Resources Library by ANA

Proactive relationship management

Expectation research has shown that high quality products, or services coupled with only an effective reactive support mechanism (i.e., a typical customer service function), will not be sufficient to support consumer loyalty into the next decade....

Catalogue: Seminar 1993: The Ideal Product, The Ideal Costumer, The Ideal Company?

Author: Richard J. Cottrell

Company: Maritz Research

June 15, 1993

Market segmentation research

Segmentation research in the marketing literature is reviewed, focusing on a discussion of proposed bases and methods. Classifications of segmentation bases and of segmentation methods are provided. Segmentation bases are reviewed in terms of their...

Catalogue: ESOMAR/EMAC/AFM Symposium 1993: Information Based Decision Making In Marketing

Author: Michel Wedel

June 15, 1993

Young people and reading

Much has been said recently about the supposedly all-pervasive nature of video game culture and its impact on young people. Some prognostications have it that today's children, on growing up, will not be interested in the printed word at all. This...

Catalogue: Seminar 1993: Competition In Publishing

Author: Geoff Wicken

June 15, 1993

Sales performance improvement at point of sale

The cases of many distribution organisations show that the strategy decided by firms is often very far removed from the realities of sales points. Operational management is often that which poses the most difficulties, not only because the strategic...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Author: Bertrand Venard

June 15, 1993

See the 18th camel

Public Relations (PR), since their humble beginnings as "flak", have evolved into a major and very specific discipline in communications, requiring specific research techniques. The paper shows how qualitative research methodologies adapted from...

Catalogue: Qualitative Research 1993: A Critical Review Of Methods And Applications

Author: Philippe Boutié

June 15, 1993

From crunching numbers to adding value

The lack of entrepreneurial thinking and behaviour on the part of both suppliers and buyers is identified in various quarters as the central cause of the gap between client needs and the service provided in the research market. In order to bridge...

Catalogue: Seminar 1993: Marketing And International Research

Author: Jörg Pauli

June 15, 1993

International research and the need to better communicate across cultures

The purpose of this paper is to contribute to better cross- cultural communication. In order to achieve this, we have selected concepts put forth by anthropologists, sociologists and specialists in international management which shed light on some of...

Catalogue: Seminar 1993: Marketing And International Research

Author: Olwen H. Wolfe

June 15, 1993

Promoting media advertising against promotion spending

The forces affecting brand marketing have resulted in many changes in recent years and will continue to do so at an accelerated rate over the next 5-10 years. One clear and damaging manifestation of these changes, not just from a publisher's...

Catalogue: Seminar 1993: Competition In Publishing

Author: Alan Smith

June 15, 1993

Retailing

Five priorities for action for retail marketing correspond to the five factors of revival mentioned in the beginning of this talk: 1) Detect profit losses due to bad monitoring of sales. 2) Establish conformity between better communication and an...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Author: Christophe Chain

Company: Nielsen

June 15, 1993