Resources Library by ANA

Better understand your customers!

In the modern business world, organisations are increasingly focused on their customers. This paper describes the role of data mining in customer relationship management. Data mining is the "heart" of CRM, because it provides us with the...

Catalogue: ESOMAR Customer Relationship Management Conference 2002

Authors: Tom Khabaza, Alex Nippe

March 17, 2002

Targeting consumers for new brands

This paper discusses a technique that combines consumer survey data with learning about in-market purchasing dynamics in order to predict sales volume potential for a new product at the individual consumer level. Once the highest potential consumers...

Catalogue: ESOMAR Customer Relationship Management Conference 2002

Author: James Miller

Company: Nielsen

March 17, 2002

Mergers and acquisition

The purpose of this paper is to analyse the mergers and acquisitions that have taken place in the Indian pharmaceutical industry, and develop a framework, which would provide directions for a successful merger. In the context of a spurt in the number...

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics

Authors: Suday Karkera, Trilochan Raval

April 1, 2001

Plenty of data, but are we doing enough to fill the information gap?

The purpose of this paper is to determine the current role and perceived effectiveness of market research in the context of corporate decision making and brand development; understand more about the reasons for these frustrations with the market...

Catalogue: ESOMAR Congress 1998: The Power Of Knowledge

Authors: Stephen Bairfelt, Fiona Spurgeon

September 1, 1998

From CAPI to HAPPI

This paper is mostly about the future of face-to-face interviewing. My thesis is that we will see two revolutions in the methodology of data collection in this area before the end of the century which I shall call the 'CAPI' and the 'HAPPI'...

Catalogue: New Monograph Series Vol.6: Market Research And Information Technology

Author: John A. Samuels

August 1, 1998

Another street car named desire

The traditional method of face-to-face interviewing in India has clear advantages. However, questions arise in its applicability to all types of research can it be used to get feedback on personal topics? How feasible is it when one needs continuous...

Catalogue: Asia Pacific Conference 1998: Marketing in Asia- Meeting The New Challenges

Authors: Nikhil Rawal, Aparajita Basu

June 15, 1998

Cross-cultural consumer targets in a context of rapid social change

This paper is based on a completed study conducted in 1996 and 1997 in Poland, Hungary, the Czech Republic and Slovakia. The general objectives are to identify similarities and differences among the countries and to locate the key dimensions of...

Catalogue: Seminar 1997: From International To Cross-Cultural Marketing

Authors: Christine Woesler Panafieu, Daniel Weber, Agnieszka Krason

November 1, 1997

Understanding the Chinese consumer

This article presents the first-hand experience of undertaking qualitative research in China for both mass market and luxury products. It shows, in particular, the power of projective techniques and the methods of in-depth analysis commonly used in...

Catalogue: Seminar 1997: From International To Cross-Cultural Marketing

Authors: Laurence Parisot, Anne Panis-lelong, Christophe Jourdain

Company: IFOP

November 1, 1997

Multi media

The adoption and diffusion of information and communication technologies (ICT) has only begun, even as its research. Besides some theoretical background, this paper aims to give insights -1 in the managers’ attitudes and perceptions towards the...

Catalogue: ESOMAR/EMAC Symposium 1996: Research Methodologies For 'The New Marketing'

Authors: Tim Duhamel, Harry Commandeur, Niels Schillewaert

November 1, 1996