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Research papers

Economic trend indicator surveys as a management tool

The aim of this paper is to study so-called economic trend indicator surveys and their relevance as tools to prognoses and forecasts. The history of economic trend surveys is long, although the 1960s and 1970s paved the way for the rising popularity...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research
Authors: Kristian Rikard-Petersen, Morten Bekholm
June 15, 1994

Research papers

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

Research papers

The dialogue wheel

This paper serves as an introduction to the use of a comprehensive model for managers engaged with direct marketing and the use of market systems in B-t-B marketing. The DialogueWheel was first presented to six Scandinavian companies and has been...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research
Author: Gorm Kunøe
June 15, 1994

Research papers

Efficient consumer response

The purpose of this presentation is to discuss a new movement that will affect consumers world-wide in the next few years. It is an area where research is at the very heart of decision making in companies. This movement is called Efficient Consumer...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research
Author: James Rose
Company: Nielsen
June 15, 1994

Research papers

End consumption of cement and ready mixed concrete

Cement is the base material for concrete. Ready mixed concrete is a rather homogeneous product which nevertheless has many uses. There is little reliable information available on the quantitative consumption of the products of the ready mixed...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research
Authors: Wim Kramer, Will J. A. Nelissen
June 15, 1994

Research papers

The dynamics of change in client/agency relationship

The objectives of this paper are to define the changes which have occurred in the client/agency relationship and the dynamics of these changes. After tracing the path of Industrial Research to Business-to-Business Research, the paper describes: the...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research
Authors: Jean Bigant, Christine J. Freeman
Company: GfK
June 15, 1994

Research papers

Is our data credible?

Many organisations have difficulty in making effective use of market research information, particularly in business to business markets. There are various reasons for this of which perhaps the two most important are: a) The calendar time taken from...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research
Authors: A. E.V. Dent, C. J. V. Dent
June 15, 1994

Research papers

Re-engineered research program for print advertising on the B-T-B market

In the spring of 1994 the Berlingske Group of newspapers in Denmark conducted a survey to gain new knowledge about the decision-making process that business-to-business advertisers’ use in making their media and marketing plans. The project was...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research
Author: Eileen Klitvad
June 15, 1994