focus group

Dictionary: focus group

n.
A small group selected from a wider population and sampled, as by open discussion, for its members' opinions about or emotional response to a particular subject or area, used especially in market research or political analysis.

Search unanswered questions...

Browse: Unanswered questions | Most-recent questions | Reference library

5min Related Video: focus group

Top

Small Business Encyclopedia: Focus Groups

Top

A focus group is a marketing research tool in which a small group of people (typically eight to ten individuals) engages in a roundtable discussion of selected topics of interest in an informal setting. The focus group discussion is typically directed by a moderator who guides the discussion in order to obtain the group's opinions about or reactions to specific products or marketing-oriented issues, known as test concepts. While focus groups can provide marketing managers, product managers, and market researchers with a great deal of helpful information, their use as a research tool is limited in that it is difficult to measure the results objectively. In addition, the cost and logistical complexity of focus group research is freqently cited as a deterrent, especially for companies of smaller size. Nonetheless, many small businesses find focus groups to be useful means of staying close to consumers and their ever-changing attitudes and feelings. By providing qualitative information from well-defined target audiences, focus groups can aid businesses in decision making and in the development of marketing strategies and promotional campaigns.

Applications

Traditionally, focus groups have been used by makers of consumer products to gather qualitative data from target groups of consumers. They are often used in the new product development process, for example, to test consumer reaction to new product concepts and prototypes. Focus groups are also used to test marketing programs, as they can provide an indication of how consumers will react to specific advertising messages and other types of marketing communications. In this way, focus groups can help advertising and promotion managers position a particular product, service, or institution with respect to their target audience. Reactions to new types of product packaging can also be determined. In addition, many companies have used focus groups as a tool to learn more about consumer habits, product usage, and service expectations.

As focus groups increased in popularity during the 1980s and 1990s, they were increasingly used to explore relatively narrow information niches. For example, pharmaceutical companies have convened focus groups consisting of medical professionals to test concepts related to new drug products. The legal profession has used focus groups to improve the quality of their cases. Nonprofit organizations have used focus groups to test fundraising campaigns. Focus groups have been used in industrial settings by business-to-business marketers. Some companies have even set up employee focus groups to learn more about employee motivation.

Characteristics

A key factor in determining the success of focus groups is the composition of the group in terms of the participants' age, gender, and product usage. Focus group participants are generally selected on the basis of their use, knowledge, attitudes, or feelings about the products, services, or other test concepts that are the subject of the focus group. In selecting participants, the objective is to find individuals who can knowledgeably discuss the topics at hand and provide quality output that meets the specified research objectives.

The most common method of selecting participants for focus groups is from some type of database that contains demographic, psychographic, and lifestyle information about a large number of consumers. Such databases are available from a variety of commercial vendors. A list of desired characteristics is drawn up and matched with the database to select participants for focus groups. These characteristics may include purchase behavior, attitudes, and demographic data such as age and gender. The goal is to select participants who would likely be in the target audience for the products, services, or concepts being tested.

There is no absolute ideal in terms of the number of participants, although eight to ten participants is the norm. Different moderators are comfortable with different sizes of focus groups, but most consultants en-courage companies to utilize groups in the eight-ten person range. Supporters of this size contend that these groups are large enough to provide a nice range of perspective and make it difficult for one or two individuals to dominate the discussion (moderators should guard against such developments). Groups that include more than ten participants, however, are usually more difficult for moderators to control. Group interaction is also more difficult, and moderators have a harder time stimulating discussion. In addition, it is often more difficult for a moderator to spend time following up on the insights voiced by one individual when there are a dozen or more participants.

Focus groups that are relatively homogeneous in terms of age, gender, and product usage generally work better than mixed groups. When it is desirable to obtain data from different age and gender groups, most experts recommend scheduling a series of focus groups using homogeneous participants. They claim that group dynamics tend to become inhibited in mixed-gender or age focus groups. In addition, specific topics can be explored in greater depth when there is homogeneity among the participants with regard to usage of or attitudes toward the products being tested.

Moderators

Moderators play an important role in determining the success of focus groups. Well-trained moderators can provide a great deal of added value in terms of their past experience, skills, and techniques. On the other hand, poorly trained moderators are likely to fail to generate quality output from their focus groups. In addition to professional, full-time focus group moderators, other types of individuals who often serve as moderators include professional researchers, academicians, marketing consultants, psychologists or psychiatrists, and company representatives.

Focus group moderators serve as discussion leaders. They try to stimulate discussion while saying as little as possible. They are not interviewers. They usually work from a guide that provides them with an outlined plan of how the discussion should flow. The guide includes topics to be covered together with probing questions that can be used to stimulate further discussion. Moderators try to include everyone in the discussion. They allocate available time to make sure the required topics are covered. When the discussion digresses, it is up to the moderator to refocus the group on the topic at hand.

