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Research papers

Does free choice lead to higher satisfaction?

Most psychological research and everyday intuition suggest that consumers make more satisfying choices when they have a large unrestricted choice set.This paper challenges this logic and investigates the conditions under which consumers are happier...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Author: Ofer Zellermayer
March 1, 2004

Research papers

Low response and purchase rates in the automotive industry

Based on a survey among 22 direct marketing experts and in-depth project experiences within automotive industry, the authors identify two key issues: first, when the success of direct marketing campaigns should be measured; and second, when the...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Authors: Johannes Ruhland, Wendy Gersten
March 1, 2004

Research papers

Marketing research or customer relationship management (CRM)

Marketing research must keep up with the times. The ESOMAR Guideline on Customer Satisfaction Research (September 2003) does not regulate customer satisfaction research within the realms of Customer Relationship Management (CRM). The authors fear...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Authors: J. D. Salters, P. Michaux, A. M.J. Deetlefs, A.L. McLean
March 1, 2004

Research papers

Are committed dealers more profitable to an OEM?

Many automotive manufacturers conduct satisfaction surveys of their dealerships, either directly or through syndicated studies. The presumed benefit of this feedback is in helping to develop and implement process improvements directed to improve...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Authors: Joel Lieberman, Tanniru R. Rao
Company: Market Probe International Inc.
March 1, 2004

Research papers

Positioning of a "green" technology

This paper describes the threats and opportunities in marketing a 'green' propulsion technology for automotive manufacturers in Europe.The paper highlights how research steps helped Toyota identify the needs and opportunities for a significantly...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Authors: Stephan Thun, Gunther De Jonghe
Company: Basis-Kontakt GmbH
March 1, 2004

Research papers

Understanding China: An automotive bamboo shoot

The paper focuses on China, a very important 'new market' for both automakers and marketing research agencies.Business in China, in many cases, means challenge because it is such a different story from others: big, diversified, fast growing and...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Author: Sheng Tian
Company: KANTAR TNS Malaysia
March 1, 2004

Research papers

Roadmap to success in 'terra incognita'

Emerging markets present growth opportunities for carmakers that can no longer be found in the Triad regions. At the same time, however, these new markets are characterized by diversity and complexity.Unfortunately, substantial market information...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Author: Sebastian Knauer
Company: KANTAR TNS Malaysia
March 1, 2004

Research papers

Higher profits through improved pricing processes in the automotive industry

After years of cost cutting, prices and price management is becoming more and more important for improving profitability and shareholder value of OEMs.The optimization of the pricing management therefore plays an imminent role in reaching this...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Authors: Bernhard Ebel, Markus B. Hofer
March 1, 2004

Research papers

Homo automobilus- An endangered species!

Traditionally, 'homo automobilus' was concerned mainly with dynamic performance as well as design of the vehicle. Now there is a new consumer with expectations concerning environment, security and corporate citizenship.Communicating with the new...

Catalogue: ESOMAR Conference on Automotive Marketing 2004
Authors: Solange Montillaud-Joyel, Martina Otto
March 1, 2004