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Research papers

Building best in class insights capabilities

Inspired by Boston Consulting Group's 2016 report on 'Rewiring Customer Insight to Generate Growth', the Philip Morris International team in The Philippines took a journey to amplify the value of the insights function. In this paper we would like to...

Catalogue: Asia Pacific 2019
Authors: Charisma de Jesus, Tony Li
May 22, 2019

Research papers

There is no retail like travel retail

The presentation describes the Travel Retail market, from its creation in 1947 to today's performance, and how the Beauty products have mostly taken advantage of this channel. We will also see how the brands are trying to attract passengers thanks to...

Catalogue: Fragrance 2009: The Trends Mistral
Author: Jérôme Goldberg
June 26, 2009

Research papers

If the consumer is not a moron, could the shopper be?

This paper showcases a research framework that integrates insights on shopper observation, shopping environment, retailer servicing issues with shopper interviews to create a powerful tool that can help us understand the shopper better. The...

Catalogue: Retail and Shopper 2009: The Voice Of The Shopper
Authors: Sum Yim Ling, Anand Singh, Pavi Gupta
Companies: Nielsen, The Coca-Cola Company
March 4, 2009

Research papers

A million new customers?

Since joining the European Union in May 2004, more than one million adult Poles left Poland and started living and working in Western European countries. In Ireland they have already become a serious segment of society accounting for circa 8% of the...

Catalogue: Retail 2007
Author: Roman Baszun
Company: Kinoulty & Partners Sp zoo SpK
February 19, 2007

Research papers

What's the future of category management?

It is our opinion that the category management initiative, as a whole, has not unfolded as we had expected 15 years ago. With the benefit of hindsight, it is unlikely that it would proceed in such a fairytale fashion.The road to adoption of category...

Catalogue: Retail 2007
Author: Stephen P. Needel
February 19, 2007

Research papers

Loyalty card databases

The paper describes how the development of store loyalty programmes enabled the emergence of a new kind of data allowing analysis of consumer behaviour at the point of sale.This information is of course first used to develop purchases of the store's...

Catalogue: Retail 2007
Authors: Matthieu Jolly, Laurent Battais
Company: MarketingScan
February 19, 2007

Research papers

Optimal assortment and planogram development

Adopting a reach optimising approach to category assortment development presents significant advantages over a simplistic volume based solution. In evaluating category reach, however, we must take into account both the purchase and consumption...

Catalogue: Retail 2007
Author: Ian Addie
Company: Nunwood
February 19, 2007

Research papers

Rousing recklessness

This paper is essential for marketers wanting clear guidance on how to induce impulse purchasing in traditional Indian outlets. Interesting profiles of the Indian shops , shopkeepers and shoppers, and the dynamics between them resulting in five types...

Catalogue: ESOMAR Retailing Industry Conference 2005
Authors: Sangeeta Gupta, Anjali Puri, Ashok Nair, Sucheta Govil
Company: Nielsen
April 19, 2005

Research papers

Can you reduce product assortment?

A main feature of the category management process is the search for an optimal assortment. Improving the assortment is assumed to lead to faster turns, higher profits, and greater customer satisfaction.This paper presents a series of case studies...

Catalogue: ESOMAR Retailing Industry Conference 2005
Author: Stephen P. Needel
April 19, 2005