Abstract:

In industrial markets one of the most challenging aspects of market and competitive intelligence processes is the actual collection of data information and intelligence as a basis for knowledge. Compared to consumer markets industrial markets generally lack formalised information sources and data gathering processes. To compile meaningful data on competitors the practitioner of industrial market intelligence must probe in the dark using a whole range of tactile senses. This paper reviews the diversity of tools and techniques that can be applied to competitive intelligence in this sector the challenges one faces and the barriers of ethical practice that must be respected.