Resources Library by ANA

Harnessing consumer insight to drive innovation

Why is innovation such a struggle? The greatest challenges most organizations face when innovating lie within their own organization, people and working practices.Successful commercial organizations tend to focus on quantitative metrics, are...

Catalogue: Innovate 2006

Authors: Aunia Grogan, Vivek Banerji

Company: McKinsey & Company

May 10, 2006

Foreseeing growth

In order to make informed growth decisions, it is helpful for retailers to be able to find consumers in the population who 'look like' their current customer base.Insight Research Group conducted this type of analysis for a Midwestern U.S. retailer...

Catalogue: ESOMAR Retailing Industry Conference 2005

Authors: Boaz Mourad, Stacey Matthias, Danielle Sarver

April 19, 2005

Integrated customer intelligence

The approach used outlines an achievable, tangible and actionable method to extracting the value from customer knowledge and create real business value. This approach integrates a strong base of customer knowledge with organisational knowledge and...

Catalogue: ESOMAR Conference on Financial Services 2005

Authors: David Laffin, John Marinopoulos

Company: Roy Morgan Research Pty Ltd

February 1, 2005

Implementing the paradigm shift from satisfaction to loyalty

The focus of this paper is the design of a Voice of the Customer feedback program for the multinational bank, Standard Chartered Bank (SCB), thereby ushering in a major transformation from a sales-oriented culture to a customer-oriented culture.SCB,...

Catalogue: ESOMAR Conference on Financial Services 2005

Authors: Francis D'Souza, T. R. Rao

Company: Market Probe International Inc.

February 1, 2005

Pragmatism at light speed at light cost

This paper describes how qualitative research helped Beringer Blass Wine Estates develop its Australian Wine Regional portfolio offer in the United Kingdom.It takes readers through the project journey from the emergence of issue client side to the...

Catalogue: ESOMAR Worldwide Qualitative Research Conference 2004

Authors: Oliver Horn, Sandrine McClure

November 28, 2004

Strategies for growth

As an industry, market research is well placed to meet one of the most pressing needs of the modern company's CEO - understanding how to grow the business.To do this, however, requires a different approach to using consumer data. This paper examines...

Catalogue: ESOMAR Congress 2004: Integrating Marketing Research in Business

Author: John Madell

September 19, 2004

Becoming cultural architects

Many client-side research groups seek to challenge and change the paradigms in which their business operates into more consumer-centric ones.This paper describes how a single global segmentation study catalysed one organisation into rethinking many...

Catalogue: ESOMAR Congress 2004: Integrating Marketing Research in Business

Authors: Hilary Perkins, Paul Buckley

September 19, 2004

Creating customer knowledge

Consumer insights do not arise from better data or information alone. Customer knowledge creation requires three important elements: a 'behavioral model' or theory of consumer behavior; continual fact-gathering; and revision of the theory as new...

Catalogue: ESOMAR Conference on Excellence in Consumer Insights 2004

Authors: David G. Bakken, Michael A. Lotti

Company: Harris Interactive (Europe)

April 18, 2004

A virtual testing approach to improve new product success rates

Today much more knowledge about what it takes to create a successful new product is available, yet four out of five new products still fail. This paper examines some of the possible reasons for this 'lack of progress' and makes a case that challenges...

Catalogue: Asia Pacific 2004

Authors: Lionel Wang, Karl Irons, Henry Xin

Company: Market-Guide Consulting (China) Co., Ltd.

March 28, 2004