Sessions

When setting up a focus group session, it is important to give careful consideration to the physical setting where it will take place. The location should be one that encourages relaxed participation and informal, spontaneous comments. The focus group facility must be of adequate size and have comfortable seating for all of the participants. Living room and conference room settings both provide good locations for focus groups, but public places—such as restaurants and auditoriums—are generally regarded as too distracting for gaining optimal results. In selecting a focus group site it is also important to make it geographically convenient for the participants. Locations that are hard to find or located in out of the way places may cause delays and scheduling problems. Finally, sites should be determined with an eye toward the schedules and locations of managers and executives who should be in attendance.

The facility should also be relatively soundproof, to minimize outside noises and distractions. While focus group sessions are almost always audiotaped and many are videotaped, client company representatives usually like to observe their focus groups first-hand. With this in mind, many focus group discussion areas are equipped with one-way mirrors that allow company representatives to observe without intruding. An alternative viewing arrangement would be to use a remote video hookup that would allow company representatives to view the proceedings on a video screen. Having company representatives in the same room as the focus group is the least desirable arrangement.

Once the facility, moderator, and participants have been selected, typical focus group sessions begin with an introduction. During the introductory part of the session the moderator welcomes the participants, informs them of what will take place during the session, and generally sets the stage for the discussion to follow. Prior to the main discussion there is usually a warm-up phase. The warm-up is designed to make the participants feel at ease. During the warm-up participants generally introduce themselves to the group. General topic discussions, usually related to the specific topics that will be covered later, also form part of the warm-up stage. These general discussions help participants focus their attention. They also provide the moderator with some insight into the different participants.

Gradually the moderator moves the level of discussion from general topics to more specific ones. The moderator may present different concepts for discussion. These include the test concepts for which the group was convened. The moderator may choose to use props to focus the group's attention. Typical props include product samples, actual or concept ads, concept statements that participants read together, photographs, and television commercials.

Once all of the test concepts have been discussed and evaluated by the group, the moderator moves the discussion into a wrap-up phase. During this phase the best concepts are identified and their strengths and weaknesses discussed. Participants may be asked to write down their reactions to what they have seen and discussed. During this final phase, any outstanding issues that were omitted are covered. When all of the substantive discussions have been completed, the moderator closes the session by thanking the participants and giving them any final instructions. Participants should leave with a positive feeling about the experience and the company, if the company that arranged the focus group has been identified. After the participants have left, it is standard practice for the moderator and the client company observers to have a post-group discussion.

Following the conclusion of the focus group or series of focus group sessions, the moderator may prepare a report for the client company. The report generally provides a written summary of the results of the session or sessions as interpreted by the moderator. Focus group reports may be summary in nature or more detailed. In some cases the client company may not require a written report.

Online Focus Groups

One recent innovation in focus group research has been the emergence of online focus group sessions, which permit business owners and managers to directly observe group discussions without going to the time and expense of traveling to the locale in which the exercise is taking place. Using the Internet as a medium to conduct focus groups is a logical—and vastly superior—successor to videoconferencing. Videoconferencing enabled companies to conduct focus group research without incurring major business travel expenses. But equipment glitches, the logistical challenge of gathering observers at a central location, and the expense of purchasing and implementing this high-tech option made it a decidely imperfect vehicle. But as business writer Alf Nucifora observed, "the advent of video streaming technology now means that focus groups can be observed 'live' from the comfort of one's desk. …A camera captures all the actionclose-up … and broadcasts the action via video streaming to an unlimited number of viewers who can watch real-time from the comfort of their desktop computers at any time, in any place." The completed focus group session can then be saved in computer-readable form for future use.

Analysts cite online focus groups as a particularly exciting development for small business owners with limited resources. Business Week noted that traditional focus group research can take several months and a great deal of expense (as much as $100,000) to complete. But growing numbers of market research firms offer online focus group research services for less than $5,000 a session, the results of which can be studied and tabulated within a matter of weeks. Still, not all business ventures are equally suited to pursue this electronic alternative. "If your customers aren't tech-savvy, or if your product relies heavily on touch and taste, you may be wiser to foot the bill for a traditional group," counseled Business Week. "But if all you require is a quick glimpse into your customers' minds, an online group could be the way to go."

