tag:blogger.com,1999:blog-28542641566091862052024-02-20T11:01:52.081-08:00The Association Research Blog A blog dedicated to providing association executives with research ideas and solutions to grow membership. Erik Schonher, Adina Wasserman, Jeff Tranguchhttp://www.blogger.com/profile/09329941363966598650noreply@blogger.comBlogger6125tag:blogger.com,1999:blog-2854264156609186205.post-15923908072019669052014-01-15T06:10:00.000-08:002014-01-15T06:13:53.525-08:00The 2014 Membership Marketing Survey is Now Open!<span style="font-weight: normal;"><span style="font-family: inherit;">It's that time of year again! Marketing General Incorporated's (MGI) Annual Membership Marketing Benchmarking Survey is now open.</span></span><br />
<span style="font-family: inherit;"><br /></span>
<span style="font-family: inherit;">This is the sixth year in a row that the survey is being conducted. T</span><span style="font-family: inherit; font-size: small;">he goal of the survey is to provide association executives with comparative data on how other organizations
recruit, engage, and renew members. </span><span style="font-family: inherit; font-size: small;">Nearly 700 individual member and trade associations participated in the 2013 study. This year, we hope to achieve 1,000 </span>responses<span style="font-size: small;"><span style="font-family: inherit;">. </span></span><br />
<span style="font-family: inherit;"><br /></span>
<span style="font-family: inherit;">We invite you to </span>participate<span style="font-family: inherit;"> in this year's survey. It should take about 20 minutes to complete. <b>To thank you for your participation, we will send you a FREE prerelease copy of the final report: <i>The 2014 Membership Marketing Becnhmarking Report. </i></b></span><br />
<br />
Click the link below now to get started.<br />
<br />
<a href="http://www.marketinggeneral.com/2014Survey">Take the Survey</a><br />
<br />
Please be sure to check back on our blog periodically for initial findings and insights on this year's survey.<br />
<br />
Thank you for your time and best of luck to you and your organization in 2014!Erik Schonher, Adina Wasserman, Jeff Tranguchhttp://www.blogger.com/profile/09329941363966598650noreply@blogger.com0tag:blogger.com,1999:blog-2854264156609186205.post-964435837709448512013-07-31T09:24:00.002-07:002013-08-02T06:52:41.839-07:00Statistical Significance: What exactly does it mean?<div align="center" class="MsoNormal" style="text-align: center;">
<div style="text-align: left;">
<b>What does it mean to
be statistically significant?</b></div>
</div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
Significance, as it applies to statistics, is often
misinterpreted or misunderstood. Unlike the traditional meaning of significance
which implies that something is important, statistical significance suggests
that a relationship between variables is not due to random chance or dumb luck.
A statistically significant finding may be important or unimportant. However,
it simply means that we assume that the relationship between variables
actually exists in reality, and is not happening due to chance or error.</div>
<div class="MsoNormal">
<br />
For example, let's say that a team of researchers from ABC
University release a report from their recent study which suggests that men are
significantly more likely than women to suffer from depression. The
statistically significant relationship, as observed in this study, implies that the results did not happen due to random chance or error. In
other words, this study argues that men are more likely than women to suffer
from depression in general, not just within this particular study. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>How is statistical
significance determined?<o:p></o:p></b></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
Testing for statistical significance begins with a null
hypothesis (i.e., we assume there is no relationship between the variables
being tested). Researchers then use statistical tools to determine a p-value or
the percent likelihood that a result happened by chance. Typically, the standard
cut-off point for a p-value in social science research is .05. In other words, p-values
lower than .05 (.04, .01, .001) would imply that the relationship between
variables is statistically significant. A p-value of .05 assumes that there is
a 5% chance that the relationship between variables is due to chance. A p-value
of .01 would imply that there is a 1% chance that the relationship occurred by
chance. In either of these cases, we would reject the null hypothesis and
conclude that there is a statistically significant relationship between the
variables. Furthermore, we believe this relationship is not being caused by
chance or error.</div>
<div class="MsoNormal">
<br />
P-values larger than .05 (.051, .06, .1) would not be
considered statistically significant since the chances that the results
happened by chance is larger. For instance, a p-value of .1 assumes that there
is a 10% chance that the relationship between variables is happening by chance.
