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Research papers

The growth of the region

This paper examines examples, primarily from the Asian Business Readership Survey or ABRS, which illustrate how international media research not only tells us about the latest audience figures for the media measured, but, when viewed long term, also...

Catalogue: Asia Pacific Conference 1996: Marketing In Asia
Author: Katherine Page
November 1, 1996
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Citation

Page, K. (1996a, November 01). The growth of the region . ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/the-growth-of-the-region-


Research papers

Customer focus in a service context

Customer orientation is the focus of this paper. The primary purpose of the underlying study is to measure the customer focus of real estate agents. The Narver and Slater -1990 scale was made operational to fit the situation of the real estate agents...

Catalogue: ESOMAR/EMAC Symposium 1996: Research Methodologies For 'The New Marketing'
Authors: Ingrid Van Rijn, Yvonne Van Everdingen, Peter Risseeuw, Enno Masurel
November 1, 1996
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Citation

Van Rijn, Van Everdingen, Risseeuw and Masurel (1996a, November 01). Customer focus in a service context . ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/customer-focus-in-a-service-context-


Research papers

Is Asia different?

In his book “Asia Rising”, Jim Rohwer describes Asia as a “bewildering amalgam of religions, races, cultures and languages, of rich and poor, and of advanced and backward.” The purpose of this paper is to find out whether market...

Catalogue: Asia Pacific Conference 1996: Marketing In Asia
Author: Roger Banks
November 1, 1996
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Citation

Banks, R. (1996a, November 01). Is Asia different? . ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/is-asia-different-


Research papers

Marketing in Asia

In this paper, we discuss research into marketing in Asia at three different levels, and briefly describe recent studies: Research into Asian markets; e.g. the acceptance of Australian native flowers and protea by Japanese consumers. Research into...

Catalogue: Asia Pacific Conference 1996: Marketing In Asia
Author: Geoff Alford
November 1, 1996
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Citation

Alford, G. (1996a, November 01). Marketing in Asia . ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/marketing-in-asia-


Research papers

Project redemption

This paper summaries how the management of Brown and Williamson Korea Ltd. used a two stage marketing research project, with a one- stage follow-up study, to refine and develop a new retail distribution system in Korea.

Catalogue: Asia Pacific Conference 1996: Marketing In Asia
Author: Clive R. Boddy
November 1, 1996
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Citation

Boddy, C. R. (1996a, November 01). Project redemption . ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/project-redemption-


Research papers

Sales management

The rationale of this study was based on the argument that unless we have a clear understanding of the selling job in a relational selling context we are unable to advise the sales management of the firm in the quest of building and maintaining...

Catalogue: ESOMAR/EMAC Symposium 1996: Research Methodologies For 'The New Marketing'
Authors: Panayiotis Kyziridis, Michael Saren, Nikolaos Tzokas
November 1, 1996
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Citation

Kyziridis, Saren and Tzokas (1996a, November 01). Sales management . ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/sales-management-


Research papers

Linking customer satisfaction to loyalty and performance

Satisfied customers and customer retention should be one of the highest priorities of any business enterprise. Many companies are using some form of customer satisfaction measurement, but most companies do not have methods to put the customer...

Catalogue: ESOMAR/EMAC Symposium 1996: Research Methodologies For 'The New Marketing'
Authors: Kai Kristensen, Anne Martensen
November 1, 1996
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Citation

Kristensen and Martensen (1996a, November 01). Linking customer satisfaction to loyalty and performance. ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/linking-customer-satisfaction-to-loyalty-and-performance


Research papers

Long run loyalty

This paper uses a continuous panel of doctors to analyse their portfolios (the number of drugs which are used) and how their prescribing decisions are spread across their portfolios. It reveals portfolios which are much larger, along with loyalty...

Catalogue: ESOMAR/EMAC Symposium 1996: Research Methodologies For 'The New Marketing'
Author: Philip Stern
November 1, 1996
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Citation

Stern, P. (1996a, November 01). Long run loyalty . ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/long-run-loyalty-


Research papers

Ad tracking in India

This paper traces the evolution of Advertising Tracking in India over the previous thirteen years or so. This evolution has been segregated into three stages: origin: characterized by pre and post-testing growth: characterized by quasi-continuous...

Catalogue: Asia Pacific Conference 1996: Marketing In Asia
Author: Kalika Tripathi
November 1, 1996
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Citation

Tripathi, K. (1996a, November 01). Ad tracking in India . ANA - ESOMAR. Retrieved December 24, 2025, from


https://ana.esomar.org/documents/ad-tracking-in-india-