B2B International

Displaying 1-34 of 34 results

  • White Papers // Jan 2011

    How To Avoid Competing On Price

    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...

    Provided By B2B International

  • White Papers // Jan 2011

    It-s The Quality That Counts

    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...

    Provided By B2B International

  • White Papers // Jan 2011

    Making Your Ads Work Harder

    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...

    Provided By B2B International

  • White Papers // Jan 2011

    The When And How Of Using Distributors

    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...

    Provided By B2B International

  • White Papers // Dec 2010

    A Practical Guide To Improving Customer Satisfaction

    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...

    Provided By B2B International

  • White Papers // Oct 2010

    Keeping Your Ear To The Ground - Stakeholder Consultation

    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...

    Provided By B2B International

  • White Papers // Oct 2010

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

    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...

    Provided By B2B International

  • White Papers // May 2010

    Identifying The Driving Forces Of Your Business

    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...

    Provided By B2B International

  • White Papers // May 2010

    Loyalty -How To Win Devotion From Your Customers

    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...

    Provided By B2B International

  • White Papers // May 2010

    Scoping Out Alliances And Joint Ventures

    This paper is the first of two white papers that are concerned with the development of a company by means of operational and strategic alliances. As business generally becomes more globalised, the incidence of joint development is increasing. One factor influencing this trend is the changing nature of competition -...

    Provided By B2B International

  • White Papers // May 2010

    To What Extent Is The UK Market Research Industry A World Leader?

    Anyone who has lived in the UK will quickly realize that market research - the exploration, analysis and interpretation of the views of people and businesses - is an integral part of everyday life. On a daily basis, newspapers report survey data on subjects as diverse as voting intentions, confidence...

    Provided By B2B International

  • White Papers // May 2010

    A Problem Defined Is A Problem Half Solved

    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...

    Provided By B2B International

  • White Papers // May 2010

    Getting People To Switch

    What does make people switch? What is it that makes someone change their mind or their behavior? These are crucial questions to any marketer and particularly baffling to the business-to-business marketer. This is because the b2b marketers operate in a world complicated by the multi-faceted decision making unit comprising buyers,...

    Provided By B2B International

  • White Papers // May 2010

    Managing Alliances And Joint Ventures

    Inevitably this short paper cannot do full justice to the complexity and challenges presented by the collaborative form of organizational development and business management. Hopefully it will highlight the main issues to be faced in setting up and running a collaborative venture without putting anyone off considering this as an...

    Provided By B2B International

  • White Papers // May 2010

    Advertising Among SMEs

    In this paper the authors draw together 35 years' experience as business to business market researchers and the findings of a recently commissioned study of over 245 small and medium enterprises (SME) throughout the UK to give a deeper understanding of how b2b advertising works. There are over a thousand...

    Provided By B2B International

  • White Papers // Jan 2010

    Focus Groups: When, How And Where To Set Up And Run Them

    FOCUS GROUPS have been refined over many years by consumer researchers, who in turn borrowed the tool from the social sciences. They comprise a small number of carefully selected people who, under the guidance of a leader, discuss a subject. In industrial markets, researchers may have to accept that it...

    Provided By B2B International

  • White Papers // Nov 2009

    Using Online Focus Groups As A Business-To-Business Research Technique

    Reliable market research data depends on numerous factors, not least well-chosen respondents, well-designed questionnaires and good quality interviews. Arguably most importantly of all, the market researcher must choose a data collection methodology through which the target audience is comfortable communicating. For example, face-to-face interviews are widely used in many developing...

    Provided By B2B International

  • White Papers // Sep 2009

    Pricing Research -What Do Our Customers Value?

    Establishing the value that people put on the goods and services they sell is one of the most difficult tasks for the business-to-business marketer. If they pitch their price too high relative to the perceived benefits, then quite clearly they will lose out to the competition. Equally, if the price...

    Provided By B2B International

  • White Papers // Aug 2009

    Marketing Strategies In A Recession

    This white paper takes the form of a synopsis to a Marketing Strategy Survey which was conducted in February 2009, a time when companies around the world were assumed to be feeling the effects of one of the biggest economic slumps in living memory. This paper prJulia Cupman Of B2B...

    Provided By B2B International

  • White Papers // Jul 2009

    What Is Globalization?

    Globalization can never be about selling in each region of the world. It is why the global company will be distinguished by its capabilities not simply by the number of markets it serves or the number of countries from which it sources its inputs. Globalization can be uncomfortable for 'Dirigiste'...

    Provided By B2B International

  • White Papers // Jul 2009

    The Value Of Brands; How Much Are They Worth?

