Business-To-Business Research

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Recent Articles

Below are the 5 most recent articles on this topic. These articles were published within the last three years and are only available to registered subscribers.

Get their stamp of approval: Many companies measure customer satisfaction but few of them stop to ask customers an important question: "What is the experience you want from us?" Pitney Bowes used research to find out what its customers wanted and changed a number of internal practices to better align with customer needs.
Going beyond the numbers: Business-to-business research can often suffer from "death by bar chart." To really generate useful information and analysis, B2B researchers need to generate insights in addition to data, and take the time in reporting on the data to make outcomes and actions clear and understandable to their end clients.
Growth or stabilization?: 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.
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.
Qualitatively Speaking: Nonprobability sampling assures representation and validity with B2B universes: In the B2B research setting, conducting interviews with a few well-chosen experts can provide useful information, even if the sample from which the respondents are chosen isn't statistically valid.

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There are 84 articles in our archive related to this topic. Below are 5 selected at random and available to all users of the site.

Going for the gold: Mannington Resilient Floors used several research strategies to develop its successful flooring product. In addition to a telephone survey, Mannington used HTI Custom Research's monthly mail omnibus study to determine some basic purchase dynamics and the demographics of purchasers of floor coverings. Consumers were asked about their level of satisfaction with different kinds of floor coverings and what the coverings’ strong and weak points were. Mannington also studied retailers and others in the trade to gauge perceptions compared to its competitors and to determine how to increase and improve its industry profile.
Growing indoors: To determine the marketing potential of an indoor planter product, researchers applied a variety of research methods: a review secondary research, trade publications and sales materials; retail audits; in-store interviews; consumer and trade member interviews; and telephone interviews with retail buyers and distributors.
Similar aim, different approaches: 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.
The changing face of business-to- business qualitative research: While the goal of business-to-business research hasn’t changed, researchers are changing their qualitative research approaches. This article discusses trends in business-to-business qualitative research, including teleconferencing, conducting several one-on-one executive interviews and using interactive equipment in large-group research.
Beating the competition: 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.

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Related Glossary Terms

Business-to-business research: Research directed specifically towards companies whose customers are primarily other businesses.

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Related Associations

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Related Events

B2B RESEARCH CONFERENCE: May 21-23, 2008; The U.K.-based Business Intelligence Group will hold its annual conference, which focuses on business-to-business marketing and research, on May 21-23 at the Marriott St. Pierre Hotel in Chepstow, England.
CONFIRMIT CONVERGENCE CONFERENCE: May 21-23, 2008; Confirmit will hold its first conference centered on convergence on May 21-23 at the Tower Hotel in London. For more information visit www.confirmit-community.com.

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