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Research papers

Improving the standing of manufacturers among their key retail accounts

This paper describes how the growing concentration of retail power has made it increasingly important for manufacturers to optimise their relations with their key customers in order to secure a more favourable position there. This need has stimulated...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth
Authors: Martin Simmons, Michael Hague-Moss
June 4, 1986
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Citation

Simmons and Hague-Moss (1986a, June 04). Improving the standing of manufacturers among their key retail accounts . ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/improving-the-standing-of-manufacturers-among-their-key-retail-accounts-


Research papers

Will the clients of different supermarkets of the retail chains be spilt into segments?

The retail trade in Finland is very much centralized; the four major chains dominate the market. Mass marketing by making use of mass media and mass bargains has been very powerful in the past few years. Segmentation of the consumers by shop chains...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth
Author: Leila Lotti
June 4, 1986
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Citation

Lotti, L. (1986a, June 04). Will the clients of different supermarkets of the retail chains be spilt into segments?. ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/will-the-clients-of-different-supermarkets-of-the-retail-chains-be-spilt-into-segments-


Research papers

Beyond positioning

Advertisers working with retailers often find it difficult to differentiate them from competitors. The retailing mixes close that the bases of differences shrink. Advertising and communication now receives the task of creating this difference, a...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth
Author: Jean-Nöel Kapferer
June 4, 1986
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Citation

Kapferer, J. (1986a, June 04). Beyond positioning. ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/beyond-positioning


Research papers

Changing distribution channel relationship in the Eighties

Yugoslavia nowadays has a powerful textile and garments industry which is relatively evenly spread throughout her territory and which unites more than a hundred years of experience on the one hand, and energy and initiative of a young industry on the...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth
Authors: Zivorad Zlatkovic, Mile Jovic
June 4, 1986
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Citation

Zlatkovic and Jovic (1986a, June 04). Changing distribution channel relationship in the Eighties. ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/changing-distribution-channel-relationship-in-the-eighties


Research papers

Trends in the consumption environment in Europe

Why does GIRA recommend the development of specific products aimed at satisfying individual requirements, instead of manufacturing mass products attempting to satisfy the needs of the average consumer?

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth
Author: Jacques Belay
June 4, 1986
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Citation

Belay, J. (1986a, June 04). Trends in the consumption environment in Europe. ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/trends-in-the-consumption-environment-in-europe


Research papers

Resource-otp

In this paper we describe a rather unusual decision support system which has been developed to help managers to take various kinds of resource allocation decisions, has a knowledge base which comprises causal models and it has an optimisation based...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth
Authors: Madan G. Singh, R. Cook, Marcel Corstjens
June 4, 1986
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Citation

Singh, Cook and Corstjens (1986a, June 04). Resource-otp. ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/resource-otp


Research papers

Changing stores to suit the changing customer

This paper examines the changes that have occurred in retailing formats and shopping environments in the last 100 years and highlights the increasing acceleration of that change. It considers the demographic factors in the UK which have impacted...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth
Author: Monica D. Lucas
June 4, 1986
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Citation

Lucas, M. D. (1986a, June 04). Changing stores to suit the changing customer. ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/changing-stores-to-suit-the-changing-customer


Research papers

The role of qualitative research in planning new industrial products

This study illustrates the use of focus group research in the development of a new product in a high-technology field. Most U.S. high technology firms conduct very little formal market research, and they rarely conduct qualitative market research as...

Catalogue: Seminar 1986: Problem Solving In Industrial Marketing
Authors: Eric Almquist, Yvette Kirby
February 26, 1986
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Citation

Almquist and Kirby (1986a, February 26). The role of qualitative research in planning new industrial products. ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/the-role-of-qualitative-research-in-planning-new-industrial-products


Research papers

Move to market focus revitalises research at McGraw-Hill publishing

In January, 1985, McGraw-Hill Inc a $1.4 billion publishing and information supplier, underwent a dramatic reorganisation. The corporation had moved into the 80's with a myriad of broadcasting, print and other information products, organised under...

Catalogue: Seminar 1985: Quality In Publishing
Author: David P. Forsyth
November 27, 1985
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Citation

Forsyth, D. P. (1985a, November 27). Move to market focus revitalises research at McGraw-Hill publishing . ANA - ESOMAR. Retrieved October 15, 2025, from


https://ana.esomar.org/documents/move-to-market-focus-revitalises-research-at-mcgraw-hill-publishing-