    Brand values can be critically important or small inconsequential things but above all they are the things which give the brand its worth and differentiate it from all others. Through these brand values a product or service is enhanced beyond its functional purpose. In this context the brand provides the...

    Provided By B2B International

  • White Papers // Jul 2009

    The Problem With Price

    In the ever-changing business world of today, with increased globalization and low-cost manufacturing from Asia, competitive advantage is key. Competitive jostling is a never ending battle as continuous product innovations result in shifts in competitive advantage. Consequently the question most companies ask themselves is 'How do we get more?' This...

    Provided By B2B International

  • White Papers // Jul 2009

    Why Is Business-To-Business Marketing Special?

    Around the time of B2B International's inception in the 1990s, a key challenge the authors faced was explaining to potential customers that their skills as business-to-business market researchers and marketers were unique. There was a frequent dismissal of the idea that business-to-business markets - and therefore the techniques used to...

    Provided By B2B International

  • White Papers // Jul 2009

    How To Get Information For Next To Nothing

    There is no point reinventing a wheel and there are many metaphorical wheels available to the market researcher. The expert desk researcher can quickly and inexpensively dig out data from a wide variety of sources to answer many of the questions that have already been asked. So, why do we...

    Provided By B2B International

  • White Papers // Jul 2009

    Using Market Intelligence & Competitive Intelligence To Add Value To Your Business

    Businesses now operate in a world in which information is more readily and publicly available than ever before. Thanks to the development of the Internet, information on market trends, legislation, customers, suppliers, competitors, distributors, product development and almost every other conceivable topic is available at the click of a mouse....

    Provided By B2B International

  • White Papers // Jul 2009

    Using Market Research For Product Development

    New is one of the strongest words in marketing. "New" invokes the belief that something is moving forward, that it is different, modern or improved. People are attracted to new products like a magnet. Introducing new products on a constant basis is the best way to get attention and is...

    Provided By B2B International

  • White Papers // Jul 2009

    Forecasting & Scenario Planning

    This white paper considers the subject of forecasting, one of the biggest challenges faced by marketers in this fast changing world. The market researcher is unlikely to become involved in the preparation of economic forecasts as this is the specialized activity of econometricians. In any case, there is little need...

    Provided By B2B International

  • White Papers // Jul 2009

    Beyond Customer Satisfaction

    As a backcloth to this discussion, it is helpful to consider exactly what satisfaction means. If someone asks you if you are very satisfied or quite satisfied with your car, exactly what would be in your mind? Although we all have a general view of what satisfaction means, we know...

    Provided By B2B International

  • White Papers // Jul 2009

    Branding In Business-To-Business Markets

    A brand is so named following the distinctive ownership mark left by a scorching hot iron on the rump of cattle. It wasn't long before companies saw the opportunities for using similar kinds of marks to make their own products instantly recognizable to their target audiences. The logo was born....

    Provided By B2B International

  • White Papers // Jul 2009

    Business-To-Business Market Research In China

    The Russian market research industry is growing rapidly, driven both by domestic growth and the huge interest in the country by foreign investors. In a country where market research was virtually non-existent less than 2 decades ago, foreign and domestic agencies are conducting large volumes of work aimed at helping...

    Provided By B2B International

  • White Papers // Jul 2009

    Business-To-Business Market Research In Russia

    The Russian market research industry is growing rapidly, driven both by domestic growth and the huge interest in the country by foreign investors. In a country where market research was virtually non-existent less than 2 decades ago, foreign and domestic agencies are conducting large volumes of work aimed at helping...

    Provided By B2B International

  • White Papers // Jul 2009

    A Practical Guide To Market Segmentation

    Every company needs to segment its customers. Customers aren't all the same and they shouldn't be treated as such. Virtually every business to business company has key accounts and these are recognized as different and given special treatment. The 80/20 rule which determines that 20% of customers account for 80%...

    Provided By B2B International

  • White Papers // May 2009

    The Growth Debate - China & India

    China and India are booming. Superficially it is easy to be impressed. It is noted that annual growth rates in Gross Domestic Product (GDP) have been sustained over the past few years at 8-10 per cent, sometimes even higher. Analyses of China and India point to the major investment in...

    Provided By B2B International

  • White Papers // Jan 2009

    Making Effective Business Decisions: Measuring & Maximising the Return on Investment of Market Research

    All commercial organisations exist to make a Return On their Investment (ROI). Organisations that are not commercial, such as government departments and charities, still have to justify their investments in most cases. Money is a scarce resource and it is therefore reasonable to question how well it is spent whenever...

