţilor din diferite compartimente; sistemele informa ţionale existente; implementarea adecvat ă a sistemelor informa ţionale. Ceea ce au comun toate aceste firme, este tocmai faptul c ă întreaga lor activitate este orientată către client care este şi beneficiarul numeroaselor activit ăţi de marketing2 desf ăş ăşurate. În structura mediului extern, fa ţă de care întreprinderea se afl ă în relaţii de interdependenţă, piaţa deţine, locul şi rolul principal. Ea se înscrie ca element de referin ţă al oricărei activităţi economice. Pia ţa serveşte în mod continuu întreprinderii ca surs ă de informare, teren de confruntare sau “barometru”3 al realiz ărilor efective precum şi a şanselor viitoare de reuşită. Orice întreprindere produce (ac ţionează) pentru pia ţă, pentru nevoile clien ţilor de bunuri materiale şi servicii.
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Cercetarea de pia ţă nu este o opera ţiune ocazional ă, periodică ci este un proces continuu, deoarece întreprinderea trebuie s ă cunoască în permanenţă “pulsul” pie ţei, să dispună de suficiente informa ţii asupra tuturor parametrilor controlabili şi necontrolabili care caracterizeaz ă piaţa. Acest lucru nu înseamn ă că firmele trebuie s ă adopte o atitudine pasiva de aşteptare a semnalelor pie ţei, deoarece a sta în a şteptarea acestor informaţii înseamnă a pune doar bazele unei strategii de pia ţă defensive. Cercetarea de marketing ofer ă informaţii despre consumatorii individuali sau organiza ţionali, despre atitudinile, opiniile şi comportamentele acestora, precum şi despre starea şi evoluţia mediului de marketing. Aceste informa ţii bine stocate şi utilizate în mod corespunz ător sunt absolut necesare conceperii şi realizării planurilor şi strategiilor de marketing. Marketingul se poate întâlni nu numai la firmele mari din ţările puternic dezvoltate economic ci, si în interiorul sectorului de afaceri, în marile sau micile organiza ţii din toate categoriile de state. În sectorul afacerilor, marketingul s-a r ăspândit cel mai rapid în rândul firmelor produc ătoare de bunuri de consum preambalate, printre firmele produc ătoare de bunuri de consum îndelungat si printre firmele produc ătoare de echipamente industriale.
1.1.2. SFERA INVESTIGAŢIILOR DE PIAŢĂ Nevoia de informa ţii tot mai ample şi mai proaspete, pentru orientarea activităţii economice, spore şte aria, frecven ţa şi profunzimea cercet ărilor de piaţă. Acestea devin mai complexe datorit ă dinamismului pie ţei, a elasticităţii crescânde a fenomenelor de pia ţă. Cererea şi oferta nu sunt stabile ci se schimb ă cu o frecvenţă sporită, aparatul de distribu ţie î şi modifică structurile, amplasamentele, metodele de comercializare etc. Toate acestea determin ă o creştere a gradului de perisabilitate a informaţiilor colectate de pe pia ţă, ceea ce necesit ă reînnoirea lor cu o frecvenţă mai ridicată, precum şi lărgirea tematicii cercet ărilor de pia ţă. Marketingul orienteaz ă aceste cercetări în domenii noi precum: de la studiul fenomenelor de pia ţă la studiul cauzalit ăţii acestora; de la evidenţierea relaţiilor directe dintre fenomene pân ă la aflarea leg ăturilor lor mai îndepărtate indirecte; din zona realului spre zona posibilului, a dimensiunilor poten ţiale ale pie ţei etc. Fac parte cu drepturi depline din activitatea de cercetare a pie ţei, următoarele domenii de referin ţă: cererea de mărfuri sau de servicii , prin studierea şi analiza în
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oferta de mărfuri sau de servicii, prin studierea şi analiza în mod particular a ofertei prezente şi a celei poten ţiale; la condi ţiile şi consecinţele confrunt ării ofertei cu cererea cump ăr ătorilor. Astfel de informaţii vor trebui să facă referinţă la oferta global ă dar şi la structura ei pe surse de provenien ţă, pe competitori (întreprinderi furnizoare); la localizarea ofertei în timp şi spaţiu; gradul de penetra ţie pe pia ţă şi în consum, raporturile de asociere şi de înlocuire între produse; nivelul competitivit ăţii; durata de sta ţionare a produselor pe pia ţă etc; preţurile, prin studierea şi analiza în mod particular a modului de formare a pre ţurilor; a raporturilor dintre pre ţurile diferitelor produse; interdependen ţele cerere-oferta-pre ţ; curba preţurilor şi evoluţia acestora etc; reţ elele elele de distribu ţ ţie i e a produselor şi serviciilor prin studierea şi analiza în mod particular a gradului de dezvoltare a re ţelei de distribuţie; densitatea teritorial ă; formele de distribu ţie; canalele şi circuitele de distribu ţie; particularit ăţile distribu ţiei pe categorii de produse şi zone teritoriale, intermediarii şi poziţia lor în distribuţie etc.
Studiile de pia ţă pot avea ca obiect nu numai fenomene sau aspecte particulare, izolate, de natura celor men ţionate dar şi abordarea pie ţei în ansamblul ei. O astfel de abordare poate urm ări stabilirea principalilor parametri care caracterizeaz ă dimensiunile pie ţei; evaluarea posibilit ăţilor de extindere şi a direc ţiilor de evolu ţie; cuantificarea gradului de sensibilitate la ac ţiune factorilor externi.
1.1.3. PROBLEMATICA CERCETĂRILOR DE MARKETING În ultimele decenii şi firmele prestatoare de servicii de consum au adoptat practicile moderne de marketing. Iar cea mai recent ă categorie de întreprinzători care si-au manifestat interesul pentru marketing este cea a liber-profesioniştilor-avocaţi, contabili, medici, arhitec ţi, etc.- care au început s ă-si promoveze serviciile şi să practice o politic ă de preţ agresivă. În România, chiar si numai intuitiv, multe firme aplică principii de marketing, folosesc tehnici specifice marketingului sau desf ăşoar ă activităţi de marketing, fie pentru a se alinia “modei” de a face marketing (tendinţa specifica mai ales perioadei de început a tranzi ţiei, deci începutului anilor ’90) fie pentru a reac ţiona in mod activ şi mai ales pentru a anticipa nevoile pie ţei. În viziunea marketingului, firma trebuie s ă-si orienteze aten ţia spre mediul
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componentă a resurselor întreprinderii, al ături de resursele umane, financiare şi materiale ale acesteia. Pentru a nu r ămâne un simplu deziderat, optica marketingului trebuie s ă se concretizeze într-un ansamblu de activit ăţi practice care s ă conducă, în final, la obţinerea unor produse şi servicii corespunz ătoare cerinţelor pieţei, nevoilor de consum ale indivizilor. 4 Punctul de plecare îl va constitui, în astfel de activit ăţi, cunoaşterea cerinţelor clien ţilor care urmează a fi satisf ăcute, a dimensiunilor şi structurii lor, a distribu ţiei acestora în timp si spa ţiu. Acest proces, de investigare a cerin ţelor şi de identificare a modalit ăţilor de satisfacere a acestora este cunoscut sub denumirea de cercet ări de marketing . Conceptul care st ă la baza activit ăţii de marketing este acela de nevoie umană. O nevoie uman ă este conştientizarea unui sentiment de lips ă. Oamenii au multe nevoi: nevoi fizice, de bază (hrană, îmbr ăcăminte, căldur ă), nevoi sociale, de apartenen ţă şi afecţiune, şi nevoi personale , de cunoaştere, şi de autoexprimare. Ele nu sunt inventate de operatorii de marketing, ci sunt o component ă esenţială a persoanei umane. Când o nevoie nu este satisf ăcută, persoana respectiv ă va face unul din următoarele două lucruri: va c ăuta un obiect care s-o satisfac ă sau va încerca să diminueze nevoia. Dorinţele reprezint ă forma de manifestare a nevoilor umane pe m ăsura modelării acestora de c ătre cultura si personalitatea individului. Ele nu pot fi desprinse de forma lucrurilor care vor satisface nevoile. Pe m ăsur ă ce societatea evolueaz ă, dorinţele membrilor s ăi cresc în complexitate şi, treptat, oamenilor li se prezint ă tot mai multe lucruri care le sporesc interesul şi dorinţa, iar producătorii încearc ă să ofere produse şi servicii tot mai performante. Oamenii au nevoi pu ţine, dar dorin ţe practic, nelimitate. 5 De aceea, ei doresc s ă aleagă acele produse care s ă le ofere satisfac ţia cea mai mare pentru banii cheltui ţi. Atunci când sunt dublate de capacitatea de plat ă (adică de puterea de cump ărare) dorin ţele devin cereri. Consumatorii v ăd produsele ca pe ni şte pachete de avantaje şi le aleg pe cele care le ofer ă cel mai bun pachet pentru banii pl ătiţi. Potrivit dorinţelor şi resurselor proprii, oamenii aleg produsul în func ţie de avantajele oferite şi, implicit, de satisfac ţia pe care le-o aduce. Toate aceste aspecte reprezint ă probleme esen ţiale pentru firme, ce trebuie cunoscute la momentul când interfereaz ă cu interesele firmei, dar şi ca evoluţie în viitor. Deci, nevoia de informa ţii a întreprinderii este satisf ăcută corespunzător prin realizarea şi valorificarea rezultatelor cercetărilor de marketing. Înscriindu-se în sfera activităţilor specifice de marketing, cercet ările de marketing pot fi considerate un adev ărat barometru pentru aprecierea
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investigarea cerin ţelor pie ţei, a nevoilor de consum este înscris ă în fruntea listei funcţiilor generale ale marketingului; iar cercetarea de marketing reprezintă forma concretă de realizare a acestei func ţii6. Cercetările de marketing sunt principalul tip de activitate prin care întreprinderea obţine date specifice nerepetitive necesare sistemului s ău informaţional de marketing. Pot fi identificate, astfel, cu ajutorul cercet ărilor de marketing, mijloace precise şi operative de cre ştere a eficien ţei acţiunilor de marketing în adaptarea bunurilor si serviciilor la nevoile şi dorinţele consumatorilor, în promovarea şi organizarea distribuirii lor. Cercetările de marketing asigur ă legătura întreprinderii cu pia ţă şi un feedback continuu de informa ţii privind reac ţiile cererii fa ţă de eforturile întreprinderii de a satisface prin produsele şi serviciile ei nevoile consumatorilor. Cercet ările de marketing se constituie astfel într-un sistem organizat de comunica ţii de la piaţă la vânzător şi producător 7. Cercetarea de marketing se implic ă în procesul de fundamentare a deciziilor firmei. Indiferent de natura si obiectivele acestora, de anvergura si tipul resurselor ce le antreneaz ă - ele dobândesc un plus de realism în măsura în care se sprijin ă pe rezultatele unei cercet ări de marketing. Informaţiile şi concluziile oferite de cercetările de marketing sunt utile în toate fazele procesului decizional: începând cu eviden ţierea oportunit ăţii şi condiţiilor adopt ării deciziei, continuând cu identificarea şi compararea alternativelor decizionale şi încheind cu urm ărirea efectelor deciziei adoptate. Cercetarea de marketing trebuie s ă asigure managerului firmei o sum ă de informaţii, concluzii, propuneri care s ă-i permită acestuia fundamentarea strategiei firmei pe pia ţă, identificarea priorit ăţilor, amenin ţărilor dar şi a oportunităţilor oferite de conjunctur ă pieţei. Astfel creşte capacitatea de adaptare a firmei la condi ţiile şi evoluţia mediului extern, ceea ce îi va asigur ă o poziţie stabilă şi o eficient ă ridicată. Cheia succesului unei firmei se află şi în abilitatea acesteia de a limita efectele unei conjuncturi nefavorabile a pie ţei sau în potenţarea activităţii când pia ţa ofer ă condiţii favorabile. Făr ă informaţii rapide, complete şi de actualitate toate aceste
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pentru a rezolva problemele cu care se confrunt ă firma, dar el trebuie s ă şi anticipeze şi să prevină apariţia în viitor a altor dificult ăţi. De multe ori, managerii sunt for ţaţi să decidă în condiţiile în care nu dispun de suficiente informaţii şi astfel spore şte gradul de risc pe care si-l asum ă. Această situaţie poate fi evitat ă prin utilizarea inteligent ă a cercetării de marketing care ajut ă decidenţii prin prezentarea şi analizarea unor fapte reale, şi prin formularea de propuneri pentru ac ţiunile ce trebuie întreprinse în viitor.
