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Mission Statement
TechRepublic's ITPapers is the Web's largest library of free technical IT white papers, webcasts, and case studies. Covering IT categories including Data Management, IT Management, Networking, Communications, Enterprise Applications, Storage, Security and much more, TechRepublic's White Paper Directory is the best source for technical white papers and IT information.
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White Papers
Critical Customer Service Skills You Must Have
Jan 2010
Top performers are successful by being honest, respecting a client's intelligence and focusing all their energies on how to make a difference in a client's life. Your attitude, attention, and...
Provided by Executive Business Advisers
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White Papers
Customer Relationship Management: It's Only A Matter Of Time
Sep 2009
Businesses that thoughtfully examine and measure the time customers spend with them, and then either reduce the time costs or enhance the time value of their offerings, can gain an advantage that...
Provided by Accenture
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White Papers
Are You The Customers First Call?
Jan 2010
How would one like to run a software sales organization that didn't need marketing? Customers call you 24 hours a day nonstop, more business than one can handle and no need for a marketing budget....
Provided by Executive Business Advisers
-
White Papers
7 Things You Must Have To Sell Information Products
Aug 2009
The author believes that creating and selling information products online is one of the best ways to make money with a home based business. A little bit of research, a little bit of time and one...
Provided by Home Based Business Adviser
-
White Papers
3 Simple Steps To Success In Information Marketing
Jun 2009
Pleasing all the customers on the list could very well be impossible, mainly because everyone is different and what is good or motivational for one customer may not be to another. However, if one...
Provided by Home Based Business Adviser
-
White Papers
Marketing Optimization
Aug 2009
Marketing is tricky business and a dangerous career. It's almost impossible to measure the effects of advertising, packaging, distribution channels, media expenditures, sales organization, etc.,...
Provided by Decision Analyst
-
White Papers
7 Simple Steps To Success With Information Products
Aug 2009
Selling products is one of the best ways to make money online. With a bit of research and sometime in the word processing program one can be well on the way to having a product to sell. But before...
Provided by Home Based Business Adviser
-
White Papers
How To Improve Customer Satisfaction
Jan 2010
Keeping your customer satisfied is key to one's success and it doesn't matter if one is selling products or services to external or internal customers. Make sure there is a thorough understanding...
Provided by Executive Business Advisers
-
White Papers
Information Marketing - 4 Steps To Success
Feb 2010
Information marketing is a great business model that is solid in its philosophy. It's really amazing at how simple it really is when one breaks it down. To put it in a nutshell, one simply provide...
Provided by Home Based Business Adviser
-
White Papers
Offer Incentives That Your Customers Will Crave
Jan 2010
Customer loyalty/incentive programs are everywhere now. Whether it's a stamp card for a free sandwich, downloadable coupons or reward-filled e-newsletters, these kinds of programs can be essential...
Provided by MasterCard
-
White Papers
Create A Superior Customer Experience Through Billing
Jun 2008
As today's communications networks have evolved to offer greater bandwidth capacity than ever, telecommunications operators increasingly are pursuing their markets with a strategy that involves...
Provided by Accenture
-
White Papers
Six Marketing Silver Bullets
May 2009
The recent Financial Panic is an old-fashioned financial panic that struck the U.S. economy and has since spread to E.U. economies, Asian economies, etc. This is the largest economic panic to hit...
Provided by Decision Analyst
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White Papers
The New Energy World: The Consumer Perspective
Apr 2010
New customer drivers, new game changing technologies and new government policies are driving energy (i.e., electricity, gas and oil) companies toward new challenges and opportunities. This "New...
Provided by Accenture
-
White Papers
Transparent Marketing: How To Earn The Trust Of A Skeptical Consumer
Feb 2010
As we race into the new millennium, the rules are changing; people are changing. The "Old school" methods of selling products are growing stagnant. Social Scientists call this new era The Age of...
Provided by DTI
-
White Papers
Bullet Holes In Bombers Operations Research And Management Science Applied To Marketing
Jan 2010
The great challenge facing marketing executives at all levels is how to make better decisions (i.e., decisions that maximize the long-term returns on marketing investments). Rarely are these major...
