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Marketing Research Articles Related to the Business-To-Business Market

Marketing Research Articles Related to the Business-To-Business Market

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10 steps to improve business/industrial research

Published
February 1988
Author
Margaret Morich
Abstract
The most successful product manufacturers are often the best market researchers too. Margaret F. Morich, co-founder of Consumer & Professional Research Inc., outlines 10 suggestions on how to improve B2B research projects.

10 tips for creating a great content marketing strategy

Published
April 2014
Author
Lorie Loe
Abstract
From white papers to social media, a survey of business-to-business buyers sheds light on the types of corporate-generated content that drive sales.

A comparison of consumer and business-to-business customer satisfaction research

Published
October 2004
Author
Doug Berdie
Abstract
An examination of the role of customer satisfaction research in the business-to-business and consumer settings highlights how each situation influences the measurement of satisfaction.

A guide to marketing and selling to Chinese businesses

Published
March 2009
Author
Matthew Harrison
Abstract
Drawing from findings of in-depth interviews with Chinese business owners, the author details the best ways for Western firms to market their services in China and also explores the expectations and opinions Chinese businesses have of Western marketers.

A look at business-to-business market research in Russia

Published
November 2010
Authors
Tatiana Klimenko and Matthew Harrison
Abstract
While business-to-business research is relatively new in Russia, its use is growing along with the size of the Russian economy. The authors detail some of the most-used techniques and offer insights for those considering investigating this vast market.

A look at the current market for customer information systems in the North American utility industry

Published
March 2008
Author
Christopher Perdue
Abstract
The author examines recent trends in the market for customer information systems (CIS) and explores some of the factors that utilities rated as important in a CIS.

A maker of work scheduling software uses a telephone survey to meet varied information needs

Published
April 1992
Author
Quirk's Staff
Abstract
TCS Management Group conducted a telephone survey with current customers of its TeleCenter System, which helps companies optimize work schedules. The study’s main objectives were to update its customer database, measure the level of satisfaction among software users and their managers, and determine the likelihood of attendance at the upcoming Users Forum.

A marketer's guide to increasing prices

Published
October 2010
Author
Gerald Linda
Abstract
Finally on the upswing of a global economic meltdown, marketers are beginning to consider raising prices to recoup losses and keep up with inflation. The author offers several strategies, tactics and communication plans to increase prices without losing business.

A marketing segmentation tool for small-to-medium B2B firms

Published
April 2001
Author
Wade G. Boudreaux
Abstract
Data warehousing has taken market segmentation analysis to greater, more desirable levels, though it is often used with companies with thousands - even millions - of customers. This article discusses the Q-Q matrix as a segmentation tool for small-to-medium business-to-business companies, including how to use the matrix.

A process approach to business-to-business research

Published
April 1994
Author
John Moran
Abstract
The voice of the customer needs to become more important in the business-to-business decision process. This article discusses reengineering the focus group process to make it more responsive to client needs.

A two-prong approach to B2B customer satisfaction research

Published
April 2013
Author
John Coldwell
Abstract
The author suggests that a best practice for B2B customer satisfaction research should include two parallel systems: ongoing telephone interviews and periodic in-depth surveys.

Accountemps relies on surveys to keep tabs on personnel

Published
February 1987
Author
Quirk's Staff
Abstract
For Accountemps, a temporary-help service, research was needed to improve the productivity of its workers. Vice presidents and personnel management were surveyed to find helpful hints on how to improve productivity.

Adding ‘prosumers’ to your groups can provide a creative boost

Published
May 2009
Author
Steve Richardson
Abstract
Under the right circumstances, including - rather than excluding - marketing professionals normally screened out of focus groups can lead to breakthroughs. Examples from British Airways and WD-40 are cited to illustrate how this approach has helped develop new products and services.

Adjusting buyer attitude data for business cycle variation

Published
April 1996
Author
Jim Haughey
Abstract
Few marketing managers account for business cycle variation in buyer attitude data. This article discusses how to remove business cycle impact from buyer attitude data to show actual effectiveness of brand management actions.

An analysis of the past 20 years of client-side research buying

Published
October 2011
Author
Emily Goon, Quirk's Content Editor
Abstract
Two decades’ worth of data from the Quirk’s circulation database is examined to discover what shifts have taken place in the research industry - including the advent of online and the latest economic crisis - and to predict where it might be headed.

An overview of business-to-business research in China

Published
November 2008
Authors
Matthew Harrison and Alaric Fairbanks
Abstract
The authors outline a brief history of business-to-business research in China and then explore trends in the use of various techniques while offering tips on what kinds of information can be obtained through research.

Analysis of business-to-business survey database yields insights on creating competitive advantage

Published
April 1997
Author
John Barrett
Abstract
Priority Metrics Group compiled customer survey results into a proprietary database, the results of which were delineated into 17 categories and used to better understand the process of creating competitive advantage and the role of customer surveys in providing critical data necessary to achieving that understanding.

Analyzing a B2B magazine’s ad inquiries and their relationship to qualified prospects

Published
April 2012
Author
Jim Nowakowski
Abstract
How the Web has affected lead generation for Buildings magazine and other B2B publications.

Anatomy of a research project gone wrong

Published
April 2012
Author
James K. Callihan
Abstract
How an overzealous vendor and an inexperienced client combined to derail a business-to-business research study.