1.2. PROCESUL APARIŢIEI CERCETĂRILOR DE MARKETING Cercetarea de marketing reprezint ă un element important în caracterizarea gradului de dezvoltare a activit ăţii de marketing dintr-o firmă. O sinteză a punctelor de vedere ale diver şilor speciali şti conduce la concluzia ca cercetarea de marketing reprezintă activitatea prin intermediul c ăreia, cu ajutorul unor concepte, metode si tehnici ştiinţ ifice ifice de investigare se realizeaz ă specificarea măsurarea, culegerea, analiza şi interpretarea informa ţ iilor iilor de marketing, destinate conducerii unit ăţ ii ăţ ii economice pentru cunoaşterea mediului în care func ţ ţioneaz i oneaz ă, identificarea oportunit ăţ ilor, evaluarea alternativelor ac ţ ţiunilor i unilor de marketing şi a ăţ ilor, efectelor acestora. Într-o exprimare mult mai succintă Asociaţia American ă de Marketing defineşte cercetarea de marketing ca fiind culegerea sistematic ă, înregistrarea, stocarea şi analizarea datelor privind aspecte legate de marketingul bunurilor şi serviciilor. Cercetarea de marketing este un domeniu de activitate relativ nou. Au trecut doar 100 de ani de când N.W.Ayer a condus primul proiect de cercetare într-un cadru organizat (în anul 1879). O a doua etap ă importantă în dezvoltarea cercet ării de marketing a avut loc în anul 1911 când Charles C. Parlin a organizat o cercetare de pia ţă, devenind astfel primul manager la nivel na ţional al unui departament de cercet ări comerciale al companiei Curtis Publishing Co. Parlin, a început cariera de
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mai amplă cercetare în rândul gospod ăriilor din SUA; selec ţia pentru includerea în e şantion a fost f ăcută pe baza unor liste de telefon şi a unor liste de înregistrare a automobilelor. Studiul viza o estimare a celui care va fi ales pre şedinte al SUA- Alf Landon sau Franklin D.Roosevelt. Cercetarea a indicat pe Alf Landon pre şedinte ceea ce realitatea a infirmat. Eroarea umilitoare a decurs din calcularea gre şită a numărului de voturi (se pare c ă atunci cei mai mul ţi adepţi ai partidului Democrat nu aveau nici automobil şi nici chiar telefon în anul 1936). 8 Odată cu r ăspândirea si pe continentul european a practicilor de marketing, s-au dezvoltat şi activităţile de cercetare de marketing, ca surs ă “principală” de informa ţii pentru managerii de marketing ai diferitelor companii. În decursul anilor tehnicile cercetărilor de marketing au devenit tot mai complexe si mai exacte. Unele din aceste tehnici au fost rapid adoptate şi au intrat în rândul practicii curente a cercet ărilor de marketing (alc ătuirea chestionarelor, sondajul, e şantionarea, panelul, etc.) Altele au p ătruns mai greu, uneori în urma unor aprigi dezbateri şi chiar opozi ţii din partea a numeroşi cercetători, cum a fost cazul cercet ării motivaţionale şi a metodelor matematice aplicate in studiul fenomenelor de pia ţă. Astăzi, modelele matematice, sunt cuprinse în metodologia general ă a cercetărilor de marketing. În tabelul nr. 1.1 este prezentat ă evoluţia tehnicilor de cercetare, f ăr ă a se dori o periodizare suficient de exact ă. În România, cercetarea de marketing a f ăcut obiectul studiului sistematic, încă din anii 1970 în cadrul Facult ăţii de Comer ţ a Academiei de Studii Economice din Bucure şti, ca parte integrant ă a cursului de marketing introdus în planul de înv ăţământ la anii terminali. Ca activitate practic ă, cercetarea de marketing a vizat, în special, pia ţa externă, studii de conjunctur ă, analiza preţurilor interna ţionale, etc. Dup ă anul 1989, am asistat la o cre ştere extraordinar ă a importanţei marketingului, atât în înv ăţământ cât şi în practică în mediul de afaceri românesc, chiar dac ă economia de pia ţă era încă în formare. Unii agen ţi economici au sesizat c ă pentru a-şi vinde produsele au nevoie de mult mai multe informa ţii.
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1930-1940
Sondajul pe baza cotelor; analize ale corela ţiei simple; analize ale costurilor distribuţiei; tehnici de evidenţiere şi control a stocurilor;
1940-1950
Sondajul probabilistic; metodele regresiei; interferen ţa cu statistica modernă; panele de consumatori şi de magazine;
1950-1960
Cercetări motivaţionale; cercetări operaţionale; regresia şi corelaţia multiplă; proiectarea experimentelor; procedee de măsurare a atitudinilor;
1960-1970
Analiza factorială şi analiza discriminantului multiplu; modele matematice; analiza statistic ă bayesiană şi teoria deciziilor; teoria scalelor; prelucrarea şi analiza datelor la calculatoare; simulările proceselor de marketing, stocarea şi regăsirea informatiilor
1970-1980
Scalarea multidimensională nonmetrică; econometrice; teste de marketing în laboratoare;
1980-1990
modele
Modele de atitudini cu mai multe atribute; analiza compensatiilor, analiza cauzală.
Germenii unei gândiri economice pe principii de marketing s-au f ăcut remarcaţi, mai ales, în sectorul privat, dup ă anul 1989. Chiar dac ă la începutul perioadei de tranzi ţie la economia de pia ţă, micii comercian ţi nu întâmpinau dificult ăţi în comercializarea oric ărui tip de produse, deoarece exista o important ă cerere nesatisf ăcută. Ulterior, odat ă cu creşterea exigenţei consumatorilor, aceea şi mici comercian ţi s-au confruntat cu apariţia stocurilor de produse greu vandabile şi chiar şi intuitiv şi-au pus problema de a identifica care sunt preferin ţele consumatorilor (deci, au constatat că duc lipsa unor informa ţii coerente şi continue despre clien ţii lor şi segmentele de pia ţă cărora li se adreseaz ă). Astăzi la început de mileniu III, in România asist ăm la o creştere
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diversitatea deciziilor pe care managerii de diferite nivele, din firm ă urmează să le adopte. Complexitatea proceselor şi fenomenelor economice vizate de cercetarea de marketing reclam ă numeroase şi variate modalit ăţi de studiere a acestora. Drept urmare, au ap ărut şi au fost dezvoltate numeroase variante de cercet ări, ce pot fi totu şi încadrate în anumite criterii specifice 9, care formează tipologia cercet ărilor de marketing.
(a) În funcţie de direcţia cercetării. În acest tablou vast al cercetărilor de marketing, o delimitare prealabil ă s-ar putea realiza între cercetările care vizeaz ă compania îns ăşi (deci, factorii interni) şi cercetările orientate asupra mediului extern; aceast ă delimitare este desigur conven ţională, pentru că de multe ori cele dou ă domenii se împletesc, se condi ţionează sau se completeaz ă în procesul 10 investigaţiei. (a1) Cercetările orientate asupra firmei urm ăresc stabilirea potenţialului acesteia; a stabilit ăţii sale pe pia ţă; capacitatea sa de reacţie la schimb ările mediului, etc. Pentru a evalua firma sub aceste aspecte se cer analizate toate categoriile de resurse de care dispune aceasta la momentul la care se face analiza: resurse materiale, financiare, umane şi informaţionale. (a2) Terenul cel mai dificil de abordat si totodat ă cel mai bogat în informaţii este mediul extern al firmei. În procesul de studiere a mediului extern, un loc aparte îl ocup ă studierea pie ţei, deoarece piaţa reprezint ă imediata zon ă de contact a firmei cu exteriorul şi locul unde aceasta urmeaz ă să-şi valorifice rezultatele activit ăţii desf ăş ăşurate. Piaţa se detaşează prin ponderea şi frecvenţa cu care antrenează cercetarea de marketing.
(b) În funcţie de direcţia de bază de orientare a activităţii de cercetare, putem distinge dou ă mari categorii de cercet ări de marketing: (b1) cercetări fundamentale – au rolul de a extinde grani ţele cunoaşterii ştiinţifice cu privire la diferitele aspecte ale sistemului de
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(c1) cercetările exploratorii urm ăresc stabilirea coordonatelor fenomenului cercetat, definirea variabilelor şi ipotezelor care stau la baza unor cercet ări ulterioare. Dac ă, de exemplu, se dore şte pătrunderea pe o pia ţă, pentru început se execut ă o studiere în linii generale a caracteristicilor pie ţei, a evoluţiei sale anterioare, a ofertanţilor existen ţi şi a segmentelor de cump ăr ători, dacă rezultatele acesteia indic ă o conjunctur ă favorabilă se vor executa cercetări mai ample şi mai în amănunt iar dac ă rezultatele cercet ării exploratorii nu sunt satisf ăcătoare se renun ţă la executarea unor altor investiga ţii; (c2) cercetările instrumentale sunt desf ăş ăşurate în vederea test ării şi validării unor instrumente şi metode de cercetare, cum ar fi: metodele de e şantionare, locul cercet ării, chestionare, metode statistice de analiz ă şi previziune, etc. Cercetarea instrumental ă intervine ca o faz ă premergătoare unei cercet ări propriu-zise. Dac ă, de exemplu se organizeaz ă un sondaj în rândul consumatorilor sondaj ce va fi inclus în categoria cercet ărilor cauzale, acesta va fi precedat de o anchet ă-pilot, efectuat ă asupra unui e şantion de dimensiuni reduse, prin care se va urm ări dacă au fost stabilite corect metodele şi instrumentele de lucru, dac ă chestionarul pregătit este complet, bine structurat, inteligibil, etc. Rezultatele acestei cercet ări vor servi la punerea la punct a detaliilor anchetei propriu-zise ce urmeaz ă a fi declan şată; (c3) cercetările descriptive sunt investiga ţii de profunzime care
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Cercetările predictive urm ăresc realizarea unor previziuni a fenomenelor pie ţei, pe diferite orizonturi (scurt, mediu, lung).
(d) Un alt criteriu care poate servi la clasificarea cercet ărilor de ăşurare a acestora. Prin aplicarea acestui marketing este locul de desf ăş criteriu deosebim : cercetări de birou (“desk research ”) şi cercetări de teren (“field research ”): (d1) cercetările de birou au ca surse de informa ţii diferite statistici, rapoarte, publica ţii de specialitate, care pot fi u şor obţinute şi studiate în birou; (d2) Cercetările de teren presupun deplasarea cercet ătorilor spre furnizorii de informa ţii, către sursă, şi informaţiile practic se culeg de la sursele ini ţiale: consumatori, cump ăr ători, unităţi comerciale, agenţi de vânz ări. O cercetare de teren include şi faza în care ea devine o cercetare de birou (elaborarea planului anchetei, prelucrarea şi analiza informa ţiilor, etc).
ăşur ării cercetările de marketing se (e) După frecvenţa desf ăş clasifică în: permanente, când se desf ăş ăşoar ă sistematic, f ăr ă întrerupere; periodice, când se efectuează la anumite intervale de timp; ocazional , când nu se mai repet ă în timp.12 (f) În funcţie de tipul de informaţii generate13, cercetările de marketing se împart în urm ătoarele categorii: (f1) cercetări calitative, sunt cele care au în vedere o serie de
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1.4. CONTEXTE PENTRU CERCETAREA DE MARKETING Nevoile de cercetare de marketing sunt extrem de variate – depinzând în egală măsur ă de specificul afacerii şi de contextul în care acestea apar. Le vom parcurge pe rând, f ăr ă a avea preten ţia de a epuiza toate situa ţiile existente. Compania
Mediul extern
Directia de cercetare
Fundamentale
Aplicative
Orientare Calitative
Exploratorii CERCET ĂRI DE MERKETING
Predictive Explicative Descriptive
Tipul de informaţii generate
Obiectul cercetării Frecventa cercetării
Locul cercetării
Cantitative
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de elemente precum: cum, când, unde, în ce fel şi în ce context, cu ce frecvenţă şi în ce cantitate este folosit produsul sau serviciul în cauz ă. La fel de important este în ţelegerea principalelor modalit ăţi de luare a deciziei şi care sunt beneficiile urm ărite la produsul sau serviciul marketat. Deoarece indivizii sunt diferi ţi, a te adresa tuturor înseamn ă, în ultimă instanţă, a nu te adresa nim ănui. Este aşadar important s ă putem şti cum se împarte pia ţa in grupuri omogene de persoane, fie dup ă nevoi, fie după atitudini, dup ă comportamente de consum, stiluri de via ţă sau beneficii urmărite. O segmentare relevant ă a populaţiei ajută să individualizăm oferta astfel încât s ă r ăspundem în mod personalizat şi specific segmentului c ăruia i ne adres ăm.
1.4.2. COMUNICARE SI STRATEGIE DE MARCĂ Între două produse similare, consumatorii vor alege întotdeauna marca. Între două produse diferite, consumatorii vor alege întotdeauna tot marca. Este un adevăr simplu, pe care nu îl putem ignora. Opţiunile consumatorilor sunt guvernate de percep ţiile asociate cu un anumit produs sau serviciu - fie c ă aceste percep ţii sunt puternic emoţionale (de exemplu in cazul consumatorilor priva ţi) fie că au un fundament raţional în spate (de exemplu în mediul de afaceri).
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pe zi ce trece devin mai preten ţioşi şi concuren ţa din ce în ce mai ascu ţită obligă jucătorii pe piaţă să vină mereu cu idei noi, cu produse şi servicii care sa satisfac ă nevoile consumatorilor mereu in schimbare. Lansarea de produse noi pe pia ţă este extrem de costisitoare şi din acest motiv acest proces trebuie tratat cu mare grij ă. În momentul în care un produs a fost lansat pe pia ţă, el are deja în spate o veritabil ă istorie. Aceasta porne şte de la identificarea unei nevoi înc ă nesatisf ăcute pe deplin, trece prin analiza unei pozi ţionări relevante, continu ă cu dezvoltarea produsului, a ambalajului şi a numelui şi se termină cu generarea unei strategii de comunicare. Pentru situaţiile în care produsele sau serviciile pot atinge un grad mare de variabilitate şi complexitate, studii specifice de “conjoint analysis 14” vin să genereze combina ţiile optime ale caracteristicilor produsului sau serviciului testat. Cu cât portofoliul de produse cre şte, cu atât managementul portofoliului capătă o importanţă mai mare în profitabilitatea final ă a firmei. În acest context studiile de pre ţ, testele de produs şi analizele de pozi ţionare joac ă un rol critic în generarea unor decizii în ţelepte de marketing legate de managementul portofoliului.
