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Research papers

Sic transit gloria

This paper describes the development and implementation of a research programme devised to evaluate the customer service and transit time performance of carriers within the international air express industry. More specifically, the research which was...

Catalogue: Seminar 1992: Business To Business Marketing
Authors: Andy Booth, John Kelly
June 15, 1992

Research papers

The Eurobuyer

Most of the published reports about the effects of 1992 relate to consumer goods and services, to the neglect of the very large business-to-business sector. Success in the Single European Market will depend on a good understanding of a. the...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Alan Wolfe
June 15, 1992

Research papers

The position of marketing research in Czechoslovak firms

The paper is divided in three parts. The first part creates the base by defining a background of our companies, of our economy and typical starting positions at the beginning of the transformation process. These are important information for the...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Vladimir Vavrecka
June 15, 1992

Research papers

Performance monitors to aid business decision making

This paper explores how Royal Mail International successfully used a performance monitor to more effectively focus on customer needs in an increasingly competitive market. The main objective of the research was the accurate measurement of customer...

Catalogue: Seminar 1992: Business To Business Marketing
Authors: Diana Brown, Tom Perrott
June 15, 1992

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 use of PC spreadsheet models in bridging the gap between decision making and marketing research in industrial product concept testing

The focus in this paper is a discussion of the effects that can be achieved from marketing research if an appropriate interactive marketing decision making model in personal computer spreadsheets is developed. The paper is divided into two parts. The...

Catalogue: Seminar 1992: Business To Business Marketing
Authors: Nexhmi Rexha, Fred Frost
June 15, 1992

Research papers

Intelligent building

This paper will be focused on the illustration of the use done by the subscribers of a multiclient study on the European market of Intelligent Building - vendors of technology and large owners of buildings - of the results of this study. A short...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Roberto Taranto
June 15, 1992

Research papers

Added value in business marketing strategies

Business Marketing decisions are said to be rational although the marketing input is generally non-rational, or worse, emotional. In this paper, a method of calculating the added value on business marketing decisions is discussed. The method is based...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Sicco C. Santema
June 15, 1992

Research papers

Market research or market analysis?

This paper reviews the contribution that market research can make to the analysis of market prospects for videotelephony products and services. It argues that assessment of markets for technological innovations, like the videophone, requires a broad...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Stephen Connell
June 15, 1992