Provided by Decision Analyst
-
White Papers
Improving Customer Satisfaction And Loyalty With Time-Series Cross-Sectional Models
Jul 2007
Customer satisfaction and loyalty surveys typically track brand perceptions both overall and with respect to specific performance areas. For example, a survey might ask customers to rate brands...
Provided by Decision Analyst
-
White Papers
Creating Leading-Edge Selling Approaches
Jan 2010
No marketing area is changing more than sales and channel management. And with the proliferation of new sales channels and technology-enabled selling, most companies now have the opportunity to...
Provided by McKinsey & Company
-
White Papers
Translating Market Knowledge Into Profitable Business Solutions
Jan 2010
Developing effective strategies across a range of marketing disciplines - including branding, pricing, segmentation, and marketing spending effectiveness - requires broad insights into customers...
Provided by McKinsey & Company
-
White Papers
Maximizing The Effectiveness Of Marketing Spending
Jan 2010
Current marketing spending levels are unsustainable. Increasingly, CEOs are demanding that marketing executives do more for less with their marketing budgets. Careful attention must be given,...
Provided by McKinsey & Company
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White Papers
Show How Marketing Makes Money: A 5-Step Plan For Proving ROI
Sep 2007
John Wanamaker, inventor of the department store concept in the early 1900s, is perhaps best known for his famous quote, "Half the money I spend on advertising is wasted; the trouble is, I don't...
Provided by SilverPop
-
White Papers
Customer Portals: A key To Achieving Customer Centricity And High Performance
Mar 2008
Customer-centricity is critical to achieving high performance for today's communications, high-tech and media companies. Organizations now must compete more than ever on how well they understand...
Provided by Accenture
-
White Papers
B-to-B Marketing In 2008: Trends In Strategies And Spending
Dec 2007
As business-to-business marketers began to turn their attention from implementing their 2007 plans to formulating new ones for 2008, MarketingProfs and Forrester Research teamed up to understand...
Provided by MarketingProfs
-
White Papers
Niche Marketing - Amazing Advantages And Keys To Success
May 2010
A lot of people who are new to online marketing try to go after big markets that already have big players in them, they decide to target these markets and then wonder why they aren't having any...
Provided by Business Articles
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White Papers
Serve Your Customers - Efficiently And Profitably
Jun 2008
You know the adages: "The customer comes first.""The customer's always right." These mantras have merit. Fail to give your customers exactly what they want and you risk seeing them march off to...
Provided by Harvard Business School Publishing
-
White Papers
When Customer Focus Becomes Predatory
Jan 2010
Customer focus is a good thing. all know that. Give the customer what they want, sell based on needs, not products, and offer benefits, not features. Baseball and apple pie are good, too. Yawn....
Provided by Trusted Advisor Associates
-
White Papers
Life-Stage Marketing And CRM
May 2008
If you have a CRM (Customer Relationship Management) system, you probably use it to track sales and measure profitability. It's likely that you store customer data according to frequency, amount...
Provided by Tippit
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White Papers
Avoid The 5 Biggest Lead Management Mistakes
Apr 2009
Companies spend thousands (or even millions) of dollars on lead generation, but only a microscopic proportion of that goes to lead handling and management. Unfortunately, leads are highly...
Provided by Tippit
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White Papers
Drip Marketing: Slow And Steady Wins The Customer
Sep 2008
Drip marketing is the rather inelegant term for a marketing campaign that relies on repeated contact, or "Touches," with a potential customer. Unlike a leaky faucet, drip marketing is no accident....
Provided by Tippit
-
White Papers
Building Sales And Improving Productivity With Lead Scoring
Jun 2008
Lead scoring - ranking sales leads by relative value - is highly individualized, even for CRM. A successful system therefore takes effort to develop. It's an endeavor, though, that can pay big...
Provided by Tippit
-
White Papers
Moving Tracking Research From Telephone To Internet Data Collection: To Compare Or Not To Compare?
