Nutze die Forschung für dein Unternehmen

Bei meinem Start der Blogserie #meinmarketing habe ich im letzten Artikel den Planungskreislauf vorgestellt. Dieser Kreislauf verdeutlicht für jeden Unternehmer das Vorgehen, um seine Unternehmensplanung, -organisation & Unternehmenskommunikation auszubauen und zu verbessern.

Du als Unternehmer möchtest, dass deine Dienstleistung, dein Produkt, dein Schaffen wahrgenommen wird und das im besten Fall direkt von den Personen, die zu deiner Zielgruppe gehören, richtig? Das Interesse wird geweckt, Vertrauen aufgebaut und Käufe generiert und im besten Fall deine Ziele erreichst. Du bist auf dem richtigen Weg!

Um deinen Weg zu finden, solltest du dich mit dem ersten Schritt, der Forschung, beschäftigen.

Dazu möchte ich dir einen kleinen Einblick in die interessanten Methoden und Möglichkeiten der Forschung geben. Da dieses Thema aber extrem umfangreich ist, besteht dieser Beitrag nicht auf Vollständigkeit. Ich möchte dir hier einen Eindruck der Möglichkeiten und erste interessante Link-Tipps geben und dich für deine Forschung und Suche zu motivieren, auch neues auszuprobieren.

Die Forschung

Wie im Planungskreislauf zusammengefasst ist der Grundstein jeder Planung die Recherche und die Datenbeschaffung.

Begriffe und Einordnung

Folgende Begriffe sollten wir uns zunächst ansehen:

  • Marktforschung: Ist die Auswertung von externen Informationen
  • Marketingforschung: Ist die Auswertung von internen Informationen aus den Bereichen der Produkt-, Preis-, Distributions- und Kommunikationspolitik.

Außerdem gibt es noch weitere Begriffe, wie:

  • Markterkundung: Das unsystematische „scannen“ des Marktes, das keinem zeitlichen Ablauf unterliegt, es ist eher zufällig, nicht wissenschaftlich und der Betrachter erhält eine ersten Eindruck über mögliche Zustände und Veränderungen.
  • Marktanalyse: Bei der Marktanalyse die einmalig oder mehrmalig im Verlauf der Forschung stattfindet, arbeitet man in Intervallen. Zum Beispiel betrachtet man den Markt all sechs Monate und Vergleicht dann die Daten.
  • Marktbeobachtung: Hier wird sich die Entwicklung des Marktes langfristig angesehen.
  • Marktprognose: Dies beinhaltet Aussagen über die Entwicklung und die Zukunft des Marktes. Um diese Prognose allerdings zu erstellen, benötigt es eine vorausgegangene Beobachtung.

Bedeutung und Aufgaben der Forschung

Bei der Forschung geht es uns also darum, unsere Marketingentscheidungen zu finden, diese aufgrund der Daten abzusichern, Chancen und Trends zu definieren, Marketingplanung strukturierter zu verfolgen und Fehlentscheidungen zu minimieren. Es werden Marktchancen und –risiken bewertet, beobachtet und erkannt, die sogenannten Trends. Um aktuelle Trends dreht es sich hier in der nächsten Woche.

Okay, jetzt kannst du schon einmal die Begriffe für dich einordnen, richtig?

Aber wie und wo kommst du nun an Informationen?

Daten und Quellen

Bei der Datenerhebung kannst du auf sekundäre Daten oder primäre Daten zurückgreifen und diese auswerten. Doch was ist das genau?

Bei den sekundären Daten handelt es sich um vorliegende Daten. Diese werden noch einmal in endogene Daten (z.b. betriebsinterne wie Absatz- und Werbestatistiken) oder externe Daten, wie neutrale Veröffentlichungen (Studien) von Instituten und Ämtern unterteilt. An diese Daten kannst auch du sehr leicht kommen, denn diese sind oft sofort verfügbar. Der Nachteil dabei ist aber, dass deine Wettbewerber auf die genau gleichen Daten zugreifen können.

