Research proposal

Running head: MARKETING RESEARCH PROPOSAL 1
Marketing Research Proposal for
Chiropractic Specialists of Watertown
Bonnie Gallea
Concordia University, St. Paul, MN

MARKETING RESEARCH PROPOSAL 2
Table of Contents
Introduction................................................................................................................................. 3
History......................................................................................................................................... 3
Licensing..................................................................................................................................... 4
Industry Analysis ........................................................................................................................ 4
Legislation................................................................................................................................... 6
Market Trends............................................................................................................................. 7
Target Market.............................................................................................................................. 8
Company Background ................................................................................................................ 9
Problem Definition.................................................................................................................... 10
Advertising Analysis................................................................................................................. 10
Competitive Advantage ............................................................................................................ 12
Recap of Survey........................................................................................................................ 13
Message Strategy and Marketing Tactics ................................................................................. 16
Recommendations..................................................................................................................... 17
References................................................................................................................................. 20

Marketing Research Proposal for Chiropractic Specialists of Watertown
Introduction
Chiropractic Specialists of Watertown is a small store front chiropractic office in
Watertown, Minnesota. Watertown is a community of approximately 4500 people with four
surrounding towns of similar size within a 15 mile radius. The clinic has many of the same
products and services offered by the dozen or so local chiropractors in the area. There are a
couple of services which help the clinic stand out from the rest. Exploring what the current
customer base understands about the clinic as well as how they came to be patients becomes a
critical part of advertising effectively. This proposal discusses information gathered through
primary and secondary sources. The primary source, a survey, was administered in order to
discover frequency, attitudes, and opinions of current patients regarding the clinic. The
secondary sources are a variety of government websites, research websites, websites of the
competition, and local newspaper websites. All of the information obtained will be used to
recommend a direction for advertising, including messages and tactics. It will be extremely
important to emphasize aspects of the clinic that differentiate them from their competition.
History
It has been a long struggle for chiropractors to be recognized as actual health care
professionals. The very first adjustment was done in 1895 by B.J. Palmer. (High Beam Business,
2013). By manipulating the spine of a deaf man Palmer was able to restore his hearing. This
discovery led to the theory that a misaligned spine causes illnesses. Palmer opened the first
school of chiropractic in 1897 in Davenport, Iowa. Chiropractors were often deemed as mystics
and jailed for practicing medicine without a license. Eventually standard exams and diagnostic

tools were developed and chiropractors began to gain respect. Over one hundred years later they
continue to battle with mainstream medical professionals for a position in the medical
community. The misconceptions associated with chiropractic services often make individuals
leery to become perspective patients.
Licensing
Chiropractors are health practitioners having a degree in chiropractic (D.C.) which
requires a specialized 3-4 year undergraduate education followed by a doctorate in many cases.
The minimum education required in Minnesota is 2 years of pre-professional classes at a fully
accredited CCE (Counsel of Chiropractic Education) school plus an internship and board tests in
order to qualify for licensing. (Bureau of Labor and Statistics, 2012). Successful completion of
the National Board of Chiropractors Examination, a Board Jurisprudence Examination, is
required for most states but there are a few states which maintain their own standardized tests.
The board tests consist of five parts without any specialized certifications, those are additional.
Minnesota does require a Chiropractic license and offers certifications for Independent
Examiner, Acupuncture, Professional Firm, Sports Practitioner, Department of Transportation
Physicals, and Animal Chiropractic for specialized services. Chiropractors are required to obtain
continuing education every year in order to keep their license.
Industry Analysis
Chiropractic is the largest alternative medicine industry in the United States and the third
biggest medical profession. It has shown slow but steady growth over the last two decades. The
industry is expected to reach over $12.5 billion by 2015. (PR Web, 2010). As the population gets

older and traditional health care becomes more costly, Chiropractic is expected to grow even
more. One of the key successes has been governmental reform. In 1999 Bill Clinton signed The
Veterans Millennium Health Care Act which required the Veterans Administration (VA) to
create policies covering Chiropractic. (High Beam Business, 2013). This helped to legitimize the
industry. The largest threats to the industry have been both the AMA (American Medical
Association) and insurance companies. Chiropractors are in direct competition with traditional
medical doctors.
Regulation affects the industry probably more than any other factor. Whether the
government creates more legislation to protect society and restricts the industry or more
acceptances to alternative medicine (avoiding drugs and surgery) takes place. The greatest
controllable factor is public perception. Making sure the general population understands what
chiropractic is capable of and what it is not will allow consumers to make wise decisions for
their continued health care.
11.8
11.9
12
12.1
12.2
12.3
12.4
12.5
2008 2009 2010 2011 2012
AmountinBillions
Years
Chiropractic Growth Over the Last Five Years

