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Research papers

Acceptance of a new product relies upon communication. As an example: Introducing of disposables in French hospitals

The purpose of this paper is to show the lesson a manufacturer of disposables can learn from a study and how he used its results in a concrete way to communicate with the decision makers in order to promote his products. This shall be the object of...

Catalogue: Seminar 1973: Communication And Diversification In Pharmaceuticals, Hospital Supplies And Allied Fields
Authors: Louis Tuvee, Jean Bigant
June 1, 1973

Research papers

Added value information

The needs of FMCG manufacturers and retailers require that suppliers of information for marketing decision support take an integrative perspective to what to offer to their market. After discussing the different ways that can be used in looking at a...

Catalogue: Revolutions In Panel Research 1997: New Questions, New Solutions
Authors: Antonie Luijten, Peter Kempe
Company: GfK
February 1, 1997

Research papers

Targeting doctors in the Middle East - Is it just a mirage?

This paper will review the segmentation, classification and targeting of doctors within the context of overall promotional activity in the Middle East. Using Saudi Arabia as a specific example, it will discuss current methods and examine their...

Catalogue: ESOMAR Global Healthcare Conference 2003
Author: Jim Ryan
February 23, 2003

Research reports

Attitudinal survey into the friction material market for Small & Parkes Ltd.

Small & Parkes manufacture friction materials for automotive and industrial applications. The research objectives were:A. To examine the factors governing brand specification by garages, haulagecontractors, etc.B. To evaluate the comparative...

Catalogue: CRAM/Peter Cooper Archive Collection
Author: CRAM/Peter Cooper Archive
September 1, 1970

Research reports

Survey of prefabricated garage owners for Stowe & Bowden

Two to three years ago, a company called 'Four Square' which manufactured and sold prefabricated garages at its showground in Middlewich was acquired byBatley Ltd. Since that time, however, the sales of the Four Square showground in Middlewich have...

Catalogue: CRAM/Peter Cooper Archive Collection
Author: CRAM/Peter Cooper Archive
September 1, 1970

Case studies

A case study illustrating the John Gordon approach

The food trade in the Netherlands tries to make food distribution more efficient by introducing shelf space allocation systems and re-stocking systems. Systems were developed, some focus primarily at shelf allocation, others at re-stocking. Wrong...

Catalogue: Seminar 1975: Product Range Policy In Retailing And Co-operation With Manufacturers
Author: Albert F. Veldkamp
Company: Heineken
August 1, 1975

Research papers

Manufacturer-retailer interface

A manufacturer who is aware of each Multiple's company philosophy is in a good position to present new products in the light of that knowledge, and to emphasise those aspects that will most readily attract a favourable response. But a company...

Catalogue: Seminar 1975: Product Range Policy In Retailing And Co-operation With Manufacturers
Authors: Richard A. Westwood, John Palmer, Brian C. Pymont
August 1, 1975

Research papers

Introduction

Introduction to the Seminar 1982 on Profitable Cooperation of Manufacturers and Retailers, by Gottfried Thiel.

Catalogue: Paper 1982: Profitable Cooperation Of Manufactures And Retailers
Author: Gottfried Thiel
Company: Nielsen
June 15, 1982

Research papers

Product/assortment policy from the point of view of manufacturers and retailers, based on a special analysis

The conflict of targets between manufacturers and traders with regard to the product-line to be carried is already existing as long as there are dealers selling merchandise produced by somebody else, the producers. This target cannot be solved even...

Catalogue: Paper 1982: Profitable Cooperation Of Manufactures And Retailers
Author: Manfred Lange
June 15, 1982