Resources Library by ANA

Balancing on the seesaw

This paper will establish the relevance and need for moving away from consumer segmentation to need-state segmentation, especially for FMCG categories. The paper will illustrate some of the drawbacks of conventional segmentation approaches and how...

Catalogue: Asia Pacific 2002

Author: Sunando Das

December 1, 2002

Selling Islamic finance to mr. Smith

In an environment of increasing product parity, the need to innovate has become critical. The key input for innovation is robust and insightful data from customers. Given this scenario, this paper explores the triggers and barriers that exist within...

Catalogue: Qualitative 2007

Authors: Kalika Tripathi, Dipen Mehta

Company: HSBC Holdings

October 28, 2001

Recognizing the role of the consumer in pharmaceutical research

Greater access to information has allowed people to be more involved in their healthcare to the point where many health conditions can now be viewed as quasi-consumer markets. This creates a new landscape for marketers where customization is the key...

Catalogue: ESOMAR Congress 2001: Marketing Transformation

Authors: Sharon Spiers, Mark Blakely

September 23, 2001

Using behavioural affinities on web sites to maximise one's media plan

With the emergence of behavioural measurement and profile analysis on internet sites, companies now have the opportunity to target various Internet populations on a large diversity of web sites and/or channels of site. Setting up one’s online...

Catalogue: ESOMAR Conference Worldwide Online Measurement 2001

Authors: Bruce Hoang, Daniel Brechignac

June 1, 2001

Bottom finishing in Latin America

This paper suggests how wireless providers can profit by serving traditionally under-served market segments in Latin America. It discusses how traditional strategies for targeting upmarket consumers may not be optimal for new entrants, given the...

Catalogue: Latin America 2001

Authors: Tim Sweeney, Donna Russell Arguedas

May 1, 2001

Targeting customers

Commerce players have a compelling economic incentive to retain customers, because it is more expensive to acquire new customers than it is to retain existing ones. While companies have used a multitude of tactics to foster loyal relationships,...

Catalogue: ESOMAR Congress 2000: The Impact Of Networking

Author: Phil Dwyer

September 1, 2000

How new and different are consumers in the digital marketplace?

Will the digital marketplace redefine consumer lifestyles? Does networking improve the quality of our lives? What is the overall trend when it comes to internet usage and what trends can be observed with respect to specific sites and services? In...

Catalogue: ESOMAR Congress 2000: The Impact Of Networking

Author: Jochen Hansen

Company: Institut für Demoskopie Allensbach GmbH

September 1, 2000

Understanding Hispanic consumers in the United States

Drawing on U.S. census data and primary research recently conducted among Hispanic consumers in the United States by TNS Market Development, this paper uses a systematic transcultural marketing approach to highlight critical demographic,...

Catalogue: Ethnic Marketing 2000

Author: Henry Adams-Esquivel

Company: KANTAR TNS Malaysia

July 1, 2000

Developing points of view

This paper presents findings from an extensive research project conducted by MTV Networks during the summer of 1999 to broaden its understanding of young ethnic consumers. Quantitative and qualitative research with white, African American, and Latino...

Catalogue: Ethnic Marketing 2000

Authors: Marsha E. Williams, Jeffrey Kaufman

Company: Viacom International Media Networks

July 1, 2000