Resources Library by ANA

Increasing revenues in furniture sales by increasing customer retention

From a business point of view, Germany is made up of about 35 million households. These people purchase lots of food, cars, gelly babies, mountain bikes etc. And they buy lots of furniture to the value of more than 40 thousand million marks a year....

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Author: Wolfgang Dittrich

Company: Burke, Inc.

June 15, 1995

Evaluating and forecasting prescribing

The paper is divided into four main sections. The Methodology describes the data upon which the analyses were based and explains the theoretical background to the approach adopted. The Results are then presented to show how large and small drugs...

Catalogue: EphMRA/ESOMAR Conference 1995: Pharmaceutical Marketing Research- The Challenge For Growth

Authors: Andrew S. C. Ehrenberg, Philip Stern

June 1, 1995

A 2E2N approach to customer satisfaction surveys

This paper describes a two stage customer satisfaction methodology that identifies the relevant attributes in products or services, evaluates their importance degree, qualifies the attributes from the point of view of their nature, evaluates the...

Catalogue: Latin America 1995: Trends And Tools For Business Decisions

Author: Luiz Sá Lucas

May 1, 1995

Market transformation after five years

The paper aims at providing an overview of the results of the transformation process after five years, with the emphasis on failures rather than on achievements. The bias is deliberate, aiming at better exposing problems and resulting policy...

Catalogue: CEE Conference 1995: Towards A Market Economy

Author: Dariusz K. Rosati

April 1, 1995

Is customer satisfaction really reflected in traditional customer satisfaction measures?

This paper questions some of the conventional approaches and ways that many manufacturers look at and use customer service research, in particular, Customer Service Monitors: The use of vague 'scales' to measure performance. The way the...

Catalogue: International Automotive Marketing Conference 1994

Authors: Ruth McNeil, Mark Carpenter

June 15, 1994

Mystery shopping it volume products making the channel accountable

The paper will introduce some of the major marketing issues facing vendors of IT hardware and software. An increasingly competitive market environment is forcing such companies to consider the following key questions: What is the best mix of channels...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Authors: Jeffrey Peel, Alex Johnston

June 15, 1994

Sic transit gloria

This paper describes the development and implementation of a research programme devised to evaluate the customer service and transit time performance of carriers within the international air express industry. More specifically, the research which was...

Catalogue: Seminar 1992: Business To Business Marketing

Authors: Andy Booth, John Kelly

June 15, 1992

The pharmaceutical business in the Middle East

The pharmaceutical market of the Middle East today is characterized by its complexity and inability to offer trends towards global thinking. The Gulf crisis has certainly helped to exacerbate differences, market by market, throughout the region. This...

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

Author: Hocine Sidi Said

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