Business-To-Business Research

We've grouped together all the information our site contains on business-to-business research to help you quickly and easily find related articles, suppliers, events, jobs, associations, glossary definitions and more.

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.

When using laddering in B2B research, target your probes effectively: Responding to an October Quirk’s article on using laddering in consumer research, the author adds her own insights on how to make laddering work in the B2B setting by adjusting the process to better meet a busy professional’s mind-set.
Why online focus groups can work for B2B research: The author outlines 13 strengths of online focus groups for B2B research, including their ability to easily assemble far-flung and specialized audiences, and opines on how the method might evolve to keep pace with changes in technology.
How to take your in-house research practices to the next level: Using the 10 key performance indicators detailed here, client-side researchers can install a continuous improvement process to add rigor and impact to their department’s practices.
How to transform market research from vulnerable to valuable: The authors draw from in-depth interviews with top researchers to provide concrete steps that MR departments can take to raise their internal profile.
Considerations in quantitative data collection in China: Conducting commercial quantitative research in China presents methodological and cultural issues that either don’t exist or that have already been solved in Western society. Researchers must take heed in this relatively-virgin territory and adapt their strategies to cater to China’s unique circumstances.

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There are 104 articles in our archive related to this topic. Below are 5 selected at random and available to all users of the site.

By The Numbers: First impressions are everything in b-to-b telephone surveys: Guidelines to help you get a foot in the door when calling business decision makers to conduct research.
Syndicated study tracks trends in office furniture: Kennedy Research Inc. conducts a quarterly Office Trends study to gain insights and information on the office industry. The firm mails a questionnaire to participants from a panel of key industry experts drawn primarily from top dealers, contractors, general managers, design firms, architects and Fortune 500 companies. The article describes the key questions in the study and highlights how three companies have used the results in their businesses.
Dig under the big number: Companies must look beyond their longstanding metrics for measuring business success and instead focus on customer relationships, using share of wallet and other metrics to see how the hundreds of smaller numbers contribute to the overall sales numbers.
Make it worth their while: Conducting effective market research among senior financial executives is notoriously difficult. This article discusses a methodology for obtaining rich, actionable and timely data from senior financial executives.
Reaching IT professionals: online vs. telephone interviewing: Technology companies conduct thousands of surveys of IT professionals annually in an effort to keep up with the ever-evolving technology marketplace. Because they are a relatively small and oft-contacted group, it is important for marketers to consider factors that will encourage survey participation when designing a research program. This article details how to use online surveys successfully with IT professionals.

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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

VISION 2010: May 10-12, 2010; Vovici will hold its Vision 2010 conference on May 10-12 at the Reston Hyatt in Reston, Va.
BIG CONFERENCE 2010: May 12-14, 2010; The Business Intelligence Group will hold its annual BIG Conference, themed 'Back to Black? Prospects for B2B Research,' on May 12-14 at the Marriott St. Pierre in Chepstow, South Wales, U.K.

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