    Provided By B2B International

  • White Papers // May 2010

    Getting People To Switch

    What does make people switch? What is it that makes someone change their mind or their behavior? These are crucial questions to any marketer and particularly baffling to the business-to-business marketer. This is because the b2b marketers operate in a world complicated by the multi-faceted decision making unit comprising buyers,...

    Provided By B2B International

  • White Papers // May 2010

    Identifying The Driving Forces Of Your Business

    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...

    Provided By B2B International

  • White Papers // Oct 2010

    Keeping Your Ear To The Ground - Stakeholder Consultation

    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...

    Provided By B2B International

  • White Papers // May 2010

    Loyalty -How To Win Devotion From Your Customers

    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...

    Provided By B2B International

  • White Papers // May 2010

    Managing Alliances And Joint Ventures

    Inevitably this short paper cannot do full justice to the complexity and challenges presented by the collaborative form of organizational development and business management. Hopefully it will highlight the main issues to be faced in setting up and running a collaborative venture without putting anyone off considering this as an...

    Provided By B2B International

  • White Papers // Nov 2009

    Using Online Focus Groups As A Business-To-Business Research Technique

    Reliable market research data depends on numerous factors, not least well-chosen respondents, well-designed questionnaires and good quality interviews. Arguably most importantly of all, the market researcher must choose a data collection methodology through which the target audience is comfortable communicating. For example, face-to-face interviews are widely used in many developing...

    Provided By B2B International

  • White Papers // Sep 2009

    Pricing Research -What Do Our Customers Value?

    Establishing the value that people put on the goods and services they sell is one of the most difficult tasks for the business-to-business marketer. If they pitch their price too high relative to the perceived benefits, then quite clearly they will lose out to the competition. Equally, if the price...

    Provided By B2B International

  • White Papers // May 2010

    Scoping Out Alliances And Joint Ventures

    This paper is the first of two white papers that are concerned with the development of a company by means of operational and strategic alliances. As business generally becomes more globalised, the incidence of joint development is increasing. One factor influencing this trend is the changing nature of competition -...

    Provided By B2B International

  • White Papers // May 2009

    The Growth Debate - China & India

    China and India are booming. Superficially it is easy to be impressed. It is noted that annual growth rates in Gross Domestic Product (GDP) have been sustained over the past few years at 8-10 per cent, sometimes even higher. Analyses of China and India point to the major investment in...

    Provided By B2B International

  • White Papers // Jul 2009

    The Problem With Price

    In the ever-changing business world of today, with increased globalization and low-cost manufacturing from Asia, competitive advantage is key. Competitive jostling is a never ending battle as continuous product innovations result in shifts in competitive advantage. Consequently the question most companies ask themselves is 'How do we get more?' This...

    Provided By B2B International

  • White Papers // May 2010

    To What Extent Is The UK Market Research Industry A World Leader?

    Anyone who has lived in the UK will quickly realize that market research - the exploration, analysis and interpretation of the views of people and businesses - is an integral part of everyday life. On a daily basis, newspapers report survey data on subjects as diverse as voting intentions, confidence...

    Provided By B2B International

  • White Papers // Jul 2009

    What Is Globalization?

    Globalization can never be about selling in each region of the world. It is why the global company will be distinguished by its capabilities not simply by the number of markets it serves or the number of countries from which it sources its inputs. Globalization can be uncomfortable for 'Dirigiste'...

    Provided By B2B International

  • White Papers // Jul 2009

    Why Is Business-To-Business Marketing Special?

    Around the time of B2B International's inception in the 1990s, a key challenge the authors faced was explaining to potential customers that their skills as business-to-business market researchers and marketers were unique. There was a frequent dismissal of the idea that business-to-business markets - and therefore the techniques used to...

    Provided By B2B International

  • White Papers // Jan 2011

    How To Avoid Competing On Price

    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...

    Provided By B2B International

  • White Papers // Jan 2011

    It-s The Quality That Counts

    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...

    Provided By B2B International

  • White Papers // Jan 2011

    Making Your Ads Work Harder

    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...

    Provided By B2B International

  • White Papers // Jan 2011

    The When And How Of Using Distributors

    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...

    Provided By B2B International

  • White Papers // Jan 2009

    Making Effective Business Decisions: Measuring & Maximising the Return on Investment of Market Research

    All commercial organisations exist to make a Return On their Investment (ROI). Organisations that are not commercial, such as government departments and charities, still have to justify their investments in most cases. Money is a scarce resource and it is therefore reasonable to question how well it is spent whenever...