Legislation
There have been many laws proposed and passed over the last decade impacting
chiropractors. They range from business practice policies to insurance legislation. One that has
affected many small chiropractors is the American Recovery and Reinvestment Act of 2009. It
addresses fee schedules for Medicare as well as The Medicare Electronic Health Record (EHR)
Incentive Program. “What is an EHR? An electronic health record (EHR)—sometimes called an
electronic medical record (EMR)—allows healthcare providers to record patient information
electronically instead of using paper records. However, EHRs are often capable of doing much
more than just recording information. The EHR Incentive Program asks providers to use the
capabilities of their EHRs to achieve benchmarks that can lead to improved patient care.” (EHR
Incentive Programs, 2013). EHR is meant to standardize practices among doctors, dentists, and
chiropractors. For small struggling chiropractic offices these changes can and will affect the
bottom line. The incentive attached allows for some reimbursement of the program. In order to
provide adequate care for their patients as well as receive Medicare payments chiropractors, as
well as all medical professionals, will need to update their practices.
Another jump forward for chiropractors has been the Patient Protection and Affordable
Care Act. The law reads: “Plans may not discriminate against any provider operating within their
scope of practice.” (Sosnoski, 2013). The law does not require that insurance companies contract
with each provider but they cannot eliminate chiropractors from their network. Overall, recent
legislation protects patients and provides for alternative medicine helping to validate chiropractic
services.

Market Trends
With Americas aging population and the increased need for cost-effective ways to treat
and prevent injuries, chiropractic has been on the rise. According to the United States Census
Bureau 13.3% of the total population is above 65. This age group has more disposable income
than previous generations to invest in their health. Chiropractic allows patients to have a closer
working relationship with their doctor, a primary need for the target market. Personal interaction
has also proven to be important to the current patients of Chiropractic Specialists of Watertown.
There are over 60,000 doctors of chiropractic currently practicing in the United States
and more students graduating each year. Employment opportunities for chiropractors are
expected to be better than average, growing by approximately 28%. (Bureau of Labor and
Statistics, 2013). The current recession with its unemployment and insurance problems has made
chiropractic a valuable tool for many. Chiropractic services continue to be in high demand which
appears to be directly related to the patient’s ability to pay and decreasing reimbursement from
third party payers. (Ebrall, Draper, Repka, 2008). Because of this higher demand both
0
20000000
40000000
60000000
80000000
100000000
Under 18 18-24 25-44 45-64 Over 64
TotalPersons
Age Groups
U.S. Population in 2010

educational and technological advancements have taken place. Advancements in assessment,
diagnosis, therapy, management principles, scope, and clinical research have all helped to bring
chiropractic services into the forefront.
Target Market
Contemporary and alternative medicine is the fastest growing industry in the nation. The
patients utilizing chiropractic services are primarily women in both the Baby Boomers and
Generation X age groups. (Barnes, Powell-Griner, McFann, Nahin, 2004). This statistic holds
true with the current patients of the clinic. Although, more efforts are being made to open up the
demographics to children offering specialized pediatric treatments. They are people interested in
alternative medicine and avoiding the high cost of traditional treatments. They are more likely to
live in urban areas than rural. Approximately two-thirds of chiropractic patients first present with
back or neck pain, extremity pain accounts for another 13%. (Barnes, Powell-Griner, McFann,
Nahin, 2004). Most of the target market is employed with an education level above high school.
Income levels appear to be moderate to better than average. “Caucasians make up 60.4% of the
chiropractic patient base with Hispanics (13.6%) and African Americans (12.7%) comprising the
next largest ethnic groups.” (Allen, 2005).
60%
14%
13%
13%
Ethnic Groups using Chiropractic
Caucasians
Hispanics
African Americans
Other