Jun 2007
With the rapid spread of Internet usage throughout the late 1990s and into the 21st century, and the increased difficulty and cost of conducting research via telephone, many companies have begun...
Provided by Decision Analyst
-
White Papers
Making Diversity A Business Advantage
Mar 2008
Today, the smartest organizations in the world are recognizing that their diversity can be a source of competitive strength. Instead of merely monitoring minority representation within the ranks a...
Provided by Harvard Business School Publishing
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White Papers
Authenticity: What Consumers Really Want
Aug 2007
Fake. Contrived. Disingenuous. Phony. Inauthentic. Do your customers use any of those words to describe what you sell or how you sell it? That is exactly how more and more consumers view what...
Provided by Harvard Business School Publishing
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White Papers
Excellence In Service Management
Jun 2009
Any business that deals with the public should have excellent service management. This is one of the most important things to have when dealing with any type if public retail because this is where...
Provided by Free Articles Directory
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White Papers
Reducing The Risk Of Customer Defection
Mar 2008
Growth won't come easy for retailers in the future. Customers are savvier today, and new competitors are coming from non-traditional locations. For retailers, retaining the customers they already...
Provided by Accenture
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White Papers
The Economics Of Good Service
May 2009
Maintaining a high level of customer service is important regardless of the economic situation. So why are some companies placing even more importance on customer service now, as budgets in other...
Provided by Tippit
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White Papers
How Businesses Can Increase Customer Confidence During Uncertain Times
May 2009
Businesses need to remember one fundamental principle: if customers leave, revenue leaves with them. So during a recession, how can organizations keep customers happy and allay their fears? The...
Provided by Tippit
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White Papers
Sales Are From Mars: Marketing are From Venus
Mar 2007
Sales and marketing should be working closely together but in many IT and technology organizations but there appears to be a high level of antipathy between the two groups. This paper suggests a...
Provided by Expertek Consultants
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White Papers
Picking A New Breed Automated-Marketing Vendor
Sep 2008
Although there are some who take issue with the term "New breed marketing automation," others believe it is an entirely legitimate category differentiated from email-marketing specialists. "New...
Provided by Tippit
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White Papers
3 Skills That Will Make Your Internet Business Successful
Feb 2009
Starting an online business is not as easy as many people and websites would have you believe. As with any business there is a learning curve and skills and knowledge that need to be acquired in...
Provided by Home Based Business Adviser
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White Papers
Research Defanged
Aug 2009
Over the past decade or so, many large corporations in the U.S. have renamed and repositioned their research functions. What used to be called the marketing research" department is now often...
Provided by Decision Analyst
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White Papers
Enacting Representations Of Markets In Exchange Practices In The Danish Potato Industry
Aug 2010
The paper explores the potential of John Shotter's (2008) relationally-responsive version of social constructionism for studying and analysing representations of markets and how these are enacted...
Provided by Aarhus University
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White Papers
Marketing Relations In The Case Of A Micro-Enterprise In The High Tech Industry
Aug 2010
In this paper, the development and the change of the marketing-communication of a microenterprise is discussed. This micro-enterprise is operating in the field of the medical technology, i.e. in...
Provided by Budapest University of Technology and Economics
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White Papers
Conflicts In User Perceptions Of Value Of Websites In The Shipping Industry
Aug 2010
The aim of the paper is to define and describe conflicts in value perceptions of websites for users in business-to-business relationships in the context of shipping industry. The paper draws upon...
Provided by Hanken School of Economics
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White Papers
Scientific Advisory Boards As Social Resources Exploring Their Role, Use, And Impact In The Market Development Activities Of New Ventures
Aug 2010
This paper in progress paper formulates a research agenda for exploring new ventures' scientific advisory boards as a valuable source of social capital. While the human capital of such boards and...
Provided by University College Dublin
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White Papers
Market Shaping And Valuation In The Ugandan Coffee Market
Aug 2010
This paper project seeks to explain from a market practice perspective how the coffee market in Uganda is shaped, and draws from the works of Çaliskan and Callon (2009) and anthropology to...
