Exploratory Research Design:

Secondary Data
 4-2

Primary vs. Secondary Data

 Primary data are originated by a
researcher for the specific purpose of
addressing the problem at hand.

 Secondary data are data which have

already been collected for purposes
other than the problem at hand.
 A Comparison of Primary & Secondary 4-3

Data
Table 4.1

Primary Data Secondary Data

Collection purpose For the problem at hand For other problems

Collection process Very involved Rapid & easy
Collection cost High Relatively low
Collection time Long Short
 4-4

Uses of Secondary Data

 Identify the problem
 Better define the problem
 Develop an approach to the problem
 Formulate an appropriate research design
(for example, by identifying the key
variables)
 Answer certain research questions and
test some hypotheses
 Interpret primary data more insightfully
 Criteria for Evaluating Secondary 4-5

Data
1 Specifications: Methodology Used to
Collect the Data
2 Error: Accuracy of the Data
3 Currency: When the Data Were
Collected
4 Objective(s): The Purpose for Which
the Data Were Collected
5 Nature: The Content of the Data
6 Dependability: Overall, How
Dependable Are the Data
 A Classification of Secondary 4-6

Data
Fig. 4.1

Secondary Data

Internal External

Ready to Requires Published Computerized Syndicated

Use Further Materials Databases Services
Processing
 4-7

Internal Secondary Data

Department Store Project
Sales were analyzed to obtain:
 Sales by product line

 Sales by major department (e.g., men's wear,

house wares)
 Sales by specific stores

 Sales by geographical region

 Sales by cash versus credit purchases

 Sales in specific time periods

 Sales by size of purchase

 Sales trends in many of these classifications

were also examined.

 Type of Individual/Household Level Data
4-8

Available from Syndicated Firms

I. Demographic Data
- Identification (name, address, telephone)
- Sex
- Marital status
- Names of family members
- Age (including ages of family members)
- Income
- Occupation
- Number of children present
- Home ownership
- Length of residence
- Number and make of cars owned
 Type of Individual/Household Level Data
4-9

Available from Syndicated Firms

II. Psychographic Lifestyle Data

- Interest in golf
- Interest in snow skiing
- Interest in book reading
- Interest in running
- Interest in bicycling
- Interest in pets
- Interest in fishing
- Interest in electronics
- Interest in cable television
There are also firms such as Dun & Bradstreet and American
Business Information which collect demographic data on
businesses.
 4-10

Syndicated Services
 Companies that collect and sell common
pools of data of known commercial value
designed to serve a number of clients.
 Syndicated sources can be classified based
on the unit of measurement
(households/consumers or institutions).
 Household/consumer data may be obtained
from surveys, diary panels, or electronic
scanner services.
 Institutional data may be obtained from
retailers, wholesalers, or industrial firms.
A Classification of Syndicated 4-11

Services
Fig. 4.4

Unit of
Measuremen
t

Households/
Institutions
Consumers
 4-12

Syndicated Services: Consumers

Fig. 4.4 cont.
Households /
Consumers

Panels

Electronic
Purchase Media scanner services

Surveys Volume Scanner Scanner

Tracking Diary Panels Diary Panels
Data with Cable
TV
Psychograph Advertising
General
ic Evaluation
 4-13

Syndicated Services: Institutions

Fig. 4.4 cont.
Institutions

Retailers Wholesalers Industrial firms

Audits

Direct Clipping Corporate

Inquiries Services Reports
 4-14

Overview of Syndicated Services

Table 4.3
Type Characteristics Advantages Disadvantages Uses
Surveys Surveys conducted at Most flexible way of Interviewer errors; Market
regular intervals obtaining data; respondent errors segmentation,
information on advertising theme
underlying motives selection and
advertising
effectiveness
Purchase Households provide Recorded purchase Lack of Forecasting sales,
Panels specific information behavior can be representativeness; market share and
regularly over an linked to the response bias; trends; establishing
extended period of demographic/ maturation consumer profiles,
time; respondent psychographic brand loyalty and
asked to record characteristics switching; evaluating
specific behaviors as test markets,
they occur advertising, and
distribution
Media Panels Electronic devices Same as purchase Same as purchase Establishing
automatically panel panel advertising rates;
recording behavior, selecting media
supplemented by a program or air time;
diary establishing viewer
profiles
 4-15

Overview of Syndicated Services

Table 4.3
Type cont.
Characteristics A
dvantages Disadvantages
ScannerVolume H ouseholdpurchases D atareflectactual D atam aynotbe
TrackingData arerecordedthrough purchases;tim elydata, representative;errorsin
electronicscannersin lessexpensive recordingpurchases;
superm arkets difficulttolink
purchasestoelem ents
ofm arketingm ixother
thanprice
ScannerD iaryPanels Scannerpanelsof D atareflectactual D atam aynotbe
withCableT V householdsthat purchases;sam ple representative;quality
subscribetocableTV control;abilitytolink ofdatalim ited
paneldatatohousehold
characteristics
 4-16

Overview of Syndicated Services

Table 4.3
Characteristics cont.
Advantages Disadvantages Uses
V erificationofproduct R elativelyprecise C overagem aybe M easurem entof
m ovem entby inform ationatthe incom plete;m atching consum ersalesand
exam iningphysical retailandw holesale ofdataoncom petitive m arketshare,
recordsorperform ing levels activitym aybe com petitiveactivity,
inventoryanalysis difficult analyzingdistribution
patterns;trackingof
newproducts
D atabankson Im portantsourceof D ataarelackingin D eterm iningm arket
industrial inform ationon term sofcontent, potentialbygeographic
establishm entscreated industrialfirms, quantity,andquality area,definingsales
throughdirectinquiries particularlyusefulin territories,allocating
ofcom panies,clipping initialphasesofthe advertisingbudget
services,andcorporate projects
reports