Interessante Quellen könnten dabei sein:

  • Amtliche Statistiken: statistisches Bundesamt (www.destatis.de), Landesämter, Bundestag, Bundesrat, Bundesministerien, Landesbehörden uvm. Und auch die Industrie- und Handelskammern
  • Allgemeine Marktdaten liefern Marktforschungs- und Panelinstitute z.B. GfK AG, Nürnberg (www.gfk.de),
  • Handelsdaten von Instituten (Studien) zum Beispiel von A.C. Nielsen (www.acnielsen.de)
  • Konsumentendaten von Panelinstituten, wie die Verbraucher-Analyse (VA), Allensbacher Werbeträger-Analysen (ifd-allensbach.de), Konsumententypologien verschiedener Verlage- Konkurrenzdaten von Informationsdiensten, Marktforschungsinstituten
  • Trenddaten von Trend- und Freizeitforschungsinstituten z.B. von Beratungsgesellschaften: Frost & Sullivan (www.frost.com) oder Statista.de.

Um dich über deine möglichen Zielgruppen zu informieren solltest du auch Online-Werbeplattformen, wie Google AdWords mit seinen Tools oder auch Facebook mit seinem Werbeanzeigenmanager nicht außer acht lassen. Diese Plattformen bieten mittlerweile ebenso für dich hilfreiche Tools und Informationen. Auch auf Plattformen, wie Twitter für aktuelle Trends, Slideshare oder reddit solltest du dir ansehen und dich dort informieren.

Die primär Daten sind somit deine eigenen Daten, diese liegen nur dir vor. Der Nachteil ist, das dies mehr Zeit und mehr Geld benötigt und ggf. das Risiko den entscheidenden Marktvorsprung zu verlieren, birgt.

Eigene Daten sind zum Beispiel: Absatz-, Umsatz-, Werbeaufwendungsstatistiken und kommen aus den internen Datenbanken. Bei der Datenauswertung wird es dann ebenso spannend, du kennst das vielleicht gerade auch selbst, es gibt heute unglaubliche Mengen an Daten, was auch ein großes Problem darstellt, denn die Ergebnisse müssen bewertet werden.

Stelle dir dabei immer Fragen wie:

  • Ist es eine verlässliche Quelle? Sind die Daten aktuell? Sind die Daten unbeeinflusst? Sind sie repräsentativ? Sind die vergleichbar? Sind sie aussagekräftig?

Erhebungsmethoden

Bei der Erhebung gibt es eine Vielzahl von Methoden. Ich möchte kurz auf den Bereich der multivariaten Verfahren eingehen, denn in dieser Gruppe befinden sich die klassischen und bekannten Methoden: die Befragung, die Beobachtung und das Experiment.

Befragung: Du wurdest sicher bei einer Messe oder auf der Straße schon einmal von netten Damen und Herren angesprochen, ob du nicht 5 min Zeit hättest? Oder kennst ganz klassisch die Umfrage per Telefon? Die Befragung ist eine der bekanntesten Methoden. Die Befragung lässt sich auf unterschiedliche Art durchführen, schriftlich oder mündlich, persönlich, online oder per Post. Diese Methode wird vor allem dafür genutzt, menschliches Verhalten zu erforschen, das nicht mit den Sinnen oder technischen Möglichkeiten erfolgen kann. Darunter versteht man zum Beispiel Einstellungen, Meinungen, Images und Interessen. Grundsätzlich erhält man bei der Befragung mehr oder weniger gute Antworten, auf seine vorab formulierten (direkten, indirekten, offenen oder geschlossenen) Fragen.

Online-Umfragen kannst du zum Beispiel super per surveymonkey.com erstellen und dann verbreiten.

Beobachtung: Diese Methode wird vor allem für die Analyse des menschlichen Verhaltens eingesetzt. Die Beobachtung erfolgt durch die menschlichen Sinne oder technische Hilfe.