In this case we would accept the null hypothesis and conclude that the
relationship between the variables being tested is not statistically
significant.<br />
<br />
<div class="MsoNormal">
Let's use another example. Imagine that we conduct a study
to find out if men or women have higher IQ scores. Our null hypothesis would be
to assume that there is no relationship between gender and IQ scores. In other
words, we expect that there are no differences between men and women and their
overall IQ scores. Upon analyzing our data, however, we discover that the
average IQ for men is 100, and the average for women is 106. Since our results
suggest that women are more likely to have a higher IQ score, we must rely on
our p-value to tell us whether or not these results happened by chance or luck.
</div>
<div class="MsoNormal">
<br /></div>
After doing our statistical calculation, we find that our
p-value is equal to .061. Since .061 is above our threshold of .05, we conclude
that the relationship between men and women and their IQ scores is not
statistically significant. Even though women scored higher than men, our
p-value tells us that the difference between scores may be the result of chance
or luck. In this case, we would accept the null hypothesis and say that there
is no relationship between gender and IQ scores. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>How should
significance be interpreted?<o:p></o:p></b></div>
<div class="MsoNormal">
<b><br /></b></div>
Just as correlation does not imply causation, statistical
significance does not mean that the relationship we are observing will happen
100% of the time. When interpreting significance, it's important for the reader
to examine other aspects of the research such as how large or how small the
sample is, the type of sample collected (i.e., Is it a random sample or
something else?), and how the questions are asked or presented. Just because a
study yields significant results does not guarantee that the research was
designed and executed carefully. There's plenty of research out there that can
be misleading or interpreted incorrectly.Erik Schonher, Adina Wasserman, Jeff Tranguchhttp://www.blogger.com/profile/09329941363966598650noreply@blogger.com0tag:blogger.com,1999:blog-2854264156609186205.post-21652853731221960182013-07-15T11:55:00.000-07:002013-07-15T11:55:06.559-07:00Qualitative Research vs. Quantitative Research: What is the difference?<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;">Research can be a great tool for membership
organizations. When the proper questions are asked, the answers can be revealing
and sometimes surprising. Findings can be powerful tools for needed change.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;">Researchers gathering information about
associations and other membership organizations often use two methods of
research to obtain one set of results: qualitative and quantitative
methodologies. Qualitative research tends to be more exploratory, whereas
quantitative research tends to be more confirmatory.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Qualitative research</b> is typically completed first. Researchers
ask questions of a small sample of participants and collect data from open-ended
questions to uncover themes and patterns. Qualitative inquiry seeks to understand
human behavior and the reasons why and how the behavior occurs. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Quantitative research</b> is designed to establish whether patterns
and themes seen in the qualitative research are also visible in the larger
membership population. Using the qualitative data to fine tune the questions,
the quantitative research surveys a large sample to test hypotheses generated
from the qualitative research. The overall goal of quantitative research is to
have the ability to estimate the thoughts, attitudes, and behaviors of a
specific population. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<b><span style="font-family: Arial, Helvetica, sans-serif;">How
does the data collection from each methodology differ?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;">Associations often use these research
methods to gauge member perceptions about the organization and to find out whether
members are pleased or disappointed by the benefits and services a group offers
its members.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Qualitative information</b> is often gathered in focus groups, telephone
interviews, research intercepts, and more recently using online bulletin boards
and discussion groups.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Quantitative information</b> is usually collected through written or
online surveys. Using an online methodology rather than a written one, is far
less expensive, faster, and because of the widespread use of computers in all
age ranges, it is no longer considered a biased medium for data collection.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<br />
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<b><span style="font-family: Arial, Helvetica, sans-serif;">How
is the information from each methodology used?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;">Both types of data are valuable sources of
information. They are used in somewhat different manners in order to achieve an
end result that is truly informative. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="" name="_GoBack"></a><b>Qualitative
research</b> relies on the use
of open ended questions, seeking opinions as well as factual information. Questions
are designed to be interesting, stimulating, but not leading. Because the
information is often gathered from a small sample, the data is used as a
directional guide to help refine and focus larger, quantitative studies.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Quantitative research</b> consists mostly of closed-ended questions (those
with answer choices provided for the respondent). The research generally
includes many participants designed to discover the prevalence of agreement or
disagreement with the ideas and opinions revealed in the qualitative research. With
a large enough sample, the findings are considered representative of the
population and can be used as the foundation for strategic decisions and
strategies. <i>(See our previous blog post
on sample size for questions regarding what is representative of your
population.)</i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Both
qualitative and quantitative research questions</b> used in member research often ask about
reasons for joining, programs that are most important and why, professional
challenges being faced, resources that are desired but not offered, and
perceptions about the association’s brand and tagline. Demographic information
is also collected in order to understand differences between segments within
the membership.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<span style="line-height: 115%;"><span style="font-family: Arial, Helvetica, sans-serif;">While the two research methods are different, each has a significant
role in the process of inquiry and discovery. Better understanding of the two
can give you greater control and utility the next time you conduct research.