Provided by Lancaster University
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White Papers
The Role And Impact Of Business Networks On Marketing In The Creative Industries: Evidence From Case Study Research
Aug 2010
This paper discusses the findings of ongoing case study research which seeks to explore the management of, approaches to and involvement in business networks in a key sector of the Scottish...
Provided by University of Strathclyde
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White Papers
The Consumer Empowerment Index. A Measure Of Skills, Awareness And Engagement Of European Consumers
May 2011
The interest and debate on the notion of 'Consumer empowerment' has been rapidly increasing during the last decades. M. Monti in his report to the president of the European Commission "A new...
Provided by Munich Personal Repec Archive
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White Papers
Trade With Time Zone Differences: Factor Market Implications
May 2011
The main purpose of this paper is to illustrate, with a simple two-factor (skilled labor and unskilled labor) trade model, how a time-saving improvement in business-services trade benefitting from...
Provided by Munich Personal Repec Archive
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White Papers
Towards An Integrative Framework Of B2B Branding - A Bibliometric Study And Conceptual Analysis
Aug 2010
The purpose of this paper is to identify the most influential publications addressing B2B branding, and based on their contributions, tentatively propose a framework of Business-To-Business (B2B)...
Provided by Lappeenranta University of Technology
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White Papers
Reflexive Construction Of Industrial Marketing Problems: Transparency As Reflection And Reflexion
Aug 2010
Over time, the qualitative IMP approach has effectively developed theory. However, the methodological research approach of IMP has not gained the same interest as the core IMP issues. This might...
Provided by Jönköping International Business School
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White Papers
Seeking Resources For B-To-B Service Development Within Networks
Aug 2010
This paper examines companies' resource acquisition for the purpose of new service development. The paper identifies the resources that companies need for B-to-B service development, presents...
Provided by Turku School of Economics
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White Papers
Co-Branding As A Part Of B2B Relationships System
Aug 2010
Co-branding is a widely known phenomenon, studied in research literature and substantially applied in business practice. The aspect of the effects of co-branding on B2B relationships (effects of...
Provided by Saint Petersburg state university
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White Papers
What Do Companies Do When They Do Marketing? A Cluster Analysis
Aug 2010
The work-in-progress paper builds on literature discussing which activities can be considered as marketing activities. Its purpose is to identify to what extent companies have a homogeneous view...
Provided by Universite Paul Sabatier
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White Papers
A Literature Review And Future Agenda For B2B Branding: Challenges Of Branding In A B2B Context
Aug 2010
Purpose of the paper and literature addressed: The existing body of research knowledge on brand management has been predominantly derived from business to consumer markets, particularly fast...
Provided by University of Birmingham
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White Papers
The Role Of Inter-Firm Market Orientation On The Market Orientation - Performance Relationship
Aug 2010
Many researchers have studied market orientation over the last two decades and have argued its impact on firm performance. Much of the work has focused on the intra-firm market orientation of...
Provided by University of Manchester
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White Papers
Ritual Platforms For Instigating Personal Relationships In Project Marketing
Aug 2010
It is usually advocated that project-based companies have to develop networks of relations in order to anticipate and shape forthcoming projects in their key target industries (Cova et al., 2002)....
Provided by IMP Group
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White Papers
The Changing Nature Of The "Atmosphere‟ In B2B Relationships
Jun 2010
Much of the change in the nature of the 'Atmosphere' which occurs as organizations interact within networks is determined by the relationships which develop between the organizations' boundary...
Provided by University of Oxford
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White Papers
Assessing The Readiness For Implementing E-Crm In B2B Markets Using AHP Method
Sep 2009
The potential risk factors in CRM implementation can cause serious failures either in project phase or in go live phase. To eliminate, prevent or control these risk factors, they have to be...
Provided by Lulea University of Technology
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White Papers
The Lean Value Network System; Co-Investment And Co-Innovation As Drivers For A Sustainable Position In The Marketplace
Jun 2007
The current situation companies find themselves in, where the battle for market share is fiercer than ever, cost cutting becomes too often an end in itself. This leads to loss instead of creating...
