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Research papers

Getting close to business

In the UK increasingly business to business researchers are beginning to operate in a business partner, rather than simply a data supplier, role. In this paper three UK business to business research practitioners discuss some of the challenges and...

Catalogue: Seminar 1988: Business To Business Research
Authors: Justin Gutmann, Stephen Ellis, David Smith
Company: DVL Smith Ltd
June 15, 1988

Research papers

Business-to-business research, evolution towards consultancy?

The question that the paper addresses is whether companies currently engaged in conventional business to business research should evolve into consultancy. The first section begins by establishing definitions and setting out the general approach that...

Catalogue: Seminar 1988: Business To Business Research
Author: Peter J. Jackson
June 15, 1988

Research papers

Business travel monitor

This paper shows the possibilities of business-to-business-research to outline the business travel market. The Business Travel Monitor, a yearly research project, covering 4000 business-establishments, creates additional ways for market segmentation...

Catalogue: Seminar 1988: Travel And Tourism Research
Authors: Eric Sondervan, Ad Schalekamp
Company: NIPO
May 4, 1988

Research papers

Whither business-to-business research

A postal survey was carried out among 519 agencies in Europe listed in the ESOMAR 1985/86 handbook and 60 IMRA agencies who do not have an ESOMAR member. 1. 114 of the 170 ESOMAR member agencies who returned a questionnaire conduct some business to...

Catalogue: ESOMAR Congress 1987
Author: Johan Aucamp
September 1, 1987

Research papers

Corporate image purchasing analysis

The choice of a specific manufacturer (brand) or supplier in the business-to-business market is not only determined by company performance, e.g. price, quality and time of delivery, but also by a company's corporate image. Corporate Image Purchasing...

Catalogue: ESOMAR Congress 1987
Authors: J. N. van der Veld, Erik-Jan Borgmeijer
Company: Motivaction International B.V.
September 1, 1987