1.4.4. SATISFACŢIA CLIENŢILOR
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1.4.5. DISTRIBUŢIE ŞI VÂNZĂRI Un produs (serviciu) potrivit poten ţează succesul. O comunicare eficient ă catalizează succesul. Un pre ţ corect întăreşte succesul. O distribu ţie bună validează succesul. Pentru cine dore şte să intre pe poarta succesului, distribuţia este cheia. Strategia de distribu ţie este în parte ştiinţă, în parte art ă. Ea începe cu identificarea, analiza şi alegerea canalelor de distribu ţie potrivite. Înţelegerea nevoilor şi obiceiurilor intermediarilor - distribuitori engross sau detailişti aduce cu sine informa ţia pe care se cl ădeşte sistemul de distribuţie optim. Pornind de la premiza ca firmele de pe toate verigile lanţului de distribu ţie au un interes comun, sprijinul produc ătorilor pentru distribuitori şi/sau detaili şti - prin “merchandising ”, ”, “trade promotion” sau dezvoltarea de strategii comune de vânzare - creeaz ă valoare adăugată
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CAPITOLUL 2 LOCUL CERCETĂRILOR DE MARKETING Încorporarea concepţiei de marketing în activitatea firmei presupune organizarea judicioas ă a întregii activit ăţi de marketing, precum şi proiectarea unui sistem informa ţional şi decizional care s ă aibă la bază această viziune. Cercet ările de marketing sunt prezente şi într-un caz şi în celălalt. Ca activităţi operative (de execu ţie) ele vor fi plasate în structura organizatorică alături de celelalte instrumente de marketing (strategii, politici, programe, etc) dar vor fi incluse şi în cadrul sistemului informaţional de marketing.
2.1. SEDIUL CERCETĂRILOR DE MARKETING
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mai ridicat al cercet ării; dificultatea ob ţinerii informa ţiilor necesare în timpul dorit. Firmele mari, de cele mai multe ori prefer ă să î şi realizeze o parte din cercetări cu for ţe proprii. Produc ătorii efectueaz ă cercetări cu for ţe proprii în propor ţie mult mai mare decât firmele comerciale-angrosi şti sau detailişti. Cercetările de marketing sunt realizate în cadrul firmelor mici şi mijlocii de către proprii angaja ţi, în timp ce firmele mari apeleaz ă de obicei la firme de consultanţă specializate în cercet ări de marketing. În mod obi şnuit, bugetele alocate cercet ărilor de marketing reprezint ă între 1% şi 5% din valoarea vânz ărilor realizate de o firm ă, deci procent din cifra de afaceri a firmei. Nevoia de informa ţii referitoare la mediul extern, în cre ştere evidentă pe
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D & D Research Daedalus Consulting Data Media GfK Romania IMAS INFOmass Insomar Institutul Mia International e-Marketing Research Irecson IRSOP Market Research Ltd. MarketPlus Research Media Trust Romania
Bucureşti Bucureşti Bucureşti Bucureşti Bucureşti Iaşi Bucureşti Bucureşti Bucureşti Bucureşti Bucureşti Bucureşti Bucureşti
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informaţii care nu mai pot fi gestionate în cadrul sistemelor informa ţionale de marketing tradi ţionale, necesitând informatizarea sistemelor informaţionale de marketing. Conform teoriei generale a sistemelor informa ţionale ale firmelor, un compartiment de marketing con ţine trei subsisteme: subsistemul de management al marketingului; subsistemul informa ţ ional ional de marketing şi subsistemul executiv (opera ţ ional) ional) de marketing. Sistemul informaţional de marketing se interpune între sistemul de management al marketingului şi sistemul executiv din cadrul departamentului sau compartimentului de marketing şi este format din totalitatea datelor, informa ţiilor, fluxurilor şi circuitelor informa ţionale, precum şi din metodele de tratare şi prelucrare a acestor informa ţii în vederea realiz ării obiectivelor de marketing ale firmei.
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SISTEMUL DE MANAGEMENT AL MARKETINGULUI
- previziuni de marketing; OBIECTIVE
- luarea deciziilor de marketing; - coordonarea activităţilor de
DECIZII
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copiatoarele, faxurile, videocamerele, videorecorderele, compact discurile etc, au devenit mijloc de transmitere de date şi de informa ţii iar viaţa noastr ă ca indivizi sau la nivel de întreprindere este de neconceput f ăr ă astfel de instrumente. Cu toate acestea multe firme au r ămas restante la capitolul complexit ăţii informaţionale.
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Un sistem informatic de marketing (SIMK) poate fi definit ca fiind o combinaţ ie ie organizat ă de echipamente hardware, pachete software, resurse brainware (persoane care implementeaz ă şi care utilizeaz ă sistemul informatic), re ţ ele ele de calculatoare şi comunicaţ iiii care au rolul de a
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Orice persoană din cadrul compartimentului de marketing care folose şte sistemul informatic este considerat ă drept utilizator final. Cei mai importanţi beneficiari ai acestor sisteme informatice sunt directorii de marketing care- şi pot fundamenta eficient deciziile pe baza rapoartelor
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În activitatea de marketing, la nivel de întreprindere, se recomandă proiectarea şi implementarea unui sistem informa ţional propriu, de marketing. Sistemul informa ţional de marketing constituie un sistem care administrează informaţii de marketing provenite continuu din surse interne dar si externe firmei 20.
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4.1.5. ETAPELE PROCESULUI DE MĂSURARE În practică nu putem vorbi de existen ţa unei metode general valabile pentru dezvoltarea unui proces de m ăsurare. Un exemplu de proces de măsurare, atunci când alt ă metodă nu se justific ă din punct de vedere financiar şi nu se impune o implementare complet ă, poate fi prezentat ca mai jos şi presupune în esen ţă parcurgerea urm ătoarelor etape sau pa şi: definirea domeniului specific al conceptului supus m ăsur ării; generarea unor modele de variabile; recoltarea datelor; purificarea m ăsur ării; recoltarea de date pentru testarea relevan ţei şi validitătii măsur ării; testarea validit ăti şi elaborarea de norme şi reguli.
(a) Definirea domeniului specific al conceptului supus măsur ării, presupune o definire conceptual ă temeinică şi implică oferirea unui r ăspuns conceptual la tema supus ă măsur ării. Studierea atent ă a literaturii de specialitate, discu ţiile purtate cu speciali şti sunt utile în definirea temeinic ă a conceptului supus m ăsur ării; (b) Generarea unor modele de variabile, implică generarea unei liste de elemente specifice precum: întreb ări, fraze, afirmaţii, etc. pentru fiecare dimensiune a conceptului definit la pasul sau în etapa anterioar ă. Tehnicile specifice, aplicabile în aceast ă etapă sunt: studierea atent ă a literaturii de specialitate, discu ţii sau focus-grupuri cu diferite persoane cheie (personalul de vânzare, distribuitori, oficialii unor asocia ţii de comercianţi, consumatori), analiza de con ţinut a diferitelor categorii de publicitate, brainstormingul etc. Odat ă lista întocmită, variabilele definite trebuie să fie redactate pentru mai mult ă claritate; (c) Recoltarea datelor pentru purificarea măsur ării. Variabilele editate trebuie plasate, într-un format potrivit (întreb ări, atitudini, scale, observaţii) şi recoltarea de date de la membrii segmentelor ţintă vizate de studiu; (d) Purificarea măsur ării presupune eliminarea acelor variabile care nu se coreleaz ă cu scorul total pentru întreaga m ăsurare sau cu dimensiunile specifice cu care se asociaz ă. Coeficientul alfa şi analiza factorială sunt cele mai uzuale tehnici pentru a atinge scopul propuspurificarea măsur ării. Dacă nu se obţin rezultate satisf ăcătoare, în această etapă, se impune, o reconsiderare a definirii conceptuale sau generarea de variabile adi ţionale; (e) Recoltarea de date pentru testarea relevanţei şi validitătii măsur ării. Odată ce măsurarea a fost purificat ă satisf ăcător, un nou set de date trebuie recoltate cu instrumentul revizuit;
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1. 2. 3.
Definirea domeniului si conceptului Generarea tipului de variabile
Recoltarea datelor Purificarea datelor
4. 5.
Recoltarea datelor Testarea relevantei datelor
6.
Testarea validitătii datelor
7. Stabilirea de reguli, norme
Figura nr.4.2. - Metodologia dezvolt ării unui proces de de măsurare46 (g) Testarea validitătii. Orice metodă de validare poate fi folosit ă dar metoda construirii validit ătii este de preferat. Construirea validităţii presupune eviden ţierea acelor factori care înt ăresc, subliniaz ă măsurarea obţinută. Cea mai complex ă formă a validităţii, implică mai mult decât doar cunoaşterea a cât de bine func ţionează instrumentul de m ăsurare ci implică şi a şti de ce func ţionează bine. Această validitate solicit ă cercetătorului să aibă o temeinică teorie asupra naturii conceptului ce va fi măsurat şi cum este rela ţionat cu alte concepte. Exist ă o multitudine de metode statistice pentru testarea validit ăţii construcţiei instrumentului, dar cea mai uzual ă este matricea “multitrait-multimethod” ; (h) Elaborarea de norme şi reguli. Odată ce măsurarea satisf ăcătoare a fost determinat ă, ea trebuie s ă fie administrat ă unor grupuri diferite de indivizi (diferen ţiate demografic, consumatori, nonconsumatori, etc.) iar pe baza acestor date ob ţinute să se determine media şi varianta. Astfel va fi posibil s ă interpretăm mai bine semnifica ţia scorului ob ţinut de la un individ sau un grup într-o subsecven ţă a aplicării unui astfel de instrument de lucru.
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4.2. TIPURI DE SCALE Măsurarea fenomenelor presupune atribuirea de numere, simboluri caracteristicilor acestora, astfel încât s ă reflecte anumite aspecte ale realităţii, să fie similare propriet ăţilor obiectelor sau fenomenelor pe care le măsur ăm. Măsurarea se realizeaz ă prin intermediul unor scale. Activitatea de construire a scalelor se nume şte scalare. În elaborarea unei scale sunt obligatorii dou ă cerinţe47: s ă fie inteligibil ă de c ătre subiecţii de la care se culeg informa ţiile şi s ă diferenţieze (discrimineze) nivele de intensitate ale proprietăţilor obiectului sua fenomenului cercetat. O scală poate fi definit ă48 ca o serie de categorii, sau nivele dispuse progresiv în limitele unor valori sau m ărimi, care permit caracterizarea sau cuantificarea construc ţiei investigate. Menirea unei scale este aceea de a măsura, de cele mai multe ori cantitativ, caracteristica supus ă cercetării, în funcţie de amplasarea aprecierii ei în limitele scalei respective. Scalele pot fi constituite dintr-un instrument fizic, cum sunt cele pentru măsurarea greutăţii ori a lungimii, sau dintr-o construc ţie prezentă în instrumentarul de culegere a datelor de natur ă calitativă, ca în cazul măsur ării atitudinilor, preferin ţelor, imaginii şi a altor componente ale comportamentului consumatorilor. Scalele se clasific ă având în vedere posibilit ăţile lor de realizare a comparabilităţii din punct de vedere matematic a ceea ce se m ăsoar ă. Pentru măsurarea datelor care se culeg prin cercet ările de marketing se poate utiliza o mare varietate de metode de scalare. Unele servesc pentru scalarea unidimensională, atunci când se m ăsoar ă doar o caracteristic ă sau o proprietate a fenomenului studiat, sau pentru scalarea multidimensională atunci când se m ăsoar ă simultan mai multe caracteristici ale fenomenului sau procesului studiat. Pentru a exprima diferite caracteristici se pot folosi patru tipuri de scale de măsurare: nominal ă, ordinal ă (cunoscute şi sub denumirea de scale neparametrice sau nemetrice), interval şi propor ţ ţional i onal ă (cunoscute şi sub denumirea de scale parametrice sau metrice) . Regulile pentru atribuirea de numere, simboluri în vederea construirii de astfel de scale se constituie în criterii clare de diferen ţiere a acestor tipuri de scale între ele. Dac ă pornim de la forma cea mai simpl ă, scala nominală, regulile de construire a scalelor devin tot mai restrictive c ătre scala propor ţională. Dacă o regulă este tot mai restrictiv ă atunci felul operaţiilor aritmetice care se pot utiliza pentru fiecare simbol de pe scal ă devine mai numeros.
