Resources Library by ANA

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

Realities of the European single car market

The paper provides a view of the real impact of the European Single Market on the car industry. It contrasts the political ambitions to achieve an open market with the divisions and differences that still exist in the environment for selling and...

Catalogue: ESOMAR International Automotive Marketing Conference 1992

Author: Malcolm Harbour

June 15, 1992

Perspectives on the conference

Following the pattern established at the first ESOMAR Automotive Conference in Paris in 1990 at Geneva we set out to explore a wide range of marketing topics and their practical implications. The papers in this book, therefore, rarely deal with the...

Catalogue: ESOMAR International Automotive Marketing Conference 1992

Author: Philip Wade

June 15, 1992

Beyond customer satisfaction

Expanding customer satisfaction measurement to the broader concept of Reference Group Management - to include customer satisfaction, employee orientation and image measurement, where appropriate - ensures that the correct decisions to improve...

Catalogue: ESOMAR Congress 1991: Marketing In A New Europe

Authors: Ian Jarvis, Joachim Scharioth

Companies: Burke, Inc., Infratest dimap Gesellschaft fur Trend- und Wahlforschung mbH

September 8, 1991

Mystery shopper research

Mystery shopper research (or mystery buyer research) is an often underestimated instrument with respect to its various applications. In industries where personal selling is the most important or one of the most important marketing mix variables, MSR...

Catalogue: Seminar 1991: Travel And Tourism Transition

Authors: Eric Sondervan, Ad Schalekamp

Company: NIPO

June 15, 1991

Psychological VS geographical space in multi-country marketing strategies

The recent events in Eastern Europe draw a renewed attention to the impact of the environmental and cultural factors in marketing and management. Our marketing and organisational thinking are still dominated by the "country approach" while important...

Catalogue: Conference 1991: International Marketing Research

Author: Jacques E. Andriessens

June 15, 1991

INA's marketing restructuring strategy

Rapid changes in economical and political surrounding of Yugoslavia recquires appropriate basic strategic and tactical philosophy reformulation within all industry sectors. Transition from mostly self-oriented towards market oriented corporation,...

Catalogue: ESOMAR Congress 1990: Using Research For Marketing In The 90's

Authors: Igor Dekanic, Nenad Porges

September 1, 1990

Local VS. own marketing channels in EEC markets for a large Yugoslavian manufacturer of industrial goods

In this report, a market research project for a fairly large Yugoslavian manufacturing organization is being dealt with. Foreign markets, besides the limited domestic one, have traditionally been an economic imperative for the growth and survival of...

Catalogue: ESOMAR Congress 1990: Using Research For Marketing In The 90's

Authors: Mile Gregoric, Mitja Tavcar

September 1, 1990

MIRBIS

MIRBIS has almost thirty people (25 from USSR and 5 from Italy) working on different business lines: 1) Training top and middle Soviet public administration and company management. 2) Economic research aimed at finding new development strategies for...

Catalogue: Seminar 1990: Countdown to 1992

Author: Fabio Gobbo

June 15, 1990