Provided by Delft University of Technology
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White Papers
An Interaction And Networks Approach To Sustainable Marketing: Creating A Context for Connectivity, Dialogue And Learning
Aug 2008
In this paper the authors present an interactions and networks approach to sustainable marketing which incorporates interorganisational dyad, network and system levels of analysis. The proposed...
Provided by Lancaster University
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White Papers
Developing The Institutional Network Approach To Markets And Business Marketing Practice
Aug 2008
Based on a socio-economic perspective and the business marketing reality of emerging country markets, this conceptual paper develops the institutional network approach to markets. The purpose is...
Provided by University of Kalmar
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White Papers
Building Market Knowledge Together: A Netnographic Study Of Online Occupational Communities
Aug 2008
In this paper, the authors report findings from a netnographic investigation of a virtual community dedicated to the woodworking trade. The findings show that by providing user-generated...
Provided by Bocconi University
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White Papers
Using A Third Party In Business-To-Business (B2B) Communication: Towards A Terminology Framework
Aug 2008
The emphasis of this paper lies in the discussion of communications messages in which a third party is used to enhance the effect of messages transmitted by the business marketer to their target...
Provided by University of Birmingham
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White Papers
Some Common Issues On Business To Business Marketing Organization Confronted To Empirical Evidence
Aug 2008
This communication can be considered as a follow-up of two previous IMP communications. During the 2006 IMP Conference the status of the organizational aspect of the marketing function in the...
Provided by University of Lausanne
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White Papers
Networked-In; Developing A Model Of Network Marketing Performance
Jul 2008
This paper investigates the relationship between systematic network marketing activity and network marketing performance with the objective of developing and testing a model of network marketing...
Provided by University of Wolverhampton
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White Papers
Evolution Of Inter-Organizational Relationships In Disruptive Markets Marketing Capabilities In Music Industry
Aug 2008
The co-evolutionary development of music business exemplifies how inter-organizational relationships have risen in importance. Relying on the capability perspective, the paper shows that changing...
Provided by IMP Group
-
White Papers
Survey Evidence On Customer Markets
Nov 2009
This paper uses survey data from Iceland on 884 firms to test for the theory of customer markets proposed by Phelps and Winter (1970) and Okun (1981). The results provide support for the customer...
Provided by University of London
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White Papers
Boundarians That Shape Market Actors
Aug 2008
Business Associations operate in between markets and politics connecting these to each other through representation, rulemaking and information. In this paper it is demonstrated that there is a...
Provided by Stockholm School of Economics
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White Papers
Restrictions Of The Loyalty Of Business Customers - Customer And Sales Representatives Perspectives
Aug 2008
Since the 70s, some marketing scholars suggested establishing other principles and other language of explanation in the context of industrial marketing reality (Håkansson and Östberg 1975). In the...
Provided by University of Economics Katowice
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White Papers
Implementing A Relational Capability Framework Through An SME Network
Aug 2008
The purpose of this paper is to report the findings of a study designed to implement six relational capabilities in an SME network. The six dimensions are defined through the application of the...
Provided by Waterford Institute of Technology
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White Papers
How Performance Metrics Help Shape Markets
Aug 2008
This paper examines how the use of performance indicators are intertwined with the definition of managerial responsibilities and accountability mechanisms within a fuel retailing company....
Provided by Lancaster University
-
White Papers
How Is The Relationship Significance Brought About? A Critical Realist Approach
Aug 2008
This paper examines how the use of performance indicators are intertwined with the definition of managerial responsibilities and accountability mechanisms within a fuel retailing company....
Provided by Lancaster University
-
White Papers
From The Seller's Offering To The Customer's Needing In A Business-To-Business Setting
Aug 2008
Views on industrial service have conceptually progressed from the output of the provider's production process to the result of an interaction process in which the customer also is involved. An...
Provided by Karlstad University
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White Papers
A Quantitative Research On Physicians-Detailers Long-Term Relationships Building, In Prescribed Drug Marketing Contexts
Aug 2010
The presented research is part of a doctoral study, which, among others, investigated a wide array of relationship building constituents and effects that may evolve in the context of a physicians...