When used together properly, these two approaches can yield actionable data
your association can use to better understand membership.</span></span>Erik Schonher, Adina Wasserman, Jeff Tranguchhttp://www.blogger.com/profile/09329941363966598650noreply@blogger.com0tag:blogger.com,1999:blog-2854264156609186205.post-39274075852272318652013-06-07T11:01:00.000-07:002013-06-07T11:06:05.459-07:00Determining Sample Size: How Much is Enough?<div class="MsoNormal" style="text-align: left;">
Many associations who are about to implement a large quantitative
survey where the size of the population is unknown (e.g., surveying the total
number of prospects within a market) often ask us the question, "How large
of a sample do we need to get good results?" The answer to this is that
there is no finite number that determines whether a sample is "good"
or "bad". Instead, there are other factors that need to be taken into
consideration. Below are some tips that can help your association determine the
appropriate sample size to meet its specific needs when dealing with a population
size that is unknown.<br />
<br />
<ul>
<li><b>Decide
how much error you want associated with the results: </b>Since it's nearly
impossible to survey every single member of larger populations, statisticians
use a formula to determine the error associated with results. This statistic is
known as the margin of error or the assumed error that corresponds to a
specific sample size. The chart below summarizes how the margin of error decreases
as more responses are obtained.</li>
</ul>
</div>
<div align="center">
<table border="1" cellpadding="0" cellspacing="0" class="MsoTableLightListAccent1" style="border-collapse: collapse; border: none; margin-left: 58.5pt; mso-border-alt: solid windowtext .5pt; mso-border-insideh: .5pt solid windowtext; mso-border-insidev: .5pt solid windowtext; mso-padding-alt: 0in 5.4pt 0in 5.4pt; mso-yfti-tbllook: 1184;">
<tbody>
<tr style="height: 18.85pt; mso-yfti-firstrow: yes; mso-yfti-irow: -1;">
<td style="background: #4F81BD; border: solid windowtext 1.0pt; height: 18.85pt; mso-background-themecolor: accent1; mso-border-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b><span style="color: white; mso-themecolor: background1;">Margin of Error<o:p></o:p></span></b></div>
</td>
<td style="background: #4F81BD; border-left: none; border: solid windowtext 1.0pt; height: 18.85pt; mso-background-themecolor: accent1; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b><span style="color: white; mso-themecolor: background1;">Number of Responses Needed<o:p></o:p></span></b></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
+/-9.8%<o:p></o:p></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
100</div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
+/-6.2%<o:p></o:p></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
250</div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
+/-4.4%<o:p></o:p></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
500</div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
+/-3.6%<o:p></o:p></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
750</div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
+/-3.1%<o:p></o:p></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
1,000</div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
+/-2.8%<o:p></o:p></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
1,250</div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
+/-2.5%<o:p></o:p></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 104.55pt;" width="139"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
1,500</div>
</td>
</tr>
</tbody></table>
</div>
<div class="MsoListParagraphCxSpFirst">
<br />
All of these percentages are calculated at
a 95% confidence level, meaning that if we were to conduct the same survey 100
times, we would get similar results, plus or minus the margin of error, 95 out
of 100 times.<br />
<br /></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<ul>
<li><b>Decide
what your budget will be: </b>Not only is it nearly impossible to survey
everyone in a large population, but it can also be quite costly. The beauty of
statistics is that you don't need to survey everyone to get results that will
provide you with direction. Prior to conducting your survey, determine how much
money you have in your budget to perform the research. This will give you a
better understanding of the sample size you can afford to get.</li>
</ul>
<div>
<b><br /></b></div>
<ul>
<li><b>Decide
what your timeline will be: </b>Obtaining large sample sizes can take a significant
amount of time. Depending on what your needs are, allow enough time for data
collection so you are able to get enough responses that will give you a margin
of error that satisfies your needs for the research.</li>
</ul>
</div>
<div class="MsoListParagraphCxSpMiddle">
<br /></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
<b>Questions? Comments?<o:p></o:p></b></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
<br /></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
Contact
us:</div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
<br /></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
<b>Erik
Schonher, MBA</b></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
Phone:
703-706-0358</div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
Email:
Erik@MarketingGeneral.com</div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
<br /></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
<b>Dr.
