Resources Library by ANA

Gaining competitive advantage trough distribution

This paper proposes a new approach for manufacturers to deal more effectively with retailers and in the process gain competitive advantage in distribution. This paper will highlight the main factors contributing to the change in the balance between...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Author: Christian R. Viros

June 4, 1986

Improving the standing of manufacturers among their key retail accounts

This paper describes how the growing concentration of retail power has made it increasingly important for manufacturers to optimise their relations with their key customers in order to secure a more favourable position there. This need has stimulated...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Authors: Martin Simmons, Michael Hague-Moss

June 4, 1986

Qualitative research among farmers

Based on actual examples, the subject of this paper is to demonstrate the operational value of qualitative approaches in farming research, on the condition that they are conducted by means of a teamwork relationship between the Research Agency and...

Catalogue: Seminar 1985: Agricultural Marketing Research in Europe

Author: Martine Thiesse

June 15, 1985

The role of trade attitude research upon the business strategy decision making process

The overall objective of this paper is to demonstrate the role and effectiveness of trade attitude research in increasing the awareness and understanding of the manufacturer/trade relationship in order to identify elements upon which the profitable...

Catalogue: Paper 1982: Profitable Cooperation Of Manufactures And Retailers

Authors: Michael Hague-Moss, Barrie Parker

Company: Colgate-Palmolive

June 15, 1982

The balance of power in a marketing channel

The nature of a relationship between a manufacturer and retailer, the extent to which it is either harmonious or discordant, largely depends on the power held by each party and the way this power is used. Power relationships also have a direct...

Catalogue: Paper 1982: Profitable Cooperation Of Manufactures And Retailers

Author: Angela M. Rushton

June 15, 1982

Some observations on the client-agency relationship in social survey research in the U.K.

This paper examines some aspects of the working relationship between clients and the personnel of commercial research agencies in the UK. From an examination of a number of actual projects, some indicators are proposed of factors likely to promote a...

Catalogue: Seminar 1977: Social Research

Author: Gerry E. Levens

December 1, 1977

The interface between medical and market research

Not more than three decades ago it would have been arduous to describe the role of the Medical Department in the Pharmaceutical Industry. Frequently confined to esoteric tasks and committed to distilling any medical information which could have...

Catalogue: Seminar 1977: Foresight Or Hindsight?

Author: A. Dubourg

Company: Abbott

March 1, 1977

The trade as a consumer

Just as consumers purchase goods from a retailer so do wholesalers and retailers buy products from a manufacturer. This paper takes the concept of penetration and repeated purchase, previously developed for use with consumer panels, and applies it to...

Catalogue: ESOMAR Congress 1976: Research That Works For Today's Marketing Problems

Authors: Alan J. Handyside, Pauline S. Irons

June 15, 1976

Manufacturer-retailer interface

A manufacturer who is aware of each Multiple's company philosophy is in a good position to present new products in the light of that knowledge, and to emphasise those aspects that will most readily attract a favourable response. But a company...

Catalogue: Seminar 1975: Product Range Policy In Retailing And Co-operation With Manufacturers

Authors: Richard A. Westwood, John Palmer, Brian C. Pymont

August 1, 1975