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4.2.1. SCALA NOMINALĂ Este primul tip de scal ă neparametrică fiind cea mai elementar ă din punct de vedere a capacit ăţii de măsurare şi cea mai restrictiv ă din punct de vedere statistico-matematic. Ea permite clasificarea subiec ţilor cerceta ţi în două sau mai multe grupe, ai c ăror membri difer ă după proprietatea care a fost scalată, f ăr ă să realizeze şi o ordonare a acestora în func ţie de intensitatea propriet ăţii fenomenului studiat sau la m ăsurarea distan ţei care îi separ ă. Scala nominal ă cuprinde numere, simboluri folosite pentru a caracteriza obiecte sau fenomene. Nu exist ă nici o rela ţie între cantitatea construc ţiei care trebuie m ăsurată şi valorile numerice repartizate acesteia. Fiecare termen are aceea şi importanţă (sunt echivalen ţi), aceeaşi pondere şi deci această scală exprimă de fapt o enumerare a unor posibilit ăţi obiective. Un număr atribuit unui grup de indivizi va indica apartenen ţa la acel grup. Dacă se va studia o caracteristic ă a unui fenomen sau proces, pentru fiecare caracteristic ă se pot forma dou ă grupuri distincte: grupul celor care prefer ă caracteristica respectiv ă şi grupul celor care nu o prefer ă. În construirea unei scale nominale trebuie urmărit ca în clasificarea propusă să se prevadă toate grupele posibile, iar grupele s ă se exclusă reciproc din punct de vedere al propriet ăţii scalate. O scală nominală serveşte doar pentru a ata şa o etichetă claselor sau categoriilor studiate. Singura regul ă implicată este că toţi membrii unei clase (categorii) au aceea şi anume caracteristic ă (sexul, stare civil ă, domiciliul, marca etc) şi sunt reprezenta ţi prin acela şi număr, simbol, iar două diferite clase (categorii) au atribuite simboluri, numere diferite, cei care se includ într-o clas ă nu pot fi în acela şi timp şi în cealalt ă clasă, deci clasele definite sunt perfect distincte între ele. Exemple de caracteristici sau opţiuni care pot fi m ăsurate cu ajutorul scalelor nominale: sexul; stare civilă; domiciliul, ocupa ţia, marca preferat ă etc (a) sexul: notaţ i cu x c ăsu ţ ţa în corespunz ătoare sexului:
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Figura nr. 4.3. – Exemplu scal ă nominal ă cu variabila măsurat ă “sexul” (b) stare civilă: notaţ i cu x c ăsu ţ ţa în corespunz ătoare st ării civile:
Figura nr. 4.4. – Exemplu scala nominal ă cu variabila măsurat ă “starea civil ă” (c) repartizarea geografic ă a subiecţilor: notaţ i cu x în c ăsu ţ ţa corespunz ătoare provinciei în care locui ţ ţi:i :
Figura nr. 4.5. – Exemplu scala nominal ă cu variabila “reparti ţ ţ ia ia geografic ă” În vederea măsur ării, fiecărui tip de r ăspuns i se poate atribui un num ăr (1,2,3....n) care va indica, de fiecare dat ă, numai categoria de r ăspuns aleasă şi importanţa construcţiei. Orice opera ţiune aritmetica aplicat ă asupra datelor ob ţinute cu ajutorul scalei nominale poate fi dus ă la îndeplinire prin numărarea indivizilor din fiecare categorie în parte. Simbolurile, numerele atribuite pentru a reprezenta fiecare categorie nu pot fi adunate, sc ăzute, divizate, sau
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4.2.2. SCALA ORDINALĂ Este cel de-al doilea tip de scal ă neparametrică care permite ordonarea variantelor cercetate în func ţie de un anumit criteriu (exemplu-preferin ţa), folosindu-se valori ordinale: primul, al doilea, al treilea. Aceast ă scală nu permite însă evaluarea diferen ţelor dintre variabile ci permite doar realizarea unei ordon ări, astfel încât se poate realiza o clasificare a opţiunilor, sau o ordonare a acestora pe baza unui criteriu. O scală ordinală des utilizat ă în practică este scala lui Osgood sau diferenţiala semantică sau scala semantică. Scala ordinal ă reprezintă numere, litere, sau alte simboluri utilizate pentru a ierarhiza fiecare categorie, clas ă. Este o formă avansată de grupare, categoriile pot fi clasificate nu numai dac ă ele au acelea şi însuşiri cu altele dar şi dacă au mai mult sau mai pu ţin din aceste însu şiri decât altele. Scala ordinal ă indică, de exemplu c ă segmentul A de pia ţă este mai mare decât segmentul B care este imediat urm ătorul ca ordine de m ărime după segmentul A şi aşa mai departe pentru segmentele C şi D. Diferen ţa dintre rangul segmentelor A şi B este 1 ca şi diferenţa dintre B şi C. Scala ordinal ă indică relativa pozi ţie a două sau mai multe categorii, clase în privinţa unei anumite caracteristici, dar nu şi mărimea diferen ţei între cele două sau mai multe categorii considerate. O bună parte din cercet ările de marketing, şi mai ales cercetările consumului se bazeaz ă pe scale ordinale în culegerea de informa ţii. Cea mai comună utilizare a scalelor ordinale în cazul ob ţinerii de informa ţii despre preferin ţele consumatorilor. de exemplu, un consumator, sau un grup de exper ţi pot fi intervieva ţi referitor la rangul preferin ţelor lor privind anumite mărci, gustul sau aroma unor produse, sau despre ambalajul acestora. Măsurarea atitudinilor se realizeaz ă tot cu ajutorul scalelor ordinale. De exemplu, întrebarea de natur ă a evalua atitudinea consumatorilor, produce informa ţii cu ajutorul scalei ordinale. Exemplu: (a) Vă place fructul AVOGADO?
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(b) Vă rugăm să ordonaţi următoarele cinci mărci de detergent de rufe, având în vedere preferin ţa D-str ă, acordând nota unu mărcii pe care o prefera ţi cel mai pu ţin şi nota cinci m ărcii pe care o aprecia ţi cel mai mult.
Figura nr. 4.7. – Exemplu de scal ă ordinal ă pentru “detergenţ i” i” Codificarea nivelelor cu note de la 1 la 5 sau 7 se folose şte pentru prelucrarea statistic ă a datelor ob ţinute din anchet ă. Cu ajutorul acestor note se poate calcula un scor mediu, la nivelul grupului analizat, folosind relaţia mediei aritmetice ponderate. Acest scor mediu va indica sintetic nivelul intensit ăţii caracteristicii cercetate. El se poate compara cu scorurile medii realizate de alte grupuri şi astfel se pot ordona grupurile în funcţie de preferin ţa manifesta pentru produsul în cauz ă. Acest tip de scal ă se poate utiliza, atunci când subiec ţii chestiona ţi cunosc deja, din experien ţele precedente, semnifica ţia nivelelor indicate. Pentru a evita erorile se prefer ă să se dea indica ţii, în interiorul chestionarului despre semnifica ţiilor diferitelor nivele. Pentru a determina tendin ţa centrală se poate utiliza grupul modal, dar cea mai indicat ă este calcularea medianei. Procentele pentru fiecare rang (de la 1 la 5) din num ărul total de cita ţii pot fi calculate şi sunt deja posibile interpret ări ţinând seama de rezultatele ob ţinute.
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scală şi care să reprezinte distan ţele egale existente între propriet ăţile măsurate. De altfel localizarea punctului zero de pe scala interval nu este fixă. Atât punctul zero cât şi unitatea de m ăsurare sunt arbitrare. Exemplele cele mai cunoscute de aceste tipuri de scale sunt cele pentru măsurarea temperaturii (Celsius şi Fahrenbeit), pentru care punctul zero al fiecăreia dintre cele dou ă scale are semnifica ţii diferite. Măsurarea unui astfel de fenomen fundamental este f ăcută în unităţi egale. O valoare de pe una dintre scale poate fi convertit ă într-o valoare pe cealalt ă scală folosind formula : Tf=32+1.8Tc Informaţia obţinută cu ajutorul scalelor interval nu este distorsionat ă dacă un număr de pe scală se înmulţeşte cu o anumit ă constantă pozitivă (de exemplu “a”) şi dacă acestui produs i se adaug ă o altă constantă “b”. În cazul acestor tipuri de scale, se poate verifica rela ţia49: f(x) = ax + b Multiplicarea sau divizarea unui num ăr de pe scal ă la altul nu se poate realiza în cazul scalelor interval. Un alt tip clasic de scal ă interval utilizat în cercet ările de marketing este scala de m ăsurare a atitudinii (scala Likert). Cea mai comun ă scală interval este cea a indicilor de valori. O astfel de scală se compune stabilind un num ăr pentru vânz ările înregistrate într-un anume an, egal cu 100. Acesta este cunoscut sub numele de an de baz ă, sau valoare de baz ă. Celelalte numere, corespunz ătoare anilor urm ători în ordine, exprim ă procentul faţă de perioada de baz ă a vânzărilor înregistrate în anul respectiv. Comisia Naţională de Statistică ofer ă lunar un tablou al indicilor pre ţurilor în perioada trecut ă luând ca baz ă luna decembrie a anului 1990, sau luna decembrie a anului precedent pe total şi defalcat pe grupe de m ărfuri (alimentare, nealimentare şi servicii). Cum fiecare an şi lună include o valoare arbitrar ă calculată având la baz ă anul, luna de referin ţă, putem uri au un punct zero arbitrar şi intervale afirma că tabloul indicilor de pre ţ uri egale între valorile de pe scal ă
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(a) scala cu adjective bipolare de sens opus, presupune existenţa aceleaşi distanţe, acelaşi interval, între dou ă nivele. O asemenea scal ă se prezintă astfel ca în figura nr.4.8., cu precizarea că distanţa dintre nivelul 1 şi 2 este aceea şi ca şi distanţa dintre nivelele 2 şi 3, aceeaşi ca şi distanţa dintre nivelele 3 şi 4 s.a.m.d.;
Figura nr. 4.8.- Scala cu adjective bipolare de sens opus (b) scala de tip acord-dezacord, presupune existen ţa unui interval egal între fiecare din cele dou ă nivele; (c) scala continuă, ofer ă posibilitatea ca subiectul s ă indice un punct situat pe o scal ă cuprinsă între două calificative de sens opus. Scorul ob ţinut se determin ă măsurând lungimea, în milimetri, de la cap ătul liniei continui pân ă la punctul însemnat de subiect;
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Figura nr. 4.10. - Scal ă cu seturi de intervale de mărimi egale Practic, toată varietatea metodelor statistice de analiz ă poate fi aplicat ă datelor ob ţinute cu ajutorul scalelor interval. Ca metode descriptive: media, mediana, grupul modal, corelaţia rangurilor şi deviaţia standard se pot aplica în acest caz. Analiza bivariată a corelaţiei, testul T, analiza pe baza testului de variantă şi tehnicile de analiză multivariată se aplică cu scopul de a creiona concluziile prelucrând şi analizând datele furnizate de scalele interval.
4.2.4. SCALA PROPORŢIONALĂ Scalele propor ţionale sunt cel de al doilea tip de scale parametrice sau metrice enun ţate de teoria de specialitate, fiind cea mai sofisticat ă dintre toate tipurile de scale. Ca şi scala interval ea este împ ăr ţită în intervale egale, fiec ăruia corespunzându-i un anumit num ăr, dar ceea ce o diferen ţiază este faptul că are un zero unic. Simpla numărare a oric ărui set de obiecte produce o scal ă propor ţională a caracteristicii existent ă. În acest caz, num ărul 0 are o semnifica ţie absolută: respectiv nici una din propriet ăţile măsurate nu exist ă. În acest
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Scala propor ţională, în cercetările de marketing, poate îmbr ăca mai multe forme51 şi anume:
(a) scala cu măsurare directă, măsoar ă direct o anumit ă caracteristică: vârstă, naţionalitate; profesie; nivel al venitului; marca produsului utilizat de o anumit ă persoană etc; (b) scala cu sumă constantă presupune repartizarea de c ătre subiecţi a unei sume date (de exemplu 10 puncte, 100 puncte, 1000 puncte, 10000 puncte etc) între mai multe caracteristici sau alternative, având în vedere un anumit criteriu (preferin ţă, importanţă acordată etc). (c) scala cu sumă constantă pentru perechi de obiecte, este o variantă a scalei cu sum ă constantă şi presupune repartizarea unei sume între perechi de obiecte, caracteristici sau atribute. (d) scala alternativei de referinţă, presupune compararea unor alternative prin raportarea la o alt ă alternativă. De exemplu, compararea a trei produse se face prin compararea la un al patrulea c ăruia i se acord ă un număr de puncte. Subiectului i se cere s ă compare un produs, cu produsul de referin ţă, având în vedere un anumit criteriu (de exemplu preferinţa) – figura nr. 4.12.
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Figura nr. 4.12. – Scala alternativei de referinţă Tabelul nr. 4.2. - Analiza comparativ ă a celor patru tipuri de scale Tipul de scala
Caracteristici pe care le poseda Permite Permite Intervale Origine clasificari ordonari egale unica
Preferinta Cerceta Respond torului entului
da
nu
nu
nu
^
v
da
da
nu
nu
^
v
Nominala Ordinală
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Tabelul nr. 4.3. - Analiza statistico-matematic ă a datelor culese cu ajutorul scalelor Tipuri de scale nominală
ordinală
Operaţii empirice de bază Determinare a egalitătii
Utilizări tipice
Metode statistice tipice Descriptive procentaje, grup modal
Clasificări: bărbatifemei, cumpăr ătorinoncumpăr ători, clase sociale Determinare Ordonări: Mediana a celui mai preferinte, pozitia mare si celui pe piată,măsurarea mai mic atitudinii, etc.
Inferentiale testul binomial
Coef. Mann-Whitney, Friedman,,coef. de corelatie a rangurilor
interval
Determinare Indici, atitudini, Media Testul T, analiza a egalitătii nivel de cunoastere aritmetică, factorială, coeficientul intervalelor a mărcilor rang, deviatia de variatie standard
proporţională
Determinare Vânzări, număr de Media a egalitătii consumatori, geometrică, proportiilor costuri, vârstă,etc. deviatia standard
Testul T, analiza factorială, coeficientul de variatie
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CAPITOLUL 5 METODE DE SCALARE O pondere semnificativ ă a tuturor eforturilor de marketing este destinat ă influenţării atitudinii consumatorilor şi intermediarilor. În consecin ţă, managerii de marketing în mod frecvent, solicit ă informaţii despre atitudinea sau schimb ările de atitudine în urma ac ţiunilor de marketing întreprinse. Sunt cunoscute, în literatura de specialitate, cinci modalit ăţi de abordare a atitudinilor: concluzii bazate pe raportarea propriilor p ăreri, simţăminte sau comportamente; concluzii desprinse din observarea comportamentului manifestat; concluzii desprinse din r ăspunsurile la stimulii par ţ ţiali i ali structuraţ i i; concluzii desprinse din realizarea obiectivelor propuse; concluzii descrise pe baza reac ţ ţiilor i ilor psihologice la obiectul atitudinal. Pentru măsurarea fenomenelor, având la baz ă cele patru tipuri de scale, se poate face apel la diverse metode de scalare. Alegerea uneia sau alteia dintre ele ia în considera ţie cantitatea şi calitatea informa ţiei dorite, caracteristicile obiectului sau fenomenului supus m ăsur ării, capacitatea subiecţilor de la care se culeg informa ţiile, contextul în care se realizeaz ă măsurarea şi posibilit ăţile de analiz ă post-măsurare a datelor culese. În cele ce urmează vom analiza metode de scalare bazate pe
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5.1.1. SCALE SCALE DE EVALUARE NONCOMPARATIVĂ 5.1.1.1. SCALĂ DE EVALUARE NONCOMPARATIVĂ SIMPLĂ Cu ajutorul acestui tip de scal ă, respondentul poate evalua un produs pe baza unor criterii ce par potrivite pentru aceasta. Cercet ătorul, în acest caz nu va obţine o compara ţie precum marca cea mai solicitat ă, sau marca favorită a unui individ, ci aceste scale noncomparative noncomparative se refer ă adesea la o scală monodimesională privind un singur produs sau o singur ă marcă ce este evaluat ă. O schemă noncomparativă de scalare se refer ă cel mai adesea la o scal ă de evaluare continu ă, care solicit ă unui respondent s ă indice părerea sa plasând un semn la cel mai potrivit punct de pe linia care une şte două extreme atitudinale. Acest tip de scal ă se poate utiliza pentru aprecierea atributelor unor produse. (a) Cum aprecia ţi gustul pastei de din ţi Colgate?
