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Research papers

Overcoming barriers to purchase in online shopping environments

Over the past decade, eCommerce has grown exponentially, with two massive markets, the US and China, ahead of the curve. Within each market, major FMCG companies have tried to optimize their product offer but selling online is different than selling...

Catalogue: Asia Pacific 2019
Authors: Paul Janssen, Robin de Rooij, Hyunwook Cho
Company: SKIM
May 22, 2019

Research papers

eBusiness changes global and strategic marketing

This paper provides a comprehensive description and definition of the eBusiness landscape, how it affects healthcare, and opportunities created in the health industry and specifically in diabetes care. Marketing and sales managers are bombarded with...

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics
Author: Meinhard F. Schmidt
Company: Roche
May 1, 2001

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

Research papers

Lost sales research

The Audi experience illustrates a number of more general points for consideration. First, that good lost sales research should encompass both the ‘buyer’ and the ‘seller’; the insights gained in this study and the specificity of...

Catalogue: Seminar 1996: Building Brand Identity In The Auto Industry
Authors: Andy Turton, Steve Gatt
June 15, 1996

Research papers

Market research methodology for analysis of retail distribution in agriculture

The paper describes a new market research approach for the analysis of retail distributions choices and efforts when selling agrochemicals to the farmers. The method, called DISTRASCOPE, is based on two specific features: quantified interviews of a...

Catalogue: Seminar 1996: European Agri-Business Under Pressure
Authors: Gerard Calbrix, Lucienne Ganay
Company: KANTAR TNS Malaysia
February 1, 1996

Research papers

Scanner-based data applications for improving FMCG sales and marketing efforts

Electronic Point Of Sale (EPOS) data from grocery store scanners have led a revolution in the way manufacturers and retailers use data for strategic and tactical decision making. The industry continues to change, with more robust, actionable...

Catalogue: ESOMAR Congress 1995: Making The Decision
Author: Thomas Harris
September 1, 1995

Research papers

The sales manager

The sales force is the primary promotional vehicle between the pharmaceutical company and the GP universe. It is a large and labour-intensive function which is expensive to maintain, complex to structure and control and as in all people- based...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: Barry Atkinson
June 1, 1994

Research papers

Docs and stocks

Changes in the global healthcare environment have significantly depressed the capitalisation of the Pharmaceutical Industry. Sales & Marketing resources are likely to be reduced and consequently what remains will need to operate with much greater...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: Nigel R. Parker
June 1, 1994