Provided by University of Patras
-
White Papers
Developing Business Customer's Value Perception Through Service Modularity
Aug 2010
The present challenge for many service firms is to develop an offering that is flexible and open for tailoring by the customers and at the same time achieve efficiency through standardizing...
Provided by IMP Group
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White Papers
The Requirements For A SME Heading To Integrated Solution Sales
Aug 2010
For growing number of firms which have earlier relied on their product and manufacturing based approaches, the combinations of products, services, and for example software are becoming an...
Provided by Tampere University of Technology
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White Papers
What Do Managers' Survey Responses Mean And What Affects Them? The Case Of Market Orientation And Firm Performance
Apr 2011
Using cross-sectional surveys to support proposals of causal sequences in theoretical models is problematic, especially when the surveys are of managers and performance is a dependent variable....
Provided by University of Sydney
-
White Papers
An Experimental Study Of Auctions Versus Grandfathering To Assign Pollution Permits
Sep 2009
The authors experimentally study auctions versus grandfathering in the initial assignment of pollution permits that can be traded in a secondary spot market. Low and high emitters compete for...
Provided by University of Zurich
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White Papers
Optimal Market Design
Feb 2010
This paper introduces three methodological advances to study the optimal design of static and dynamic markets. First, the authors apply a mechanism design approach to characterize all...
Provided by University of Zurich
-
White Papers
Multimarket Contact Effect On Collusion Through Diversification
Sep 2010
This paper establishes the potential positive relationship between MultiMarket Contact (MMC) and sustainable collusive profits under demand fluctuations. In particular, the author focuses on the...
Provided by University of Zurich
-
White Papers
Are You The Customers First Call?
Jan 2010
How would one like to run a software sales organization that didn't need marketing? Customers call you 24 hours a day nonstop, more business than one can handle and no need for a marketing budget....
Provided by Executive Business Advisers
-
White Papers
7 Things You Must Have To Sell Information Products
Aug 2009
The author believes that creating and selling information products online is one of the best ways to make money with a home based business. A little bit of research, a little bit of time and one...
Provided by Home Based Business Adviser
-
White Papers
3 Simple Steps To Success In Information Marketing
Jun 2009
Pleasing all the customers on the list could very well be impossible, mainly because everyone is different and what is good or motivational for one customer may not be to another. However, if one...
Provided by Home Based Business Adviser
-
White Papers
Marketing Optimization
Aug 2009
Marketing is tricky business and a dangerous career. It's almost impossible to measure the effects of advertising, packaging, distribution channels, media expenditures, sales organization, etc.,...
Provided by Decision Analyst
-
White Papers
7 Simple Steps To Success With Information Products
Aug 2009
Selling products is one of the best ways to make money online. With a bit of research and sometime in the word processing program one can be well on the way to having a product to sell. But before...
Provided by Home Based Business Adviser
-
White Papers
How To Improve Customer Satisfaction
Jan 2010
Keeping your customer satisfied is key to one's success and it doesn't matter if one is selling products or services to external or internal customers. Make sure there is a thorough understanding...
Provided by Executive Business Advisers
-
White Papers
Information Marketing - 4 Steps To Success
Feb 2010
Information marketing is a great business model that is solid in its philosophy. It's really amazing at how simple it really is when one breaks it down. To put it in a nutshell, one simply provide...
Provided by Home Based Business Adviser
-
White Papers
Offer Incentives That Your Customers Will Crave
Jan 2010
Customer loyalty/incentive programs are everywhere now. Whether it's a stamp card for a free sandwich, downloadable coupons or reward-filled e-newsletters, these kinds of programs can be essential...
Provided by MasterCard
-
White Papers
Create A Superior Customer Experience Through Billing
Jun 2008
As today's communications networks have evolved to offer greater bandwidth capacity than ever, telecommunications operators increasingly are pursuing their markets with a strategy that involves...