Marketing
Key concepts
Product • Pricing • Promotion Distribution • Service • Retail Brand management Account-based marketing Marketing ethics Marketing effectiveness Market research Market segmentation Marketing strategy Marketing management Market dominance
Promotional content
Advertising • Branding Direct marketing • Personal Sales Product placement • Publicity Sales promotion • Sex in advertising Underwriting
Promotional media
Printing • Publication • Broadcasting Out-of-home • Internet marketing Point of sale • Promotional items Digital marketing • In-game In-store demonstration • Word of mouth
This box: view • talk • edit

In marketing

In the world of marketing, focus groups are seen as an important tool for acquiring feedback regarding new products, as well as various topics. In particular, focus groups allow companies wishing to develop, package, name, or test market a new product, to discuss, view, and/or test the new product before it is made available to the public. This can provide invaluable information about the potential market acceptance of the product.

In social sciences

In the social sciences and urban planning, focus groups allow interviewers to study people in a more natural setting than a one-to-one interview. In combination with participant observation, they can be used for gaining access to various cultural and social groups, selecting sites to study, sampling of such sites, and raising unexpected issues for exploration. Focus groups have a high apparent validity - since the idea is easy to understand, the results are believable. Also, they are low in cost, one can get results relatively quickly, and they can increase the sample size of a report by talking with several people at once.^[3]

Types of focus groups

Variants of focus groups include:

Two-way focus group - one focus group watches another focus group and discusses the observed interactions and conclusion
Dual moderator focus group - one moderator ensures the session progresses smoothly, while another ensures that all the topics are covered
Dueling moderator focus group - two moderators deliberately take opposite sides on the issue under discussion
Respondent moderator focus group - one or more of the respondents are asked to act as the moderator temporarily
Client participant focus groups - one or more client representatives participate in the discussion, either covertly or overtly
Mini focus groups - groups are composed of four or five members rather than 6 to 12
Teleconference focus groups - telephone network is used
Online focus groups - computers connected via the internet are used

Traditional focus groups can provide accurate information, and are less expensive than other forms of traditional marketing research. There can be significant costs however : if a product is to be marketed on a nationwide basis, it would be critical to gather respondents from various locales throughout the country since attitudes about a new product may vary due to geographical considerations. This would require a considerable expenditure in travel and lodging expenses. Additionally, the site of a traditional focus group may or may not be in a locale convenient to a specific client, so client representatives may have to incur travel and lodging expenses as well.

The use of focus groups has steadily evolved over time and is becoming increasingly widespread.

Benefits/strengths of focus group discussions

Group discussion produces data and insights that would be less accessible without interaction found in a group setting—listening to others’ verbalized experiences stimulates memories, ideas, and experiences in participants. This is also known as the group effect where group members engage in “a kind of ‘chaining’ or ‘cascading’ effect; talk links to, or tumbles out of, the topics and expressions preceding it” (Lindlof & Taylor, 2002, p. 182) ^[4]

Group members discover a common language to describe similar experiences. This enables the capture of a form of “native language” or “vernacular speech” to understand the situation

Focus groups also provide an opportunity for disclosure among similar others in a setting where participants are validated. For example, in the context of workplace bullying, targeted employees often find themselves in situations where they experience lack of voice and feelings of isolation. Use of focus groups to study workplace bullying therefore serve as both an efficacious and ethical venue for collecting data (see, e.g., Tracy, Lutgen-Sandvik, & Alberts, 2006) ^[5]

Problems and criticism

However, focus groups also have disadvantages: The researcher has less control over a group than a one-on-one interview, and thus time can be lost on issues irrelevant to the topic; the data is tough to analyze because the talking is in reaction to the comments of other group members; observers/ moderators need to be highly trained, and groups are quite variable and can be tough to get together. (Ibid.) Moreover, the number of members of a focus group is not large enough to be a representative sample of a population; thus, the data obtained from the groups is not necessarily representative of the whole population, unlike the data of opinion polls.

Focus groups are "One shot case studies" especially if they are measuring a property-disposition relationship within the social sciences, unless they are repeated ^[6]. Focus groups can create severe issues of external validity, especially the reactive effects of the testing arrangement ^[7]. A fundamental difficulty with focus groups (and other forms of qualitative research) is the issue of observer dependency: the results obtained are influenced by the researcher, raising questions of validity. The issue evokes associations with Heisenberg’s famous Uncertainty Principle. As Heisenberg said, "What we observe is not nature itself, but nature exposed to our method of questioning." Indeed, the design of the focus group study (e.g. respondent selection, the questions asked, how they are phrased, how they are posed, in what setting, by whom, and so on) affects the answers obtained from respondents. In focus groups, researchers (and the moderators and observers of the focus group, if the researcher is not there) are not detached observers but always participants. Researchers must take this into account when making their analysis (Based on: Tjaco H. Walvis (2003), “Avoiding advertising research disaster: Advertising and the uncertainty principle”, Journal of Brand Management, Vol. 10, No. 6, pp. 403-409).

