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Research papers


The objective of this seminar is to bring together marketing people, marketing researchers, promotions people, and people from the trade, and to try to establish a conceptual framework by an exchange of their different points of view.

Catalogue: Seminar 1976: The Contribution Of Research To Decision Making Promotions
Author: Jacques E. Andriessens
June 15, 1976

Research papers

Changes in the GP environment and its effects on promotion and market research

This paper sets out to explore the task elements and related time spending of a General Practitioners (GPs) working day and attempts to measure how, if at all, these are changing from year to year. The results are analysed with particular reference...

Catalogue: Seminar 1979: The Changing Environment For Pharmaceutical Marketing
Author: Richard Gilmore
February 1, 1979

Research papers

Allocating the marketing budget: Open discussion

Measuring the effects of advertising above and below the line depends in my opinion mainly on having really exact data, and this market research finds very difficult. In theory, there are plenty of logical conceptions about how advertising ought to...

Catalogue: Seminar 1978: The Business Of Advertising
Author: Werner Röske
June 1, 1978

Research papers

Selecting, developing and promoting appropriate insurance services for the current customers and through the existing sales services of banking organisation

The aim of this paper is to sketch the structure of an insurance broking business required to work alongside a banking set-up and to be the specialist service of the bank manager in his endeavours to introduce customers to insurance. How to be...

Catalogue: Seminar 1979: The Marketing Of Financial Service In A Competitive Environment
Author: Randle Manwaring
June 15, 1979

Research papers

Research on ‘below the line’ expenditure

This chapter deals with the contribution of research, both in the planning and evaluation, of ‘below the line’ activity. Any definition of ‘below the line’ assumes a false dichotomy since many promotions are dependent on media...

Catalogue: Consumer Market Research Handbook
Author: Martin Simmons
August 1, 1986

Research papers

The effect of past purchase behaviour on consumers' coupon redemption probabilities

Coupons are one form of Sales Promotions which have experienced a dramatic growth in most countries during the past 10 years. Studies conducted by commercial market research companies such as AC Nielsen provide ample evidence of this trend. One...

Catalogue: Seminar 1991: How Advertising Works And How Promotions Work
Author: Pascale G. Quester
June 15, 1991

Research papers

There's no need to re-invent the wheel

The paper comprises four sections. In the first section, a description is provided of a technique used over many years. It is holistic in its approach with proven validity and reliability in product areas where aesthetic rather than functional...

Catalogue: Seminar 1995: Successful Product Engineering
Author: William Arthur Dunning
June 15, 1995

Research papers

How do promotions work? New evaluation ways by linking scanning analyses and single source household panel data

In the first place, traditional evaluations of trade promotions provide a weekly view of the sales volume influenced by promotion activities. The use of scanning data permits to exactly quantify the sales volume which is generated by promotion. By...

Catalogue: Seminar 1995: Advertising, Sponsorship And Promotions
Author: Klaus Brüne
Company: Nielsen
June 15, 1995

Research papers

Superpromoter research

Superpromoter research studies the flow of enthusiasm. It asks: who are the company's most enthusiastic customers, how do they spread their enthusiasm (recommending, talking, copying, social media) and how do they influence their peers? These...

Catalogue: Asia Pacific 2013: Asia On The Move
Authors: Arne van de Wijdeven, Rijn Vogelaar
April 7, 2013