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În cazul mai sus exemplificat, cercet ătorul poate sau nu poate s ă figureze punctele pe scala considerat ă (adică numere sau o descriere succint ă a treptelor scalei). Dac ă un astfel de ajutor este pus la dispozi ţia respondentului (trepte marcate pe scal ă) scopul acestuia este de a asista subiectul în localizarea evalu ării sale, în a distinge diferite categorii de aprecieri. După ce respondentul a indicat o atitudine pe scal ă, marcând un punct pe linie, cercet ătorul divide linia în atâtea categorii câte dore şte şi atribuie individului un scor bazat pe categoria de pe scal ă indicată de acesta. Aceste scoruri sunt analizate ca date de tip interval (scal ă interval). Aceste scale grafice de evaluare sunt u şor de construit dar se ob ţin însă puţine informa ţii adiţionale cu ajutorul lor. Nu este surprinz ător că aceste scale grafice sunt utilizate rareori în cercet ările de marketing.
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Figura nr. nr. 5.4. – Scala procentual ă
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imagini pentru anumite grupuri de responden ţi. Scala fe ţelor zâmbitoare a fost utilizată cu succes la copii mai mici de 5 ani.
☺
Figura nr. 5.6. – Scala feţ elor elor zâmbitoare (b) Alternative echilibrate sau dezechilibrate. Cercetătorul trebuie să decidă dacă va folosi un set de categorii echilibrate sau dezechilibrate. O scală echilibrată propune un num ăr egal de categorii favorabile şi nefavorabile. Decizia de a folosi o scal ă echilibrată trebuie să ţină seama de tipul de informa ţii ce se doresc a se ob ţine şi de distribu ţia estimată a atitudinii popula ţiei studiate. Într-un studiu despre consumatorii obisnuiti ai unei mărci este bine s ă se presupun ă că în totalitate ace ştia au o atitudine favorabilă faţă de marca respectiv ă (aceasta nu este o presupunere sigur ă
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Pornind de la particularit ăţile mai sus prezentate, se poate concluziona c ă atunci când se construiesc scalele noncomparative detaliate, trebuiesc respecatate o serie de recomandări prezentate în mod sintetic în tabelul nr. 5.1.
5.1.2. SCALELE COMPARATIVE DE EVALUARE Scalele comparative de evaluare sunt construite astfel încât subiec ţii să evalueze obiectul, caracteristicile acestuia, f ăcând referiri directe la un anume obiect de referin ţă (standard). Ele se utilizeaz ă atunci când cercetătorul vrea să se asigure c ă toţi responden ţii cunosc scopul evaluării, pentru fiecare punct de referin ţă de pe scal ă, va utiliza anumite versiuni a scalei comparative de evaluare. Din acest motiv scalele comparative se folosesc, în general, pentru evalu ări ale acţiunilor publicitare.
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Fiecare respondent trebuie s ă compare toate posibilele perechi de obiecte. Dac ă cercetătorul este interesat de 4 m ărci (n=4), atunci vor fi analizate 6 compara ţii, conform formulei: n(n-1)/2 Dacă sunt 8 mărci ce trebuie evaluate, num ărul comparatiilor cre şte la 28 ş.a.m.d.. Dacă cercetătorul este interesat de 10 m ărci si pentru fiecare de 5 atribute (a), num ărul compara ţiilor devine 225, dup ă formula: a*n(n-1)/2 Această creştere rapidă a numărul compara ţiilor impune ca num ărul obiectelor analizate s ă fie limitat la 5 sau 6 astfel încât tehnica folosit ă să nu obosească respondentul şi să furnizeze într-adev ăr informaţii utile. Metoda compara ţiilor perechi for ţează respondentul s ă aleagă una dinte cele două mărci. De altfel, sunt multe cazuri când o parte semnificativ ă a
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privinţa preferin ţei şi totuşi să-i displac ă marca situată pe prima pozi ţie, deoarece ordonarea este bazat ă doar pe reac ţia lui la aranjarea obiectelor propuse spre evaluare. De aceea este esenţial ca cercetătorul să includă toate mărcile concurente relevante, sau produse concurente, sau spoturi publicitare concurente în setul supus evalu ării.
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Figura nr. 5.7. – Metoda ordonării rangurilor În mod similar se procedează şi atunci când se dore şte cunoaşterea opiniei unui grup de persoane cu privire la preferin ţa pentru un anumit produs.
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Din exemplul considerat putem concluziona c ă indivizii din cele trei grupuri au opinii diferite în ceea ce prive şte produsele considerate. Rezultatele de mai sus pot fi trasformate uşor într-o scală de tip interval. Scorul care exprimă valorile pe scala interval ale celor cinci m ărci, va fi: Ariel – 30; Bona – 10; Bonux – 15; Dero – 20; Omo – 25; rezultând c ă după extinderea e şantionului, preferin ţa se îndreapt ă către marca Ariel, urmat ă
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adjective. Este necesar îns ă ca adjectivele s ă reflecte aceea şi dimensiune a preferinţelor sau opiniilor celor intervieva ţi. Astfel, fiecărei persoane i se atribuie un scor total. Persoanele sau grupele de persoane pot fi apoi comparate cu alte persoane pe baza scorurilor lor totale sau alternativ, doua sau mai multe obiecte (m ărci, produse, magazine) pot fi comparate in cadrul acelea şi grupe de persoane.
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5.2.2. SCALA LUI STAPEL Este o variant ă similar ă în multe privinţe cu diferenţiala semantică care, cu timpul, s-a impus în cercetarea de marketing Ea poseda zece nivele, cinci cu semnul plus, cinci cu semnul minus, iar între aceste dou ă zone se inserează atributul care urmeaz ă a fi evaluat, f ă ă prezentarea celor doi
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maximă şi utilizând o gam ă variată de modalit ăţi de scris: normal, italic, bold, underline etc. (b) chestionarul trebuie s ă fie aerisit, adică întrebările trebuie s ă stea la distan ţă apreciabilă una de cealalt ă, să nu fie înghesuite, iar fiecare întrebare s ă fie prevăzută cu un spa ţiu suficient de mare pentru r ăspuns; (c) Chestionarul trebuie conceput, astfel încât în final el s ă aibă o dimensiune rezonabilă, dimensiunea fiind dat ă de numărul de întrebări, de dimensiune acestora şi de amploarea spa ţiului destinat r ăspunsurilor. Dimensiune chestionarului trebuie calibrat ă în funcţie de tipul de anchet ă care se dore şte a fi efectuat: prin po ştă necesită dimensiuni mai reduse, la fel şi prin telefon, numai chestionarea la domiciliu fa ţă în faţă dă posibilitatea utiliz ării unor chestionare mai lungi. (d) chestionarele trebuie s ă fie uşor de completat, r ăspunsurile s ă poată fi uşor inserate în locurile special create şi indicate; (e) titlul chestionarului trebuie ales cu grij ă, astfel încât s ă atragă atenţia celor chestiona ţi asupra problematicii analizate, f ăr ă a se induce o influenţă pozitivă sau negativă asupra r ăspunsurilor celor chestiona ţi; (f) titlul trebuie să fie urmat de o prezentare succintă a ceea ce se doreşte a se realiza cu ajutorul chestionarului respectiv, dând subiectului chestionat o viziune de ansamblu a problematicii chestionate. chestionate. Tot in partea de început, sub titlu se trece numele instituţiei sub egida căreia se realizează cercetare de marketing, şi se va determina şi un mic spa ţiu în care se va trece numărul chestionarului.
7.5. TESTAREA PRELIMINARĂ A CHESTIONARULUI După conceperea chestionarului şi revizuirea lui, se realizeaz ă testarea pereliminar ă a chestionarului pentru a verifica în rândul persoanelor care alcătuiesc popula ţia intervievat ă, că sensul întreb ărilor a fost în ţeles corect; că ordinea întreb ărilor nu deruteaz ă persona chestionat ă; că numărul întrebărilor nu este prea mare şi nu riscă să obosească pe cei chestionaţi; că nu au fost sc ăpări şi nici repet ări a unor întreb ări importante etc. Practica a demonstrat că pentru a testa un e şantion este nevoie de prezentarea lui în fa ţa a circa 20 de persoane din e şantionul ales direct de către un operator de interviu.
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CAPITOLUL 8 EŞANTIONAREA 8.1. CARACTERISTICILE PROCESULUI DE EŞANTIONARE O operaţiune foarte important ă în cadrul cercet ărilor selective de marketing, o reprezint ă identificarea e şantionului care urmeaz ă a fi supus investigaţiei, cu referire referire în mod explicit la: la: determinarea dimensiunii şi a structurii eşantionului, cu scopul realiz ării reprezentativit ăţii eşantionului în raport cu colectivitatea general ă studiată. Un eşantion se constituie 65 dintr-un num ăr de unit ăţi care sunt selectate din rândurile acelei popula ţii care face obiectul cercet ării, cu scopul de a estima caracteristicile acesteia.
Populaţia este reprezentat ă de cumpăr ătorii unui anumit produs, sau de aceia care ar putea deveni cump ăr ători. În cercetarea selectiv ă de marketing, unitatea de e şantionare este reprezentat ă din fiecare element component al popula ţiei sau colectivit ăţii supusă cercetării.
8.1.1. ETAPELE PROCESULUI DE EŞANTIONARE Orice proces de e şantionare este „ per se” un proces extrem de complex, laborios şi minuţios. Orice proces de e şantionare presupune parcurgerea unor etape mai mult sau mai pu ţin precise. Aceste etape pot fi sintetizate după cum urmează: iei cercetare şi a cadrului specific de e şantionare; • definirea populaţ iei • alegerea cadrului de e şantionare sau a bazei de eşantionare; ăţ iiii de eşantionare; • determinarea unit ăţ ii ăţ iiii de e şantionare, a unit ăţ ăţ iiii de sondaj şi a unit ăţ ăţ ii • determinarea unit ăţ de analiz ă; • stabilirea mărimii eşantionului; ăţ ilor ilor efective ale e şantionului; • alegerea unit ăţ
(a) definirea populaţiei cercetare şi a cadrului specific de eşantionare. În această etapă se are în vedere determinarea ansamblului ansamblului persoanelor sau organiza ţiilor către care se orienteaz ă cercetarea şi asupra cărora se vor r ăsfrânge şi rezultatele cercet ării. Definirea popula ţiei cercetate trebuie f ăcută cu mare grij ă şi evitând pe cât posibil extremele: fie s ă se aleagă o popula ţie extrem de vast ă fie să se
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Pentru a putea îndeplini condi ţia de mai sus cercet ătorii trebuie s ă recurgă de cele mai multe ori la o serie de date secundare de natur ă statistică, care să ofere informa ţii asupra structurii pie ţei şi în mod particular a cererii.
(b) alegerea cadrului de eşantionare sau a bazei de eşantionare cuprinde elementele din care urmeaz ă să se constituie în final e şantionul. Eşantionul va trebui ales dintr-o list ă a popula ţiei care, deseori difer ă considerabil de popula ţia supusă cercetării. Listele pot fi constituite din: ilor economici înregistra ţ i într-o anumit ă regiune • lista agenţ ilor geografic ă; i le de telefon ale localit ăţ ilor; ăţ ilor; • c ăr ţ ţile • listele electorale; • listele cu autovehiculele înregistrate într-o anumit ă zonă geografic ă; • lista str ăzilor dintr-o anumit ă localitate; • listele cu noii n ăscu ţ ţi,i , proaspeţ iiii c ăsători ţ ţi sau decedaţ iiii dintr-o numit ă zonă geografic ă, date furnizate de Registrul St ării Civile din zona analizat ă etc. Aceste liste care fac obiectul studiului de multe ori sunt imperfecte sau mai grav, nu sunt accesibile celor care inten ţionează să desf ăş ăşoare cercetarea: unele persoane nu mai exist ă; unele firme au dat faliment sau şi-au suspendat activitatea; unele numere de telefon sunt secrete deci inaccesibile cercet ătorilor etc. Mai sunt şi situaţii în care pentru diferite segmente ale popula ţiei nu exist ă nici un fel de liste. În acest caz se impune găsirea unui echivalent acceptabil pentru baza de e şantionare.
