Objectives: B2B research

 

This article discusses the challenges facing business researchers in China. As more and more companies seek to set up in or trade with China, business intelligence is the first step. But too many busi ...

This paper examines a variety of examples of repertory grid research to assess how and why the technique is used. In particular, the authors focus on the strengths and weaknesses of using the repertor ...

Stephanie Brookes and Oliver Chesher, PR account managers at full-service business-to-business agency Cicero, report on a new study conducted among B2B marketers to investigate the size and scope of t ...

This paper reviews the specific challenges faced by Business to Business (B2B) researchers in using internet access panels. The history of internet research has been dominated by the consumer perspect ...

Manufacturers of business products have sought more effective ways for messages to break through, be heard and resonate with their audiences. While purchase decisions for high-end business products ar ...

The use of surveys continues to be an important technique in business-to-business (B2B) market research, and internet or web-based surveys are fast becoming desirable alternatives to traditional surve ...

The paper describes a specialist business panel (itself a rarity) of exporters and other users of international freight, parcels and document transport services. It provides a series of DHL case studi ...

The paper considers the use of Creative Idea Generation techniques with business respondents, in both group discussions and individual interviews, with particular reference to employee research conduc ...

China is not only a huge fast-moving consumer goods market, but an industrial product market with enormous development potential as well. With the aim to better understand the B2B market situation in ...

The way a company chooses to disclose information about itself greatly impacts its reputation. The Internet is often overlooked as a channel that can be strategically used to relay corporate messages ...

The author of this paper regrets that so few marketers are leaders of companies. Inevitably, the author asserts, this leads to marketing being neglected at the expense of corporate finance and produc ...

This paper outlines the characteristics of business-to business advertising as compared and contrasted with consumer marketing. The author emphasises the complexity of defining and reaching target a ...

A paper from a major client company (British Telecom) describes how B2B research is used and fed into BT's strategic thinking: how it is turned into actionable insights. A detailed case study is descr ...

International business-to-business (B2B) research is growing. Discusses: increasing opportunities for market research in international or global business, methods and implications, cultural and countr ...

This paper will examine the current possibilities and probabilities for business-to-business (B2B) e-commerce. It will also examine current research methods and how they can adapt, ultimately through ...

Discusses qualitative research as applied to business-to-business (B2B) markets. Covers; the context - how business structures have changed and become more complex; how qualitative researchers are co- ...

Over the years, much has been written concerning good practice in identifying, sampling and classifying businesses from what we may term the ‘traditional’ business-to-business perspective. In addition ...

A review of business or `industrial' markets research and how it differs from consumer research. Covers: a brief historical background to business research; how to define business markets; business ma ...

The author argues that too many business decisions (especially in a recession) are intuitive. He sees the need for counterintuitive thinking based on sound targeting, better market research, and usin ...

This paper explores the problems and challenges surrounding the conduct of research via the internet among business audiences and highlights the great potential that exists for business-to-business re ...

This paper - in the form of a ten-step guide - is aimed at helping improve the quality of information-based business decision making. The paper encourages information suppliers to think more closely a ...

A discussion of business-to-business (B2B) customer satisfaction research. B2B rel;ationships are complex, and vary according to the nature of the client's products and services. Maritz Research has ...

This article describes an initiative by three US (business to business) media organisations to develop a standardised online registration form that is acceptable to business users, media providers and ...

In industrial markets, one of the most challenging aspects of market and competitive intelligence processes is the actual collection of data, information and intelligence as a basis for knowledge. Co ...

The focus of this paper is on the evolution of the research business system since the 1950s, as well as the development of competitive intelligence in the last decades. The purpose is to provide some ...

The willingness of potential respondents to participate in surveys is obviously a major concern for the market research industry, not only in relation to individuals acting in a private capacity but e ...

This article calls for the application of content analytic techniques to advertising as a method of predicting advertising effectiveness. A comprehensive empirical investigation examines the effect of ...

This paper reports a case history where market research contributed to changing the brand positioning of an analgesic drug, Solpadol. It challenges the preconception of rationality in business-to-busi ...

'The Internet reminds me of Las Vegas', said one of the developers I interviewed when researching this paper. He was right. Like Las Vegas, the world wide web offers stunning shows of human invention ...

This paper illustrates how Telewest Communications - a leading cable communications supplier in the United Kingdom - achieves actionable results from its business customer satisfaction research. It fo ...