Provided by Accenture
-
White Papers
Six Marketing Silver Bullets
May 2009
The recent Financial Panic is an old-fashioned financial panic that struck the U.S. economy and has since spread to E.U. economies, Asian economies, etc. This is the largest economic panic to hit...
Provided by Decision Analyst
-
White Papers
The New Energy World: The Consumer Perspective
Apr 2010
New customer drivers, new game changing technologies and new government policies are driving energy (i.e., electricity, gas and oil) companies toward new challenges and opportunities. This "New...
Provided by Accenture
-
White Papers
Transparent Marketing: How To Earn The Trust Of A Skeptical Consumer
Feb 2010
As we race into the new millennium, the rules are changing; people are changing. The "Old school" methods of selling products are growing stagnant. Social Scientists call this new era The Age of...
Provided by DTI
-
White Papers
Bullet Holes In Bombers Operations Research And Management Science Applied To Marketing
Jan 2010
The great challenge facing marketing executives at all levels is how to make better decisions (i.e., decisions that maximize the long-term returns on marketing investments). Rarely are these major...
Provided by Decision Analyst
-
White Papers
Improving Customer Satisfaction And Loyalty With Time-Series Cross-Sectional Models
Jul 2007
Customer satisfaction and loyalty surveys typically track brand perceptions both overall and with respect to specific performance areas. For example, a survey might ask customers to rate brands...
Provided by Decision Analyst
-
White Papers
Creating Leading-Edge Selling Approaches
Jan 2010
No marketing area is changing more than sales and channel management. And with the proliferation of new sales channels and technology-enabled selling, most companies now have the opportunity to...
Provided by McKinsey & Company
-
White Papers
Translating Market Knowledge Into Profitable Business Solutions
Jan 2010
Developing effective strategies across a range of marketing disciplines - including branding, pricing, segmentation, and marketing spending effectiveness - requires broad insights into customers...
Provided by McKinsey & Company
-
White Papers
Maximizing The Effectiveness Of Marketing Spending
Jan 2010
Current marketing spending levels are unsustainable. Increasingly, CEOs are demanding that marketing executives do more for less with their marketing budgets. Careful attention must be given,...
Provided by McKinsey & Company
-
White Papers
Show How Marketing Makes Money: A 5-Step Plan For Proving ROI
Sep 2007
John Wanamaker, inventor of the department store concept in the early 1900s, is perhaps best known for his famous quote, "Half the money I spend on advertising is wasted; the trouble is, I don't...
Provided by SilverPop
-
White Papers
Customer Portals: A key To Achieving Customer Centricity And High Performance
Mar 2008
Customer-centricity is critical to achieving high performance for today's communications, high-tech and media companies. Organizations now must compete more than ever on how well they understand...
Provided by Accenture
-
White Papers
B-to-B Marketing In 2008: Trends In Strategies And Spending
Dec 2007
As business-to-business marketers began to turn their attention from implementing their 2007 plans to formulating new ones for 2008, MarketingProfs and Forrester Research teamed up to understand...
Provided by MarketingProfs
-
White Papers
Niche Marketing - Amazing Advantages And Keys To Success
May 2010
A lot of people who are new to online marketing try to go after big markets that already have big players in them, they decide to target these markets and then wonder why they aren't having any...
Provided by Business Articles
-
White Papers
Serve Your Customers - Efficiently And Profitably
Jun 2008
You know the adages: "The customer comes first.""The customer's always right." These mantras have merit. Fail to give your customers exactly what they want and you risk seeing them march off to...
Provided by Harvard Business School Publishing
-
White Papers
When Customer Focus Becomes Predatory
Jan 2010
Customer focus is a good thing. all know that. Give the customer what they want, sell based on needs, not products, and offer benefits, not features. Baseball and apple pie are good, too. Yawn....
Provided by Trusted Advisor Associates
-
White Papers
Life-Stage Marketing And CRM
May 2008
If you have a CRM (Customer Relationship Management) system, you probably use it to track sales and measure profitability. It's likely that you store customer data according to frequency, amount...