(c) determinarea unităţii de eşantionare, a unităţii de sondaj şi a unităţii de analiză Unitatea de eşantionare este un element distinct sau un grup de elemente distincte în cadrul popula ţiei cercetate, care poate fi selectate pentru a forma e şantionul. Unitatea de eşantionare poate fi reprezentat ă de: o persoan ă; o familie; familie; o firmă, o întreprindere; o localitate etc Unitatea de eşantionare nu se suprapune întotdeauna cu unitatea de sondaj şi cu cea de analiz ă şi de cercetare, aceasta din urm ă având o serie de caracteristici care le particularizeaz ă. Unitatea de sondaj este reprezentat ă de persona de la care se culeg datele primare, respectiv respondentul. Unitatea de analiză este reprezentată de persoane, grupuri de persoane sau organiza ţii despre care se culeg actele primare.
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sondaj poate fi un membru al gospod ăriei sau familiei, iar unitatea de analiză poate fi familia.
(d) determinarea mărimii eşantionului Practica a demonstrat c ă mărimea eşantionului este direct propor ţională cu costurile pe care le implic ă culegerea datelor dar şi cu eroarea. În cazul unei eşantionări neprobabilistice, m ărimea eşantionului se stabileşte de regul ă prin mijloace subiective fiind limitate de considerente legate exclusiv de cost. Dacă notăm cu „n” mărimea (numărul componentelor) unui e şantion, pentru estimarea acestuia, se va utiliza formula: n
=
t 2 * p (1 − p ) e2
unde: inerea ăţ iiii cu care se garanteaz ă obţ inerea • t - coeficientul probabilit ăţ rezultatului (ob ţ inut inut din tabelele statistice ale reparti ţ ţiei i ei Student); ţ ia ia componentelor din e şantion care posed ă • p – propor caracteristica cercetat ă (deoarece p nu se cunoaşte ea se consider ă a fi egal ă cu 0,5, pentru ca dispersia să aibă valoarea maximă posibil ă ); • e – eroarea limit ă acceptabil ă.
Să presupunem c ă dorim să studiem opinia clien ţilor cu privire la putere de spălare” a detergentului de rufe „ Ariel”. Pentru a caracteristica „ putere determina mărimea eşantionului se stabile şte valoarea erorii limit ă ca fiind 5%; un coeficient t care corespunde unei probabilit ăţi de 0,95, egal cu 2; valoarea lui p se stabileşte a fi egală cu 0,5. Pe baza datelor de mai sus, m ărimea eşantionului se stabile şte astfel: n=
t 2 * p (1 − p ) e
2
2
=
2 * 0 .5 * 0 .5 0 .05
2
=
4 * 0.25 0 .0025
=
1 0 .0025
= 400 persoane
Eşantionul sau num ărul de persoane care trebuiesc intervievate pentru aflarea opiniei acestora cu privire la caracteristica studiat ă va trebui să fie egal cu 400 de persoane. 8.1.2. RESTRICŢIILE PROCESULUI DE EŞANTIONARE
În practica dimension ării unui e şantion este necesar s ă se aibă in vedere două categorii de restric ţii: de ordin statistic şi de ordin organizatoric.
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8.1.2.1. RESTRICŢII DE ORDIN STATISTIC Din prima categorie de restric ţii, în cazul folosirii metodelor clasice de estimare a e şantionului, fac parte:
ăştiere a valorilor caracteristicii cercetate (de - gradul de împr ăş exemplu, eşantionul este mai mic într-o cercetare cu o împr ăş ăştiere redus ă, aşa cum este un studiu al inten ţiilor de cump ărare decât situa ţia în care împr ăş ăştierea este mare, cum este cazul unei cercet ări a preferinţelor de cumpărare); - probabilitatea cu care se garanteaz ă rezultatele (rezultatele cercetării eşantionului se pot extinde asupra colectivităţii generale din care a fost extras); - mărimea intervalului de încredere in care se a şteaptă să se încadreze rezultatele (limitele între care să se găsească fenomenul cercetat, faţă de rezultatele indicate în e şantion). Acest interval este necesar să fie luat în considerare datorit ă faptului că în studiile de marketing nu se cerceteaz ă întreaga colectivitate (to ţi purtătorii de informaţii) iar estimarea valorilor ob ţinute la nivel de e şantion se face cu o anumită eroare. În practica cercet ărilor de marketing aceast ă eroare se înscrie între 1 şi 5 la sută.
8.1.2.2. RESTRICŢIILE DE ORDIN ORGANIZATORIC Restricţiile de ordin organizatoric sunt determinate de m ărimea potenţialului uman (num ărul de cercet ători) ce pot fi antrena ţi în procesul de colectare a informa ţiilor şi de resursele financiare alocate investiga ţiei.
8.2. METODE DE EŞANTIONARE Tipul de sondaj care urmeaz ă a fi realizat este determinat prin planul de sondaj.
Planul de sondaj reprezintă ansamblul opera ţiilor prevăzute a se executa pentru obţinerea unui e şantion, inclusiv regulile de desf ăş ăşurare a acestor activităţi. Acest plan trebuie s ă urmărească facilitarea ob ţinerii unor estimări pe baza datelor din e şantion, care s ă aibă erori medii p ătratice cât mai mici. Cu cât sunt mai reduse pentru aceste evalu ări eroarea medie patratică sau multiplul acesteia (intervalul sau regiunea de încredere), cu atât sunt sunt mai mari precizia estimărilor şi validitatea lor, precum şi planul de sondaj, şi cu atât mai eficient ă este tehnica de e şantionare aleas ă
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inclusă în e şantion, se apeleaz ă la procedee de eşantionare nealeatoare, în care procesul selec ţiei este cel pu ţin par ţial subiectiv. De exemplu, pentru cunoa şterea nevoilor de cump ărare la un anumit produs, se organizeaz ă o cercetare selectiv ă în cinci magazine, alegerea magazinelor şi a cumpăr ătorilor care urmeaz ă a fi chestionaţi se lasă la latitudinea cercet ătorului. De obicei, e şantionarea nealeatoare se utilizează în cercetări exploratorii, atunci când problema reprezentativit ăţii are o importan ţă mai redusă. În cazul unei e şantionări aleatoare, selecţia se realizeaz ă independent de cercetător, fiecare element al colectivităţii având aceea şi probabilitate de a fi inclus in eşantion. În acest caz, se pot calcula intervalele de încredere, se pot realiza testele de semnifica ţie şi se pot face estim ări nedistorsionate ale valorilor caracteristicilor la nivelul întregii colectivit ăţi investigate.
8.2.1. EŞANTIONAREA ALEATOARE SAU PROBABILISTĂ Această metodă de eşantionare, presupune c ă fiecare membru al populaţiei cercetate are o anumit ă probabilitate de a fi inclus în e şantion, probabilitate diferit ă de zero. Selectarea fiec ărui membru al popula ţiei se va face pe baza legilor probabilistice. Eşantionarea aleatoare prezint ă o serie de avantaje, care pot fi sintetizate după cum urmează: - cunoaşterea probabilit ăţ ăţ iiii cu care fiecare membru al colectivit ăţ iiii poate fi inclus în e şantion, d ă posibilitatea determin ării unei marje de eroare a rezultatelor ob ţ inute; inute; - selec ţ ţia i a probabilist ă d ă posibilitatea asigur ării reprezentativit ăţ ii ăţ ii eşantionului, oferind utilizatorilor o protec ţ ţie i e în raport cu alte modalit ăţ ăţ i de selec ţ ţie; i e; - rezultatele obţ inute inute la nivelul e şantionului pot fi extinse la nivelul întregii
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EŞANTIONARE ALEATOARE
Fixa
Făr ă restricţii
Secvenţiala Areolara
Cu restricţii
Multistadiala Simpla aleatoare Cu întoarcere
Sistematică
De grup Stratificata
Propor ţionala
Neproportionala
Fara întoarcere
Figura nr. 8.1. – Metode de eşantionare aleatoare
8.2.1.1. EŞANTIONARE ALEATOARE SECVENŢIALĂ Eşantionare aleatoare secvenţială este cel mai des utilizat ă în cercetările de marketing şi presupune c ă eşantioanele sunt extrase din când în când până când se îndeplinesc o serie de criterii prestabilite. Aceast ă metodă de eşantionare presupune efectuarea de calcule laborioase, dar duce la individualizarea unui e şantion în general mai mic decât în cazul în care sar alege de la început un e şantion fix, deci înregistreaz ă costuri sensibil mai reduse.
8.2.1.2. EŞANTIONARE ALEATOARE FIXĂ
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Acest tip de sondaj are avantajul de a fi rapid, mai ieftin şi de a necesita mai puţine cunoştinţe, decât oricare alt tip de e şantionare care presupune o selecţie. Sondajul nerestrictiv este de preferat atunci când popula ţia este omogenă sau când aceasta nu poate fi stratificat ă. Acest gen de sondaj determin ă limite largi de incertitudine privind adevărata valoare a unei estim ări bazate pe un asemenea e şantion şi nu prezintă mari posibilit ăţi de reducere a erorilor medii pătratice şi a mărimii eşantionului. Este procedeul de alegere a e şantionului care confer ă întregii popula ţii nedivizate o şansă egală de a fi inclus ă în eşantion. Este o metod ă larg utilizată atunci când popula ţia cercetată este omogen ă şi nu poate fi împăr ţită în clase şi categorii. Dacă populaţia care constituie obiectul studiului este extrem de numeroasă, atunci alegerea acelor elemente care vor face parte din eşantion se va face pe baza numerelor aleatoare generate sau nu de calculatorul electronic. Eşantionare aleatoare fix ă f ăr ă restricţii presupune alegerea pe rând a unităţii de eşantionare prin extrageri succesive, se poate face în dou ă modalităţi: eşantionare aleatoare fix ă f ăr ă restricţii cu întoarcere; eşantionare aleatoare fix ă f ăr ă restricţii şi f ăr ă întoarcere. - eşantionare aleatoare fixă f ăr ă restricţii cu întoarcere, caz în care alegerea eşantionului se face dup ă principiul „ bilei revenite”, adică unitatea extrasă este reintrodus ă de fiecare dată în popula ţia cadru. De exemplu, dacă populaţia cadru este egal ă cu N , atunci fiecare unitate are o probabilitate de 1/N de a fi inclus ă în eşantion; - eşantionare aleatoare fixă f ăr ă restricţii şi f ăr ă întoarcere, caz în care alegerea eşantionului se face f ăr ă a se respecta principiul „ bilei revenite”, adică unitatea extrasă nu mai este reintrodus ă în popula ţia
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- eşantionarea sistematică, este procedeul de e şantionare care presupune stabilirea lungimii intervalului sau a pasului care se va folosi în procesul de selec ţie a eşantionului. M ărimea pasului se va determina prin împăr ţirea bazei de e şantionare (a colectivit ăţii cercetate) la m ărimea prestabilită a eşantionului. Dac ă se determină un eşantion de 100 de persoane la o popula ţie cercetat ă de 200.000, se determin ă un pas de eşantionare egal cu 200.000/100=2.000. Deci, dup ă ce se va alege în mod aleator un num ăr de start (exemplu 1500), se va trece la compunerea eşantionului prin ad ăugarea fiecărei a 2000 de persoan ă adică: 3,500, 5,500, 7,500, 9,500, 11,500 etc în e şantion. Eşantionarea sistematică este mai eficientă decât eşantionarea simpl ă aleatoare şi mai uşor de realizat. Este cel mai des utilizată în cazul în care se anchetează populaţia cercetată prin poştă sau prin telefon, ceea ce nu exclude însă aplicarea ei şi în cazul anchetei fa ţă în faţă (de exemplu se intervievează fiecare a 25 a persoan ă care trece prin fa ţa operatorului de interviu). Sondajul sistematic este o formă puţin modificat ă a sondajului nerestrictiv. Prin sondajul sistematic e şantionul se ob ţine potrivit cu ordinea existent ă in popula ţie, ca de exemplu lista alfabetic ă a abonaţilor din cartea de telefon, evidenţa persoanelor din registrele electorale etc. Sondajul are un caracter restrictiv atunci când popula ţia este divizat ă mai întâi în diferite categorii specifice geografice sau sociologice, iar apoi, unităţile eşantionului sunt sunt extrase din categoriile specifice specifice geografice sau sociologice ale popula ţiei (toate formele de sondaj stratificat, inclusiv sondajul neprobabilistic prin cote ).
- eşantionare stratificată se utilizeaz ă de regul ă atunci când populaţia cercetată este extrem de numeroas ă, drept pentru care este necesar ă o împăr ţire a acesteia în clase dup ă diverse criterii: demografice; sociale; economice etc, consitituindu-se astfel grupurile sau straturile. Din fiecare grup ă sau strat se va alege un sub-e şantion prin folosirea
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O eşantionare stratificată ne propor ţională se realizeaz ă având în vedere anumite considerente de natur ă analitică şi anumite ipoteze ale cercetării. Pe baza acestor considerente se extrag sub-e şantioane care pot fi mai mari sau mai mici comparativ cu cele care se ob ţin prin eşantionarea propor ţională. În cazul eşantionării stratificate, grupele trebuie s ă fie mai omogene decât ansamblul. Exemplu, dac ă dorim estimarea mediei vânz ărilor pe comenzile livrate la un produs chimic fabricat de firma "P&G", proced ăm după cum urmează. Populaţia chestionat ă este alcătuită din 20.000 clien ţi ai firmei repartiza ţi ca în figura nr. 8.2. Specialiştii firmei "P&G" au selec ţionat un e şantion compus din 300 de clienţi din prima grup ă, 200 de clien ţi din a doua grup ă si 150 din a treia grupă. Media vânz ărilor pe fiecare grup ă din eşantion X1,X2, si X3 este 650 um, 533 um si 564 um, cu abateri medii p ătratice in grupele din e şantion S1, S2, S3 de 21 um, 13.5 um si 30.2 um.