Experiment: Das Experiment nutzt die Mittel der Befragung und Beobachtung. Es werden in einem Test, aber zum Beispiel reale Situationen nachgestellt.

Um weitere Begriffe einzubinden und Schlagworte für deine möglichen Suchanfragen zu definieren, findest du nun hier, weitere Arten der Forschung:

  • im Betrieb: Absatzmarktforschung, Finanzmarktforschung, Personalmarktforschung
  • nach Objekten: Konsumgütermarktforschung, Dienstleistungsmarktforschung, Informationsgütermarktforschung
  • nach Erstreckung: lokale, regionale, nationale oder internationale Marktforschung
  • nach Bezug:
    • rückschauende: Retrospektive Forschung: Was war?: Ursachen, abgeschlossene Vergangenheit
    • gegenwärtige: Adspektive Forschung: Was ist?: Momentaufnahme
    • vorausschauende: Prospektive Forschung: Was wird sein?: Zukunft- & Trendforschung
  • nach Marktteilnehmer: Käuferforschung, Konkurrenzforschung, Absatzmittelforschung, Industrieforschung
  • nach Instrumenten: Produktforschung, Preisforschung, Distributions- und Kommunikationsforschung
  • Verfahren: Quantitative Marktforschung: Ermittlung numerischer Werte über den Markt, wie: mündliche, schriftliche, telefonische Befragung, Internetauswertung, Kauftest, Panel.
  • Qualitative Marktforschung: Ermittlung von Motiven, Einstellungen und Erwartungen. Dies wird erreicht durch: Gruppendiskussionen, Tiefeninterviews, Beobachtung uvm.

Das Vorgehen:

Wenn du nun also für dein Unternehmen in die Forschung einsteigen möchtest, da du eine Fragestellung oder Problem formuliert hast:

  1. Überlege dir das Vorgehen: Was kannst du an Methoden nutzen?
  2. Setze dir Ziele: Was möchtest du herausfinden?
  3. Schaffe Ressourcen: Benötigst du dafür Unterstützung?
  4. Beginne mit der Durchführung: Plane wann, wo und wie du Vorgehen möchtest und setze dies um.
  5. Überwache diese Fortschritte und prüfe die Prozesse: Funktioniert der Prozess richtig? Muss ggf. etwas korrigiert werden?
  6. Prüfe die Ergebnisse: Entsprechen Sie deinem Ziel?
  7. Nutze die Ergebnisse: Binde Sie in deine Entscheidungen ein.
  8. Gehe in den Entscheidungsprozess über und entwickle deine Strategien und deine Maßnahmen.

Was sind jetzt deine möglichen Aufgaben?

Wenn du bereits ein Unternehmen führst, schaue nach guten internen Quellen. Was liegt dir vor? Überlege dir welche Themen du genauer betrachten möchtest und mach dich auf die Suche nach externen Quellen.

Schreibst du aber gerade deinen Businessplan? Dann mach dich für die Marktanalyse auf die Suche nach deinen geeigneten Informationen.

Und so geht es weiter:

Die Marktforschung ist ein umfangreiches Thema, bei dem jeder Unternehmer seinen idealen Weg finden muss, um sich geeignete Informationen zu beschaffen. Gerne kann ich dabei unterstützen.

Du hast dir das Freebie zum Planungskreislauf heruntergeladen
Dann notier doch deine ersten Ideen direkt. 

Im nächsten Beitrag geht es auch, sehr umfangreich, aus diesem Grund habe ich diese Beiträge hier aufgeteilt, um aktuelle Marktprognosen/ Trends.

Fragen:

Du hast Fragen zum Thema Forschung? Dann schreibe gerne einen Kommentar oder nutzen in den sozialen Netzwerken den #meinmarketing!

Viel Erfolg!

Buchquellen:
Marketing- und Marktforschung, Josef Schneller & gero Wendt
Marketing, Weis
Die Konzeption der Werbung, Mike Sickert

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