Resources Library by ANA

Visible success

The Office Products Market in Europe is characterised by a complex distribution structure and multiple sales channels. Up to seven layers of distribution for some consumable products add significantly to prices paid by the end user. Our client, a...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Author: Joe Seydel

June 15, 1994

Stalled or just running slow? Teleworking

This case study illustrates a reengineering of traditional market research in line with the call for papers for this seminar - market research was an integral part of the development process and not just a data supplier. Researchers from both the...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Author: James P. King

June 15, 1994

A new macro-level segmentation model for business-to-business marketing

In consumer markets, marketers and researchers have traditionally used demographics (sex, lifecycle, income, socio-economic class) to segment markets. Other segmentation bases have been proposed and used (psychographics, values), but "demographics"...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Author: Geoff Alford

June 15, 1994

Customer satisfaction application in the information technology sector

If we had to sum up this telephone survey in three words, they would be: simplicity, speed and performance. The research has been carried out on a continuous basis in year-long waves. It relies heavily on PCs: not only for the actual interviews, but...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Author: Luciana Traversari

Company: DOXA

June 15, 1994

So what? So nothing! (Or putting yourself in your client's shoes)

I referred to the "agency or consultancy" side of the business, because there is no generally accepted definition of our business: are we market research agencies, are we marketing research consultants, are we research suppliers? Here, we are...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Author: Farrokh Suntook

June 15, 1994

Your best customers are not those you have today

It will be argued that the problems, with customers, stem from change the pace of change is accelerating and it cannot be slowed down It is happening within our existing customers. Technology is playing but a part in this process. New Industries are...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Author: Philip Angle

June 15, 1994

Providing data just in time

This paper first challenges the implied assumption that (a high proportion of) data is NOT provided in time. In a modern world, with CATI, and with more than 90% of business interviews being done by telephone, there is no reason why the data should...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Author: Johan Aucamp

June 15, 1994

QFD, integrating technique and customer orientation

A comparative qualitative international survey among internationally operating Japanese, American, German and Dutch industrial and industrial services companies shows that technological lead is the critical factor to a company’s success, the...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Authors: Karin Lieshout, Dirk Huisman

Company: SKIM

June 15, 1994

The EVE-2 trial

In May 1991 six European telecommunications companies agreed to develop a European-wide videophone service, promoting the use of international standards (ITU: H.320), through the European Video telephony (EV) programme. The main part of the programme...

Catalogue: B2B Marketing Seminar 1994: Reengineering Of Traditional Market Research

Authors: Jans Aasman, Margot Lagendijk, Ted Vonk

Company: NIPO

June 15, 1994