Adina Wasserman, PhD</b></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
Phone:
703-706-0373</div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
Email:
AWasserman@MarketingGeneral.com</div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
<br /></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
<b>Jeff
Tranguch, MA</b></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 0in; mso-add-space: auto;">
Phone:
703-706-0364</div>
Email:
JTranguch@MarketingGeneral.comErik Schonher, Adina Wasserman, Jeff Tranguchhttp://www.blogger.com/profile/09329941363966598650noreply@blogger.com0tag:blogger.com,1999:blog-2854264156609186205.post-69061714018657934902013-05-13T07:51:00.000-07:002013-05-13T08:01:30.560-07:00Market Penetration and New Member RetentionIn marketing
it is often said that acquiring new members is more expensive than retaining
current ones. That doesn't mean effort shouldn't be made to acquire more
members, but current research now shows that retention of <b><i>new members</i></b> is positively
correlated with overall market penetration (see chart below).<br />
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div align="center">
<table border="1" cellpadding="0" cellspacing="0" class="MsoTableGrid" style="border-collapse: collapse; border: none; mso-border-alt: solid windowtext .5pt; mso-padding-alt: 0in 5.4pt 0in 5.4pt; mso-yfti-tbllook: 1184; width: 577px;">
<tbody>
<tr style="height: 17.95pt; mso-yfti-firstrow: yes; mso-yfti-irow: 0;">
<td colspan="4" style="background: #FFC000; border: solid windowtext 1.0pt; height: 17.95pt; mso-border-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 432.9pt;" width="577"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>Market
Penetration by New Member Renewal Rate<o:p></o:p></b></div>
</td>
</tr>
<tr style="height: 17.95pt; mso-yfti-irow: 1;">
<td rowspan="2" style="background: #D9D9D9; border-top: none; border: solid windowtext 1.0pt; height: 17.95pt; mso-background-themecolor: background1; mso-background-themeshade: 217; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 1.45in;" width="139"><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b>Market Penetration<o:p></o:p></b></div>
</td>
<td colspan="3" style="background: #D6E3BC; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; height: 17.95pt; mso-background-themecolor: accent3; mso-background-themetint: 102; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 328.5pt;" width="438"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>New
Member Renewal Rate<o:p></o:p></b></div>
</td>
</tr>
<tr>
<td style="background: #D6E3BC; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-background-themecolor: accent3; mso-background-themetint: 102; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 117.0pt;" valign="top" width="156"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>Less
than 60% Renewals<o:p></o:p></b></div>
</td>
<td style="background: #D6E3BC; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-background-themecolor: accent3; mso-background-themetint: 102; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 99.0pt;" valign="top" width="132"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>60-79%
Renewals<o:p></o:p></b></div>
</td>
<td style="background: #D6E3BC; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-background-themecolor: accent3; mso-background-themetint: 102; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 112.5pt;" valign="top" width="150"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>80%
Renewals and Higher<o:p></o:p></b></div>
</td>
</tr>
<tr>
<td style="background: #D9D9D9; border-top: none; border: solid windowtext 1.0pt; mso-background-themecolor: background1; mso-background-themeshade: 217; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 1.45in;" valign="top" width="139"><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b>Less than 60%<o:p></o:p></b></div>
</td>
<td style="background: yellow; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 117.0pt;" valign="top" width="156"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>85%<o:p></o:p></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 99.0pt;" valign="top" width="132"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
68%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 112.5pt;" valign="top" width="150"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
52%</div>
</td>
</tr>
<tr>
<td style="background: #D9D9D9; border-top: none; border: solid windowtext 1.0pt; mso-background-themecolor: background1; mso-background-themeshade: 217; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 1.45in;" valign="top" width="139"><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b>60-79%<o:p></o:p></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 117.0pt;" valign="top" width="156"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
7%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 99.0pt;" valign="top" width="132"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
17%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 112.5pt;" valign="top" width="150"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
20%</div>
</td>
</tr>
<tr>