Another issue is with the setting itself. If the focus groups are held in a laboratory setting with a moderator who is a professor and the recording instrument is obtrusive, the participants may either hold back on their responses and/or try to answer the moderator's questions with answers the participants feel that the moderator wants to hear. Another issue with the focus group setting is the lake of anonymity. With all of the other participants, there can not be any guarantee of confidentiality. Again we have to deal with the issues of the reactive effects of the testing arrangement (See above).

Douglas Rushkoff^[8] argues that focus groups are often useless, and frequently cause more trouble than they are intended to solve, with focus groups often aiming to please rather than offering their own opinions or evaluations, and with data often cherry picked to support a foregone conclusion. Rushkoff cites the disastrous introduction of New Coke in the 1980s as a vivid example of focus group analysis gone bad. In addition there is anecdotal evidence of focus groups rebelling, for instance the name for the Ford Focus, was created by a focus group which had grown bored and impatient and the irony of this was not picked up by the marketing team.^{[citation needed]}

Jonathan Ive, Apple’s senior vice president of industrial design, also said that Apple had found a good reason not to do focus groups : "They just ensure that you don’t offend anyone, and produce bland inoffensive products."

United States government use of focus groups

The United States federal government makes extensive use of focus groups to assess public education materials and messages for their many programs. While many of these are appropriate for the purpose, many others are reluctant compromises which federal officials have had to make as a result of studies independent of whether a focus group is the best or even appropriate methodology.

References

^ Michael T. Kaufman (February 24, 2003). "Robert K. Merton, Versatile Sociologist and Father of the Focus Group, Dies at 92". The New York Times. http://www.nytimes.com/2003/02/24/nyregion/robert-k-merton-versatile-sociologist-and-father-of-the-focus-group-dies-at-92.html.
^ Lynne Ames (August 2, 1998). "The View From/Peekskill; Tending the Flame of a Motivator". The New York Times. http://www.nytimes.com/1998/08/02/nyregion/the-view-from-peekskill-tending-the-flame-of-a-motivator.html?n=Top%2FNews%2FScience%2FTopics%2FResearch.
^ Marshall, Catherine and Gretchen B. Rossman. 1999. Designing Qualitative Research. 3rd Ed. London: Sage Publications, p. 115
^ Lindlof, T. R., & Taylor, B. C. (2002). Qualitative Communication Research Methods, 2nd Edition. Thousand Oaks, CA: Sage.
^ Tracy, S. J., Lutgen-Sandvik, P., & Alberts, J. K. (2006). Nightmares, demons and slaves: Exploring the painful metaphors of workplace bullying. Management Communication Quarterly, 20, 148-185.
^ Nachmais, Chava Frankfort; Nachmais, David. 2008. Research methods in the Social Sciences: Seventh Edition New York, NY: Worth Publishers
^ Campbell, Donald T., Stanley, Juilian C. Experimental and Quasi-Experimental Designs for Research. Chicago, IL: Rand McNally
^ Rushkoff, Douglas, Get back in the box : innovation from the inside out, New York : Collins, 2005

External links

Focus Groups at Usability.gov
The British Market Research Association The Industry body governing focus groups in the UK
Focus Group Principles (archived) American Marketing Association
Dos and don'ts for using marketing focus groups Microsoft

This entry is from Wikipedia, the leading user-contributed encyclopedia. It may not have been reviewed by professional editors (see full disclaimer)

Donate to Wikimedia

Learn More

	focus group interview (in marketing)
	focus (in marketing)
	one-way mirror (in marketing)

	The Chicano movement of the 1960s focused on harnessing the political power of which group? Read answer...
	What is the difference between a community forum and a focus group? Read answer...
	What social science focuses on the study of the activities of individuals and groups in a region? Read answer...

Help us answer these

	What is focus group survey?
	Disadvantage of focus group?
	Focus groups advantages and disadvantages?

Post a question - any question - to the WikiAnswers community:

Copyrights:

		Dictionary. The American Heritage® Dictionary of the English Language, Fourth Edition Copyright © 2007, 2000 by Houghton Mifflin Company. Updated in 2009. Published by Houghton Mifflin Company. All rights reserved. Read more
		Small Business Encyclopedia. Encyclopedia of Small Business. Copyright © 2002 by The Gale Group, Inc. All rights reserved. Read more
		Dental Dictionary. Mosby's Dental Dictionary. Copyright © 2004 by Elsevier, Inc. All rights reserved. Read more
		Political Dictionary. The Concise Oxford Dictionary of Politics. Copyright © 1996, 2003 by Oxford University Press. All rights reserved. Read more
		Wikipedia. This article is licensed under the Creative Commons Attribution/Share-Alike License. It uses material from the Wikipedia article "Focus group". Read more