B2B International

Displaying 1 - 10 of 15 results

  • It-s The Quality That Counts

    White Papers // Jan 2011 // provided by B2B International

    Five hygiene factors dominate the minds of buyers when they are screening potential suppliers. These are service (sales and technical), price, quality, reliable delivery and speedy delivery. Each factor covers a broad range and can be broken down into many component parts. Quality, for example, encompasses reliability, durability, finish and ...

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  • How To Avoid Competing On Price

    White Papers // Jan 2011 // provided by B2B International

    Companies that sell raw materials or simple components face a marketing problem - how to give their products recognizable benefits which differentiate them from competitors. A popular tactic is to cut prices in the belief that this is the principal motivation influencing buyers; there being little to choose between other ...

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  • Making Your Ads Work Harder

    White Papers // Jan 2011 // provided by B2B International

    Research need not be confined to pre and post advertising Studies. It can identify the best sales platforms for the ads and visuals are likely to be most effective. Such research is especially valuable as it ensures that the forthcoming campaign will be a success. Clearly research into proposed ads ...

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  • The When And How Of Using Distributors

    White Papers // Jan 2011 // provided by B2B International

    Over the last few years the authors have carried out a number of surveys to examine the effectiveness of distributors in industrial marketing. There is no doubt that there are many unhappy marriages between manufacturers and their distributors and that the commonest causes of friction are misunderstandings as to when ...

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  • A Practical Guide To Improving Customer Satisfaction

    White Papers // Dec 2010 // provided by B2B International

    No one would question the importance of keeping customers satisfied. In a small company it is very evident if customers are dissatisfied. People complain directly to the proprietor. The situation is very different in a large company. Customers are dealt with by many different people. There are multiple touch points ...

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  • Keeping Your Ear To The Ground - Stakeholder Consultation

    White Papers // Oct 2010 // provided by B2B International

    Never before has there been such an emphasis placed on understanding the beliefs, attitudes and behaviors of stakeholders for any business or organization. Word-of-mouth feedback from those who interface with a company or organization used to be considered interesting but not of strategic importance. However, the past decade has seen ...

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  • Entering Chinese Business-To-Business Markets: The Challenges & The Opportunities

    White Papers // Oct 2010 // provided by B2B International

    The opportunities presented by the Chinese market are becoming increasingly difficult for Western businesses to ignore. Despite the global economic crisis, China's economy still managed to achieve a GDP growth rate of 8.3% in 2009, and some industries (such as the automotive and pharmaceutical sectors) continued to see double-digit growth ...

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  • Identifying The Driving Forces Of Your Business

    White Papers // May 2010 // provided by B2B International

    Core competences are the internal capabilities of any company and they may or may not be valued by the outside world. The role of market research is, therefore, to find out what is valued and what is not. Inevitably there will be groups of customers whose needs have a closer ...

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  • Loyalty -How To Win Devotion From Your Customers

    White Papers // May 2010 // provided by B2B International

    Everybody is talking about loyalty nowadays. It is not that customer satisfaction has fallen by the wayside; rather it is that businesses recognize that a satisfied customer isn't necessarily a loyal one. There may of course be shortfalls in one's own supply that encourage people to seek another supplier. The ...

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  • A Problem Defined Is A Problem Half Solved

    White Papers // May 2010 // provided by B2B International

    How do ideas for market research arise? First of all, someone has to know something about the capabilities of market research before they can think of it as a possible solution. Most people know something about market research in a general sense. They know it can be used to find ...

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