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Research papers

Industrial purchasing

The need for further research into purchase decision making in industrial markets is widely acknowledged. Tor marketing techniques to be effective, the decision makers must be identified and their roles and the criteria they use understood. But in...

Catalogue: ESOMAR Congress 1972: Marketing In A Changing World
Author: M. Haines
June 15, 1972
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Citation

Haines, M. (1972a, June 15). Industrial purchasing. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/industrial-purchasing


Research papers

Contribution to a multi-disciplinary research approach for technical industrial products (French)

This paper attempts, by referring to a recent study directed to electronic measuring instruments, to describe and explain how such a multi-disciplinary approach can be applied to investigating: 1 - buying mechanisms and their psychological...

Catalogue: ESOMAR Congress 1972: Marketing In A Changing World
Author: A. Michel
June 15, 1972
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Citation

Michel, A. (1972a, June 15). Contribution to a multi-disciplinary research approach for technical industrial products (French). ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/contribution-to-a-multi-disciplinary-research-approach-for-technical-industrial-products-french-


Research papers

Typology of the attitude to information and decision-making of industrial executives

The systematic examination of industrial decision making processes has gained increasing importance the last few years. The following paper will show how the results of such analyses can best be made use of for practical marketing activities. Based...

Catalogue: ESOMAR Congress 1972: Marketing In A Changing World
Author: J. H. Eggert
June 15, 1972
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Citation

Eggert, J. H. (1972a, June 15). Typology of the attitude to information and decision-making of industrial executives. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/typology-of-the-attitude-to-information-and-decision-making-of-industrial-executives


Research papers

Industrial marketing and market research

Market research is defined as the collection and the systematic analysis of the factors that have an influence on the market, its development, and, more generally, on the environment of the enterprise, in order to produce, in a realistic manner,...

Catalogue: The European Marketing Research Review 1972
Author: Philippe Enquin
June 15, 1972
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Citation

Enquin, P. (1972a, June 15). Industrial marketing and market research. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/industrial-marketing-and-market-research


Research papers

Motivational research

For several years now motivational research has been successfully applied to more and more categories of consumer goods, that is, goods consumed by individuals or households. Although it is taking its place more and more frequently in the marketing...

Catalogue: The European Marketing Research Review 1971
Author: Claude Werck
June 15, 1971
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Citation

Werck, C. (1971a, June 15). Motivational research. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/motivational-research


Research papers

Concept and examples of multi-country research by a leading chemical producer

Producing chemicals in Europe means traditionally an international approach to marketing and, accordingly, to market research. The reason why the activities of European chemical companies extend beyond national borders is because, on the one hand,...

Catalogue: Seminar 1971: Multi-Country Research
Author: Karl-Heinz Ronitz
June 15, 1971
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Citation

Ronitz, K. (1971a, June 15). Concept and examples of multi-country research by a leading chemical producer. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/concept-and-examples-of-multi-country-research-by-a-leading-chemical-producer


Research papers

Looking beyond the immediate market

The paper shows what happens when a company selling an industrial product to a small, closely-knit market looks beyond this immediate market to the much more complex and fragmented market which originates the demand for the product. The survey had...

Catalogue: ESOMAR Congress 1970: The Practical Application of Market Research
Author: D. A. Clark
September 1, 1970
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Citation

Clark, D. A. (1970a, September 01). Looking beyond the immediate market. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/looking-beyond-the-immediate-market


Research papers

Research into the industrial market

From a general point of view the object of market research is to provide information for the industrial producer of a product or service as to the quantitative needs of consumers and the role that this product or service can hope to fulfil in the...

Catalogue: The European Marketing Research Review 1970
Author: Maurice Pariat
June 15, 1970
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Citation

Pariat, M. (1970a, June 15). Research into the industrial market. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/research-into-the-industrial-market


Research papers

Cooperation between manufacturers and distributors in order to increase sales efficiency

The retail trade is the final and important stage in industrial marketing. If the manufacturer's marketing activities are to give a maximum dividend distribution must function effectively. A retailer's interest in taking part in a certain...

Catalogue: Seminar 1969: The Role Of Market Research In The Distribution Of Consumer Goods
Author: Folke Larsson
November 1, 1969
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Citation

Larsson, F. (1969a, November 01). Cooperation between manufacturers and distributors in order to increase sales efficiency. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/cooperation-between-manufacturers-and-distributors-in-order-to-increase-sales-efficiency