<td style="background: #D9D9D9; border-top: none; border: solid windowtext 1.0pt; mso-background-themecolor: background1; mso-background-themeshade: 217; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 1.45in;" valign="top" width="139"><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b>80% and higher<o:p></o:p></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 117.0pt;" valign="top" width="156"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
8%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 99.0pt;" valign="top" width="132"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
16%</div>
</td>
<td style="background: yellow; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 112.5pt;" valign="top" width="150"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>28%<o:p></o:p></b></div>
</td>
</tr>
</tbody></table>
</div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
This seems
like an obvious statement, right? The more members retained, the greater the
overall market penetration. However, the chart below illustrates that this
correlation is not present when compared to the change in <b><i>overall renewal rates</i></b>
(new members and current members). </div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div align="center">
<table border="1" cellpadding="0" cellspacing="0" class="MsoTableGrid" style="border-collapse: collapse; border: none; mso-border-alt: solid windowtext .5pt; mso-padding-alt: 0in 5.4pt 0in 5.4pt; mso-yfti-tbllook: 1184; width: 577px;">
<tbody>
<tr style="height: 17.95pt; mso-yfti-firstrow: yes; mso-yfti-irow: 0;">
<td colspan="4" style="background: #FFC000; border: solid windowtext 1.0pt; height: 17.95pt; mso-border-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 432.9pt;" width="577"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>Market
Penetration by Overall Change in Renewals in Past Year<o:p></o:p></b></div>
</td>
</tr>
<tr style="height: 15.7pt; mso-yfti-irow: 1;">
<td rowspan="2" style="background: #D9D9D9; border-top: none; border: solid windowtext 1.0pt; height: 15.7pt; mso-background-themecolor: background1; mso-background-themeshade: 217; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 1.45in;" width="139"><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b>Market Penetration<o:p></o:p></b></div>
</td>
<td colspan="3" style="background: #D6E3BC; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; height: 15.7pt; mso-background-themecolor: accent3; mso-background-themetint: 102; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 328.5pt;" width="438"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>Overall
Change in Renewals in Past Year<o:p></o:p></b></div>
</td>
</tr>
<tr>
<td style="background: #D6E3BC; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-background-themecolor: accent3; mso-background-themetint: 102; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 117.0pt;" valign="top" width="156"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>Increased<o:p></o:p></b></div>
</td>
<td style="background: #D6E3BC; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-background-themecolor: accent3; mso-background-themetint: 102; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 99.0pt;" valign="top" width="132"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>Unchanged<o:p></o:p></b></div>
</td>
<td style="background: #D6E3BC; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-background-themecolor: accent3; mso-background-themetint: 102; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 112.5pt;" valign="top" width="150"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b>Decreased<o:p></o:p></b></div>
</td>
</tr>
<tr>
<td style="background: #D9D9D9; border-top: none; border: solid windowtext 1.0pt; mso-background-themecolor: background1; mso-background-themeshade: 217; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 1.45in;" valign="top" width="139"><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b>Less than 60%<o:p></o:p></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 117.0pt;" valign="top" width="156"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
70%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 99.0pt;" valign="top" width="132"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
67%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 112.5pt;" valign="top" width="150"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
73%</div>
</td>
</tr>
<tr>
<td style="background: #D9D9D9; border-top: none; border: solid windowtext 1.0pt; mso-background-themecolor: background1; mso-background-themeshade: 217; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 1.45in;" valign="top" width="139"><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b>60-79%<o:p></o:p></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 117.0pt;" valign="top" width="156"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
17%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 99.0pt;" valign="top" width="132"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
14%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 112.5pt;" valign="top" width="150"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
15%</div>
</td>
</tr>
<tr>
<td style="background: #D9D9D9; border-top: none; border: solid windowtext 1.0pt; mso-background-themecolor: background1; mso-background-themeshade: 217; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 1.45in;" valign="top" width="139"><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b>80% and higher<o:p></o:p></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 117.0pt;" valign="top" width="156"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
