Resources Library by ANA

Added value in business marketing strategies

Business Marketing decisions are said to be rational although the marketing input is generally non-rational, or worse, emotional. In this paper, a method of calculating the added value on business marketing decisions is discussed. The method is based...

Catalogue: Seminar 1992: Business To Business Marketing

Author: Sicco C. Santema

June 15, 1992

Opportunities and risks in Eastern Europe

The collapse of communist control in Eastern Europe and the former Soviet Union and the ensuing transition to market based economies has opened the door to a consumer market of 409 Million people. This paper discusses recent developments in the...

Catalogue: ESOMAR International Automotive Marketing Conference 1992

Author: Louis Bailoni

June 15, 1992

The Gulf markets

This paper wants to stress that there are real opportunities for business in the 1990s in the Gulf markets. Cease those opportunities. But for success you need quality products, professional and effective marketing, preservarance, patience and some...

Catalogue: ESOMAR Conference 1992: The Opportunity Factors To Business Success In The Post War Middle East

Author: Hussain M. Sultan

June 15, 1992

Taking a fresh look at old markets

Societies all over the world are changing at a rate faster than ever before, affecting virtually all levels of social, political, and economic life. Markets are going through similar processes, moving increasingly from mass products to products...

Catalogue: ESOMAR/ARF/JMA Conference 1992: Marketing And Research Under A "New World Order"

Authors: Norbert Homma, Alain de Vulpian

June 15, 1992

Small business banking

The paper argues that the small business market is a key sector for banks, providing the future base for the important corporate middle market and that there are opportunities for hunks to increase their business profitability in this sector while at...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research

Author: Mervyn Flack

June 15, 1992

Organizational buying behavior

This paper is part of an international study. It discusses the behaviour of purchasing managers and the people they interact with throughout the purchasing process. After a brief description of the methodology used, the first part focuses on the...

Catalogue: Seminar 1992: Business To Business Marketing

Authors: Andrew C. Gross, Renaud de Maricourt, Francis Malige

June 15, 1992

Realities of the European single car market

The paper provides a view of the real impact of the European Single Market on the car industry. It contrasts the political ambitions to achieve an open market with the divisions and differences that still exist in the environment for selling and...

Catalogue: ESOMAR International Automotive Marketing Conference 1992

Author: Malcolm Harbour

June 15, 1992

Perspectives on the conference

Following the pattern established at the first ESOMAR Automotive Conference in Paris in 1990 at Geneva we set out to explore a wide range of marketing topics and their practical implications. The papers in this book, therefore, rarely deal with the...

Catalogue: ESOMAR International Automotive Marketing Conference 1992

Author: Philip Wade

June 15, 1992

Beyond customer satisfaction

Expanding customer satisfaction measurement to the broader concept of Reference Group Management - to include customer satisfaction, employee orientation and image measurement, where appropriate - ensures that the correct decisions to improve...

Catalogue: ESOMAR Congress 1991: Marketing In A New Europe

Authors: Ian Jarvis, Joachim Scharioth

Companies: Burke, Inc., Infratest dimap Gesellschaft fur Trend- und Wahlforschung mbH

September 8, 1991