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Research papers

Analyzing and forecasting world markets

Assessing the size and nature of national, regional and global markets for specific products has become both simpler and more difficult in the past twenty-five years. Compared to earlier large information gaps, many data points are now available....

Catalogue: ESOMAR Congress 1997: Learning From The Future
Authors: Andrew C. Gross, W. Benoy Joseph
September 1, 1997

Research papers

The marketing concept in Hungarian enterpises

The epic economic and political transformation of Eastern Europe in 1989 has not been accompanied by sudden changes in underlying cultural values or managerial attitudes. As a result, the marketing concept in organizations is in a state of flux. This...

Catalogue: ESOMAR/JMA/ARF Conference 1995: Triad 2000
Authors: Wade Danis, Andrew C. Gross, Robert D. Hisrich
June 15, 1995

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

Research papers

Using research in evaluating joint venture activity

Significant coverage of the dramatic events in Eastern Europe and the Soviet Union has elevated the interest in doing business in these areas on the part of business people, government officials, and consumers alike. The importance of this activity...

Catalogue: ESOMAR Congress 1990: Using Research For Marketing In The 90's
Authors: Janos Vecsenyi, Robert D. Hisrich, Andrew C. Gross
September 1, 1990

Research papers

Taking the long view in new product introduction

The central thesis of this paper is that a perspective is needed in introducing new products and services in "hot areas" such as high technology. Artificial Intelligence has been around since the mid-1950s, but has remained largely an academic...

Catalogue: ESOMAR Congress 1990: Using Research For Marketing In The 90's
Authors: Leland Teschler, Andrew C. Gross, Robert D. Hisrich
September 1, 1990

Research papers

Corporate sponsorship of arts and sports events in North America

Our analysis looks at costs, benefits, and ways to measure payoffs. Half the firms surveyed take no measurements, but the more astute ones are beginning to measure effectiveness in a number of ways, ranging from simple counts of spectators and...

Catalogue: ESOMAR Congress 1987
Authors: Mark B. Traylor, Philip J. Shuman, Andrew C. Gross
September 1, 1987

Research papers

Corporate planning, computer services and market research

The shift from primary and manufacturing industries to the service sector continues in the industrialized nations of the West. Within the service industries, the emphasis is now on the production and distribution of organised information. The age of...

Catalogue: ESOMAR Congress 1985: Broadening The Uses Of Research
Authors: Andrew C. Gross, Peter M. Banting
June 15, 1985

Research papers

Comparative industrial buying patterns in high level economies

Despite the fact that well over 1000 articles appeared on industrial purchasing in the past two decades, relatively little progress has been made toward understanding and predicting buyer behaviour patterns. The key reason for this phenomenon, in our...

Catalogue: ESOMAR Congress 1983: Demonstrating The Contribution Of Research
Authors: Peter M. Banting, David Ford, Andrew C. Gross, George Holmes
June 15, 1983

Research papers

How industry buys

This paper is an expansion and an updating of a major survey conducted in 1970 by the journal, Scientific American. Entitled How Industry Buys, 1970. That study was designed to measure the influence of ten major groups on the purchasing decision. The...

Catalogue: ESOMAR Congress 1979: The Challenge Of Eighties
Authors: Robert A. Erickson, Andrew C. Gross
June 15, 1979