Figura nr. 8.2. – E şantionarea stratificat ă
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respectiv
deci
n1=0,6*(650); n2=0,3*(650); n3=0,1*(650) n1= 390; n2=195 ; n3=65.
Rezulatatele pot fi sintetizate ca în figura nr. 8.3.
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Este o metod ă de cercetare care necesit ă resurse financiare mai reduse, timp mai redus de studiu, acces la u şor la informa ţii decât dac ă s-ar fi utilizat altă metodă de cercetare. În cazul acestei metode de sondaj apar o serie de erori relevante, dac ă grupurile analizate sunt foarte omogene. De exemplu: în ora şul New York se doreşte realizarea unei cercet ări de piaţă cu privire la produsul pizza”. Este ales drept grup de referin ţă cartierul italian (mari alimentar „ pizza consumatori ai produsului pizza). Rezultatele cercet ării nu sunt în acest caz relevante, deoarece nici cartierul italian nu este reprezentativ pentru colectivitatea cartierelor din Metropola New York şi nici comportamentul consumatorilor italieni fa ţă de produsul pizza nu este reprezentativ pentru întreaga popula ţie a metropolei.
- e şantionare aleatoare zonală multistadială presupune folosirea combinată a două sau mai multe metode aleatoare de e şantionare. De exemplu: se face ini ţial o selec ţie aleatoare a unei zone geografice; urmată de selecţia aleatoare a unui jude ţ; în interiorul jude ţului se face o selecţie aleatoare a unui municipiu; iar în cadrul acestuia a unui cartier; la nivelul cartierului se face o selec ţie a str ăzilor, apoi a gospod ăriilor, a familiilor etc Gospod ăriile cuprinse în cercetare devin unit ăţi de eşantionare. Includerea gospod ăriilor în eşantion se face simplu aleator; sistematic; stratificat sau grupat. antionare areolar ă este forma de sondaj probabilistic utilizat
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urmează a fi intervievate de c ătre operatorul de interviu. Alegerea persoanelor este f ăcută în mod subiectiv de c ătre operatorul de interviu, f ăr ă a avea la baz ă vreo logic ă sau o justificare ştiinţifică. Neavând la baz ă un fundament ştiinţific, eşantionul astfel conceput nu se vrea a fi reprezentativ şi nici rezultatele anchetei nu se doresc a fi generalizate la întreaga popula ţie studiată. Prin această modalitate de eşantionare se dore şte obţinerea unor opinii a unor persoane cu privire la caracteristica sau obiectul studiat. Eşantionare nealeatoare Conveţionala (la întâmplare)
Logica Cotă parte Pe baza de voluntariat Din aproape in aproape
Metoda itinerariului
La locul de cumparare sau de consumare
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încredinţează o cotă; el trebuie s ă interogheze un anumit num ăr de bărbaţi şi de femei, dintr-un anumit tip de localitate, din grupe diferite de vârst ă etc. Înglobarea tuturor cotelor atribuite ansamblului anchetatorilor trebuie sa dea un model de talie redus ă conţinând acelea şi propor ţii care exist ă in populaţie în mod natural.
(d) eşantionarea din aproape în aproape (sau metoda “bulg ărului de z ă pad ă”) constă în alegerea ini ţial a unui num ăr redus de persoane pentru a fi incluse în e şantion. De la aceste persoane se vor obţine informa ţii despre alte persoane care posed ă aceleaşi caracteristici şi care ar putea fi incluse în e şantion şi aşa mai departe. Se continu ă până când se ob ţine eşantionul de mărimea dorit ă. (e) eşantionarea la locul de cumpărare sau la locul de consumare presupune stabilirea popula ţiei cercetate în func ţie de locul de cumpărare de bunuri sau servicii: clien ţii unui centru comercial, a unui supermarket, a unui magazin de cartier sau a unui boutique. Selec ţia celor care vor fi intervieva ţi se va face la intrarea sau la ie şirea din centrul comercial, intervievarea având loc în interiorul centrului. (f) eşantionarea pe bază de voluntariat se bazează pe stabilirea eşantionului care va fi constituit din persoane care anticipat consimt s ă r ăspundă la întrebările dintr-un chestionar. Rezultatele care se ob ţin trebuiesc interpretate cu mult ă atenţie, ele ne putând fi extinse la întreaga populaţie.
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stabilirea unor criterii de diferen ţiere care să privilegieze varianta oprim ă. Cele mai importante criterii 67 care pot fi avute în vedere sunt:
(a) nivelul de reprezentativitate al eşantionului este un prim criteriu de diferen ţiere cu o importan ţă vitală în cazul în care se dore şte utilizarea cercet ărilor descriptive şi cauzale. E şantionul trebuie s ă fie reprezentativ atât din punct de vedere statistic, cât şi din punct de vedere al caracteristicilor popula ţiei care face obiectul cercet ării. Îndeplinirea criteriilor de reprezentativitate a e şantionului (mai pu ţin importante în cazul unei cercet ări exploratorii) necesit ă importante resurse financiare, umane şi nu în ultimul rând de timp; (b) resursele financiare care pot fi puse la dispozi ţia cercetării. De multe ori, în practic ă, mărimea eşantionului se detremin ă pornind de la resursele financiare disponibile, prin împ ăr ţirea bugetului alocat la costul unitar al unui interviu pe baz ă de chestionar. Punerea pe primul plan a resurselor financiare disponibile este esen ţială atunci când nu se dore şte o precizie foarte mare a rezultatelor care se vor ob ţine în urma cercet ării. În acest caz se recomandă folosirea procedeelor simple de e şantionare. Dacă însă, obiectivele firmei care dore şte efectuarea cercet ării sunt de o altă natur ă, dacă pe primul plan se situeaz ă acurateţea şi precizia datelor care se obţin din cercetare bugetul trebuie dimensionat în func ţie de timpul de eşantionare care se utilizeaz ă, deci bugetul se va transforma dintr-o variabilă de intrare într-una de ie şire; (c) factorul timp poate influin ţa în mod hotărâtor natura
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(f) posibilitatea utilizării analizei statistice pentru a extinde rezultatele e şantionului la nivelul popula ţiei de referin ţă. Posibilitatea utilizării analizei statistice este posibil ă doar în cazul metodelor de eşantionare aleatoare sau probabilistice.
8.4. DETERMINAREA MĂRIMII EŞANTIONULUI 8.4.1. DETERMINAREA PARAMETRILOR CE CARACTERIZEAZĂ POPULAŢIA CERCETATĂ Populaţia care este supus ă unei cercet ări de marketing este o entitate bine definit ă, fiind constituit ă dintr-o mul ţime de unit ăţi simple sau complexe (cumpăr ători, gospod ării, localit ăţi, firme etc)
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Tabelul nr. nr. 8.1. – Notaţii utilizate pentru parametrii populaţiei şi ai eşantionului Litere greceşti pentru Litere latine pentru Parametrii parametrii populaţiei parametrii eşantionului x Media µ 2 s 2 σ Dipsersia σ Abaterea standard s π Propor ţia r ăspunsurilot DA p Propor ţia r ăspunsurilor NU 1-π 1-p Mărimea populaţiei N Mărimea eşantionului n Pentru prezentarea modului de calculare a parametrilor popula ţiei şi a statisticii eşantionului, vom face exemplul urm ător. În primăvara anului
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8.4.1.1. CALCULAREA PARAMETRILOR CONTINUI AI POPULAŢIEI CERCETATE Calcularea parametrilor continui ai popula ţiei cercetate se prezint ă sub forma tendinţei centrale (media); dispersiei (varia ţia) şi abaterii standard (abaterea medie p ătratică). (a) tendinţa centrală sau media (µ): N
∑ xi µ = i = 1 N
=
3 . 750 . 000 100
(b) dispersia sau varianta ( σ 2 ): N
∑(
)
2
= 37 . 500 km / an
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8.4.1.2. CALCULAREA PARAMETRILOR DIHOTOMATICI AI POPULAŢIEI CERCETATE Calcularea parametrilor dihotomatici ai popula ţiei cercetate se realizeaz ă i sub formă de procente sau propor ţii, presupune determinarea: propor ţiei celor care doresc s ă achiziţioneze o Dacia Logan; dispersia (varia ţia) şi abaterea standard abaterea medie p ătratică), după cum urmează:
(a) propor ţia celor care doresc să achiziţioneze o Dacia Logan (π), propor ţie care se va calcula plecând urm ătoarea formula: N
∑ π
=
i
=1 N
y i
=
22 100
= 0 . 22
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În sinteză, mărimile mai sus calculate (media, dipsersia şi abaterea standard) care caracterizeaz ă parametrii continui ai e şantionului se prezintă ca în figura nr. 7.8.
8.4.2.2. CALCULAREA PARAMETRILOR DIHOTOMATICI AI
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N
∑ ( y i − p ) 2 s 2 = i =1
n −1
=
2 9
= 0 . 22
(c) abaterea standard (abaterea medie patratic ă ( s )
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CAPITOLUL 9 ANALIZA INFORMAŢIILOR OBŢINUTE DIN CERCETĂRILE DE MARKETING
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unde f i i este frecventa elementului i din serie.
(b) în (b) în cazul unei scale de tip ordinal pentru eviden ţierea tendin ţei centrale se impune calcularea medianei. Mediana este varianta care ocupă locul central într-o serie aranjat ă în ordinea crescătoare
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9.2. TESTAREA SEMNIFICATIEI STATISTICE A DIFERENŢELOR DINTRE GRUPURI Testarea semnifica ţiei statistice a diferen ţelor dintre grupuri reprezint ă o modalitate de a eviden ţia existenţa unor diferen ţe semnificative dintre
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• rezultatele unui sondaj de pia ţă, din care rezult ă opţiunea cumpăr ătorilor pentru urm ătoarele perioade de timp. Observaţie: Cumpăr ătorii care declar ă că vor cumpăra acelaşi produs şi în perioadele urm ătoare, se consider ă a fi fideli produsului. Ceilal ţi se orientează spre celelalte dou ă produse, pentru a- şi satisface necesit ăţile neacoperite de produsul C1.
