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Research papers

Efficiency analysis of a sales force

The purpose of this paper is to describe a method whereby the problem of salesforce efficiency can be solved. We have discovered how to deduce simple rules from available quantitative data and how the application of these rules can lead to a coherent...

Catalogue: ESOMAR Congress 1975: Quality In Research
Author: Didier Truchot
August 1, 1975
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Citation

Truchot, D. (1975a, August 01). Efficiency analysis of a sales force. ANA - ESOMAR. Retrieved April 24, 2024, from


https://ana.esomar.org/documents/efficiency-analysis-of-a-sales-force


Research papers

Efficiency analysis of a sales force (French)

The purpose of this paper is to describe a method whereby the problem of salesforce efficiency can be solved. We have discovered how to deduce simple rules from available quantitative data and how the application of these rules can lead to a coherent...

Catalogue: ESOMAR Congress 1975: Quality In Research
Author: Didier Truchot
August 1, 1975
×

Citation

Truchot, D. (1975a, August 01). Efficiency analysis of a sales force (French). ANA - ESOMAR. Retrieved April 24, 2024, from


https://ana.esomar.org/documents/efficiency-analysis-of-a-sales-force-french-


Research papers

The Kansas City milkman and other stories

First of all, a magazine or a newspaper is an object, something that you can touch and handle, something that - with a few exceptions - you have to buy with your own money. Let us take the example of a magazine; its format, its weight, the quality of...

Catalogue: Seminar 1974: Editorial Research In The Publishing Industry
Author: Jean Mée
June 15, 1974
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Citation

Mée, J. (1974a, June 15). The Kansas City milkman and other stories. ANA - ESOMAR. Retrieved April 24, 2024, from


https://ana.esomar.org/documents/the-kansas-city-milkman-and-other-stories


Research papers

Loyalty reports

In this document we describe the basic structure of buyer behaviour for a certain frequently-bought branded product. The purpose is to illustrate, in terms of a real-life but coded example, the analysis of brand-switching, of heavy buyers, of...

Catalogue: Seminar 1972: Panels
Author: Gerald J. Goodhardt
June 15, 1972
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Citation

Goodhardt, G. J. (1972a, June 15). Loyalty reports . ANA - ESOMAR. Retrieved April 24, 2024, from


https://ana.esomar.org/documents/loyalty-reports-


Research papers

Brand switching models

The present paper describes the devices adopted in order to construct the transition matrix which is going to serve as the model's input : they involve breaking down each purchasing sequence into pairs of elementary purchases. But this in turn...

Catalogue: ESOMAR/WAPOR Congress 1969
Author: Raymond Delbes
June 15, 1969
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Citation

Delbes, R. (1969a, June 15). Brand switching models. ANA - ESOMAR. Retrieved April 24, 2024, from


https://ana.esomar.org/documents/brand-switching-models


Research papers

Brand switching models (French)

The present paper describes the devices adopted in order to construct the transition matrix which is going to serve as the model's input : they involve breaking down each purchasing sequence into pairs of elementary purchases. But this in turn...

Catalogue: ESOMAR/WAPOR Congress 1969
Author: Raymond Delbes
June 15, 1969
×

Citation

Delbes, R. (1969a, June 15). Brand switching models (French). ANA - ESOMAR. Retrieved April 24, 2024, from


https://ana.esomar.org/documents/brand-switching-models-french-