There is projected growth in the total number of people utilizing chiropractic care,
exactly how much seems to be debated. (Barnes, Powell-Griner, McFann, Nahin, 2004). As the
cost of traditional medical treatments rise and familiarity with alternative medicine increases,
individuals seeking to be actively involved in their own healthcare will continue to participate in
chiropractic care. Marketing efforts as well as the availability of information on the internet
appear to be the greatest catalyst of change, creating the awareness needed to fuel the increased
growth. In order for advertising tactics of Chiropractic Specialists of Watertown to be successful
they will need to increase recognition of the benefits that their services provide.
Company Background
Chiropractic Specialists of Watertown is a family owned business. They are a part of the
enormous heath care industry, a small store front facility with one Chiropractor. Dr. Heather
Jarvis and her husband Kyle are owners and operators of the clinic. They provide diagnostic and
therapeutic treatment of neuro-musculoskeletal disorders using manipulation and adjustment of
the spinal column and extremities. They offer acupuncture, massage, and supplements to
enhance the whole body experience to healthcare as well as Department of Transportation (DOT)
physicals, student sports physicals, spinal screenings, EMS (Electric Muscle Stimulation), and
traction.
Dr. Jarvis has owned the clinic since January of 2012. She purchased it from Dr. Charles
Cook of Jordan, Minnesota. They have a website in process along with a Facebook page and
Google Plus account. The company mission is: “We want to help establish (and continue to
support) healthier lives for the people of Watertown and its surrounding communities. We
recognize that everyone is unique and needs to be treated as an individual, not a statistic. We

will provide customized care for each and every patient, each and every day. We will give you
the building blocks to a healthier life...without breaking the bank. Trustworthy, personable
healthcare at an affordable price does exist. You can find it at Chiropractic Specialists of
Watertown.” (Chiropractic Specialists of Watertown, 2013). There are currently 437 patients,
160 of those new since January of 2012 when Dr. Jarvis bought the clinic. Dr. Jarvis and her
husband are long standing members of the Watertown Area Chamber of Commerce,
participating heavily in community affairs. Her patients have a deep respect and trust in her
abilities which are apparent in the results of the survey.
Problem Definition
The problem definition is to gain more understanding into how, where, and what
customers of Chiropractic Specialists of Watertown know about the clinic. This framed as a
question is “Why do customers choose to or not choose to come into the clinic?” The survey
(primary source), the data obtained through secondary sources, and an analysis of current
advertising and marketing methods will attempt to address this question allowing Chiropractic
Specialists of Watertown to more effectively engage new markets.
Advertising Analysis
Chiropractic Specialists’ current advertising efforts center on word of mouth, newspaper
advertising, minimal direct mail, yellow page distribution, and some social media involvement
including a website, Facebook, and Google Plus account. The newspapers being utilized are the
Herald Journal Medical Directory published annually and Carver County Living produced
quarterly with a total circulation of approximately 7000 (Herald Journal, 2013) costing

approximately $129 per publication. The Carver County Newspaper published once a week with
a circulation of 1837 (Carver County News, 2013) costs approximately $23 per issue. These
efforts are primarily to target the elderly patients frequenting the clinic. According to survey
results, Carver County News seems to be an effective method of reaching this demographic. The
simple, basic ads themselves are each individual often highlighting a coupon or special. In order
to grab attention from those people not already patients, the ads will need to spark interest
through great headlines or even testimonials.
The direct mail consists of calendars, post cards, and magnets sent to current customers
helping to remind them of services available. They also utilize the Welcome Neighbor program.
This allows them to send advertising to new homeowners in the area. Direct mail can be
expensive so these efforts are adequate at this time. In the future, potential customers could be
sent flyers through newspaper distribution allowing for a larger audience.
The website is in its infancy as is the Facebook and Google Plus account. These will
require much more effort and utilization to be fully effective. Many of the competing
chiropractors in the area have websites that both inform patients of services provided and explain
procedures used in standard treatments. The social media efforts will need to more completely
describe to patients the essential benefits enhancing the chiropractic services available, creating
heightened awareness. Appointment setting, testimonials, and even a list of supplements
available are all possible additions to the website that should be considered.

