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Research papers

Turning results into action

This paper will discuss a highly successful and cost-effective direct-marketing/image campaign at MCTs Central Division that returned $299,000 in monthly revenue in six months on an initial investment of $16,000. The program was the result of...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Debra L. Zahay
June 15, 1992
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Citation

Zahay, D. L. (1992a, June 15). Turning results into action. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/turning-results-into-action


Research papers

Business-to-business segmentation

This paper moves from the consideration that a segmentation strategy proves efficient only if it enables the Company to offer to its Customers a set of benefits that match their needs and expectations. In business-to-business marketing this means...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Glauco T. Savorgnani
Company: DOXA
June 15, 1992
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Citation

Savorgnani, G. T. (1992a, June 15). Business-to-business segmentation. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/business-to-business-segmentation


Research papers

Organizational buying behavior

This paper is part of an international study. It discusses the behaviour of purchasing managers and the people they interact with throughout the purchasing process. After a brief description of the methodology used, the first part focuses on the...

Catalogue: Seminar 1992: Business To Business Marketing
Authors: Andrew C. Gross, Renaud de Maricourt, Francis Malige
June 15, 1992
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Citation

Gross, de Maricourt and Malige (1992a, June 15). Organizational buying behavior. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/organizational-buying-behavior


Research papers

From customer service research to TQM

The paper we are giving this afternoon describes, in outline form, a case study which illustrates how research can be used as an integral part of a TQM programme designed to achieve improved customer satisfaction and, ultimately, an enhanced sales...

Catalogue: Seminar 1992: Business To Business Marketing
Authors: Farrokh Suntook, Lucy Szymanska
June 15, 1992
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Citation

Suntook and Szymanska (1992a, June 15). From customer service research to TQM. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/from-customer-service-research-to-tqm


Research papers

The use of market research in the development and marketing of an office park

This paper shows how the findings were used to change the specifications for the buildings, incorporating into the design additional features found to be important to the potential users, to plan for the provision of additional facilities important...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Johan Aucamp
June 15, 1992
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Citation

Aucamp, J. (1992a, June 15). The use of market research in the development and marketing of an office park. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/the-use-of-market-research-in-the-development-and-marketing-of-an-office-park