Industrial Market Research

Recent Articles

Below are the 2 most recent articles on this topic. These articles were published within the last three years and are only available to registered subscribers.

An overview of business-to-business research in China

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.

Local knowledge, global implications

Shanghai-based researcher Laura Mitchelson draws from her own experiences interviewing Chinese businesspeople to show readers the ins and outs of conducting business-to-business research in a vast and fast-paced country.

Related Articles

There are 29 articles in our archive related to this topic. Below are 5 selected at random and available to all users of the site.

Demystifying international industrial research

International research is unfamiliar to many industrial products firms. This article discusses international industrial research, including similarities and differences with American research and special considerations, such as telephone and in-person methods, designing and translating questionnaires and selecting a telephone survey firm.

The value of 'practiced ignorance' in cultural research

When it comes to ethnic and cross-cultural research, there are plenty of “experts” who will tell you how difficult it is. The situation isn’t as tough as the experts make it out to be, but worse! This article discusses applied ignorance in cultural research, referring to a consumer-products study focusing on Indonesia.

Data Use: Using the analytical hierarchy process

When there are five or fewer variables to test, the analytical hierarchy process works well. Variables are paired against each other and respondents pick the feature they like best. It can help determine how to bundle product features or how to structure payments options, for example.

Giving business a lift

Waltco Truck Equipment used surveys and in-depth telephone interviews to guide product tweaking, position, pricing and promotions.

Using virtual reality-based conjoint to capture the voice of the customer

When demand for a new product is highly uncertain and prototypes are expensive to develop, a research approach where potential customers evaluate hypothetical products can be extremely useful. This article describes use of TradeOff VRTM, which combines conjoint analysis and virtual reality to obtain customer feedback regarding the product design and planning process for a new Volvo truck.

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