Competitive Advantage
There are approximately one dozen chiropractors in the towns surrounding Watertown,
Minnesota; many of those within 10 to 15 miles. Having any advantages over the competition is
extremely important as is highlighting those advantages in advertising messages.
 Some of Chiropractic Specialists’ competitive advantages lie in the student sports
physicals, DOT physicals, and acupuncture treatments. According to the websites of two
of the top area chiropractors, these services differentiate them from their competitors.
 They are a small hometown chiropractor with a personalized attitude toward their patients.
Each patient is treated with respect and listened to, a very unique quality for any medical
facility.
 Price is another advantage they have over many larger chiropractors. They often negotiate
with customers to provide them with the best possible care they can.
The additional services, hometown feel, and price need to be promoted. Showing
potential customers the benefits of choosing Dr. Jarvis as their family chiropractor becomes
critical to success.
Included below is the S.W.O.T. analysis summarizing opportunities for growth and
highlighting possible weaknesses. S.W.O.T. (Strengths, Weaknesses, Opportunities, and
Threats) provides a brief overview of Chiropractic Specialists of Watertown’s internal and
external factors. This analysis is meant to show the current business environment identifying
areas in need of improvement.

Strengths Weaknesses
Internal
Factors
Well-known for excellent patient care. Not enough marketing methods
utilized.
Increased patient traffic and loyalty. Simple non-descript advertising.
Opportunities Threats
External
Factors
Many services not available at other clinics. Several other chiropractors in the
area, many having similar products
and services.
With the current economic conditions
chiropractic appears to be growing.
Legislation and public policies
restricting services.
Individual and customized patient care. AMA and Insurance Companies
Recap of Survey
The survey was given over a period of two weeks and resulted in 23 responses. This is
slightly less than what is needed to make a good determination of issues but in looking over the
responses some key factors came into focus. (Zikmund, Babin, 2010, p.413).
While the majority of patients were women they also fell into the 41-60 age group which
fits well within the national target demographic. When asked if service, product, or price was
more important, it was fairly evenly distributed between service and product with only one
person conveying price as more important. This suggests what the clinic has to offer and how
patients are treated there is extremely valuable.
In determining where patients have seen advertising for Chiropractic Specialists of
Watertown, Carver County News was by far the most effective method of reaching the
individuals surveyed. Most of those asked also indicated they liked the advertising itself. One
individual responded with “Your advertising needs a little juice. Black and white ads from
businesses in newspapers all look the same, standout and placement are key. The average person
needs to hear or see a message at least 8 times before he or she starts paying attention.” This
comment is beneficial in determining true feelings regarding the advertising. Understanding the

messages displayed is quite different than attention grabbing and ultimately remembering the ads
for those not aware of the clinic already.
The majority of people responding to the survey visit the office once per month followed
by those only visiting when they have pain. The frequency of visits is indicative of loyalty.
Patients return to the clinic when services are needed. This can also represent an opportunity for
reminding them of services which alleviate pain or enhance wellness.
In looking over the information given by respondents, it became obvious that Dr. Jarvis is
well respected as a chiropractor with 81% of her patients believing she does an excellent job,
much better than her competition, 100% of people surveyed were satisfied with their treatment.
In regards to awareness, many people were either not aware of all the services offered or
what benefit these services would have for them. As seen in the graph below adjustments and
supplements are the primary services used with acupuncture not far behind. There is another
opportunity here for developing a message that differentiates them from their competition.
Store
Front
Herald
Journal
Carver
County
News
Crow
River
Phone
Book
Frontier
Pages
Phone
Book
Internet
Other
6
2
12
2
1
1 2
Where have you seen advertising for
Chiropractic Specialists of Watertown?
Other: Direct mail calendars and advertising on company vehicle

An interesting fact was the even split between other family members utilizing the
services at the clinic and those that did not. When asked, “Why not?” the respondents suggested
other family members were not in need of services. Advertising for wellness and supplement
services may be an additional possibility for growth.
As expected, 79% of the patients use the internet to surf for information on products or
services and only 47% actually read the ads. This, of course, makes search engine optimization a
critical attribute. As noticed in a prior question, only one person communicated they had seen
advertising on the internet. Social media efforts are just beginning at the clinic; with continued
involvement in this area recognition and promotion will improve. Only four respondents advised
they would like to receive email specials or advertisements however, there may be a mutual
benefit in an email newsletter. A newsletter can build a relationship with continued
communication and awareness.
Finally, a surprising element was finding that the patients surveyed were not particularly
concerned with insurance coverage, again showing the importance of service and product. Below
0
5
10
15
20
25
Adjustments Acupuncture Massage Supplements Student
Sports
Physicals
DOT
Physicals
Respondents
Services
What services have you used in the past?