13%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 99.0pt;" valign="top" width="132"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
19%</div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 112.5pt;" valign="top" width="150"><div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
13%<span style="background: yellow; mso-highlight: yellow;"><o:p></o:p></span></div>
</td>
</tr>
</tbody></table>
</div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
Why not? If
an association shows an increase in overall renewals, shouldn't the market
penetration improve as well? One theory
is that new members not only revitalize an association, but are more inclined
to share their positive experiences, and our research demonstrates that word-of-mouth
recommendations are the number one method for becoming aware of an association.
</div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
As only 37%
of participating associations report first year member renewals at 80% or
higher, onboarding processes and member engagement programs become increasingly
important. Evaluate the onboarding mechanisms employed by your association, and
measure the awareness and usage of engagement programs by first year members.
This group is more important to overall market penetration than realized. </div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 7.5pt; line-height: 115%;">Data taken from Marketing General
Incorporated’s<i> 2013 Membership Marketing
Benchmarking Report. <o:p></o:p></i></span></div>
Erik Schonher, Adina Wasserman, Jeff Tranguchhttp://www.blogger.com/profile/09329941363966598650noreply@blogger.com0tag:blogger.com,1999:blog-2854264156609186205.post-91709944456601416432013-04-24T10:14:00.002-07:002013-04-29T11:25:57.490-07:00Using Research to Grow MembershipUnderstanding the needs and wants of membership is vital to an association's growth. Whether it's qualitative or quantitative, research provides an association with a "blueprint" of members' thoughts and opinions toward a specific set of ideas and concepts. Utilizing this blueprint, the association can tweak its products, benefits, and services to better meet the needs and wants of membership and, in turn, maximize growth and revenue.<br />
<br />
To support this argument, we have included data below taken from the <i>2013 Membership Marketing Benchmarking Report.</i> The following charts provide a summary of growth statistics for associations who introduced member research in 2012.<br />
<div align="center" class="MsoNormal" style="text-align: center;">
<br /></div>
<div align="center" class="MsoNormal" style="text-align: center;">
</div>
<div align="center">
<table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; mso-padding-alt: 0in 0in 0in 0in; mso-yfti-tbllook: 1184;">
<tbody>
<tr style="height: 26.0pt; mso-yfti-firstrow: yes; mso-yfti-irow: 0;">
<td colspan="4" style="background: #FFC000; border: solid windowtext 1.0pt; height: 26.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 439.7pt;" width="586"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>GROWTH
STATISTICS FOR INDIVIDUAL MEMBERSHIP ASSOCIATIONS</b><b><span style="font-size: 11.0pt; line-height: 115%; mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin;"><o:p></o:p></span></b></div>
<div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>WHO
INTRODUCED MEMBER RESEARCH IN 2012</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
</tr>
<tr style="height: 28.25pt; mso-yfti-irow: 1;">
<td style="background: #D3DFEE; border-top: none; border: solid windowtext 1.0pt; height: 28.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 97.7pt;" valign="top" width="130"><div class="MsoNormal" style="line-height: 115%;">
<br /></div>
</td>
<td style="background: #D3DFEE; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; height: 28.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Change
in </b><b><span style="font-size: 11.0pt; line-height: 115%; mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin;"><o:p></o:p></span></b></div>
<div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Membership</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #D3DFEE; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; height: 28.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Change
in </b><b><span style="font-size: 11.0pt; line-height: 115%; mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin;"><o:p></o:p></span></b></div>
<div class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Renewal
Rate</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #D3DFEE; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; height: 28.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Change
in </b><b><span style="font-size: 11.0pt; line-height: 115%; mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin;"><o:p></o:p></span></b></div>
<div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>New
Members</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 97.7pt;" width="130"><div class="MsoNoSpacing" style="line-height: 115%;">