Provided by Tippit
-
White Papers
Avoid The 5 Biggest Lead Management Mistakes
Apr 2009
Companies spend thousands (or even millions) of dollars on lead generation, but only a microscopic proportion of that goes to lead handling and management. Unfortunately, leads are highly...
Provided by Tippit
-
White Papers
Drip Marketing: Slow And Steady Wins The Customer
Sep 2008
Drip marketing is the rather inelegant term for a marketing campaign that relies on repeated contact, or "Touches," with a potential customer. Unlike a leaky faucet, drip marketing is no accident....
Provided by Tippit
-
White Papers
Building Sales And Improving Productivity With Lead Scoring
Jun 2008
Lead scoring - ranking sales leads by relative value - is highly individualized, even for CRM. A successful system therefore takes effort to develop. It's an endeavor, though, that can pay big...
Provided by Tippit
-
White Papers
Moving Tracking Research From Telephone To Internet Data Collection: To Compare Or Not To Compare?
Jun 2007
With the rapid spread of Internet usage throughout the late 1990s and into the 21st century, and the increased difficulty and cost of conducting research via telephone, many companies have begun...
Provided by Decision Analyst
-
White Papers
Making Diversity A Business Advantage
Mar 2008
Today, the smartest organizations in the world are recognizing that their diversity can be a source of competitive strength. Instead of merely monitoring minority representation within the ranks a...
Provided by Harvard Business School Publishing
-
White Papers
Authenticity: What Consumers Really Want
Aug 2007
Fake. Contrived. Disingenuous. Phony. Inauthentic. Do your customers use any of those words to describe what you sell or how you sell it? That is exactly how more and more consumers view what...
Provided by Harvard Business School Publishing
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White Papers
Excellence In Service Management
Jun 2009
Any business that deals with the public should have excellent service management. This is one of the most important things to have when dealing with any type if public retail because this is where...
Provided by Free Articles Directory
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White Papers
Reducing The Risk Of Customer Defection
Mar 2008
Growth won't come easy for retailers in the future. Customers are savvier today, and new competitors are coming from non-traditional locations. For retailers, retaining the customers they already...
Provided by Accenture
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White Papers
The Economics Of Good Service
May 2009
Maintaining a high level of customer service is important regardless of the economic situation. So why are some companies placing even more importance on customer service now, as budgets in other...
Provided by Tippit
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White Papers
How Businesses Can Increase Customer Confidence During Uncertain Times
May 2009
Businesses need to remember one fundamental principle: if customers leave, revenue leaves with them. So during a recession, how can organizations keep customers happy and allay their fears? The...
Provided by Tippit
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White Papers
Sales Are From Mars: Marketing are From Venus
Mar 2007
Sales and marketing should be working closely together but in many IT and technology organizations but there appears to be a high level of antipathy between the two groups. This paper suggests a...
Provided by Expertek Consultants
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White Papers
Picking A New Breed Automated-Marketing Vendor
Sep 2008
Although there are some who take issue with the term "New breed marketing automation," others believe it is an entirely legitimate category differentiated from email-marketing specialists. "New...
Provided by Tippit
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White Papers
3 Skills That Will Make Your Internet Business Successful
Feb 2009
Starting an online business is not as easy as many people and websites would have you believe. As with any business there is a learning curve and skills and knowledge that need to be acquired in...
Provided by Home Based Business Adviser
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White Papers
Research Defanged
Aug 2009
Over the past decade or so, many large corporations in the U.S. have renamed and repositioned their research functions. What used to be called the marketing research" department is now often...
Provided by Decision Analyst
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White Papers
The Only Two Screening Decisions You Have To Make
Nov 2009
Much sales literature talks about sales in terms of processes. A key process element is lead screening, or lead qualification. And that process is often described in terms of efficiency. As one...
Provided by Trusted Advisor Associates
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White Papers
How Customer-Centric Business Models Drive Growth For Pharmaceutical Companies
Jul 2009
At a time when the pharmaceutical industry is being affected by a challenging business environment, the altering marketplace and the changing customer landscape, the need for pharma companies to...
Provided by Accenture