is a chart with comments from patients. Most patients did not have recommendations or
statements.
Staff photos and bios. Add a snack bar at the
clinic.
More private rooms
Include some stretching and vibration with
each visit.
It smells a little musty.
Really like getting the text reminders for
appointments. Love the website and the
mobile-friendly version.
Use Ultrasound for care when appropriate.
Carpet in EMS room seems a little worn but
otherwise remodel is very nice.
You guys do a great job.
Overall, what the above results illustrate is while the clinic is valued for its services and
products with its current patients the advertising does not effectively communicate their benefits.
In order to bring in new customers, advertising will need to highlight their competitive
advantages. Some of those might be friendly home town feel, a doctor that cares, and unique
services that assist in healing and wellness care, as well as a valued relationship.
Message Strategy and Marketing Tactics
Chiropractic Specialists of Watertown needs to capitalize on any edge they have over
their competition. Creating a message that resonates with perspective patients will be a key
element. All of the patients surveyed reflected a valued relationship with Dr. Jarvis. This is one
element that can and should be highlighted within the advertising message. Testimonials are an
effective approach to communicate loyalty and show contrast. Disseminating pricing and unique
services will be critical to engaging new markets as well. Cost structures, product offerings, and

customer support often differentiate companies from one another. The ability to communicate
those differences is important to gaining an additional consumer base.
There are several marketing tactics that can be used to reach the target demographic.
Carver County News has been effective and should remain in place. However, additional
methods should be considered. Increasing visits and sales is the overall goal of any marketing
program. Focusing marketing efforts on the customers that are more likely to purchase your
product or service is extremely important. Therefore, understanding your customer becomes
critical to success. Optimizing a mix of advertising that generates the highest levels of customer
sales and repeat business utilizes advertising dollars more effectively. Chiropractic Specialists of
Watertown has a relatively small budget for advertising making the selections for marketing
crucial. Inexpensive marketing tools are available for small businesses, many of which will be
recommended.
Recommendations
In order to adequately expand business proper marketing tactics need to be utilized.
Patient loyalties as well as engaging new markets should be addressed. The simple, effective,
and strategic approaches below are designed to increase traffic flow. Continued measurements
and communication with patients regarding effectiveness of methods will increase success.
 Testimonials- Asking current patients to write testimonials for your website and
Facebook pages informs potential customers of benefits and can motivate them to act
faster. Small incentives can foster interest in writing testimonials, possibly a contest
or gift card.

 Great Headlines-Newspaper ads often look alike, creating a headline that makes
consumers stand up and take notice will help with differentiation. Some examples
might be “A doctor who cares” or “Feel the difference.” Another mistake often made
is too much content. Ads that contain an abundance of text do not get read.
 Email Newsletters- Creating a newsletter that is sent out quarterly will build on
relationships already in place, product awareness, and service enhancements. Features
might include nutritional advice, lists of supplements available, posture tips,
chiropractic facts and techniques, and even stress management.
 Referral Bonuses- Adding a referral bonus will help word of mouth grow in addition
to giving current patients a vested interest in the company.
 Loyalty Cards- Offering current patients loyalty cards to generate business and
reward them for patronage can deliver a customer for life. Loyalty cards can be in the
form of either purchase 10 adjustments get one free or receive a $10 gas card after 5
adjustments.
 Gift Cards- Another great way to generate business referrals. Having gift cards
available for patients to purchase as presents for friends or loved ones provides for
convenience and service.
 Videos- In today’s world YouTube videos have been used often to promote services.
Short creative snippets illustrating proper posture or exercise techniques can increase
social media traffic. The more unique the better the feedback.
 Search Engine Optimization- This is critical in allowing potential patients to locate
the clinic. Seventy-nine percent of patients surveyed surf the internet for products or
services. When possible customers search out services such as Department of

