Resources Library by ANA

The new rules of pricing in 2021

The pandemic has impacted demand, cost and supply across many industries and with the 2021 Pricing Agenda top of mind,  what do you and your clients need to know before resetting pricing strategies? What are the latest trends in the area of...

Catalogue: ESOMAR Spotlight Series 2021

Authors: Florian Bauer, Robin de Rooij, Martin Wricke

February 3, 2021

Think big

Twice as old but one-tenth the size of management consulting – How can market research Think BIG and imagine how to drive business advantage and exponential growth in the industry? Here are three hypotheses:Market research is positioned to make...

Catalogue: Congress 2013: Think Big

Authors: John Kearon, Milka Karaagaçli, John Hackett, Crawford Hollingworth, Florian Bauer

June 15, 2013

Leveraging predictably irrational decisions

Last-minute travel is a market defined by low prices and discounts. At first glance, it may seem utterly ludicrous to offer anonline function that tells your own customers if a competitor is offering the same product at a cheaper price. Although...

Catalogue: Congress 2013: Think Big

Authors: Florian Bauer, Rüdiger Peters

June 15, 2013

The difference between 'less bad' and 'much better'

Conjoint analysis is one of the most important tools in market research, yet it neglects fundamental insights from 'Behavioural Economics' Hence, all conjoint results are subject to two inherent distortions: firstly, linear interpolation fails to...

Catalogue: Congress 2012: Accelerating Excellence

Author: Florian Bauer

September 13, 2012

Pricing beyond the 'Homo Oeconomicus'

Price optimisation is the most efficient lever to maximize profits but all classical price research tools fail to deliver optimal results as they still assume consumers to behave like a 'Homo Oeconomicus'. Using several examples, this paper will...

Catalogue: Congress 2010: The Changing Face Of Market Research

Author: Florian Bauer

Company: IRIS Network

September 15, 2010

Truth beyond common beliefs

The deduction of partial utilities within conjoint analyses is based on the assumption that people maximise their utility (homo oeconomicus). This assumption is contradicted by a broad swathe of empirical findings which have demonstrated that people...

Catalogue: Congress 2008: Frontiers

Author: Florian Bauer

Company: IRIS Network

September 26, 2008

Dynamic segmentation in the travel industry

Even if consumers know what they want, they are often unable to select the product option that promises the highest expected utility, simply because their individual product conceptualization is incompatible with the product-centred language the...

Catalogue: Leisure 2006

Authors: Markus Orth, Florian Bauer

Company: IRIS Network

October 8, 2006

Defragment the consumer

Consciously or unconsciously, we systematically distort what we actually want to understand: the consumer.We often implicitly assume rational behaviour, neglect interdependencies and over-generalize from isolated findings. Most of all, we often...

Catalogue: Congress 2006: Foresight

Author: Florian Bauer

Company: IRIS Network

September 17, 2006