    Provided By B2B International

  • White Papers // Jul 2009

    How To Get Information For Next To Nothing

    There is no point reinventing a wheel and there are many metaphorical wheels available to the market researcher. The expert desk researcher can quickly and inexpensively dig out data from a wide variety of sources to answer many of the questions that have already been asked. So, why do we...

    Provided By B2B International

  • White Papers // Aug 2009

    Marketing Strategies In A Recession

    This white paper takes the form of a synopsis to a Marketing Strategy Survey which was conducted in February 2009, a time when companies around the world were assumed to be feeling the effects of one of the biggest economic slumps in living memory. This paper prJulia Cupman Of B2B...

    Provided By B2B International

  • White Papers // Jan 2010

    Focus Groups: When, How And Where To Set Up And Run Them

    FOCUS GROUPS have been refined over many years by consumer researchers, who in turn borrowed the tool from the social sciences. They comprise a small number of carefully selected people who, under the guidance of a leader, discuss a subject. In industrial markets, researchers may have to accept that it...

    Provided By B2B International

  • White Papers // Jul 2009

    Using Market Intelligence & Competitive Intelligence To Add Value To Your Business

    Businesses now operate in a world in which information is more readily and publicly available than ever before. Thanks to the development of the Internet, information on market trends, legislation, customers, suppliers, competitors, distributors, product development and almost every other conceivable topic is available at the click of a mouse....

    Provided By B2B International

  • White Papers // Jul 2009

    Using Market Research For Product Development

    New is one of the strongest words in marketing. "New" invokes the belief that something is moving forward, that it is different, modern or improved. People are attracted to new products like a magnet. Introducing new products on a constant basis is the best way to get attention and is...

    Provided By B2B International

  • White Papers // Jul 2009

    Forecasting & Scenario Planning

    This white paper considers the subject of forecasting, one of the biggest challenges faced by marketers in this fast changing world. The market researcher is unlikely to become involved in the preparation of economic forecasts as this is the specialized activity of econometricians. In any case, there is little need...

    Provided By B2B International

  • White Papers // Dec 2010

    A Practical Guide To Improving Customer Satisfaction

    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...

    Provided By B2B International

  • White Papers // Jul 2009

    A Practical Guide To Market Segmentation

    Every company needs to segment its customers. Customers aren't all the same and they shouldn't be treated as such. Virtually every business to business company has key accounts and these are recognized as different and given special treatment. The 80/20 rule which determines that 20% of customers account for 80%...

    Provided By B2B International

  • White Papers // May 2010

    A Problem Defined Is A Problem Half Solved

    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...

    Provided By B2B International

  • White Papers // May 2010

    Advertising Among SMEs

    In this paper the authors draw together 35 years' experience as business to business market researchers and the findings of a recently commissioned study of over 245 small and medium enterprises (SME) throughout the UK to give a deeper understanding of how b2b advertising works. There are over a thousand...

    Provided By B2B International

  • White Papers // Jul 2009

    Beyond Customer Satisfaction

    As a backcloth to this discussion, it is helpful to consider exactly what satisfaction means. If someone asks you if you are very satisfied or quite satisfied with your car, exactly what would be in your mind? Although we all have a general view of what satisfaction means, we know...

    Provided By B2B International

  • White Papers // Jul 2009

    Branding In Business-To-Business Markets

    A brand is so named following the distinctive ownership mark left by a scorching hot iron on the rump of cattle. It wasn't long before companies saw the opportunities for using similar kinds of marks to make their own products instantly recognizable to their target audiences. The logo was born....

    Provided By B2B International

  • White Papers // Jul 2009

    The Value Of Brands; How Much Are They Worth?

    Brand values can be critically important or small inconsequential things but above all they are the things which give the brand its worth and differentiate it from all others. Through these brand values a product or service is enhanced beyond its functional purpose. In this context the brand provides the...

    Provided By B2B International

  • White Papers // Jul 2009

    Business-To-Business Market Research In China

    The Russian market research industry is growing rapidly, driven both by domestic growth and the huge interest in the country by foreign investors. In a country where market research was virtually non-existent less than 2 decades ago, foreign and domestic agencies are conducting large volumes of work aimed at helping...

    Provided By B2B International

  • White Papers // Jul 2009

    Business-To-Business Market Research In Russia

    The Russian market research industry is growing rapidly, driven both by domestic growth and the huge interest in the country by foreign investors. In a country where market research was virtually non-existent less than 2 decades ago, foreign and domestic agencies are conducting large volumes of work aimed at helping...

    Provided By B2B International

  • White Papers // Oct 2010

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

    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...

    Provided By B2B International