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Research papers

A calculated risk

This paper outlines a paradigm for strategic research that goes beyond the normal mode of data interpretation and delivers truly decision- oriented information. The authors first review the existing literature on game-theoretic applications and...

Catalogue: ESOMAR Congress 1999: The Race For Innovation
Authors: Andy Dexter, Jonathan Fletcher
Company: DVL Smith Ltd
September 1, 1999

Research papers

Understanding the impact

This paper seeks to make a contribution to the analysis phase of the intelligence cycle: the process of capturing analysing and subsequently disseminating market and competitive intelligence In this paper we provide an analytical framework for...

Catalogue: Seminar 1999: Market and Competitive Intelligence
Authors: David Smith, Jonathan Fletcher
Company: DVL Smith Ltd
March 1, 1999

Research papers

I don't know much about art, but I know what I like

This paper seeks to demonstrate that we can improve our use of research as a creative tool by using and classifying more effectively the range of mindsets and abilities that exist amongst our raw material - people.

Catalogue: ESOMAR Congress 1997: Learning From The Future
Author: Andy Dexter
Company: DVL Smith Ltd
September 1, 1997

Research papers

Freeing yourself from the customer satisfaction straightjacket

Growth in companies seeking to determine whether customers are satisfied with products and services is, of course, to be commended. However, many of the customer satisfaction vehicles currently being used have become a straightjacket’ that limit...

Catalogue: Latin America 1997: The Dynamics Of Change In Latin America
Authors: David Smith, Aunia Grogan
Company: DVL Smith Ltd
June 15, 1997

Research papers

Meeting the information challenge

In order to ensure BT - the largest telecommunications supplier in the UK - obtains maximum value from its investment in market research, its Personal Communications (PC) Division has put in place an initiative - the creation of a market research...

Catalogue: ESOMAR Congress 1994: Success Through Adaptation
Authors: Karen Ashton, David Smith, Andrew Dexter
Company: DVL Smith Ltd
September 1, 1994

Research papers

Quality in market research

In this paper the authors argue that it is inevitable that initiatives such as BS5750 will continue to pick off the more concrete, tangible aspects of the market research process that most readily lend themselves to the specification of required...

Catalogue: ESOMAR Congress 1993: The Many Faces of Quality Now And In Future
Authors: Andy Dexter, David Smith
Company: DVL Smith Ltd
September 1, 1993

Research papers

The role of the salesforce in strategic marketing

In this paper the authors, drawing on the experience of one of the world’s leading telecommunications suppliers, outline the role an organisation’s salesforce can play in helping to develop and shape marketing strategies. BT operates the...

Catalogue: Seminar 1992: Business To Business Marketing
Authors: David Brant, David Smith
Company: DVL Smith Ltd
June 15, 1992

Research papers

The role of research in developing Europeanwide corporate communications

Industrial organizations are increasingly being faced with the challenge of deciding how best to communicate - on a European-wide basis - not just with their customers, suppliers, and shareholders, but with a wider audience of stakeholders. These...

Catalogue: ESOMAR Congress 1991: Marketing In A New Europe
Authors: Richard Beswick, David Smith
Company: DVL Smith Ltd
June 15, 1991

Research papers

Bridging the data decision gap

In this paper it is argued that there is a growing gap between what market research offers and what decision takers require of market research. It is argued that this gap could be reduced if market researchers communicated more effectively how market...

Catalogue: ESOMAR Congress 1990: Using Research For Marketing In The 90's
Author: David Smith
Company: DVL Smith Ltd
September 1, 1990