Transportation (DOT) physicals or student sports physicals, or acupuncture they need
to see the website for Chiropractic Specialists of Watertown. Creative use of key
words enhances Boolean searches as well.
 Out of home advertising- Chiropractic Specialists is right on the main street of
Watertown with a store front window. This is prime real estate for developing
awareness, not only of the clinic but also the services offered. A simple list of
services available large enough for people to read as they slowly drive or walk by will
enhance recognition. The survey results showed store front as the second largest
acknowledged method of advertising currently being utilized. Although, the
advertising is only the name of the clinic.
 Flyers- Newspaper inserts could be used in the future to widen the audience. They are
slightly more expensive but can be used as the company grows and needs to expand
even further.
 Facebook Advertising- While many in the survey said they did not read ads on the
internet Facebook advertising is very successful. As the company grows, it may be an
option to effectively target the demographic. Facebook allows for selection of the
exact demographic you wish to advertise to. Location, age, interest, and sex are some
of the options. Pay per click is one option that can be chosen as pricing, pay per
impression is another. (Facebook Ads Guide, 2013).
 Events- A small table or booth can be created to use during community events such as
“Rails to Trails” or even the Carver County Fair. Booth costs range in price so this
can be added as the company grows. Potential patients can ask questions or talk with
Dr. Jarvis. Coupons and brochures can be offered than as well.

The proposed marketing changes will help Chiropractic Specialists of Watertown to
create awareness within their current patients as well as attracting new and valued customers.
Chiropractic services have been on the rise, Dr. Jarvis is a valued member of the community, and
the only element missing is letting people know who they are and what they do. It is essential
that advertising grab attention and inform but even when an individual is drawn in that far, what
the company does to keep them is a critical aspect to success.

References
Allen, G. (2005). Chiropractic Care. SBDCNet. Retrieved from http://www.sbdcnet.org/small-
business-research-reports/chiropractic-care.
Barnes, P., Powell-Griner, E. McFann, K., Nahin, R. (2004, May 27). Complementary and
Alternative Medicine Use Among Adults: United States, 2002. Advanced Data. CDC.
Retrieved from http://www.cdc.gov/nchs/data/ad/ad343.pdf.
Bureau of Labor Statistics, U.S. Department of Labor, Occupational Outlook Handbook, 2012-
13 Edition, Chiropractors, on the Internet at
http://www.bls.gov/ooh/healthcare/chiropractors.htm (visited March 09, 2013).
Chiropractic Specialists of Watertown. (2013). Our Mission. Retrieved from
http://www.chirowatertown.com/mission.html
Carver County News. (n.d.) Retrieved April 3, 2013, from Carver County News website:
http://www.mnnews.com/newspapers/watertown.html.
Ebrall, P., Draper, B., Repka, A. (2008). Towards a 21st
Century Paradigm of Chiropractic: Stage
1, Redesigning Clinical Learning. National Institute of Health. Retrieve from:
http://www.ncbi.nlm.nih.gov/pmc/articles/PMC2585946/.
EHR Incentive Programs. (n.d.). Retrieved April 4, 2013, from CMS Gov.
https://www.cms.gov/Regulations-and
Guidance/Legislation/EHRIncentivePrograms/downloads/Beginners_Guide.pdf
Facebook Ads Guide. (2012). How much do Facebook Ads Cost? Social Ads Tool Retrieved
from http://www.socialadstool.com/facebook-ads-guide/facebook-ads-cost/.
Herald Journal. (n.d.). Retrieved April 3, 2013, from Herald Journal website: http://www.herald-
journal.com/about/.

High Beam Business. (2013). Offices and Clinics of Chiropractors. Retrieved from
http://business.highbeam.com/industry-reports/business/offices-clinics-of-chiropractors.
PR Web. (2010 July 6) Chiropractic Care in the US to Reach US $12.53 Billion by 2015,
According to New Report by Global Industry Analysts, Inc. Retrieved from
http://www.prweb.com/releases/chiropractic_care/chiropractors/prweb4209314.htm.
Sosnoski,. D. (2013). The Affordable Care Act: opportunities and threats. Chiroeco.com
Retrieve from: http://www.chiroeco.com/chiropractic/news/13020/40/the-affordable-
care-act-opportunities-and-threats/
Welcome to Meyer Chiropractic Health Clinic. (n.d.). Retrieved April 3, 2013, from Meyer
Chiropractic Health Clinic website: http://www.drscottmeyer.com/.
Welcome to Thompson Chiropractic Clinic, P.A. (n.d.). Retrieved April 3, 2013, from Thompson
Chiropractic Clinic website: http://www.thompsonchiroclinic.com/.
U.S. Department of Commerce. (2013, March 14). Census Bureau. Retrieved from
http://quickfacts.census.gov/qfd/states/00000.html.
Zikmund, W., Babin, B. (2010). Tenth Edition. Accurate and Reliable Results. Exploring
Marketing Research. South-Western Cengage Learning. 5191 Natorp Boulevard,
Mason, OH 45040.

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