Metoda de rezolvare: La stabilirea modului în care se presupune s ă evolueze ponderea pe piaţă a unor produse concuren ţiale, se poate aplica ca metoda de lucru: urile evolutia ponderii de pia ţă a unor proudse concuren ţiale sau “ Lanţ urile Markov”. Algoritmul
de calcul -Paşi de rezolvare:
Pasul 1- se construie şte matricea probabilit ăţilor de tranzi ţie (P), în funcţie de coeficientul de fidelitate şi de reorient ările cumpăr ătorilor în două perioade succesive. Probabilit ăţile de tranzi ţie sunt reprezentate sub forma unor matrice p ătratice, cu toate elementele nenegative şi cu proprietatea c ă suma elementelor unei linii este egal ă cu 1. Pasul 2 -se scrie distribu ţia iniţială sub forma unui vector linie cu elemente formate din ponderile pe pia ţă ale produselor concuren ţiale la momentul zero; Pasul 3 - se determină ponderea pe pia ţă a produselor dup ă prima perioadă. Pentru a obţine ponderea pe pia ţă a produselor pentru perioada următoare, rezultatul anterior va fi înmul ţit cu matricea probabilit ăţilor de tranziţie de la o stare la alta, de la o perioada la alta. Rezolvare: 1. Se construieşte matricea probabilit ăţ ilor de tranzi ţ ţie: i e: ăţ ilor ⎛ 0.45 0.20 0.20 0.15 ⎞ ⎜ ⎟ 0.05 0.70 0.15 0.10 ⎟ P=⎜ ⎜ 0.20 0.30 0.35 0.15 ⎟ ⎜ ⎟ ⎝ 0.10 0.10 0.05 0.75 ⎠ 2. Se construie şte vectorul linie cu ponderile de pia ţă a celor patru produse în momentul initial: a j = (0.25 0.35 0.25 0.15)
3. Se determin ă cotele de pia ţă a celor patru produse dup ă prima lun ă:
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4. Se determin ă cotele de pia ţă a celor patru produse dup ă a doua lun ă: ⎛ 0.45 ⎜ ⎜ 0.05 ⎜ 0.20 ⎜ ⎝ 0.10
0.20 0.70 0.30 0.10
0.20 0.15 0.35 0.05
0.15 ⎞ ⎟ 0.10 ⎟ ∗ (0.195 0.385 0.1975 0.2225 ) = (0.1687 0.39 0.177 0.2642) 0.15 ⎟ ⎟ 0.75 ⎠
⎛ 0.45 ⎜ ⎜ 0.05 ⎜ 0.20 ⎜ ⎝ 0.10
0.20 0.70 0.30 0.10
0.20 0.15 0.35 0.05
0.15 ⎞ ⎟ 0.10 ⎟ ∗ (0.1687 0.39 0.177 0.2642 ) = (0.1572 0.3863 0.1674 0.289) 0.15 ⎟ ⎟ 0.75 ⎠
5, Se determin ă cotele de pia ţă a celor patru produse dup ă a treia lun ă: ⎛ 0.45 ⎜ ⎜ 0.05 ⎜ 0.20 ⎜ ⎝ 0.10
0.20 0.70 0.30 0.10
0.20 0.15 ⎞ ⎟ 0.15 0.10 ⎟ ∗ (0.1572 0.3863 0.1674 0.289) = (0.1524 0.381 0.1624 0.304) 0.35 0.15 ⎟ ⎟ 0.05 0.75 ⎠
6, Se determin ă cotele de pia ţă a celor patru produse dup ă a patra lun ă: ⎛ 0.45 0.20 0.20 0.15 ⎞ ⎜ ⎟ ⎜ 0.05 0.70 0.15 0.10 ⎟ ∗ (0.1524 0.381 0.1624 0.304 ) = (0.1505 0.3763 0.1597 0.3133) ⎜ 0.20 0.30 0.35 0.15 ⎟ ⎜ ⎟ ⎝ 0.10 0.10 0.05 0.75 ⎠ ⎛ 0.45 0.20 0.20 0.15 ⎞ ⎜ ⎟ ⎜ 0.05 0.70 0.15 0.10 ⎟ ∗ (0.1505 0.3763 0.1597 0.3133) = (0.1498 0.3727 0.1581 0.3191) ⎜ 0.20 0.30 0.35 0.15 ⎟ ⎜ ⎟ ⎝ 0.10 0.10 0.05 0.75 ⎠
7, Se determin ă cotele de pia ţă a celor patru produse dup ă a cincea lun ă: 8, Se determin ă cotele de pia ţă a celor patru produse dup ă a şasea lună: 9. Se centralizeaz ă datele ob ţinute mai sus într-un tabel de forma:
Tabelul nr. 2.- Evoluţ ia ia în timp a ponderii pe piaţă
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Produs Luna I II III IV V VI
C1
C2
C3
C4
0.195 0.1687 0.1572 0.1524 0.1505 0.1498
0.385 0.39 0.3863 0.381 0.3763 0.3727
0.1975 0.177 0.1674 0.1624 0.1597 0.1581
0.2225 0.2642 0.289 0.304 0.3133 0.3191
10. Se reprezint ă grafic evolu ţia ponderii produselor pe pia ţă, pe baza datelor din tabelul nr. 2. 0.45 0 .4 0.35 0 .3 0.25 0 .2 0.15 0 .1 0.05 0
C1 C2 C3 C4
I
II
III
IV
V
VI
Figura nr. 1.-Evoluţ ia ia in timp a cotelor de piaţă Din graficul nr. 1. de mai sus cât şi din datele cuprinse în situa ţia centralizată a ponderii pe pia ţă a celor patru produse rezult ă: - produsul C1 şi produsul C3 se află în faza de declin. Se observă că produsul C1 are iniţial o cotă de piaţă de 25%, pentru ca în final s ă ajungă la o cotă de piaţă de aproximativ 15%. Similar, cota de pia ţă a produsului C 3 înregistrează o scădere de la 25% la aproximativ 16%; Declinul este ultima faz ă din ciclul de via ţă a produsului. Aceast ă etapă este caracterizat ă de reducerea volumului vânz ărilor, fenomen asociat cu reducerea cotei de pia ţă pe care o de ţine produsul datorit ă nu atât consumului specific cât mai ales datorit ă renunţării din partea clientelei în favoarea unor produse noi. Când se inregistreaz ă astfel de fenomene, vânz ătorii consider ă că articolele din linia de produc ţie care nu aduc profit trebuie eliminate. În aceste condi ţii vânzătorii pot reduce eforturile de promovare, pot elimina distribuitorii marginali iar în final s ă planifice scoaterea din fabrica ţie a produsului; - produsul C4 se află în faza de creştere. Cota de pia ţă a te de la 15% la aproximativ 32%. În etapa de cre
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• îmbunătăţirea calităţii produselor şi adăugarea de noi modele sau caracteristici; • penetrarea de noi segmente de pia ţă; • cucerirea unor noi spa ţii pentru produsul propriu în canalele de distribuţie; • folosirea unei p ăr ţi din publicitate pentru realizarea obiectivului ce urmăreşte convingerea cump ăr ătorilor în a efectua actul cump ăr ării; • diminuarea sensibil ă a preţurilor în scopul atragerii unor noi contingente de consumatori sensibili la aceste reduceri. Pre ţul promoţional agresiv, ce include reduceri de pre ţuri, este tipic acestei etape. - produsul C2 se află iniţial în faza de cre ştere. Cota de pia ţă a produsului cre şte până la 39% iar în urm ătoarele luni scade pân ă la aproximativ 37%. 2. Piaţa produselor electrotehnice Pe piaţa televizoarelor color sunt prezente trei t rei produse concuren ţiale: TV1; TV2 şi TV3. Un sondaj de pia ţă, care avea drept scop testarea preferin ţelor consumatorilor cu privire la cele 3 m ărci, a scos în eviden ţă următoarele: - Cota de participare a fiec ărui produs în totalul pie ţei este ( la momentul t0 – cel în care s-a efectuat sondajul ) urm ătoarea: TV1 – 35%; TV2 – 45%; TV3 – 20%; - Coeficien ţii de fidelitate ai consumatorilor fa ţă de cele 3 m ărci de televizoare s-au determinat plecând de la urm ătoarele atribute: calitatea imaginii; calitatea sunetului; design; pre ţ; ambalaj; Rezultatele ob ţinute se pot sintetiza în urm ătorii coeficien ţi de fidelitate: • 55% din cump ăr ători r ămân fideli lui C 1; • 65% din cump ăr ători r ămân fideli lui C 2; • 75% din cump ăr ători r ămân fideli lui C 3; Ceilalţi cumpăr ători păr ăsesc produsul şi se orienteaz ă spre celelalte dup ă cum urmează:
Tabelul nr.3.-Situaţ ia ia cotelor de piaţă Produsul parasit C1 C2 C3
C1 --15 10
Reorientari (%) C2 20 --15
C3 25 20 ---
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stabilească politicile manageriale pentru fiecare produs în parte la firma care-l produce.
Baza informaţională: - ponderea pe pia ţă a celor trei produse la un moment dat, considerat momentul iniţial; - rezultatele unui sondaj de pia ţă, din care s ă rezulte opţiunea cumpăr ătorilor pentru urm ătoarele perioade de timp; Observaţie: Cumpăr ătorii care declar ă că vor cumpăra acelaşi produs şi în perioadele urm ătoare, se consider ă a fi fideli produsului. Ceilal ţi se orientează spre celelalte dou ă produse, pentru a- şi satisface necesit ăţile de produse cosmetice.
Metoda de rezolvare: La stabilirea modului în care se presupune s ă evolueze ponderea pe pia ţă urile Markov”. a unor produse concuren ţiale, se pot aplica metoda “ Lanţ urile Algoritmul
de calcul: Pasul 1- se construieşte matricea probabilit ăţilor de tranzi ţie (P), în funcţie de coeficientul de fidelitate şi de reorient ările cumpăr ătorilor în două perioade succesive. Probabilit ăţile de tranzi ţie sunt reprezentate sub forma unor matrice p ătratice, cu toate elementele nenegative şi cu proprietatea c ă suma elementelor unei aceleia şi linii trebuie s ă fie egală cu 1; Pasul 2 - se scrie distribu ţia iniţială sub forma unui vector linie cu elemente formate din ponderile pe pia ţă ale produselor cosmetice la momentul zero; Pasul 3 - se determină ponderea pe pia ţă a produselor dup ă prima perioadă. Pentru a obţine ponderea pe pia ţă a produselor pentru perioada următoare, rezultatul anterior va fi înmul ţit cu matricea probabilit ăţilor de tranziţie de la o stare la alta. Rezolvare: 1. Se construie şte matricea probabilit ăţilor de tranzi ţie: ⎛ 0.55 0.20 0.25 ⎞ ⎜ ⎟ P = ⎜ 0.15 0.65 0.20 ⎟ ⎜ ⎟ ⎝ 0.10 0.15 0.75 ⎠ 2. Se construie şte vectorul linie cu ponderile de pia ţă a celor patru produse la momentul ini ţial: a j = (0.35 0.45 0.20)
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⎛ 0.55 0.20 0.25 ⎞ ⎜ ⎟ 0 . 15 0 . 65 0 . 20 ⎜ ⎟ ∗ (0.35 0.45 0.20) = (0.28 0.3925 0.3275) ⎜ 0.10 0.15 0.75 ⎟ ⎝ ⎠ 4. Se determin ă cotele de pia ţă ale celor trei produse dup ă a doua lun ă:
⎛ 0.55 0.20 0.25 ⎞ ⎜ ⎟ 0 . 15 0 . 65 0 . 20 ⎜ ⎟ * (0.28 0.3925 0.3275) = (0.245625 0.36025 0.394125) ⎜ ⎟ ⎝ 0.10 0.15 0.75 ⎠ 5. Se determin ă cotele de pia ţă ale celor trei produse dupa a treia lun ă:
⎛ 0.55 0.20 0.25 ⎞ ⎜ ⎟ ⎜ 0.15 0.65 0.20 ⎟ * (0.245625 0.36025 0.394125) = (0.2285 0.3424 0.4291) ⎜ ⎟ ⎝ 0.10 0.15 0.75 ⎠ 6. Se determin ă cotele de pia ţă ale celor trei produse dup ă a patra lun ă:
⎛ 0.55 0.20 0.25 ⎞ ⎜ ⎟ ⎜ 0.15 0.65 0.20 ⎟ * (0.2285 0.3424 0.4291) = (0.2199 0.3326 0.4475) ⎜ ⎟ ⎝ 0.10 0.15 0.75 ⎠ 7. Se determin ă cotele de pia ţă ale celor trei produse dup ă a cincea lun ă:
⎛ 0.55 0.20 0.25 ⎞ ⎜ ⎟ ⎜ 0.15 0.65 0.20 ⎟ * (0.2199 0.3326 0.4475) = (0.2156 0.3273 0.4571) ⎜ ⎟ ⎝ 0.10 0.15 0.75 ⎠ 8. Se determin ă cotele de pia ţă ale celor trei produse dup ă a sasea lun ă: ⎛ 0.55 0.20 0.25 ⎞ ⎜ ⎟ ⎜ 0.15 0.65 0.20 ⎟ * (0.2156 0.3273 0.4571) = (0.2134 0.3244 0.4622) ⎜ ⎟
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10. Grafic evolu ţia ponderii produselor pe pia ţă va ar ăta ca în figura nr. 6. 0 .5 0.45 0 .4 0.35 a t a i p e d a t o C
0 .3
C1 C2 C3
0.25 0 .2 0.15 0 .1 0.05 0 1
2
3
4
5
6
Luna
Figura nr. 6.-Evoluţ ia ia cotelor de piaţă Atât din graficul de mai sus cât şi din datele cuprinse în situa ţia centralizată a ponderii pe pia ţă a celor trei produse putem trage următoarele concluzii: - produsul C1 şi produsul C2 se află în faza de declin. Se observă că produsul C1 are iniţial o cotă de piaţă de 35%, pentru ca în final s ă ajungă la o cotă de piaţă de aproximativ 21%. Similar, cota de pia ţă a produsului C 2 înregistrează o scădere de la 45% la aproximativ 32%. Declinul este ultima faz ă din ciclul de via ţă a produsului. Aceast ă etapă este caracterizat ă de reducerea volumului vânz ărilor, fenomen asociat cu reducerea cotei de pia ţă pe care o de ţine produsul datorit ă nu atât consumului specific cât mai ales datorit ă renunţării din clientel ă în favoarea unor produse noi. Când se produc aceste fenomene, vânz ătorii consider ă că articole din linia
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• cucerirea unor noi spa ţii pentru produsul propriu în canalele de distribuţie; • folosirea unei p ăr ţi din publicitate pentru realizarea obiectivului ce urmăreşte convingerea cump ăr ătorilor în a efectua actul cump ăr ării; • diminuarea sensibil ă a preţurilor în scopul atragerii unor noi contingente de consumatori sensibili la aceste reduceri. Pre ţul promoţional agresiv, ce include reduceri de pre ţuri, este tipic acestei etape.
BIBLIOGRAFIE
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17. Eduard Rădăceanu, “Metode decizionale în conducerea sistemelor complexe” , Editura Militar ă, Bucureşti 1993; 18. Emerz F, Trist E, “Socio-technical system, in System Thinking” , Penguin Books, London 1971; 19. G.E.S Parker, E.C. Segura - ”How to Get a Better Forecast ”, ”, Harvard Business Review, march, 1981; 20. Gh. Orzan – „Sisteme informatice de marketing”, Editura Uranus, Bucureşti, 2001; 21. Gheorghi ţă M., Şerban R. – ”Modelarea proceselor economice Aplicatii”, Editura ASE, Bucure şti 1999; ei ”, 22. J. C. Dr ăgan, M.C. Demetrescu - ” Tehnica prospect ării pie ţ ei ”, Editura Europa Nova, Bucure şti 1996; 23. James O’Brien - „Management Information Systems”, Mc Graw Hill, 1996; 24. Keen P. – „ Business Design through IT ”, ”, Harvard Business School Press, 1995; 25. Keen P. – „ Business Design through IT ”, ”, Harvard Business School Press, 1995; 26. Kotler Ph. – „Managementul marketingului ”, ”, Editura Teora, Bucureşti, 1999; 27. Lucas H. C. – „ Information Technology for Management ”, ”, Harvard Business School Press, 1996; 28. Lungu Ioan şi colectivul - “ Sisteme Informatice: Analiza, proiectare si implementare”, Editura Economic ă, Bucuresti, 2003; 29. Marcel Stoica, Ion Ioniţă, Mihai Botezatu – Modelarea şi Simularea Proceselor Economcie, Editura Economic ă, Bucureşti 1999; 30. Mircea Mircea Gheorghiţă, “Modelarea în economia mediului”, Editura ASE Bucureşti, 1999; 31. Morgan J. N., James O’Brien – „ A Multidimensional Model of Information Ressource Management ”, ”, IRM Journal, 1991; 32. Nicolescu O – coordonator – ”Management”, Editura Ştiinţifică şi Enciclopedică, Bucureşti, 1992; 33. Nistor R. – „ Modelarea şi simularea proceselor economice ale firmei asistat ă de calculator ”, ”, Editura Academica, Gala ţi, 2003; 34. O’Brien J. – „Management Information Systems”, Ed. Mc Graw Hill,
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