<b>Increased</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #FBD4B4; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>59%</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #FBD4B4; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>45%</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #FBD4B4; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>65%</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 97.7pt;" width="130"><div class="MsoNoSpacing" style="line-height: 115%;">
<b>Stayed the Same</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
16%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
32%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
20%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 97.7pt;" width="130"><div class="MsoNoSpacing" style="line-height: 115%;">
<b>Decreased</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
26%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
23%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
16%</div>
</td></tr>
</tbody></table>
</div>
<div class="MsoNormal">
<o:p><br /></o:p></div>
<div class="MsoNormal">
<o:p></o:p></div>
<div align="center">
<table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; mso-padding-alt: 0in 0in 0in 0in; mso-yfti-tbllook: 1184;">
<tbody>
<tr style="height: 26.0pt; mso-yfti-firstrow: yes; mso-yfti-irow: 0;">
<td colspan="4" style="background: #FFC000; border: solid windowtext 1.0pt; height: 26.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 439.7pt;" width="586"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>GROWTH
STATISTICS FOR TRADE ASSOCIATIONS</b><b><span style="font-size: 11.0pt; line-height: 115%; mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin;"><o:p></o:p></span></b></div>
<div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>WHO
INTRODUCED MEMBER RESEARCH IN 2012</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
</tr>
<tr style="height: 28.25pt; mso-yfti-irow: 1;">
<td style="background: #D3DFEE; border-top: none; border: solid windowtext 1.0pt; height: 28.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 97.7pt;" valign="top" width="130"><div class="MsoNormal" style="line-height: 115%;">
<br /></div>
</td>
<td style="background: #D3DFEE; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; height: 28.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Change
in </b><b><span style="font-size: 11.0pt; line-height: 115%; mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin;"><o:p></o:p></span></b></div>
<div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Membership</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #D3DFEE; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; height: 28.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Change
in </b><b><span style="font-size: 11.0pt; line-height: 115%; mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin;"><o:p></o:p></span></b></div>
<div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Renewal
Rate</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #D3DFEE; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; height: 28.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>Change
in </b><b><span style="font-size: 11.0pt; line-height: 115%; mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin;"><o:p></o:p></span></b></div>
<div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>New
Members</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 97.7pt;" width="130"><div class="MsoNoSpacing" style="line-height: 115%;">
<b>Increased</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #FBD4B4; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>53%</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #FBD4B4; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>38%</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="background: #FBD4B4; border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
<b>72%</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 97.7pt;" width="130"><div class="MsoNoSpacing" style="line-height: 115%;">
<b>Stayed the Same</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
21%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
28%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
16%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 97.7pt;" width="130"><div class="MsoNoSpacing" style="line-height: 115%;">
<b>Decreased</b><b><span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></b></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
26%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
34%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; padding: 0in 5.4pt 0in 5.4pt; width: 114.0pt;" width="152"><div align="center" class="MsoNoSpacing" style="line-height: 115%; text-align: center;">
13%<span style="font-family: "Calibri","sans-serif";"><o:p></o:p></span></div>
</td>
</tr>
</tbody></table>
</div>
<br />
<div class="MsoNormal" style="text-align: left;">
The findings above demonstrate that conducting member research can increase the likelihood for an association to experience growth in overall membership, renewals, and new members. Although it is not directly related to growth, research will provide the association with a clearer picture of where it is doing well and where attention needs to be focused. With this knowledge, the association can take the necessary steps to improving membership and ultimately, increase the potential for membership growth and profitability.</div>
<br />
<div class="MsoNormal">
<br /></div>
<br />Erik Schonher, Adina Wasserman, Jeff Tranguchhttp://www.blogger.com/profile/09329941363966598650noreply@blogger.com1