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Research papers

Method and realisation of market research for the development of new products in the technical field

The paper describes, which basic requirements are necessary in order to be able to apply market research to product development too. In the understanding of market research as an instrument of marketing there have to be changes, at which the most...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Bernd Stulz
October 1, 1981
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Citation

Stulz, B. (1981a, October 01). Method and realisation of market research for the development of new products in the technical field. ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/method-and-realisation-of-market-research-for-the-development-of-new-products-in-the-technical-field


Research papers

Models of organizational decision making

There is wide agreement that organisational decisions (e.g. industrial buying decisions) usually involve multiple participants. Researchers also believe that the organisational decision process is normally very complex, it is difficult to model, and...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Uolevi Lehtinen
October 1, 1981
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Citation

Lehtinen, U. (1981a, October 01). Models of organizational decision making. ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/models-of-organizational-decision-making


Research papers

Decision making in industry and household

Decision making, this paper contends, plays a very important role on all kinds of levels in our society. Therefore a lot of research has been carried out by representatives of a great many disciplines; research on a wide variety of types and aspects...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Peter J.A. Groot
October 1, 1981
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Citation

Groot, P. J. (1981a, October 01). Decision making in industry and household . ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/decision-making-in-industry-and-household-


Research papers

DIANE as tool for marketing information systems

Euronet, the telecommunications network sponsored by the Commission of the European Communities, has been in commercial service for over 1½ years. During that time the information services, collectively referred to as DIANE (Direct Information...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Barry Mahon
October 1, 1981
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Citation

Mahon, B. (1981a, October 01). DIANE as tool for marketing information systems. ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/diane-as-tool-for-marketing-information-systems


Research papers

Industrial market research in a planned economy

George Bush is charged by the executives of MASHINDUSTRY with the task of informing them about the "rules of the game", permitting him to reveal the business possibilities of the enterprise on the markets of the COMECON-countries. George relies on...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Gábor Hoványi
October 1, 1981
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Citation

Hoványi, G. (1981a, October 01). Industrial market research in a planned economy . ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/industrial-market-research-in-a-planned-economy-


Research papers

The measurement of attribute importance for industrial products

Market segmentation is one of these concepts that can also be applied to industrial buying behaviour. In this connection one basically has a choice between either using a priori defined segments or finding the biases of consumer segmentation in a set...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Rob R. van den Heuvel
October 1, 1981
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Citation

van den Heuvel, R. R. (1981a, October 01). The measurement of attribute importance for industrial products. ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/the-measurement-of-attribute-importance-for-industrial-products


Research papers

The role of the industrial researcher in maximising opportunities for consumer goods manufacturers

Talk to the majority of industrial and consumer researchers and the only things they are likely to agree they have in common are a shared belief in the application of market research to aid the more profitable operation of the company, and a similar...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Jonathan P. Shingleton
October 1, 1981
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Citation

Shingleton, J. P. (1981a, October 01). The role of the industrial researcher in maximising opportunities for consumer goods manufacturers. ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/the-role-of-the-industrial-researcher-in-maximising-opportunities-for-consumer-goods-manufacturers


Research papers

United Kingdom

Industrial market research is usually regarded as a specialist area within the wide spectrum of market research. While a lot of industrial market research comprises small qualitative and desk research studies using the techniques of economic...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Lionel Gordon
October 1, 1981
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Citation

Gordon, L. (1981a, October 01). United Kingdom. ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/united-kingdom


Research papers

A practical approach to testing worldwide campaigns

A user reports on the problems encountered in analysing the international advertising campaigns of a major industrial concern, and the solutions that were found. Increased export trade and the growing importance of worldwide production (and its...

Catalogue: Seminar 1981: Industrial Marketing Research
Author: Claus Merbold
October 1, 1981
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Citation

Merbold, C. (1981a, October 01). A practical approach to testing worldwide campaigns . ANA - ESOMAR. Retrieved November 29, 2025, from


https://ana.esomar.org/documents/a-practical-approach-to-testing-worldwide-campaigns-